There are many reasons to consider locating your business in Ireland or doing business in Ireland while located somewhere else. From the English-speaking, skilled, flexible, and diverse labor force, to the low corporate tax rate, to the accessibility to the EU and the rest of the world, Ireland offers many advantages. Post-Brexit, Ireland’s role as a gateway to the European market has become even more pronounced.
If you are considering doing business with the Irish, it behooves you to understand Ireland’s unique business culture before you get started. We’ve put together some important tips and insights on how the Irish do business, what to expect when doing business there, and how to work well on the Emerald Isle.
The Republic of Ireland, the United Kingdom, and Northern Ireland
First – an important distinction to make. The Republic of Ireland is NOT part of the United Kingdom, nor is it the same country as Northern Ireland (which is part of the United Kingdom). Don’t make the mistake of lumping them together. To confuse Ireland and Northern Ireland is a sure way to start off on the wrong foot. In fact, it is advisable to avoid talking about politics in general.
Northern Ireland and the rest of the UK left the EU on 31 January 2020. However, under the terms of the EU-UK agreements, special arrangements apply in Northern Ireland. Under the Windsor Framework, Northern Ireland remains aligned with EU single market rules for goods and therefore maintains access to this market. Read more Brexit questions and answers from the Northern Ireland Assembly, here.
Greetings
When greeting someone in Ireland, use a firm handshake with direct eye contact. Maintain eye contact when speaking to your Irish associates, though that doesn’t mean you should get in a staring contest. If you avoid eye contact, you will be perceived as untrustworthy, but if you intensely stare you could be considered rude. Most people are able to navigate this balance.
When entering an office in Ireland, greet everyone you know, though you do not need to shake hands.
Business Cards
Business cards are exchanged in Ireland, but rather casually. They are considered impersonal rather than an extension of the person to which they refer. They may be shared at the beginning or end of a meeting. If at the beginning, they may end up being exchanged during a bit of light conversation before the meeting starts.
Communicating
The Irish are generally warm and polite. They are good conversationalists and enjoy sharing philosophical or witty stories. All the better if you can do the same. They enjoy making and telling jokes, which may be confusing to foreigners. If the joke is at your expense, have fun with it, show that you also have a sense of humor, take it in stride, and even playfully joke back.
Professional titles are not prevalent in Irish business culture and a big title will not automatically command respect as it does in some cultures. In fact, outside of prestigious academic institutions, people will generally not use their credentials to gain approval. Rather, it may perceived as arrogant or boasting.
You may quickly move to a first-name basis, but wait for your Irish counterpart to invite you to use their first name before you do.
The Irish love a good debate. You are always safe with things such as sports, the weather, and hobbies. While you should never bring up religion or politics yourself, you can join in the conversation if your Irish counterparts do. You will likely hear strong opinions, so be prepared. You can also state your opinion, but be informed and sincere.
The Irish will be watching you to judge if you are honest and without arrogance. It is best that you remain open, relaxed, and humble in your communications
Humor
Though the business culture is generally conservative, Irish are known for being modest and having a good sense of humor. Jokes and teasing are a normal part of general conversation and can also extend into meetings to build rapport and avoid conflict. Take it in stride and keep in mind the spirit in which it is intended if directed at you.
Personal Space
Respect personal space and maintain an arm’s length distance when speaking to someone in Ireland. Besides a warm handshake, the Irish avoid physical contact. Men should especially avoid being physically demonstrative with women.
The Irish use gestures very sparingly. Public displays of affection are uncommon in Ireland, especially in the business environment. You won’t find patting, hugging, or touching between men in public. You may see a ‘good job’ slap on the back, but nothing else.
Time and Punctuality
There is somewhat of a dual standard regarding punctuality in Ireland. While you, as an expat, should always plan to be on time for business or social engagements, be prepared to allow for your Irish counterpart to be late, though it will generally not be more than 15 minutes or so. If you are going to be late, phone ahead to let them know when you expect to arrive and be willing to postpone your meeting if you will be significantly late.
The Irish relaxed sense of time extends to negotiations, so decision-making can be slow. Plan for this upfront so you do not show frustration. Delivery deadlines may also be impacted by the Irish relaxed attitude toward time, so build in some latitude to allow for dates shifting. Of course, also keep lines of communication open regarding the delivery schedule.
Networking
Relationships are very important in Ireland, so networking and establishing a good rapport is key. Business is often based on whom a person knows, so make sure to build those relationships to succeed in the business world. Family and religion are top of the list for the Irish, more so than many other fast-paced Western countries. Keep in mind that family and relationships are as significant as the business itself.
Because relationships are so important in Ireland, the best way to join an Irish network is to be introduced by people who are already in it. If you can find a well-connected third party to introduce you, it will be to your advantage. The Irish will generally buy from the Irish, so you will have to work hard to gain access to their networks and convince them that you can offer them something an Irish supplier cannot. If you’re considering expanding into Ireland, IDA Ireland is helpful for providing knowledge and helpful resources, but even more valuable are their introductions to business people you want to know.
Business Language
Irish is the first and official language of Ireland, but isn’t commonly spoken. Business is almost always conducted in English, with the exception of the Gaeltacht regions of Ireland, though the people there are usually also proficient in English. You shouldn’t expect that the Irish will conduct business in any language other than English or the traditional Irish language, so if your English isn’t very proficient, plan on getting the help of an interpreter.
Business Meetings
Building rapport is an important part of successfully doing business in Ireland. One of the ways this happens is through casual, even humor-filled and harmless playful conversation at the beginning of meetings to break the ice. You will have to build up trust before any real negotiations will begin, however. Therefore, opening small talk is incredibly important. Join in the fun.
Meetings tend to be open, informal, and relaxed. Even if there is an agenda, it very likely may not be strictly followed. Rather than a setting to make decisions, meetings are seen as a place to carry out discussions. There is typically not a seating convention, so wait for your host to offer you a seat.
It is generally easy to arrange to meet with people at all levels of an organization. That being said, make sure you are meeting with key decision-makers, so your time isn’t wasted. Most Irish executives are approachable and willing to meet to discuss business, though you may have to get through several gatekeepers first.
Avoid early morning meetings since traffic can cause people to be late. Lunch meetings are generally good and it’s not unusual to conduct meetings outside of the office, sometimes even over a pint of Guinness at the local pub. Business may even take place on the golf course. Initial meetings for a cup of coffee are also a nice way to ease into the business relationship.
Shake hands with everyone in attendance at both the beginning and end of the meeting.
Negotiating
Small talk often happens before negotiations begin. Focus on Irish culture and sports, but avoid politics and religion, as stated earlier. Once the negotiations begin, keep to business. Don’t be loud, pretentious, or arrogant. Speak plainly and expect that what you say will be taken literally. You can expect the same of your Irish counterparts, though early banter and exaggerations shouldn’t be taken seriously.
The Irish will not respond well to being pressured, so stay relaxed and do not be in a hurry. While they do not like aggressive sales tactics, they will bargain and negotiate over prices, so be prepared. The Irish are notorious for their profit-focused, short-term orientation, so be sure to demonstrate these benefits in your presentation. The Irish place value on facts and empirical evidence over feelings, so keep emotions in check during your negotiations.
Agreements are normally formalized in writing and then signed by both parties. For less formal matters, a verbal agreement may suffice, but it’s good to clarify how an agreement will be followed up to make sure everyone agrees.
Hierarchy
Business structures are hierarchical. Decisions are usually made at the top but the lines between managers and their subordinates are sometimes blurred. Irish are often friendlier and less formal than their European counterparts.
Dress
Formal yet fashionable suits and dresses with blazers are generally suitable, though dress tends to be less formal than in Western Europe. Tweeds, wools, and subdued colors are good, avoiding flashy colors or styles. As in most situations, it’s better to start off in more formal attire and follow your Irish associate’s lead. Avoid flashy and expensive jewelry as the Irish are typically understated in theirs. Always pack a raincoat for Ireland. You may need it year-round.
If you are doing business in the countryside, you will find dress more informal, so you’ll want to adjust. They are also very friendly and open, so be sure to take a similar approach.
Business Meals
The Irish are generally happy to conduct business in a restaurant, though it’s more likely over lunch than dinner. It’s very possible your Irish counterpart will suggest a business meeting in a restaurant, though you can also offer one. Be sure to find a place that is quiet enough to carry on a conversation and is suitable for business.
Business dinners tend to be more social in nature rather than for conducting business. They are an opportunity for you to deepen relationships. You may also head to a local pub for a pint of the Irish national drink – Guinness stout. Again, this setting is generally more for building your existing relationship, not necessarily for doing business. Don’t bring up business unless your host does first.
Gift-Giving
Gifts are not usually part of Irish business, but if you decide to share a gift, save it for the successful conclusion of your negotiations. If you are invited to someone’s home, bring flowers, chocolate or a good bottle of wine. A book from your home region is another nice option. If bringing flowers, avoid lilies and red or white flowers of any kind. Don’t give your host something overly expensive or extravagant. If you receive a gift, open it in front of the giver, express your appreciation, and send a thank you note.
Workplace
Office hours are generally 9-5:30 with an hour for lunch. Religious and family holidays are important. Avoid arranging meetings over Easter and Christmas. July and August are also months to avoid due to their being the main vacation time. Religion plays a significant role in Irish culture. Most of the population are Catholic and this has heavily influenced cultural values and social norms in the country.
Doing Business In Ireland Offers Many Advantages
Doing business in Ireland provides for a rich and enjoyable cultural experience, with the opportunity to build deep, lasting, and successful business relationships. With all that Ireland has to offer, taking the time to learn about their business culture will enhance your experience and potential business prospects.
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