Episode with Russell Dalgleish, an international business advisor, entrepreneur, and Scottish Business Network co-founder, about practical ways SMEs can build export relationships and enter new markets. Dalgleish explains how to simplify B2B messaging, use diaspora networks, test partnerships, focus on delivery, and make a specific ask that others can act on.
Dalgleish describes his work as simplifying complex B2B propositions, making introductions, and helping companies navigate international markets. He recommends explaining the outcome for customers, such as reducing manufacturers’ energy costs, rather than leading with technical details. International partnerships depend on trust, shared goals, consistent follow-up, background checks, and noticing inconsistencies or discomfort. For SMEs facing multiple market options, he suggests focusing on one priority country and one backup, with delivery quality as the real test of readiness. A drinks company in Aberdeen adapted after Brexit by using one Rotterdam-based distributor for the EU; Dalgleish says the new model became five times more profitable. Diaspora communities can connect exporters to local knowledge and trusted introductions; Dalgleish describes a Scottish-affinity network with about 3,000 people across the US. He suggests finding diaspora contacts through university searches on LinkedIn, then asking for advice about specific companies seeking to export. Companies should build operational maturity before international travel: the business should be able to run for a couple of weeks without its founder. Dalgleish’s book The Ask centers on making requests specific, such as naming a target company, role, and problem to solve. His closing advice is to keep going, use coaches or advisors for support, and make time for a conversation that could lead somewhere.
keywords: international trade, exporting, SME internationalization, B2B partnerships, diaspora networks, export strategy, business development, Brulz.com, The Ask, Russell Dalgleish
Chapters
00:00 Dalgleish’s role: simplifying international business complexity
04:31 Make B2B messaging clear from the buyer’s perspective
06:51 Purpose, authenticity, and becoming a connector
08:48 What travel reveals about trust across markets
11:08 AI, compliance research, and business responsibility
13:04 Why international growth often begins opportunistically
16:05 Focus on one market and prove delivery before expanding
18:26 Adapting an export model after Brexit
22:47 Partnerships require common goals and ongoing effort
25:41 How to assess trust and spot partnership red flags
29:42 Diaspora networks as an underused export advantage
33:20 Using LinkedIn to reach diaspora contacts
36:29 How to tell if a company is ready to go global
41:49 The Ask: make requests specific and actionable
45:59 Simplify the hook and ask the people with a stake
50:45 Keep going, and invite the next conversation
Hosted by Vasko Karangeleski, http://linkedin.com/in/vaskokarangeleski
The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by https://brulz.com
https://www.exportsinsights.com
