How can you attract the best Japanese executives to your firm?

      If the candidate is sharp, your biggest attraction to him will probably be a good product, a good business plan and a commitment to doing business in Japan. If you are appealing to highly specialized engineers or technicians, aspects of the job such as state-of-the-art technology or the guarantee that they can pursue a particular research project and be completely funded for it are strong incentives.

      Another carrot to dangle, especially to younger managers, is training at the home office, which may be very appealing to him as well as valuable to you. The appearance of success is often as important as the actuality. The "Torishimariyaku" title is a position on the Board of Directors, and is another powerful inducement to the Japanese executive who yearns for this title but is coming to realize that he'll never get it with his current employer.

      Although there is less flexibility and fewer individualized creative approaches to executive "perks" or fringe benefits, enticements to the ego such as clubs, a parking lot, use of car and expense account are important factors to some Japanese. They will be more impressed, however, if they see that they will be able to have frank, open and honest dealings with the boss.

      Being a member of the "inner circle" is important to Japanese, and being excluded from it in their present job may be one reason why they would be willing to make the move to your organization. It is important for them to believe that a job change will mean bigger challenges and upward mobility.