Why Foreign Companies Struggle with Recruitment in Japan
For foreign companies considering expansion into Japan, hiring top talent is often the first and most crucial step. However, without a solid understanding of the local market, even companies with strong global brands and successful products may find themselves struggling to attract the right candidates.
This article draws from our hands-on experience supporting recruitment for international firms—particularly those without a local Japanese entity. We'll walk you through the real challenges and practical strategies that can make or break your hiring success in Japan.
Common Pitfalls for Foreign Companies Entering Japan
The "Uniqueness" of the Japanese Market
Many global firms attempt to transplant their existing business and hiring models into Japan. But Japan's market is fundamentally different—culturally, commercially, and structurally. Key characteristics include:
- Building trust with clients takes time
- Channel sales through partners is the norm
- Customer focus is on reliability, support, and track record
Even unicorn tech companies often struggle when entering Japan without fully adapting to these differences.
Case in Point: When Global Success Doesn't Translate
One unicorn tech firm entered Japan with a direct sales approach mirroring their home market strategy. However, major enterprise clients in Japan prefer working through trusted system integrators like Fujitsu or NEC. The company's direct approach failed to gain traction, resulting in missed opportunities and slow growth.
What Sets Successful Foreign Firms Apart
Localization Done Right
The most successful foreign firms operating in Japan share several traits:
- Adopted a partner-first strategy aligned with Japanese market expectations
- Hired experienced local talent, often with SIer backgrounds
- Built robust support and technical enablement frameworks
We’ve seen firsthand how recruiting senior professionals with strong domestic networks—especially in sales—can dramatically accelerate market entry.
What Japanese Executive Talent Looks for in Employers
"Are They Serious About Japan?"
High-caliber candidates in Japan—those seeking executive or six-figure roles—are highly selective. They assess not only the compensation but also a company’s strategic commitment to Japan. During interviews, these questions often arise:
- What's the long-term strategy for Japan?
- How are customer relationships and sales handled?
- Is there a Japanese-language support structure?
Failing to address these concerns convincingly can lead to declined offers, regardless of brand prestige.
Real Voices from the Field
In one case we supported, a top candidate chose to join a lesser-known foreign firm because they demonstrated genuine respect and understanding for Japan’s business culture. The deciding factor was simple: "They get what it takes to win here."
Must-Have Elements for a Successful Hiring Framework in Japan
What Leading Companies Have in Place
Here are essential preparations we recommend for foreign companies entering Japan:
1. Partner Strategy
- Identify key SIers or VARs as go-to-market partners
- Structure incentives and support to build win-win relationships
2. Localized Support System
- Establish Japanese-language customer success functions
- Create documented troubleshooting workflows to share with candidates
3. Employer Branding in Japan
- Tailor career pages and job listings to Japanese audiences
- Showcase local success stories and team member interviews
4. Candidate Communication Strategy
- Plan and structure interview communications
- Prepare localized FAQs and value propositions for top talent
These steps shift your company from "hiring outsider" to "employer of choice."
Summary: What It Takes to Win Talent in Japan
The key to successful hiring in Japan isn’t brand strength—it’s humility and preparation. Companies that invest in understanding Japan’s commercial culture and adapt accordingly are the ones that thrive.
We’ve helped numerous foreign firms break through hiring challenges in Japan. If you’re serious about growing here, we’d be glad to support you with insights, strategies, and access to top talent.
Let’s make your entry into the Japanese market a success—starting with the right peop
