Introduction to Business Matching 101 in Cambodia

Khmer Culture & Local Business Interactions

First & Second Meetings: Do’s and Don’ts

Success in Cambodia hinges not just on strategy—but on relationships. Khmer business culture is deeply rooted in respect, formality, and long-term rapport. First impressions are lasting, and how you conduct yourself in the initial meetings can open (or close) doors.

FIRST MEETING: Making a Positive First Impression

🎯 Objective: Establish trust, show humility, and build rapport—not to push for a decision.

✅ DO:

• Dress formally: Suits for men, formal dresses/blouses for women. Conservative attire is preferred.

• Greet with a slight bow and a handshake: If you're close in age or senior in status, handshakes are acceptable. For elders, pressing your palms together in a slight bow (“Sampeah”) shows deep respect.

• Use formal titles and full names: Always refer to someone as “Lok” (Mr.) or “Lok Srey” (Mrs./Ms.) unless invited to use their first name.

• Bring business cards: Present them with both hands, text facing the recipient. Receive theirs respectfully and take a moment to look at it.

• Speak slowly and clearly: Many business professionals understand English, but avoid idioms or overly fast speech.

• Show respect for hierarchy: Always address the most senior person in the room first.

❌ DON’T:

• Don’t dive straight into business—take time to talk about background, family, or mutual acquaintances.

• Don’t interrupt or disagree forcefully, especially with a senior.

• Don’t give or receive documents or gifts with your left hand only—use the right hand or both hands.

• Don’t point with your index finger; gesture with your whole hand if needed.

📝 Pro tip: First meetings are about trust. Cambodians tend to do business with people they know personally or who come highly recommended.

SECOND MEETING: Progressing the Relationship

🎯 Objective: Begin exploring business terms, but still with patience and cultural awareness.

✅ DO:

• Follow up promptly from the first meeting with a polite, respectful message or call.

• Reaffirm your interest while showing respect for their decision-making pace.

• Bring additional materials (company profile, brochures, case studies) translated to Khmer if possible.

• Ask questions diplomatically to better understand their challenges or objectives.

• Offer value before making demands: Khmer partners often appreciate signs of commitment (visits, small gestures, or investments).

❌ DON’T:

• Don’t push for formal agreements too quickly—Cambodians prefer to build confidence over time.

• Don’t directly say “no”—instead, use phrases like “let me consider” or “we’ll need to explore that further.”

• Don’t lose patience with long pauses or indirect answers—saving face is more important than being direct.

• Don’t assume silence means rejection—sometimes it means the discussion needs internal alignment or further consultation.

Bonus: Small Touches That Matter

• Offering small, culturally appropriate gifts (branded items, local snacks, books) during a second meeting can be seen as a goodwill gesture.

• Avoid giving alcohol unless you're very familiar with the recipient.

• Be on time—Cambodians are generally punctual for business meetings.