Jackson says it's worth being up in
Hanoi to develop that kind of close relationship. "The oil guys in
Saigon definitely have a more important operational role with
PetroVietnam, but they probably don't have the more social role
that we have up here. I mean I know the families [of these officials l.
Foreign firms generate trust by socializing and by addressing
the often unstated needs of the person with whom they desire to
build trust. The Hash House Harriers is a running club for expats.
Red River Oil Company sponsored a run in 1994 for the Hanoi
chapter of the club, which they held at the headquarters of
PetroVietnam, Red River's client ministry in Vietnam.
"PetroVietnam is a pretty conservative group of guys," says company
man Mel Jackson. "Well-educated, and trained overseas."
Unfortunately, all of the one hundred or so Americans-many
from other oil companies-were acting like they normally do on
a Saturday afternoon "Hash." The Petro Vietnam guys declined to
actually run, but they were happy to participate in drinking beer
and singing songs. "By the end of event," says Mel Jackson, "we
had these conservative guys in the middle of this circle, barely
standing up, making loud proclamations about how we were great
friends. Another guy from PetroVietnam was going on and on
about how we hope we can do this every year!