1. Relationships Come Before Transactions

In Italy, business is strongly relationship-driven.
Trust is built over time and often precedes efficiency. Italian partners generally prefer working with people they know, trust, and can reach easily. This means:

• Face-to-face interactions are highly valued
• Long-term relationships matter more than quick wins
• Personal credibility often outweighs formal titles

Projects tend to progress faster once a relationship is established.

2. Communication Is Direct—but Not Always Written
While Italians can be expressive and direct in conversation, formal communication does not always happen via email.
Common practices include:

• Phone calls instead of written follow-ups
• Decisions discussed verbally before being documented
• Informal confirmations that still carry weight

International teams relying solely on emails may experience delays simply because communication is happening elsewhere.

3. Decision-Making Can Be Centralized
In many Italian companies—especially small and mid-sized ones—decision-making authority is often concentrated:

• Owners or senior figures may approve key steps personally
• Decisions can take time if the decision-maker is unavailable
• Roles and responsibilities may not be explicitly documented

Understanding who decides is often more important than understanding the process.

4. Flexibility Is a Strength—But Requires Follow-Up
Italian businesses are known for their flexibility and problem-solving mindset. However, this flexibility often comes with:

• Less rigid timelines
• Changing priorities
• A need for consistent follow-up

Progress usually depends on active coordination, not passive waiting.

5. Time Perception Is Different
Italian business culture tends to be less rigid about deadlines than some Northern European or Anglo-Saxon contexts.
This does not mean deadlines are ignored—but they are often treated as:

• Negotiable
• Dependent on circumstances
• Secondary to relationships and practical constraints

Clear expectations and regular check-ins help keep projects on track.

6. Formality Varies by Context
Formality in Italy depends heavily on:

• Region
• Industry
• Company size

You may encounter:

• Very formal approaches in administrative or legal contexts
• Highly informal communication in operational settings

Adapting to the tone of your counterpart is key.

7. Language Still Matters
While English is common in international-facing roles, many operational discussions still happen in Italian:

• With suppliers
• In logistics
• In administration

Language gaps can slow down processes, especially when nuances or responsibilities are unclear.
Key Takeaways

• Business in Italy is relationship-driven
• Verbal communication is often more effective than written
• Decision-making can be centralized and informal
• Flexibility exists, but follow-up is essential
• Cultural awareness directly impacts operational speed

Conclusion
Business culture in Italy rewards presence, clarity, and persistence.
International companies that understand how Italians communicate, decide, and collaborate are better equipped to navigate complexity, reduce friction, and move projects forward without unnecessary delays.