“The most important decisions you make are not the things you do, but the partners you choose.” -- Warren Buffett

Real Gaijin recently sat down with Pascal Gudorf, the founder and CEO of Japan Business Insights (JBI) and author of Getting to "Yes" in Japan. We covered a wide range of topics related to how foreign companies can successfully access and navigate the Japanese market.

In this short clip, Pascal discusses his approach to the partner search process. He emphasizes the importance of selecting a joint venture or channel distribution partner based on an honest evaluation of desired qualities, such as the size of the sales force and product domain knowledge, rather than randomly choosing someone you meet at a trade fair.

Follow the link to listen to our entire hour-long discussion.