Doing Business in Canada

If you are doing business in Canada, you’ll likely find that the customs and practices are influenced by a blend of American, British, and French business cultures. These diverse influences create a unique Canadian business culture with a number of nuances to consider when managing business interactions in Canada.

Canada has a large and thriving market economy, and although there is more government intervention here than in the US, there is far less than in many European countries. Locals tend to be open-minded and tolerant, and you can look forward to a welcoming working environment wherever you find yourself in Canada.

Fast facts

Business hours

Typical work hours are Monday to Friday, 9am to 5pm, but longer hours are common in some industries. Quebec tends to have slightly shorter working hours, while Alberta’s can be longer in sectors like oil and gas.

Business language

English is the main business language, but knowing some French is useful, especially in Quebec. In multicultural cities like Vancouver and Toronto, languages like Mandarin and Punjabi are also prominent.

Greetings

A handshake is the standard greeting, although in Quebec, a kiss on both cheeks is traditional. You should use formal titles initially, but most people switch to first names quickly.

Dress

Dress neatly. Formal attire (suit and tie) is standard in finance and law, while business casual is more common in tech. Adapt to the weather – warm, professional coats are essential in winter.

Gifts

Gifts aren’t expected, but small tokens are appreciated. Avoid extravagant gifts, and be mindful of cultural sensitivities, especially with Indigenous partners.

Gender equality

Women have equal rights and are increasingly in top roles. Canada emphasises gender equality, and discrimination is not tolerated.

Business culture in Canada

Canada is a massive country with an impressive multicultural makeup. Despite Canada’s size and diversity, you can count on a few consistencies in the country’s business culture that will help you manage professional settings with ease.

Punctuality

Punctuality is highly valued in Canadian business culture. Arriving on time is a clear sign of respect and professionalism. It’s acceptable – even encouraged – to arrive a few minutes early, as this demonstrates your commitment and respect for others’ schedules. Always aim to be on time or slightly early to create a positive impression.

Hierarchy

Hierarchy in Canada’s business culture varies significantly by industry. Traditional sectors such as finance, law, and manufacturing tend to follow more formal structures, where decision-making is often concentrated at the top. However, newer industries like technology and startups have adopted flatter, more collaborative models where input from all levels is encouraged.

Meetings

Meetings in Canada can vary in formality depending on the region and industry. In larger cities such as Toronto, meetings tend to be more formal, while smaller towns or regions like Quebec may lean towards a more relaxed atmosphere with some personal interactions.

Small talk is integral to Canadian meetings, focusing on neutral topics such as the weather or sports to help build rapport. This informal prelude sets a positive tone before plunging into business discussions. Canadians appreciate this balance of friendliness and professionalism, and engaging in small talk can help establish strong working relationships.

Meetings are generally well organised, and schedules are strictly followed. Always stick to the agenda, as Canadians value efficiency and respect for others’ time. Business cards are commonly exchanged, so carry enough with you. In Quebec, it’s a thoughtful gesture to have one side of your business card printed in French.

When presenting to Canadian business associates, back up your claims with concrete facts, figures, and documents. Canadians are rational and logical, preferring evidence-based arguments to flashy presentations or exaggerated claims. Being well-prepared shows respect for your audience’s time and attention and is essential in earning their trust.

Communication

Canadians tend to favour a direct communication style that is polite and respectful. They value clarity and honesty but without aggressive or confrontational language.

While you are expected to say what you mean, it’s also important to maintain a courteous and tactful tone. Confrontation is carefully avoided, and showing too much emotion may be frowned upon in business settings. A balance between being forthright and considerate is key to successful communication in Canada.

Dos and don’ts of business in Canada

• Don’t assume everything is the same as in the US – Canada has its own unique nuances.
• Do be prepared with facts and figures for presentation – logic and evidence are highly valued.
• Don’t use aggressive sales tactics – these are generally not well received. For instance, ignoring a clear refusal or applying high-pressure techniques can come across as disrespectful.
• Do learn some French if you are doing business in Quebec – it will go a long way towards building rapport. Even if you’re not fluent, making an effort with basic phrases can make a significant positive impact.
• Do avoid personal discussions at business meetings – focus on the professional unless you are invited to share more.
• Do adopt a collaborative approach – Canadians value agreement-building and often seek input from various organisational levels to ensure everyone is on board.
• Don’t be overly blunt – directness is appreciated, but always maintain politeness and use respectful language when expressing differing opinions or feedback.