By: John S. Morlu II, CPA
If you’re thinking of starting a business in Sri Lanka, first: congratulations.
Second: breathe.
Third: take your shoes off, but keep your wits on.
Because while Sri Lanka is a breathtaking island of promise and potential, it is also a complex jungle of bureaucracy, pleasantries, politics, astrology-based timing, and sudden power cuts.
Let’s prepare you for the dance.
1. Calm Down — Nothing Starts on Time
The meeting says 9 AM. You show up at 8:59. They show up at 10:13 with a smile, a handshake, and tea.
Sri Lanka runs on a mystical schedule called “isthuthi-time” (thank-you time), where gratitude is more important than punctuality.
Want to win? Show up early, bring patience, and act like the delay was your pleasure.
This is an island where social harmony outweighs linear time. If you’re rigid, you’ll break. If you’re flexible, you’ll win.
2. Everyone Is Polite. No One Says No.
This is a land of:
- “We will look into it.” = It’s dead.
- “Let us consider.” = Still dead.
- “Interesting idea!” = Very dead.
You may leave meetings thinking you’re closing a deal. You’re not. You’re being Sri Lanka’d — a gentle spiritual experience where reality is softened with cinnamon and compliments.
Rule of thumb: If it wasn’t put in writing and stamped three times, it doesn’t exist.
Silence, smiles, and side glances carry more meaning than signed documents in some cases. Learn to read body language and tone like you’re decoding Morse code.
3. Astrology Can Delay Your Startup
Yes, really.
Want to open a company? The accountant may say: “Wait for the nakathya (auspicious time).”
Want to launch a product? Consult the kapuwa (astrologer) first.
It’s not superstition. It’s culture. You can roll your eyes — or roll with it.
Pro tip: Launch on a Thursday. It’s seen as a “blessing day.” Avoid Tuesdays unless you’re emotionally ready for bad luck and system crashes.
Timing in Sri Lanka isn’t just about efficiency — it’s about energy, luck, and harmony with the universe. If that sounds odd, remember: Western CEOs also wear “lucky socks” to board meetings.
4. The Paper Trail Is a Hike
Expect to submit:
- Your business registration
- A police clearance
- Your grandmother’s dental records
- Three passport photos
- And a blood sacrifice (kidding… mostly)
Forms are in English. Processing is in Sinhala. Resolution is in divine hands.
Corruption isn’t rampant, but inefficiency is. Your best ally? A good ‘uncle’ at the ministry who knows another uncle.
This isn’t nepotism. It’s navigational necessity.
Build relationships at every level. The receptionist matters. The filing clerk matters. Say thank you. Smile. Follow up like you’re sending love letters.
5. Pricing Is an Art — Not a Math Equation
You say, “The service costs 100 rupees.”
They say:
- “Can you give discount?”
- “We’ll pay in 3 months.”
- “My cousin needs the same. Free, no?”
Negotiation is not hostile here — it’s a cultural tango.
If you don’t budge, they respect you. If you budge too easily, you’ll lose credibility.
Always build cushion into your prices. And your patience.
Also: don’t publish final prices online unless you want daily calls asking, “Is this the best price, sir?”
6. Talent Is Everywhere — But Expect Side Hustles
Your new hire may be:
- A coder by day
- A DJ by night
- A saree importer on weekends
That’s not disloyalty. That’s Sri Lankan survival economics.
Instead of banning side hustles, ask them what they do. You’ll discover:
- Designers who build brands from scratch
- Marketers who run YouTube channels
- Developers who secretly built three apps more popular than yours
Tap their genius. Don’t trap it.
Support their ambitions and they’ll reward you with loyalty that money alone can’t buy.
7. Island Life Means Island Pace
You’re stressed. You want results now.
They’re sipping king coconut and saying, “Aiyo, no rush, machang.”
Deadlines are suggestions. Follow-ups are reminders that “you care.” And urgency is seen as unnecessary aggression — unless it’s for cricket scores.
Best strategy: Set internal deadlines. Add 30%. Then smile and say “let’s touch base.” They’ll get the message.
If you’re kind but firm, they will rise to the occasion. But yell — and you’ll get passive resistance cloaked in politeness.
8. Relationships > Contracts
A contract is good. A cup of tea is better.
You can send a perfect proposal. But if you haven’t:
- Visited their office
- Shown respect to their parents
- Complimented their sambol
…you’re not getting the deal.
This is a country where “feeling” outweighs “filing.”
Build trust. Speak respectfully. Stay humble. That’s your competitive advantage.
Also: don’t underestimate birthday parties. They’re informal due diligence sessions where trust is either built or broken.
Final Thought: Sri Lanka Will Challenge You and Change You
It will frustrate you.
- The Wi-Fi will drop during your pitch.
- The power will go out at your launch event.
- Your shipment will get stuck because “someone is on leave.”
But it will also reward you:
- With deeply loyal partners.
- With creative, brilliant employees.
- With an island that still believes in relationships, values, and real connection.
You may lose your flip-flops.
But you’ll gain clarity, humility, and a better way to lead.
Coming Soon: My Sri Lanka – Part 11
“The Sri Lankan Superpower: Smiling Through It All”
About the Author
John is an entrepreneur, strategist, and founder of JS Morlu, LLC, a Virginia based CPA firm with multiple software ventures including www.FinovatePro.com, www.Recksoft.com and www.Fixaars.com . With operations spanning multiple countries, John is on a mission to build global infrastructure that empowers small businesses, entrepreneurs, and professionals to thrive in an increasingly competitive world. He believes in hard truths, smart execution, and the relentless pursuit of excellence. When he’s not writing or building, he’s challenging someone to a productivity contest—or inventing software that automates it.
