Graham Hallworth is the Managing Director of Novell Africa, and has lived and worked in Africa for 21 years. Novell delivers software to thousands of organisations around the globe, seeking to help firms stay competitive, minimise costs and get more value from software. Graham is responsible for the NetIQ, Novell and SUSE Linux Brands in sub-Saharan Africa. Below, he gives his five tips for succeeding in Africa.

1.      Beware exaggerators

“Everyone will tell you that he can get you a meeting with the President. Forget it! Is he going to pay your rent when you can’t?”

2.      Play the status game

“If you want to meet the CEO of a company you had better have CEO on your business card. Especially in West Africa, where status is everything.”

3.      Be on time, not “African time”

“Always be on time! Even if they are not. Depending on how important your host wants to think he/she is, even if you are on time they might keep you waiting for over an hour. It’s a power play thing.”

4.      Personal connections are key

“Allow plenty of time for your first meeting and ask lots of questions about your host’s family and interests. 80 per cent personal, 20 per cent business at the end.”

5.      Think big

“Africa is a BIG place. Never assume that people have the same approach to work, even in neighbouring countries, take Kenya and Tanzania for example. Getting around countries can be a challenge with flights cancelled and the rest. But just relax and enjoy the opportunities which these challenges bring. There is nothing you can do to make it different and that is why we are always saying TIA, “This is Africa”.”