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In 2016, when the UK famously voted for Brexit, the British government committed to opening its doors to the world. They’d form trade agreements across the globe and declared, “Britain was open for business.”
Now is the perfect time for your company to begin trading with the UK. Tap into the 6th largest economy globally and connect with a market of over 67 million people.
But before you start arranging meetings and booking Zoom calls, get to know your customer and their business customs. In this guide, we’ll explain everything you need to know about British business practices.
Formality
The British business manner is still quite formal, though that’s changing as organizations become more global in outlook.
But you’ll still find an extended hand to shake when meeting someone for the first time, lots of eye contact, and they’ll probably tell you their job title as well as their name.
If they use a formal title like Mr, Mrs, or Dr, instead of a first name, take this as an indication that it is how they would prefer you to address them during your meeting.
Likewise, meetings often have an air of formality. That might include a written agenda, time-keeping, and minute-taking. Expect the meeting to start on time. Be punctual. Arriving late is a sign of bad manners.
Meetings are still popular, particularly in more traditional industries and older organizations. It’s not uncommon for a session to last one or two hours. There might be a large attendance too. Think 10-20 people if it’s an important topic.
If you plan to negotiate in a one-to-one meeting, expect the British to be serious, formal, polite, and tough in their negotiations.
They’ll show minimum emotion and keep their thoughts and opinions close to help protect their side of a negotiation. Any verbal agreement will need a formal written agreement afterwards.
Business Structures
While some businesses in the UK are moving to flat organizational structures, many still have a distinct hierarchy. Don’t be surprised if the response to your request is: “I will need to check with my manager first.”
If you pitch to a UK company, it’s worth finding out their organizational structure in advance. You’ll need to make sure you speak to the person with authority to make a decision, and that’s often a manager or director.
Dress Code
The UK business culture isn’t as formal as it once was. You won’t necessarily see ties and suits unless a senior, formal gathering such as a board meeting. However, there is still an expectation for a proper dress code.
Go for shirts, trousers, skirts, blouses. Avoid t-shirts, shorts, and sandals.
Jeans are more acceptable in younger, trendier organizations (startups, design agencies, for example).
But you might find jeans frowned upon in more established and older business environments (for example, government, finance, and defense).
Some businesses operate “casual Fridays,” t-shirts and jeans replace more formal attire. If in doubt, check the expected dress code before meeting with a British counterpart.
Culture and Business Etiquette
You’ll typically find the British polite, helpful and friendly if a little reserved. If you are too direct or blunt in conversation, you might find yourself inadvertently offending a more reserved and conservative Brit.
Younger people in Great Britain tend to be less reserved, adopting more global or American culture and etiquette.
While small talk, eye contact, and handshakes are the norm, hugs and kisses are not, particular in a business setting.
Expect polite inquiries about your well-being, family, and whether you had a good journey.
Having an established personal relationship with someone you do business with isn’t as crucial to the British as it might be in some countries.
Nevertheless, you might find that some people have long-standing bonds in their business networks if they have known each other for years.
You might develop a more established relationship with a British connection. In that case, you could find that your next meeting is a lunch appointment (or even a pub invitation).
At the pub, Brits will expect you to buy at least one round of drinks and will always reciprocate.
If your meeting finishes at the end of the workday, don’t be surprised if you get invited to join your British counterpart for after-work drinks (especially on a Friday).
Traditionally, business cards have always been commonplace in the UK. However, nowadays, you’ll probably find that a simple exchange of email addresses is just as likely when you first meet someone.
Humor
The British tend to be quite self-deprecating. Sarcasm is also heavily used in British humor. In a business setting, you might find some light humor during discussions to lighten the atmosphere but nothing that might offend.
The British are liberal in political outlook and won’t allow humor in a business setting that would denigrate any oppressed group or undermine equality laws in the UK.
Political humor is also off-limits, as some Brits prefer to keep their political opinions private.
Language
There is a small but relevant point to note when setting up a new UK trade relationship.
While the primary language is, of course, English, the spelling is slightly different from American. You won’t need to use English spelling in your correspondence but expect it back in any return communications.
Regional accents vary widely across the UK, so when arranging calls and meetings, keep this in mind. You might find some regional accents and dialects more challenging to understand than others.
Business Gifts
Business gifts aren’t commonplace, particular for first meetings. Many big businesses have strict policies for gifts. They will need to register and record anything they receive from a customer, supplier, or other contacts.
Christmas gifts are the most common gift-giving occasion in British business. Some businesses will give their staff gifts before Christmas, and sometimes to their customers and contractors.
If you do receive a gift, you might choose to reciprocate.
Build Longlasting Business Relationships With the Right Business Practices
Are you ready to expand to the UK? By knowing these standard British business practices, you’ll be well prepared to succeed in your new global expansion.
For more business tips, head to our finance section for our latest advice and news articles.
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