Doing Business in India: 10 Tips to Work Effectively with Indians (2026)

India, with its favourable economic and political conditions, continues to attract foreign investors and entrepreneurs. However, doing business in India remains a challenge, not only because of the country's size and diversity, but also because of its culture and codes, very different from those of the West, which, if misunderstood, can have a negative impact on your projects. To maximize your chances of success in this territory, here are 10 tips for working effectively in India and with Indians.

India, with its favourable economic and political conditions, continues to attract foreign investors and entrepreneurs. But doing business in India remains a genuine challenge — not only because of the country's size and diversity, but also because of its cultural codes, which are very different from those in Europe and can negatively impact your projects if you misunderstand them.

For a Western professional, some of these differences can be surprising: a counterpart who nods along but never says no clearly, a partner who invites you to dinner at his home after a first meeting, or deadlines that slip without apparent explanation. These behaviours follow a precise cultural logic — and understanding it is the first condition for successful commercial development in India.

Here are 10 practical tips for working effectively in India, drawn from the field experience of Expandys and its bicultural team based in Bangalore.

Account for India's Diversity: 28 States, as Many Cultures 

India is not a single market — it is a continent. It is made up of 28 states and 8 union territories, most of which speak a unique language. Each state differs in terms of community composition, food, festivals, pace of economic development and local business culture.

The gap between urban and rural areas, and between different social classes, remains significant. Although caste-based discrimination is prohibited by the Indian constitution, the caste system remains a reality in everyday life. In a professional context, carefully avoid raising the topics of caste, religion or other sensitive subjects — these conversations never advance a negotiation and can undermine a nascent relationship.

Practical tip: never generalise your experience in one state to the whole country. What works in Mumbai may not work in Chennai or Kolkata. Your market entry strategy must be adapted to your target region.

A "Yes" Can Hide a "No": Decoding Indirect Communication in India 

In India, saying "no" directly is considered impolite. This is one of the most unsettling differences for Western professionals accustomed to direct communication. An Indian partner who politely agrees, responds with "we'll see" or is slow to confirm is often expressing genuine reluctance that they will not articulate explicitly.

Although business practices have evolved and younger generations tend to be more direct, this pattern remains common — particularly in traditional family businesses and outside the major metropolitan areas.

To avoid costly misunderstandings: from the start of any discussion, set clear milestones with your partner's agreement so you can track project progress. If a response is delayed or becomes evasive, ask open-ended questions to invite your counterpart to express their reservations without putting them in an uncomfortable position.

Recognise the Importance of Religious and Cultural Events in India

Religion, tradition and culture play a central role in the Indian professional calendar. The main religions in India are Hinduism (80%), Islam (14%) and Christianity (2%), followed by Sikhism, Buddhism and Jainism. This diversity translates into numerous public holidays and festivals, during which offices may be closed — and which vary by state.

Some important events may also be scheduled on auspicious days according to the religious and astrological calendar, particularly for inaugurations, contract signings or company ceremonies.

Practical tip: plan your travel and project deadlines around the main festival dates (Diwali, Dussehra, Holi, Eid, Pongal...) with the help of your local team. A commercial launch timed to coincide with a major festive period can significantly slow your early results.

Invest in Personal Relationships: the Key to Success in India 

In India, the boundary between personal and professional life is often blurred — and that is intentional. Indians are very hospitable: your client or local partner may invite you for dinner at their home after a first meeting and introduce you to their family. This is not a curiosity — it is the beginning of a trust-building process that almost always precedes commercial commitment.

Accept these invitations and bring a small gift if you are meeting them for the first time. Do not hesitate to share personal details about your family and interests, and ask your host about theirs. This reciprocity is expected and appreciated.

Remember that many Indian businesses are family enterprises, where the next generation is often expected to take over. Building a strong bond with your local partner — and nurturing it regularly through phone calls, video calls or in-person meetings — is a strategic investment, not mere courtesy.

Be Patient: Return on Investment Takes Time in India 

To succeed in India, patience is not a virtue — it is a strategy. In most cases, return on investment does not materialise immediately: expect a minimum of two to three years to validate and make a serious commercial development project profitable.

Once you have chosen your market entry strategy, be persistent. Trust is built over time, and Indian partners observe your commitment over the long term before fully engaging. French companies that give up too early, disappointed by a slow start, often leave the door open for competitors who simply showed more consistency.

Be Flexible and Embrace the Jugaad Mindset {#jugaad}

In 2026, India is the third largest startup ecosystem in the world (Startup Blink Global Startup Ecosystem Index, 2025), with more than 140,000 DPIIT-recognised startups. The entrepreneurial spirit is deeply valued — most Indian professionals are willing to take calculated risks and test innovative approaches with limited resources.

This mindset is embodied in the concept of Jugaad — frugal innovation, or the art of finding ingenious solutions with fewer resources at lower cost. A concrete example: Indian agri-tech startups developed connected irrigation systems using low-cost components, where a Western approach would have mobilised considerable R&D budgets. Jugaad is now taught at prestigious business schools such as IIM Ahmedabad and MIT.

Foreign companies working in India should be prepared to move away from solutions that worked at home, and to adopt a posture of creative adaptation in the face of local constraints.

Understand Indian Notions of Time and Punctuality 

In the West, arriving late to a meeting is disrespectful. In India, a delay of 10 to 20 minutes is often considered normal — even though things are evolving as workplaces globalise, particularly in major cities like Mumbai, Bangalore and Delhi.

Similarly, meeting a project deadline is considered important, but this does not always mean deadlines will be kept. This difference does not reflect a lack of seriousness — it reflects a more flexible conception of time and a culture where priorities can shift quickly in response to events.

To avoid unwanted delays: make sure the team leader submits a detailed schedule at the start of the project, build in regular progress checkpoints, and systematically include a safety buffer in all your timelines.

Master the Art of Indian-Style Negotiation 

Indians have perfected the art of bargaining and negotiation — and they know it. Prepare to spend long hours at the discussion table, with several rounds of follow-up before reaching a final decision. Direct, pressure-based negotiation techniques common in Western countries are often counterproductive here.

The approach that works: adopt a diplomatic posture, demonstrate that you are prepared to discuss at length, ask open-ended questions to understand your counterpart's position and objections, and avoid ultimatums. The final decision will typically require several follow-ups from your side — view this not as resistance, but as a process of validating your seriousness as a long-term partner.

Respect Local Customs: Professional Etiquette in India 

Indians are very welcoming towards foreigners and generally happy to explain their customs. Here are the essential codes to know:

• Namaste (hands joined): the traditional Indian greeting, expressing respect. You can return the gesture — it is always well received.
• Handshake: common in professional settings. The firmness of the handshake carries no particular meaning in India — do not interpret it as you would in Europe.
• Chai (Indian tea): never refuse a cup of chai if offered. Offering it is a sincere gesture of hospitality — declining without reason can be interpreted as a rejection of the relationship.
• Removing shoes: offer to remove your shoes when entering someone's home — even if told it is not necessary, the gesture is appreciated.
• Right hand: always use your right hand to serve or eat food — the left hand is considered impure in Indian tradition.
• Alcohol and dietary requirements: many Indians do not drink alcohol, and some do not eat eggs, meat or fish for religious reasons. Anticipate these preferences when organising business meals.

Work with Local Experts to Succeed in India

India is an exceptionally complex country, where success depends as much on your local network as on your offer. Understanding the market, choosing the right entry strategy, communicating effectively with local clients and partners — all of this is extremely difficult without on-the-ground presence and a fine-grained knowledge of regional dynamics.

Working with bicultural local experts — who understand both Western business culture and the Indian reality — is the most profitable investment you can make at the outset. Through its presence in India, its team in Bangalore, over 17 years of experience and its Globallians network, Expandys supports French and European companies at every stage of their India development: market research, subsidiary creation, local recruitment and HR outsourcing.

Tell us about your India project →

France vs India: Business Culture Comparison Table 

Frequently Asked Questions About Doing Business in India 

How do you greet a business partner in India?

The most respectful greeting in India is the Namaste — hands joined in front of the chest with a slight bow of the head. In a professional context, a handshake is also very common and perfectly accepted. If meeting an Indian woman, wait for her to initiate the handshake rather than extending your hand first, as some women prefer Namaste in a mixed-gender setting. Saying a few words in Hindi or the local language is always very well received and appreciated.

Why do business negotiations take so long in India?

In India, commercial negotiation is a trust-building process as much as an economic exchange. Important decisions rarely happen in the first meeting — they require multiple rounds of discussion, follow-up and sometimes involvement from the family hierarchy in family-run businesses. This length does not signal a lack of interest in your offer. It reflects the seriousness with which Indian partners evaluate a commercial relationship before committing to it fully and for the long term.

How do you handle differences in punctuality with Indian partners?

A delay of 10 to 20 minutes to a meeting is generally tolerated in India and does not reflect a lack of respect. To avoid frustration, build a safety buffer into all your timelines, ask for a detailed project schedule at the outset, and set up regular progress checkpoints. In major cities like Mumbai and Bangalore, practices are closer to Western standards, particularly in the technology sector and within multinationals.

Do you need to set up a subsidiary in India to develop commercial activity there?

Not necessarily from the outset. Most successful European companies in India take a progressive approach: market research, identifying local partners, first contracts via an Employer of Record (EOR) or commercial agent, then subsidiary creation once the potential is validated. This approach significantly reduces initial financial risk and allows you to test the market with a limited upfront investment. Expandys supports this step-by-step process with over 17 years of experience.

What are the most common mistakes Western companies make in India?

The three most frequent mistakes are: underestimating regional diversity by treating India as a single market, neglecting the personal relationship by focusing solely on the commercial dimension, and giving up too early in the face of a slow start. A further common error is choosing the wrong market entry strategy — entering without a solid local partner or without a thorough understanding of the regulatory and fiscal specifics of the target state. Return on investment in India typically takes a minimum of two to three years.

Ready to take the step into India?

Our bicultural experts in Bangalore are available for a no-commitment first conversation. Tell us where you are — we'll guide you to the next step. 

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