On 25 September, CSV Group Founder Yuliia Solovyeva joined the Board Costa Blanca community for an evening discussion on scaling sales across the EU and UK.

The session brought together practical questions that companies face when expanding internationally: how European B2B decisions are made, where to look for opportunities before a tender is published, how to build partnerships that create business, and how to approach public procurement in new markets.

Rather than looking at international expansion as a single sales channel, the discussion focused on how different approaches can work together.

Companies can identify opportunities through direct sales and early market engagement, develop partnerships that provide access to relevant networks and clients, and use public procurement as another route to market. Preliminary Market Consultations (PMCs) can also provide an opportunity to understand market needs before formal procurement begins.

For companies without an established presence in Europe, one of the key challenges is building credibility and understanding how local decision-making processes work. This requires adapting the sales approach, communication and partnership strategy to the specific market.

The discussion also addressed common mistakes businesses make when entering European markets and practical changes that can help make international expansion more structured and effective.

Successful market entry starts long before the first contract. It begins with understanding the market, identifying the right opportunities and building relationships with the people who can turn them into business.

We thank the Board Costa Blanca community for the invitation and the opportunity to exchange practical insights on international growth.