Bring the Local Reference First

He named a neighbor, not a unicorn. The door opened wider.

January 08, 2026

The Story
A fintech pitched in Kuwait with global logos. Interest was mild, until he led with a local Sharjah bank they’d helped. Familiar proximity beat global prestige.

Cultural Principle
Local proof reduces perceived risk faster than distant fame.

Takeaway
Lead with regional wins or adjacent categories. Show you succeed with “people like us,” then add global scale.

To your cultural intelligence,
Taqua