Business consulting: 5 common mistakes made by international companies in the Italian market

1. Underestimating culture and personal relationships

Every country has its own way of approaching buyers, and in Italy this aspect is central.Commercial relationships, trust and reputation play a decisive role in purchasing processes. Not knowing the key players and approaching them in the wrong way can preclude any opportunity.

SI Company offers direct business consulting to address these challenges: it identifies the right contacts within target companies, understands buyers’ relational expectations and provides guidance on developing an authentic positioning in the market. Thanks to its direct and consolidated experience with key Italian players, SI Company helps build effective and credible relationships.

2. Ignoring regulatory and bureaucratic complexity

The Italian regulatory framework is dense, fragmented and often specific to a particular sector or client. Foreign companies that are unfamiliar with the correct procedures risk delaying their entry into the market or failing to pass the qualification phase.

SI Company, through its corporate qualification service, supports companies in identifying the requirements, preparing documentation and managing processes related to technical and regulatory compliance. Thanks to the experience gained with various clients and customers, SI Company enables companies to deal with the requests of Italian companies with precision and reliability.

3. Contracts not compliant with Italian law

Many contracts proposed by foreign companies use generic templates that do not take into account the specificities of the Italian legal context: clauses on withdrawal, force majeure, dispute management, penalties and liability. The absence of these guarantees can slow down negotiations or raise doubts in the Italian buyer.

SI Company offers a business consulting service to support companies in preparing clear, comprehensive commercial agreements that are consistent with Italian regulations and the expectations of local counterparties. Contract preparation is always adapted to the specific dynamics of each project or client.

4. Business proposal not suited to the Italian market

A common mistake is to present your company in a generic way, without taking into account the specific methods and needs of Italian companies. Each situation requires a tailor-made approach, in which the form and content of the proposal are designed for the local context.

With its strategic marketing activities, SI Company supports companies in defining and adapting their corporate identity for the Italian market, structuring communication according to buyer expectations and selection processes. This includes presentation materials, technical dossiers and personalised relationship strategies.

5. Poorly calibrated timing and approach to the market

The sales cycle in Italy is often longer and more complex than in other countries. Multi-level decisions, multi-stage negotiations and a relational approach render any attempt at excessive pressure ineffective. The wrong pace can undermine trust or lead to a breakdown in dialogue.

SI Company supports clients in building a calibrated entry and development strategy, aware of local timing and dynamics. From the initial presentation to the commercial follow-up, it manages expectations, adapts messages and supports negotiations until the contract is closed, always with a long-term vision.