Eric Tabone of Nearshore Business Solutions on Why Cheap Labor Is the Wrong Reason to Hire Abroad
By: Eva Keller
Most companies that explore hiring in Latin America start with a spreadsheet. They compare salaries, run the numbers, and decide whether the savings justify the effort. That calculation isn’t wrong, but if it’s the only one being done, companies are setting themselves up for a hire that looks good on paper and underperforms in practice.
Cultural alignment is the variable that doesn’t show up in the budget, and it’s often the one that determines whether a nearshore hire actually works.
Here’s what that means practically. A BDR in Colombia who grew up consuming American television, who understands the rhythm of a U.S. sales conversation, who can read tone, pick up on humor, and respond to the unspoken expectations of a client call, is a fundamentally different hire than someone with identical credentials who lacks that cultural fluency. Both might clear the resume screen. Only one is going to perform in the role.
“I’ve yet to find a good substitute for human-to-human connection,” says Eric Tabone, founder and managing director of Nearshore Business Solutions, who has spent 16 years building and placing teams across Latin America. “People want to deal with people. And that’s where the cultural alignment piece becomes everything.”
The practical markers of that alignment are more accessible than most U.S. companies realize. English proficiency in Colombia’s major cities, Bogotá and Medellín especially, has risen steadily, and much of it was built organically through cultural exposure rather than formal instruction. “Most people we work with grew up on the show Friends,” Eric says. “A lot of them, you have no idea if they grew up in the United States or Latin America. They sound like you’re speaking with somebody from San Francisco or Florida or New York.”
For client-facing roles, that matters enormously. The ability to mirror communication style, to understand references, to move naturally through a conversation without friction, these are things that training can only partially compensate for. Companies that overlook this when evaluating nearshore candidates often find themselves frustrated by performance gaps they can’t quite diagnose.
Time zone is another cultural alignment factor that gets underestimated. Colombia operates on Eastern Standard Time year-round, with no daylight saving shifts. That means real-time collaboration, same-day feedback, and the kind of spontaneous communication that keeps distributed teams feeling like actual teams. The difference between managing someone three hours behind versus 10 hours ahead is not just logistical. It shapes the entire working relationship.
There’s also a reputational factor that quietly affects how foreign managers show up with Colombian teams, and it’s worth naming directly. Outdated perceptions of Colombia, largely shaped by decades-old history and how it’s been portrayed in media, lead some executives to bring assumptions into their management approach that create distance before the relationship even starts. “Don’t believe what Netflix says about Colombia,” Eric says. “Forty years ago it was a very different place. Now, living in Bogotá, it’s a global city. It’s safe. It’s developed.” Walking in with that clarity, and treating Colombian professionals with the same baseline respect you’d extend to a hire in your home market, is a prerequisite for the relationship working.
The deeper point is that cultural fit isn’t a soft metric. It has hard consequences. A hire with strong cultural alignment stays longer, performs better in client-facing roles, integrates more smoothly into existing teams, and requires less management overhead. A hire made purely on cost, without that evaluation, tends to surface problems that are expensive to unwind.
The companies that get nearshoring right aren’t the ones that found the cheapest option. They’re the ones who understood that they were building a relationship with a professional, in a real place, and treated it accordingly.











