Driving export success in Scotland’s largest and closest market

“Networks pay,” John states.

He explains: “It requires a lot of resource investment and understanding. How you interact, develop contacts, and build those networks varies depending on culture, the characteristics of the market, and the way people do business.

“Listening, learning and understanding is absolutely critical.  

“Some countries can be more transactional, and you get straight down to business. Others are more personal and take a lot longer to develop relationships.

“The payoff for investing in this groundwork is being able to draw on local intelligence, through which you can shape your market offer.”

There’s a popular saying in business that you should ‘meet your customer where they are’. This is true for all stakeholders.

John explains that London is a hotbed of international interest, investment and capital. It is home to lots of corporate headquarters, sector bodies, innovation clusters, Chambers of Commerce, and business networks.

The city also plays host to several Scottish Government International Trade Envoys, GlobalScot mentors and the Association of Economic Representatives in London. 

Consequently, London has a significant role to play in the success of Scotland’s domestic and international trade.

“Our team is in constant dialogue with companies who have a presence in or are thinking about locating in the UK,” John adds.

He continues: “We’re interested in helping them expand their presence, create more high value jobs, and put more money into our Scottish economy.

“On the trade side, London is an important base for Scottish companies to work from and use as a launchpad into new markets.”

Making it easier to develop these connections is where Scotland House London excels under John’s stewardship.

The thriving membership of 160 organisations enjoys a range of benefits that connect them with the people and resources they need, whether their focus is domestic or international.

Located in the heart of the city, members enjoy private and open plan office, hotdesking, meeting and event spaces.

The membership connects businesses with networks of organisations spanning government, education, sector bodies, innovation and accelerator programmes.

Scotland House London hosts around five events most weeks covering a broad range of sectors and topics, offering the opportunity to learn and network.

John says: “We work with companies to assess their interests and shape our events calendar in a way that helps them on their journey, bringing potential investors, clients, and distributors to the platform.

“Our members see us as being a very competitive, well-appointed and strategically located workspace. They use it as their London office to meet with and entertain clients and run events.”

Scotland House London members also benefit from 12-months’ access to UMi Sat Nav, making it easier for them to do more and go further.

They can get on-demand resources and tools as well as tailored support through online chat, email, or phone.

“UMi Sat Nav adds real value to our broader member benefit package which includes reduced rates on hotels and access to networks,” John adds.

“I think it's important that companies are able to access a diversity of choices, voices and advice, and UMi Sat Nav delivers that.”

With Scottish Government’s ongoing development of the energy transition plan, John predicts an increased focus on London being a gateway to knowledge exchange and opportunity development in this key sector of the Scottish economy. Scotland House London will no doubt play a pivotal role in helping those plans be realised.