Global business in general, and certainly in many specific countries, is done with family and intimate friends. However, we may perceive it much differently when we experience it and feel its affect. Networks, relationships, friendships, contacts, old boy ties - all exist in America, as in other countries, but perhaps in more subtle or extreme ways. This is why it may be very valuable to have local partners or joint venture companies to help in these situations. However, the local partner should bring something to the table other than contacts.
Contacts often change, government officials move or are removed.
The partner should have a commitment to the business, product, or service. When you select a partner, you are often doing so for life. These joint ventures or agency relationships are difficult to end or change and thus you are seeking a reliable business partner. Value added is a must and is critical as competition becomes as keen globally as it is locally. The cardinal error that reflects adversely upon the success of American businesses it is that U.S. businesses in global partnerships and markets is the intention of imposing U.S. business systems and practices on other countries.