What should a Canadian know before a first business meeting in India?

Scott Cundill · 2026-10-29 · Toronto

Expect a conversation first and a contract much later. A first business meeting in India is usually warm, generous and a little longer than a Canadian calendar expects. There will probably be tea, there will certainly be questions about you, your family and your journey, and the real business may not surface until the second cup. That is not a delay. That is the meeting working.

The welcome comes first

You may be offered chai or coffee the moment you sit down. Accept it. Small talk is not filler here, it is how people decide whether they would like to work with you. A Canadian who rushes straight to the deck can come across as cold, however polite.

Titles and names

Use surnames and titles until you are invited to do otherwise, and listen for how people introduce themselves. Seniority matters, and in many companies the decision rests with someone who may not be in the first meeting at all. Ask gently who else should be involved.

"Yes" can mean "I hear you"

A warm "yes" may be politeness rather than agreement. Ask open questions, check understanding kindly, and follow up in writing. Nobody wants to disappoint a guest by saying no to their face.

Time is a little elastic

Meetings can start late and run long, and plans can change on the day. Build in slack, keep your sense of humour, and do not read a shift in timing as a lack of interest.

Relationships outlast the deal

Indian business partners often think in years, not quarters. A small first order, done well, can turn into a long and loyal relationship. Come back, stay in touch at festivals, and remember the details people told you.

Arrive with someone's good word

All of this is far easier when you are introduced by someone your host already trusts. That one connection explains who you are before you open your mouth, and it turns a stranger into a guest.

How does the Bridge pass on referrals?

You tell the host the kind of person you hope to meet in India, or in Canada, and they think hard about who they actually know. When there is a real fit, they send one short note to both of you saying why. No cold pitches, no bought lists, no quotas.

The Canada-India Business Bridge

Preethi Balasubramanian holds the Canadian end from Toronto, through her firm Wonder EA, where she helps founders build calm, well run businesses. The Indian host seat is open, and the Bridge is looking for someone in India who wants to welcome the first members personally.

Before your first trip, name the one company in India you most want to meet, and ask who might already know someone there. Then pack an appetite for tea.