Overseas B2B companies selling in the UK need a story that British buyers and City institutions trust.
A B2B company from the US, Europe or Asia that sells into the UK usually leads with the story that works at home. British buyers and the banks, insurers and asset managers of the City hear it as overstated, light on evidence they recognise and vague about how the supplier will cope with UK regulation, procurement and governance.
It shows up as warm introductions that go quiet, pilots that stall before a contract and a long wait while a risk or procurement team asks questions the pitch was never built to answer.
Dan Ilett leads The Proposition and chairs the City CIO Club, an invitation-only peer network for senior technology leaders in the City of London. He knows British buyers from both sides of the table, as commercial transformation director at a FTSE technology business and as a journalist who wrote for the Financial Times and the Daily Telegraph. The Proposition works with B2B companies in the UK, Europe, the US, the Middle East and Asia Pacific from its base in London, and customer interviews are held wherever your buyers are. If this reads like your business, start with a conversation about what is happening in your pipeline. You can book a meeting directly or use the contact page and Dan will come back to you.
Tell us what you sell, who you sell it to and what is coming up. We will come back within a working day.
You can also book a meeting directly or email hello@theproposition.co.