Building lasting partnerships through local insight in Brazil

Rafael, with his understanding of Klaveness Digital's ethos - a blend of personal interrelations and lean operational models, brings a unique flavor to the Brazilian sector. Klaveness thrives on its personal touch and rapid execution, something that he uses in his everyday interactions. 

Understanding Brazil’s market dynamics of challenge and unwavering loyalty 

Brazil's market, known for its tough stance yet profound loyalty, resonates well with Rafael's approach. The importance of relationships in this region cannot be overstated. As he puts it, "If you're in, you're in." This philosophy has guided him in adapting to local preferences, where the emphasis on relationships is crucial, and language barriers are approached with thoughtful consideration. 

The power of local presence 

Rafael's role was valuable in fostering relationships with significant clients like Hydro, Alcoa, Alunorte, Citrosuco and Gerdau. These partnerships, which might not have materialized without a local presence and language skills, were supported by face-to-face interactions. His three-day site visits with each client exemplifies the importance of local presence in building trust and understanding. 

Harmonizing global standards with local expectations 

Balancing global standards with local needs isn't without challenges. He points out the differences in work cultures, such as the Norwegian summer holiday period which contrasts sharply with Brazil’s expectation of continuous availability. His strategy? Clear communication and setting expectations, especially during critical periods for customer projects.  

Rafael believes that the presence of a Norwegian company in Brazil, coupled with local insights, plays positively into Klaveness Digital's brand perception. The company's reputation, enhanced by local expertise, is seen as a sign of commitment and understanding of the Brazilian market. 

Collaboration is key to success 

His collaboration with other departments, like Marketing, his colleagues in Customer Success, Sales and Product and Technology, ensures a seamless blend of global vision and local execution. He believes this constructive collaboration is vital in keeping the balance between the company’s global standards and regional nuances.  

In a world where global businesses often struggle to understand local markets, Guimaraes highlights the value of local knowledge and adaptability. His story is not just about customer success; it's about cultural understanding, adaptability, and the personal touch that turns business relationships into partnerships.