Business Facilitation

Category

Sub-indicator

Reliability

Meeting Reliability

Reliably implement agreements

Speed of decision making

Openness

Access to the decision-maker

Openness to foreign business persons

Negotiating attitude

Criteria

Code

Meetings generally take place on time and as scheduled

0

Meetings may be delayed, may run over at the allotted amount of time or maybe re-scheduled with some notice

1

Meetings rarely start on time, often run over the allotted time or may be cancelled with little notice

2

Criteria

Code

Agreements are generally implemented will little follow up from international partners. Contracts are enforceable under the local legal system. 

0

Some follow up and monitoring may be required. Contracts are generally enforceable under the legal system, but local businesses may prefer verbal agreements.   

1

Follow up and monitoring is likely required. Contracts are generally not enforceable under the legal system or local businesses prefer verbal agreements.   

2

Criteria

Code

Decisions are made in a timely manner and swiftly moved towards action

0

Decisions take some time due to internal consultations, risk analysis or are delayed because of local culture’s trust-building processes between potential partners.  

1

Decision making is a protracted possess that involves extensive internal consultations, risks analysis or a lengthy trust-building process between potential partners.  

2

Criteria

Code

Key decision-makers are easily accessible, sometimes on the first visit

0

Gate-keepers manage access to key decision-makers, but meetings will eventually take place. Potential foreign partners may meet with the decision-makers initially, but future meetings are likely to be with delegated managers.

1

Many meetings are required at multiple levels within the organization before being granted access to decision-makers. In some cases, the foreign partner may never meet the decision-makers.    

2

Criteria

Code

Foreign business is welcome and foreign businesspeople can easily access the business community 

0

Foreign business is welcome but foreign business people may not be initially trusted. Contacts in the local business networks are helpful in gaining access to the business community. 

1

Foreign business is difficult because foreign business people are often mistrusted and local contacts are essential to gaining assess to the business community.

2

Criteria

Code

Negotiations are approached from a co-operative point of view with mutual benefit as the desired outcome.

0

Negotiations are approached from a neutral point of view with balancing risks and rewards as the desired outcome.

1

Negotiations are approached from a competitive point of view with the winner taking all as the desired outcome.

2