Doing Business in Mexico

Mexico is a country with a rich culture that permeates all aspects of life, especially business. Expats wanting to do business in Mexico should consider the cultural nuances of the business climate, or they might risk being caught off guard, offending potential associates or even missing out on various business opportunities.

When relocating to any country, getting familiar with local customs may take time, but understanding the basics is fundamental when doing business in Mexico.

Fast facts

Business language

Although many Mexican businesspeople speak perfect English, Spanish is the official language of business. Learning a few choice words and phrases will go a long way toward getting to know associates. Formal pronouns for "you" ("usted" instead of "tú") should be used in professional settings.

Hours of business

Business hours are usually from 9am to 6pm, Monday to Friday, with a two- or three-hour siesta in the early afternoon. This may vary across different types of businesses.

Business dress

The dress code for the Mexican business world is smart and formal, with an emphasis on style. Men wear ties, dark colours and accessories. The basic assumption is that people endeavour to look as good as they can. Women also dress smartly and stylishly (business suits are widely worn) and often go to work in high heels and make-up.

Greeting

Business greetings in Mexico are regularly a handshake with a slight bow. It's important to use someone's title when greeting them, as it's a sign of status and is highly valued in Mexico. Someone without a title should be referred to as Señor (Mr) or Señora (Mrs), followed by their last name.

Gifts

Gifts are not usually given at business meetings, though a small token of sincerity might be appreciated. Expats invited to a colleague's home should take along some wine, sweets or flowers, but should avoid red petals and marigolds, as these are typically used for funerals. 

Gender equality

Women are ostensibly treated as equals in the Mexican business world, frequently rising to senior positions. Nevertheless, business in Mexico can still follow paternalistic patterns, and the presence of machismo in the workplace is, regrettably, a reality that many expat women deal with.

Business culture in Mexico

The defining characteristic of business culture in Mexico is that successful, productive business relationships are invariably built upon personal trust and familiarity between individuals.

Relationships

In Mexico, business is ideally conducted face-to-face and among people who know and trust each other. If at all possible, we recommend expats try to network and organise their initial introduction to a potential business partner through an existing contact. 

Due to this interpersonal approach, business in Mexico can often proceed slowly, with people tending to take time to establish personal relationships before getting down to negotiations.

Hierarchy

Even though management structures in Mexico remain hierarchical, business etiquette is marked by a combination of formality and genuine warmth, friendliness and openness between individuals. Executive company decisions are always made by the person in the highest authority, yet junior employees are also encouraged to share their opinions during meetings and engage in debate.

Expats should use titles and formal pronouns until explicitly instructed not to do so, but should not shy away from engaging in personal discussions with their colleagues. In Mexico, a person’s qualifications, expertise and work experience – as important as they are – will not serve them as well as their ability to develop personal relationships with associates.

Meetings

Business meetings must be scheduled in advance and then confirmed a few days before they take place. Expats need to be punctual, while bearing in mind that their hosts might not show the same courtesy in return. The meaning of time is a key issue in Mexican culture, but this is more the case in informal settings than in professional ones. Meetings often begin with small talk – this is to encourage people to get to know each other – and will proceed at the pace determined by the influential role players present.

Communication

Expats should bear in mind that, in Mexico, it is very rare to hear the word "no" being used in a direct or confrontational way. Direct refusals are thought of as rude. If someone doesn't like an idea, a gentler, more diplomatic expression, such as "let me think about it" is the more thoughtful approach.

Displays of emotion are common during business meetings in Mexico. These might be uncomfortable to witness at first but are regarded positively in the Mexican workplace. Emotions are considered illustrations of emphasis, engagement and passion.

Business cards

Business cards are swapped frequently in Mexico. Expats should make sure that one side of their card is translated into Spanish, with this side facing up when the card is handed over. Professional qualifications are often listed on business cards.

Attitude toward foreigners

Mexico is a friendly, welcoming place to do business – and foreigners shouldn't experience much difficulty assimilating themselves into Mexican corporate culture. Expats should bear in mind, though, that not being able to speak Spanish will alienate them from the general public. 

In some areas of the country, Americans may be treated with suspicion and even hostility. There are political tensions between the US and Mexico, and expats should try to understand the background of these tensions.

Dos and don'ts of doing business in Mexico

• Do be willing to invest in personal relationships with colleagues
• Do learn to relax and to take things as they come
• Do learn Spanish – Mexico's culture will offer itself up to those who do
• Don't be impatient, pushy or rude. Let things develop at their pace.
• Don't be blasphemous, especially during business meetings
• Don't feel frustrated if good ideas are not used immediately. Mexican business people are open-minded, but may be slow to change their ways.