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Fast Growth, Market-Entry

Confidence and Guidance in U.S. Expansion with Neil Keenan

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When Irish and European companies think about entering the U.S. market, the opportunities are enormous, but so are the unknowns. In a recent Belly2Belly conversation, Neil Keenan, corporate law partner at Pinsent Masons, shared insights into the challenges, opportunities, and strategies that founders should consider when scaling across the Atlantic. The Fear of the Unknown For many founders, the first hurdle is psychological. The U.S. market is vast and complex, with each state having its own laws, tax rules, and regulatory requirements. Keenan noted that this creates both opportunity and apprehension, particularly for scaling businesses unfamiliar with the U.S. system. A Framework for Success To support companies, Pinsent Masons is partnering with U.S. law firms and agencies to provide guidance. Keenan highlighted their upcoming event, An Inside Look at Expanding to the U.S., which is designed to address questions at every stage: launch, land, and expand. Experts will cover state-level incentives, employment law, regulatory approvals, and trade policy. Even the Irish Minister of State for EU Affairs will be there to frame the geopolitical context. The Traits of Successful Founders Asked what sets successful founders apart, Keenan was clear: confidence, ambition, and good advice. Founders must believe they can scale in the U.S. while surrounding themselves with trusted advisors in law, tax, PR, and regulation. As he put it, success often comes to those who back themselves and build the right support network. Balancing Ego and Humility Crossing the Atlantic requires a blend of self-belief and openness. Keenan emphasized that while ambition is vital, listening to advisors and adapting to local realities is equally important. The founders who strike that balance are often the ones who thrive. Keenan’s message to entrepreneurs is straightforward: the U.S. may be daunting, but with confidence, preparation, and the right team, the market is well within reach. Join the Panel Discussion Founders and executives are invited to attend An Inside Look at Expanding to the U.S. on Thursday, 25 September at 3:00 PM, hosted at The Dean Hotel in Dublin. The program includes three panel discussions on launch, land, and expand strategies, along with networking opportunities and insights from industry leaders and government officials. Secure your spot by registering here: mchattielaw.com/resources/Sept-Dublin-Event Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry

Hiring for U.S. Expansion with Adam Cruickshank

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Expanding into the U.S. is exciting, but hiring here is anything but simple. In a recent Belly2Belly conversation, Adam Cruickshank from VensureHR shared how founders can avoid missteps and set up their teams for long-term success. With experience guiding global companies through payroll, compliance, and HR complexities, Adam explained why realistic timelines, flexibility, and accountability are the cornerstones of successful hiring. Start Early, Avoid Stress One of the most common mistakes Adam sees is waiting too long to engage experts. Companies sometimes try to hire on a week’s notice without handling payroll, benefits, or compliance. The result? Frustrated candidates, stressed employers, and messy timelines. Adam advises starting conversations early, even if it’s just consulting at first, so expectations are set before offer letters are sent. Flexibility and Accountability Win According to Adam, the most successful founders are those who remain flexible and hold themselves accountable. Flexibility allows them to pivot between payroll-only solutions, full benefits, or employer-of-record options. Accountability ensures that when documents or decisions are needed, they’re delivered on time. Together, these traits reduce delays, cut costs, and strengthen retention. When to Hire That First Employee So when is the right time to bring on a U.S. hire? Adam says it depends. Some test the waters by hiring analysts or marketing staff under an employer-of-record arrangement to minimize risk. Others wait until they’ve landed U.S. clients and then build local teams around those relationships. Either way, the key is to align hiring with market opportunity, not guesswork. Building Retention Through Benefits Compensation expectations in the U.S. differ sharply from Europe and other regions. Adam stresses that offering clarity around benefits, 401(k) contributions, and payroll cadence isn’t just nice to have—it drives retention and saves money over time. Being upfront about what you can provide makes you more attractive to top talent and builds trust from the start. Adam’s final advice is simple but powerful: start early, stay flexible, and commit to the process. With the right approach, hiring for U.S. expansion doesn’t have to be overwhelming. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry

Fundraising and Expanding to the U.S. with Daniel Sawko

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When international founders think about U.S. expansion, they often focus on speed rather than precision. In a recent Belly2Belly conversation, Daniel Sawko, co-founder of Shipshape.vc, shared how companies can shorten their path to growth by targeting the right investors and customers. His insights highlight why founders must align fundraising and sales strategies to build momentum in the U.S. market. Fundraising is a sales exercise Sawko explained that raising capital is essentially a sales process. The product isn’t just your technology—it’s the whole business. That means founders need to spend time with the investors most likely to buy equity in their company. Narrowing the focus reduces wasted effort and builds confidence with potential backers. Why the Delaware flip matters One major hurdle is investment mandates. Many U.S. funds can only invest in American entities. For this reason, founders often set up a U.S. parent company in Delaware—a “flip” that unlocks a much larger pool of investors. Being prepared to discuss this step shows investors you understand the landscape and are ready to act. Revenue speaks louder than words Investors also want evidence that your product has traction in the U.S. The more revenue you generate from American customers, the easier it is to build conviction. Sawko emphasized that showing early customer adoption shortens investor objections and demonstrates your company’s potential. Choosing between strategic and financial investors Not all investors bring the same value. While financial investors focus mainly on returns, strategic investors may influence your distribution channels or product roadmap. Founders should carefully consider alignment not just today, but five to ten years into the future. In industries like aerospace and defense, partnering with established U.S. players can accelerate market entry. A structured approach to market entry Sawko’s core advice for founders is to avoid burning capital and time on the wrong opportunities. Instead, build a structured, targeted strategy for both investors and customers. Combined with cultural awareness—like learning American business etiquette—this approach shortens the path to growth and increases the odds of long-term success. Gateway to Growth: September 29 in London Daniel will be joining Bill Kenney and other experts at Gateway to Growth: Expanding Your Business to the USA on September 29 in London. The event will feature insights from specialists in immigration, accounting, business development, and investment. Attendees will walk away with a practical checklist, lessons learned from seasoned advisors, and a sharper path to U.S. growth. Register today to secure your spot. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry

Plan Ahead for U.S. Expansion: Insights from Christi Jackson

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Plan ahead for U.S. expansion—that’s the clear message from Christi Jackson, Partner and Head of U.S. Immigration at Laura Devine Immigration. In a recent Belly2Belly conversation, she shared what companies need to know before leaping. With more than 20 years of experience advising businesses and individuals on U.S. immigration, Christi emphasized that success comes from foresight, not last-minute scrambling. Immigration Isn’t an Afterthought Too often, companies approach immigration late in the process—after they’ve structured the business, raised funding, or even started operations. Christi explained that waiting until “the week before you want boots on the ground” is a recipe for delays and limited visa options. U.S. immigration is not one-size-fits-all. Each company’s structure, funding, and goals directly impact which visa categories are available. Collaboration Across Advisors Expansion requires coordination between corporate lawyers, tax advisors, and immigration specialists. As Christi put it, each one is an instrument in a larger concert. If they don’t play together, the music falls flat. Tax structures that make sense financially can unintentionally close off immigration options. Bringing immigration counsel into the conversation early ensures the whole plan is aligned. Patience and Flexibility Matter The U.S. immigration landscape is complex and constantly changing. Processing times, shifting policies, and heightened scrutiny can slow progress. Christi encouraged founders to build realistic timelines, exercise patience, and prepare for last-minute policy shifts. Flexibility and a willingness to adjust are critical to overcoming roadblocks. Funding Shapes Visa Options For startups and scaleups, the way a company is funded can dramatically impact immigration strategy. Venture capital or private equity arrangements may steer a business toward one visa category over another. Christi highlighted the importance of matching visa planning to the funding model from the start. Common Visa Categories At the event in London this September, Christi will share practical insights into common business visa categories. The E2 investor visa, E1 treaty trader visa, and L1 intracompany transfer are among the most frequently used. Each comes with strict requirements that demand early consideration. Not Magicians, But Problem-Solvers Christi summed it up best: immigration lawyers are not magicians. They can craft creative solutions, but only within the rules. Success depends on foresight, collaboration, and a willingness to take immigration as seriously as any other aspect of international expansion. Looking Ahead to September 29 The upcoming panel on 29 September will tackle many of these topics head-on, helping founders assess opportunities and avoid pitfalls when expanding to the U.S. With Christi Jackson on the panel, attendees can expect a candid, insightful discussion shaped by experience across global markets. Register today to secure your spot. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry

Expanding Your Business to the U.S.A.: Insights from Ben Kohler of BLK.FX

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The Hidden Cost of International Payments When companies expand into the U.S., one of the most overlooked challenges lies in payments and banking. Ben Kohler, founder of BLK.FX, highlights that many businesses unknowingly lose significant margins by allowing U.S. dollars to be deposited into non-dollar accounts. Traditional banks often apply hidden fees through conversion rates rather than transparent, fixed charges. As Kohler calls it, this is “the biggest hidden fee in banking.” Simplifying U.S. Customer Payments Beyond fees, the ease of payments has a direct impact on business growth. Kohler explains that BLK.FX enables even UK or European-based companies to hold local U.S. accounts. This allows American customers to pay via domestic systems such as ABA rather than costly and slow international transfers. For businesses relying on U.S. partners, platforms like Shopify, or advertising channels such as Google AdSense, this infrastructure can be a game-changer. Managing Currency Risk Foreign exchange volatility is another critical factor that can make or break profitability. Companies sourcing products in one currency and selling in another face constant exposure to rate changes. Kohler emphasizes the importance of risk management, noting that the right strategy helps businesses avoid unnecessary costs and volatility-driven surprises. The Mindset of Successful Founders When asked about the most consistent trait of high-performing founders, Kohler offers a powerful insight: the best leaders are not afraid to fail. They recognize that setbacks are inevitable when expanding to new markets, but each failure is an opportunity to learn and accelerate progress. In his words, “Failing is good. They fail and they fail hard and they don’t make those mistakes again.” Expanding into the U.S. market requires more than strategy and ambition. It demands attention to financial infrastructure, payment efficiency, and risk management. As Ben Kohler’s experience shows, avoiding hidden costs and embracing resilience can give international businesses the edge they need to succeed. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry, Return on Investment

The Power of Local Case Studies: A Key to Gaining Traction in U.S. Expansion

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Expanding into new markets is an exciting but challenging journey. For companies from Taiwan looking to grow in the U.S., understanding cultural differences, localizing your offerings, and having the right team in place are critical factors for success. In a recent episode of Belly2Belly, Elias Ek, founder of Enspyre, shared invaluable insights on how Taiwanese businesses can successfully expand to the U.S. and beyond. Elias Ek’s Background and Expertise Having lived in Taiwan for over 25 years and founded Enspyre 23 years ago, Elias brings a wealth of experience in helping companies break into new markets. Enspyre has historically helped businesses enter Taiwan, providing services like lead generation, consulting, and local market expertise. Recently, they have turned their attention to advising Taiwanese companies looking to expand globally. Challenges Taiwanese Companies Face in Expanding Internationally One of the most significant challenges Elias highlights is the hesitation that many Taiwanese founders have about expanding internationally. Despite being in an advanced, export-driven economy, some Taiwanese companies struggle with confidence. There’s often a belief that their offerings may not be “good enough” for global markets. Moreover, the reluctance to engage in face-to-face sales, especially when it comes to cultural nuances, can prevent them from establishing strong international relationships. The Importance of Local Case Studies in U.S. Markets Elias also emphasizes the importance of having a local presence and local case studies when entering new markets. “You have to have a local case study. If you’re coming into a new market, you have to get yourself a local customer, even if it means offering your services for free,” he advises. In Taiwan, he believes it’s essential to localize content and provide materials in the local language—English alone won’t cut it when trying to win over customers. Building the Right Team for Successful Expansion But perhaps the most compelling piece of advice Elias gives to aspiring entrepreneurs is the importance of building the right team. “The job as an entrepreneur is to put together the team,” he says. “Whether we’re talking about programming, sales, or marketing skills, it’s about assembling the right people to get the job done.” Successful entrepreneurs, according to Elias, are those who understand that they can’t do everything alone. If you’re a business leader considering U.S. expansion or any international move, the key takeaways are clear: invest in cultural understanding, localize your approach, and surround yourself with the right team to lead you through the transition. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry, Return on Investment

Maximizing US Expansion: Insights from Taha Memon of Founder’s Club International

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For international companies looking to break into the US market, navigating the complexities of market entry and growth can be overwhelming. With challenges ranging from selecting the right location to understanding the level of effort required, it’s critical to have a clear strategy in place. In this episode of the Belly2Belly podcast, we had the pleasure of speaking with Taha Memon, the founder of Founder’s Club International. Taha’s expertise is in guiding international companies, particularly those in the Series A stage and beyond, through the process of expanding into North America. Here are the key takeaways from our conversation: 1. Location, Location, Location: When expanding into the US, the first major hurdle is selecting the right location. Taha emphasizes that the location decision is pivotal to customer acquisition costs and long-term operational success. Whether you’re choosing a state for its business-friendly environment, customer base, or proximity to key partners, this decision impacts your entire strategy. 2. The Level of Effort Required: A common mistake many founders make is underestimating the amount of effort required to succeed in the US market. Taha explains that expanding into the US is a competitive endeavor. It’s not just about logistics—it requires a change in mindset and operational strategies. Founders need to understand that succeeding in the US means adjusting to a highly competitive environment. 3. The Importance of Localizing Your Team: One of the key factors in successfully scaling in the US is building a team that is both capable and culturally aligned with the local market. Taha stresses that bringing in local talent is not just a matter of filling positions; it’s about making sure the team understands the US market and how business is done there. Founders need to let go of the reins back home and trust their team to handle operations while they focus on growing the business in the US. 4. Hyper-Focus on One Service to Start: Instead of trying to introduce all services immediately, successful founders focus on one service that will resonate with US customers. This approach allows businesses to build a foundation of success, which can be expanded upon as the company grows. Taha recommends this strategy as a way to streamline the expansion process and create a repeatable, efficient model. 5. The Founder’s Role: Finally, Taha highlights the importance of the founder’s presence in the US market. In the early stages, founders must invest time to establish relationships and oversee growth. Founders who succeed are those who treat their US operations like a startup, even after achieving success in their home markets. This hyper-focused, hands-on approach is key to navigating the challenges of market expansion. If your company is looking to expand into the US, this episode is packed with invaluable advice that can guide your strategy and help you avoid common pitfalls. Listen to the full interview for more insights from Taha Memon on how to scale successfully in the US market. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry, Return on Investment

Unlocking Growth for Tech Companies Expanding into the US Market: Insights from Gemma Adair of Riada Consultancy

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For technology companies, expanding into the US market represents both a tremendous opportunity and a series of challenges. With competition fierce and market dynamics constantly shifting, the ability to effectively communicate your brand, value proposition, and offerings is key to sustainable growth. Gemma Adair Talks Sustainable Growth In our latest Belly2Belly podcast episode, we sat down with Gemma Adair from Riada Consultancy, an expert in helping Microsoft partners and tech startups navigate the complexities of market expansion. Gemma’s work focuses on aligning marketing and sales strategies, ensuring tech companies can streamline their go-to-market process, and ultimately, attract and convert quality leads. Here are a few key takeaways from our conversation: 1. Understanding the Tech-Sales Disconnect: Tech founders are passionate about their product, often focusing heavily on the features and technical aspects of their solutions. However, marketing in the US requires companies to shift their focus toward business outcomes rather than just product details. It’s essential to speak the language of the customer—focusing on how the technology solves specific pain points or enhances business operations 2. Marketing Must Be Aligned with Sales: Successful companies understand that marketing and sales cannot operate in silos. It’s critical for both teams to work together toward a common goal: growing the business. Gemma emphasizes the importance of collaboration to ensure that marketing messages align with sales strategies, driving more qualified leads and shortening the sales cycle. 3. A/B Testing Is Critical, But It’s Just One Piece of the Puzzle: While A/B testing can be a powerful tool in optimizing marketing efforts, it’s only effective if there’s a solid foundation to begin with. Gemma advocates for an in-depth audit of past marketing efforts, understanding what worked and what didn’t before diving into testing new campaigns. This ensures that companies aren’t wasting resources on ineffective strategies 4. Open-Minded Leadership Drives Success: One of the most important factors for success, according to Gemma, is a founder’s open-minded approach to marketing. Being willing to experiment, collaborate, and bring the entire team along on the marketing journey is vital. It’s not just about hiring the right marketing consultants; it’s about building a culture where everyone within the organization plays a part in promoting the company. 5. Quick Wins with Long-Term Vision: For tech startups, it’s crucial to balance immediate results with long-term strategies. While rapid growth is important, it’s essential to set the foundation for sustained success. Gemma’s approach includes identifying quick wins that can create immediate impact while developing a broader marketing strategy for sustainable growth. To learn more about how Riada Consultancy helps tech companies break into the US market, listen to the full episode of Belly2Belly. Gemma’s insights are invaluable for any tech company looking to scale their operations and expand into the US market effectively. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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Fast Growth, Market-Entry

Your First U.S. Hire: Expert Insights for a Successful Market Entry

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For international companies expanding into the United States, making the first hire on U.S. soil is a milestone—and a serious strategic decision. Who you bring on board first can significantly influence your market entry, company culture, brand perception, and long-term success in this competitive market. In a recent conversation, Keith Langbo, CEO of Kelaca, and Guy Shipman, VP of Business Development, shared what global companies need to understand before hiring their first U.S.-based employee. With decades of combined experience in executive search, team building, and cross-border hiring strategies, Keith and Guy offer essential insights that could save international leaders time, money, and missed opportunities. 🎧 Listen to the full recording here. Why the First Hire Matters So Much For many foreign businesses, the U.S. market presents both vast opportunity and complex challenges. Your first employee isn’t just another role—they’re often your brand ambassador, local strategist, and internal builder all rolled into one. According to Keith Langbo, this person sets the tone: “They’ll often be the first point of contact for customers, partners, and future employees. It’s not just about skills—it’s about alignment with your culture and business goals.” Getting this right requires more than just posting a job on LinkedIn. It demands a clear understanding of U.S. hiring norms, compliance requirements, and what it takes to build trust with American talent. What Roles to Prioritize First Should you hire a sales rep? A general manager? A technical lead? Guy Shipman explains that it depends on your business model and go-to-market strategy. “We always start by helping companies clarify what success looks like in the U.S. and then work backward to the capabilities needed on the ground.” The episode dives into the most common hiring pathways and how to avoid the trap of hiring someone who looks good on paper but isn’t equipped to work independently in a startup-style environment. Navigating U.S. Compliance and Culture International companies often underestimate the complexity of the U.S. employment landscape. There’s no national healthcare system, employment law varies by state, and benefits expectations are different from what companies may be used to abroad. Keith and Guy offer guidance on: One key takeaway? Don’t go it alone. “Engage experienced local partners who understand both your international context and the U.S. market. It shortens the learning curve and avoids expensive missteps,” Keith advises. Avoiding Common Pitfalls Perhaps the most valuable part of the conversation is the breakdown of common mistakes—and how to avoid them. These include: The discussion wraps up with practical tips for onboarding, setting expectations, and building momentum with a new U.S. hire. Final Thoughts The U.S. is a high-opportunity, high-velocity market. Hiring your first U.S. employee is an exciting leap—but it shouldn’t be a shot in the dark. Whether you’re a founder, HR leader, or executive overseeing U.S. expansion, this conversation with Keith Langbo and Guy Shipman is a must-listen. Additional Resources For more on this topic, we suggest reading Going Small to Grow Big: The Power of Focused Growth Strategies. About MEET helps international B2B & B2G companies gain traction and scale in the U.S. through trade shows, events, and strategic connections. Contact Bill Kenney for a no-obligation conversation:  bill@meetroi.com or +1 (860) 573-4821.

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