Avoid Professional Culture Shock

How quickly can you pick up on a company’s culture?
Over the years, as I worked in different small businesses, numerous candidates came through my office for admin and office manager positions. One of the most important qualifications I looked for — besides knowing the difference between there, their, and they’re — is that the person fit our company culture.
If you are looking for a job, making a sales call, or in any way hoping to make a good impression in foreign territory, figure out the culture and adapt. It may turn out that you decide the culture isn’t a good fit for you. Fine. But you can’t even make that decision if you don’t first know what the culture is. And you have much greater chances of making a good impression if you accommodate the values you see around you.

Organizations usually lie somewhere along a continuum when it comes to culture. On one end of the spectrum, you have organizations that are focused on people and relationships. Productivity plays a minor role in these groups, such as social clubs. A social club doesn’t exist to make money or further a cause; its sole purpose is to foster relationships. On the other end of the spectrum, you have organizations that are focused on issues and productivity. In a sweatshop, for example, people are merely resources. Morale, rapport, and relationships mean nothing.
Most companies fall somewhere between those two extremes, but will lean either toward people and relationships or toward productivity and work ethic. How can you tell nonverbally what the culture is?
In her book on job interviewing skills, Beyond a Firm Handshake (which I edited), my friend, Sari de la Motte, dedicates a chapter to this very topic. But here are some nonverbal clues to look for, whether you’re going in for a job interview, a sales presentation, a workshop, or … fill-in-the-blank.
In a people-oriented culture, you will likely see:
- More smiles, nods, and eye contact
- Relaxed posture
- A slower walking pace
- Time for small talk
- Casual dress

In a productivity-oriented culture, you will likely see:
- Straight faces and unapproachable body language
- People looking at their work (computer screens, phones, agenda, etc.) rather than each other
- Quick, decisive movements
- Work related discussion only
- More professional attire
Whether you’re trying to sell a product, a service, or yourself (in a job interview, for example), you’ll get way farther if you notice how the organization does business and correspond. If you see people-oriented nonverbals, relax a bit. Smile, nod, take interest in the people around you. If you see everyone is focused on their work, stay on point and don’t waste time. You increase permission and rapport when you meet people where they are.
If the culture is not a good fit, you can always decide not to work with the organization. But let that be your decision. Don’t shoot yourself in the foot by clashing with what you see around you.
Be bold. Be real. Be a communication rock star.

I’m Rachel Beohm, a writer, speaker, and coach. Through nonverbal communication, I empower clients to show up as their biggest, boldest selves.
