When you're a New Zealand business looking to grow overseas, there's nothing more valuable than hearing from someone who's already walked the path. We sat down with Bob Weir from Pinpoint Business – a seasoned advisor who’s helped countless Kiwi companies find their footing beyond Aotearoa.
Bob’s got years of experience guiding local businesses through the tricky world of international expansion. His advice? It’s not just about strategy and spreadsheets. Passion, resilience, and knowing when to ask for help all play a big role. Here's what he had to say.
Before jumping into international markets, Bob says it's worth taking a good, honest look at whether your business is actually ready.
That starts with understanding where the opportunities are – and doing your homework. “You’ve got to research, build the right networks, and get clear on the unique factors in your industry,” says Bob.
He gives the example of Tracksuit, a Kiwi company that knew it needed to raise capital – but the right investors were on the West Coast of the US, not here at home. Then there’s the Indian flour business that saw a massive opportunity in Fiji. Different businesses, different markets – but both required sharp thinking and a bit of guts.
Bob reckons that "fire in the belly" – that hunger to grow – is what separates those who make it from those who don’t. But every business is different, so it’s not a tick-box exercise. “It depends a lot on the nature of your business,” he says. "Explore the opportunity. Test it. Don’t assume it’ll work just because it sounds good on paper."
Let’s be honest – expanding overseas is no walk in the park. There are financial pressures, cultural curveballs, and all kinds of red tape. Bob’s worked with businesses that have faced it all.
He’s quick to point out the need to keep both eyes on the road ahead, even when the going gets tough. “Sometimes, yeah, you’ve got to just batten down the hatches. But don’t lose sight of the business you’re trying to build in the next six, 12, or 24 months.”
His advice? Do your risk planning upfront. Have backup plans in place. And wherever possible, lean on people who know the local ropes – especially in markets where the rules are different.
Bob talks a lot about passion – and for good reason. “The ones who really succeed are the ones who want it,” he says. "They’ve got that fire in their belly, and they’re willing to do what it takes."
That drive helps you push through the hard stuff. It keeps you learning, evolving, and pushing forward – even when it feels like the odds are stacked against you.
It’s not just about motivation, either. Passion shows up in your leadership. If you’re burnt out or checked out, it flows through the whole team. But if you’re energised and committed, people follow your lead.
One big shift that trips up a lot of Kiwi founders? Delegation.
Bob sees it all the time: business owners who’ve built something from the ground up and struggle to let go. “It’s their baby,” he says. “They want to hold onto every part of it.” But if you’re serious about growing, that mindset has to change.
He suggests a “trust but verify” approach. You don’t have to be hands-off – just make sure you’re building a team you trust and checking in where it matters.
That might mean getting comfy with the financials, or letting someone else run with sales or operations. It’s not easy, but it’s essential if you want to scale.
Finally, Bob reminds us that it’s not just about quick wins. Sustainable growth takes long-term thinking – even when times are tough.
“There’s no point charging ahead if you don’t have the cash to support it,” he warns. In tough times, yes, you need to make smart survival moves. But don’t lose sight of where you want to go. Ask yourself: What kind of business do I want to be running in one, two, or three years?
Bob recalls a local company that poured everything into opening a Wellington branch. It was a big move – but they made sure it tied back to their bigger vision. That’s the key: every decision, big or small, needs to align with where you’re heading.
If you’re a New Zealand business looking to grow into international markets, here are a few takeaways from Bob:
Going global isn’t easy – but with the right mindset, planning, and support, it’s well within reach for Kiwi businesses.
