Expertise is less important than your personal, family and company background. Family and friendship play a big role in business, and whom one knows is important. Red tape can be minimized considerably if you have the right connections. Establish rapport first. Personal relationships are vital to doing business in Chile.
Some light conversation is customary before getting down to business.
Decision-making is centralized and decisions are made at the top level, although all levels have input. Visit top-level executives first. Mid-level executives can follow up on subsequent visits. Be prepared to always go through a secretary. Secretaries are screeners for their bosses.