On today’s episode we meet with Husayn Kassai, the CEO of the identity standard testing company Onfido. Founded in 2012, Onfido quickly expanded its offices outside of London, to include San Francisco, New York, Lisbon, Paris, New Delhi and Singapore. Husayn shares with us everything he’s learnt on his journey of expansion, and things he wished he knew before making the move across the pond. Having offices on both sides of America gives Husayn two very different perspectives of running a business in the United States. He talks with us about the different benefits both spots have, and the importance of picking the right spot for your business’s headquarters. From getting investors in America, to the importance of adapting to American culture, Husayn tells it all. “Frequent client feedback matters, and when you can’t deliver something let it be known straight away.” – Husayn Kassai Time Stamps:  01:22 – What Onfido does. 02:44 – Who their clients are. 03:32 – How the software at Onfido works. 06:43 – How money laundering regulations change across the globe. 08:36 – How the business started. 09:17 – Why Husayn wanted to open an office in the US. 11:51 – The importance of doing business in the US. 12:44 – How operating in America is different to operating in the UK. 15:22 – The importance of having a trustworthy brand. 16:45 – How to build trust and the importance of being honest. 19:12 – The kind of clients Onfido was focusing on. 21:11 – The importance of being blunt and to the point. 24:06 – The prevalence of suing in America. 27:15 – Opening up an office in New York, and how it’s different to San Francisco. 29:57 – The importance of picking the right location for your headquarters in America. 31:01 – Advice for companies that are looking for the right place in America to set up in. 33:57 – Getting seed investors in America. 37:30 – The key mistakes UK startups make when expanding to the US. 38:40 – Tips for dealing with American culture, and using your Britishness to your advantage. 41:05 – The importance of knowing local sports teams. Send us questions you want answered to [email protected] Resources: https://onfido.com www.mtbonnell.com Connect with Husayn Kassai: Twitter Connect with Nastaran Tavakoli-Far: LinkedIn Connect with Sebastian Sauerborn: Website