Field Notes
Field Notes on Winning in Japan
Principles I’ve developed through real conversations, negotiations, and projects with overseas founders as they enter and grow in Japan. Not theory — lessons earned by doing the work.
Market Entry
Why Selling in Japan Should Start With Learning, Not Pitching
Most overseas companies want to start selling the moment they enter Japan. The ones who actually succeed start by being onboarded like an employee, not a vendor.
Trust & Relationships
Why I Talk Strategy With CEOs Before I Talk Services
A market briefing rarely builds trust on its own. What actually works is treating the founder as an equal in the strategy, not a client receiving a report.
Negotiation & Contracts
Contracts in Japan Aren’t the Finish Line — They’re the Start
When a Japanese partner slows down a negotiation, it is often about more than price. It is about whether they trust the relationship — and the deal — to last.
Personal Branding
I Stopped Selling on LinkedIn. My Pipeline Got Better.
Posting about services barely moved anything. Writing about what I was actually learning changed who reached out, and why.