Fabio Crisafulli, Japan C&SI Alliance & Netvibes Director, Dassault Systemes: Episode #238 Japan's Top Business Interviews

Fabio Crisafulli, Japan C&SI Alliance & Netvibes Director, Dassault Systemes (as at December 2024): Episode #238 (Audio here:https://bit.ly/41ygaFt) (Video here:https://bit.ly/41MmKJT) Japan's Top Business Interviews

Previously Fabio was C&SI Alliance Executive, Dassault Systemes; Global Alliance Director, Strategic Business Director, Director Strategic Pursuit Team, Director Mechatronics Solution at Siemens Digital Industries Software; Project Manager Promec Automotive.

Summary

A seasoned leader with extensive experience in Japan, he highlights the unique challenges and adaptations required to lead effectively in a Japanese business environment. Having transitioned from a Western leadership model to managing teams in Japan, he underscores the significance of communication, trust-building, and cultural sensitivity.

One of the most striking differences Crisafulli encountered was the approach to communication. In contrast to his Italian background, where opinions are expressed directly, he observed that Japanese team members often remain silent in meetings. Instead of voicing their concerns or ideas immediately, they may provide feedback privately afterward. This indirect communication style required him to cultivate an environment where employees felt comfortable sharing their perspectives, even if it meant allowing silence during discussions. He learned to encourage open dialogue and create a psychologically safe space where disagreement was not only tolerated but valued.

Crisafulli also emphasizes the importance of leading by example. Rather than issuing direct orders, he believes in granting ownership and responsibility to his team members. By allowing them the freedom to make decisions within a guided framework, he fosters a sense of accountability and motivation. This is particularly crucial in Japan, where employees may be hesitant to take initiative unless they understand their role’s significance in the broader strategy.

Another key aspect of his leadership philosophy is trust. He makes a deliberate effort to demonstrate trust in his team first, which, in turn, encourages reciprocal trust. He remains observant of body language and behavioural changes, recognizing early warning signs of disengagement or dissatisfaction. If a team member struggles with performance, he engages in direct and private conversations to understand their challenges, offering support or reassignment if needed.

Crisafulli has also noticed a shift in younger Japanese employees, who show a greater willingness to take risks and seek innovation compared to past generations. He believes that providing them with opportunities to experiment, even at the risk of failure, fosters both personal and professional growth.

In managing headquarters expectations, Crisafulli advocates for adaptability and diplomacy. He encourages executives to move beyond stereotypes about Japan and to understand local business realities firsthand. His approach to leadership is deeply rooted in respect, empowerment, and continuous learning, making him an effective bridge between Western corporate structures and the intricacies of Japanese workplace culture.

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About The Author

Dr. Greg Story, President Dale Carnegie Tokyo Training

Contact me at [email protected]

Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".? He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”.

Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations.?He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki.

He publishes daily blogs on LinkedIn, Facebook and Twitter

Has 6 weekly podcasts:

1.?????Mondays -??The Leadership Japan Series,

2.????Tuesdays – The Presentations Japan Series

Every second Tuesday - ビジネス達人の教え

3.????Wednesdays - The Sales Japan Series

4.????Thursdays – The Leadership Japan Series

Also every second Thursday - ビジネスプロポッドキャスト

5.????Fridays - The Japan Business Mastery Show

6.????Saturdays – Japan’s Top Business Interviews

Has 3 weekly TV shows on YouTube:

1.?????Mondays - The Cutting Edge Japan Business Show

Also every Second Thursday - ビジネスプロTV

2.????Fridays – Japan Business Mastery

3.????Saturdays – Japan Top Business Interviews

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development.

Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo.

Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan.

Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.

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