Buy British… businesses.

MC: PwC’s 2025 global CEO survey show the UK as being the second-most attractive location for foreign direct investment after the US – up from fourth place in 2024, overtaking Germany and India. Does this suggest that global capital can see opportunities arising in the UK’s M&A market?

PK: A significant factor contributing to this situation has undoubtedly been Brexit and its impact on the British economy.

From our observations, many British businesses and enterprises are currently struggling to define their direction and are facing challenges in securing both capital and innovative ideas for the new economic reality. As a result, numerous British companies are actively seeking collaboration with foreign partners and are often being acquired by them. There are currently many opportunities in the UK market for such partnerships.

For foreign companies, this presents an excellent opportunity to enter the UK market through acquisitions or strategic partnerships, which can contribute to their further growth and expansion.

It is also important to remember that the UK remains one of the world’s largest economies, meaning that the scale of investments it can absorb is correspondingly high.

MC: J. Dauman Group has conducted research among Polish businesses entering the UK and found that most are unprepared to do business there; not having carried out proper market research, not having a strategy, in many cases not even having an English-language website. What do you consider to be the basic prerequisites for successful UK market entry?

PK: J.Dauman Group has observed a growing interest among Polish companies in the British market for many years. We have been conducting our own research to understand this phenomenon, and our findings indicate that two key factors have contributed to it.

First, Brexit has weakened the British economy, creating a demand for new investors and foreign partners.

At the same time, this has coincided with the rising potential of the Polish economy and Polish businesses. Many Polish companies have achieved significant growth in Poland, and as a natural next step to maintain their growth momentum, they are looking for opportunities to expand into international markets.

Therefore, when we compare the increasing strength of Polish businesses with the simultaneous weakening of the British economy and market, it is only natural that we are now witnessing a growing influx of Polish companies into the UK.

However, despite the strong interest of Polish companies in the British market, we have observed that many of these firms—despite their significant production, conceptual, and financial potential—lack prior experience with international expansion. As a result, they are not fully leveraging their capabilities because they fail to utilise tools that would maximise their chances of success.

For example, many companies do not conduct proper market research, lack well-developed marketing, financial, or tax strategies, and miss opportunities to increase their chances of success, reduce the likelihood of mistakes, and lower the costs of expansion.

That is why our primary recommendation is often to conduct thorough analyses before making any expansion-related moves. By drawing the right conclusions from these analyses, companies can enter the UK market well-prepared, significantly increasing their chances of success.

MC: Brexit has resulted in many EU exporters pulling out the UK market, daunted by the volumes of paperwork and logistical problems associated with third-country status. This seems to have motivated Polish exporters to step up and seize the opportunity created by the sudden withdrawal of their competition from the UK; Poland’s exports to the UK continued to grow to record levels. Can the UK turn out to be profitable direction for Polish trade?

PK: Brexit has indeed led to the necessity of preparing more documentation in many cases, resulting in increased bureaucracy. It is also true that many companies that previously operated in the UK market have withdrawn from it.

However, for countries like Poland and the businesses originating from it, this situation presents a unique opportunity. Previously, the UK market was highly competitive, but now, many gaps have emerged across various sectors that need to be filled.

It is important to remember that Brexit did not make the UK cease to exist. With a population of over 67 million, the country still has significant needs that must be met. The demand for products and services has not simply disappeared. Instead, the companies that are currently thriving in the UK market are those that have been able to adapt and successfully navigate the new regulations and rules.

This is one of the reasons why Polish companies are performing so well in the UK—they have experience dealing with complex regulations and extensive documentation. This adaptability is likely one of the key factors behind the steady and significant growth in trade between Poland and the UK following Brexit.

MC: Last year saw record Polish investment in the UK, with acquisitions such as eSky’s takeover of Thomas Cook, the world’s oldest travel agent, InPost’s purchase of Menzies News Distribution, or EmTech’s acquisition of Andover Trailers. What are the advantages to Polish businesses of buying an existing British firm as opposed to organic growth? How should a Polish entrepreneur go about acquiring a business in the UK? Where should one start to look for a potential takeover candidate?

PK: Recently, we have been observing a new and relatively surprising trend that is significantly raising —many Polish companies entering the UK market are moving away from organic growth, as was common before, and instead are acquiring well-established British firms with strong brands and stable market positions.

This shift is based on a simple calculation. If a Polish company plans to expand on a large scale in the UK, it makes little sense to build a new company from scratch, establish infrastructure, and form a new team. It is far more efficient to acquire a company that already has all these elements in place.

The primary reason for acquiring such firms is to gain access to local know-how and an experienced team that has extensive expertise in operating within the UK market. These resources are among the hardest to develop from scratch—it would take many years, if it were even possible at all. By acquiring an existing British company, businesses can immediately take advantage of its established infrastructure and create opportunities for rapid and intensive scaling, which can be calculated with near-mathematical precision.

Polish companies considering the acquisition of British enterprises should start with an in-depth market analysis. It is crucial to understand the specifics of the UK market and identify potential acquisition targets.

The analysis should focus on assessing the strengths and weaknesses of the companies being considered for acquisition, as well as developing a value proposition that will be attractive to British owners. Proper preparation and tailoring the offer to the needs of the target company can significantly increase the chances of success and ensure a smooth entry into the new market.

MC: One challenge facing Polish firms on the UK market is understanding the cultural differences between doing business in the two countries. There is an assumption that it’s similar, yet it isn’t – how would you characterise the way British people – be it distributors, buyers or business owners approach negotiations?

PK: The fundamental mental difference in business approaches between Poland and the United Kingdom originates from the cultural differences between the two nations. For a Polish businessperson, the core value in communication is honesty, whereas for a British counterpart, it is politeness.

This often leads to misunderstandings in interpreting what the other party is communicating. The fact that a British partner does not criticise our product or service does not necessarily mean they have a positive opinion of it—they simply want to be polite. On the other hand, direct and straightforward comments from a Polish partner, without softening the message, may be perceived by the British side as a lack of refinement and courtesy.

It is important to keep this in mind when approaching negotiations with British partners.

MC: Another challenge is understanding the mindset of the UK consumer. Just because a product sells well in Poland, Germany or Czechia, it does not automatically mean it will sell in the UK. What do Polish businesses need to understand about how British people decide which product to buy? How do they see the ‘Made in Poland’ label, with what do they associate Polishness?

PK: The British customer, when seeing a ‘Made in Poland’ label, often does not associate it with much. In some industries, such as construction, Polish windows and joinery are well recognized and have a good reputation. However, ‘Made in Poland’ is still not a brand that the average British consumer immediately connects with anything specific. This is mainly due to the lack of effective promotion of this label in the UK market.

Based on our insights and observations, we have developed Program Expander in collaboration with the British Polish Chamber of Commerce. This programme is designed for Polish companies with the potential for international expansion. Its goal is to prepare these companies for entry into the UK market in the most efficient way, minimising costs and avoiding failures.

Through the program, companies can leverage the resources and network that J.Dauman Group and the BPCC have established in the UK. A key aspect is ensuring that businesses are well-prepared for market entry, allowing them to take full advantage of local resources and expertise.