Three thoughts from Thinc on a year in Canada

Just over a year ago, UK-based IT services provider Thinc took its first steps overseas with the opening of its office in Toronto. As the company celebrates this milestone, we asked Gary McKnight, Head of Sage Practice at Thinc, to tell us what the team have learned.

It’s hard to believe that 12 months have passed since I, along with Thinc’s co-owners Dominic Ball and Richard Stathers, officially launched the company in Canada. In that time, we have learned a great deal about setting up in a new market. 

As we benefited immeasurably from the advice of others, it feels appropriate that we should share our own experiences to help anybody embarking on a similar journey. 

Here, then, are three lessons that stand out to me from our first year in Canada. 

1.Life turns on good relationships

There’s a quote from the British politician, business leader and philanthropist Michael Hastings, Baron Hastings of Scarisbrick CBE, that comes to mind when I think of our time in Canada so far:

“Life turns on good relationships. All of life.”

Why does this resonate so strongly? Because good relationships have by far been the biggest enabler to us finding our feet.

Our biggest thanks go to the BCCTC. From the moment we engaged with the Chamber, Martin Buckle has been an endless source of generous advice and support. The immensely talented team at Toronto Global were an invaluable guide before, during and after our arrival. 

We were also indebted to Fouzia Younis MBE, British Consul General in Toronto, who hosted our official launch last summer at her residence – a huge honour for us. There have also been many fruitful and enlightening conversations with the wider business community. 

It was really heartening to a company like Thinc, that prides itself on building long-term, mutually rewarding relationships, to pick up on the same passion for collaboration among our new friends and peers.

2. Do sweat the small stuff

Launching a business in a new country is unavoidably thrilling. Even the most stoically planned launch is laced with excitement at what’s possible. 

The trouble is, it is sometimes only as the landing gear drops, and your plane begins its descent to the runway, that you get a clearer view of what awaits on the ground.

That was the case for us. Many of the trickiest hurdles we faced when we first launched seemed quite trivial on paper. We did all the right things, but not always in the right order. 

For example, we had seconded one of our talented business advisory consultants to Toronto. To start off, we arranged a short-term let while he settled in and searched for a property to rent. Neither he nor we realised, however, that it is impossible to rent a property in Canada without a Canadian bank account. As you can imagine, the scramble to get an account set up was not ideal for our employee or for us! 

My advice to any business following in our footsteps is: embrace the big picture, but don’t lose sight of the little details. 

3.The first deal makes everything easier

Our relationship as a partner to Sage meant we could tap into their knowledge of key sectors that benefit from their solutions. It was the Sage team, for example, who helped us learn more about Canada’s non-profits sector – which is where we found our first client.

Signing our first client: that was a good day. Not only is securing your first deal a satisfying milestone, but it also opens the door to everything that follows. It gives you the foundation upon which to build and grow, and to fund this momentum from within. 

We’ve also had some very productive conversations with businesses in Canada who value our advice as a UK-based company. There are plenty of Canadian organisations eyeing the reverse journey to us, seeking growth opportunities in the UK and Europe. As a company that provides business and finance technologies that amplify international growth, and with experience of ‘crossing the pond’, we can provide a perspective that they find valuable.

What’s next? Building our relationships in Canada

A lot has happened in a year, but it certainly has flown by. We’ve loved becoming part of the Canadian business community. We continue to build our presence in the Canadian market and feel more at home every day. 

Our next ambition is to build on these foundations. We’re excited to be launching our Sage Intacct affiliate program, aimed at business and finance leaders who feel that our Intacct expertise could benefit others in their network. 

If you know any businesses that may need our advice, or somebody who may wish to become an affiliate, please do get in touch.

It is always a pleasure for us to speak with other BCTCC members. If you’d like a conversation about our experiences, or to learn more about our services, please feel free to contact me at gary.mcknight@wearethinc.com.