As a foreign entrepreneur or business professional looking to expand your ventures into Spain, it is positive to understand the local business culture, mentality, and key facts about the country. Spain offers a dynamic and growing economy, and its business approach emphasises relationships and personal connections. Here is a breakdown of some essential tips you need to know before making your move.
In Spain, personal connections and rapport-building are critical components of any successful business endeavour. If you are used to closing deals based purely on data, be prepared for a shift – trust and mutual understanding play a much bigger role:
- Face to face meetings are essential. Emails and phone calls might help maintain communication, but trust is built over in-person interactions, such as lunches or dinners. Even in the post-COVID era.
- Spanish business communication style may be particularly formal in initial meetings.
In other cultures we find other ways of approaching an important issue, with more use of euphemisms or formalities. But, in Spain, it is less frequent and they tend to go directly to the point to be discussed. Both in a business context and on a day-to-day basis. So, compared to other cultures, people tend to be frank and direct when they speak, but it does not mean they do not want to be respectful. Furthermore, as relationships strengthen, the conversations often become warmer.
- Non-business conversations matter. Discussing family, hobbies, and life outside work helps establish the kind of trust needed for long-term business partnerships. Although in other cultures this may be considered inappropriate, don’t worry, it’s not gossip!
- Building trust. Spanish professionals prefer to know their business partners personally before diving into contract discussions. Be patient, focus on creating an atmosphere of trust, and do not rush negotiations.
- Humour is appreciated, but be careful. Sharing light-hearted jokes, as long as they are in good taste, can help break the ice during meetings. Just ensure your humour does not offend anyone, as Spanish society values equality between all social groups.
- Punctuality. While punctuality is valued in Spain, a couple of minutes delay is not seen as disrespectful in social or business contexts, but it is still advisable to aim for it to show professionalism.
- Meals serve as important occasions for bonding, and the conversation does not end with the last bite. The practice of «sobremesa» –post-meal conversation– often leads to deeper connections and a better understanding between business partners. Always plan enough time after dinner for this essential discussion time, as it can be more fruitful than the meal itself. During this time, coffee is usually drunk while chatting or discussing points.