Russian Business Etiquette and Protocol
Relationships & Communication
. Russians are transactional and do not need to establish long-standing personal relationships before they do business with people.
. It is still a good idea to develop a network of people who you know and trust. The Russian word "svyasi" means connections and refers to having friends in high places, which is often required to cut through red tape.
. Patience is essential.
. It is best to err on the side of formality when you first make contact.
. Sincerity is crucial as it is required to build trust, and trust is needed to build a relationship.
. Most Russians do not trust people who are 'all business'.
. An indication that you have successfully developed a personal relationship is being asked for a favour by that person.
Business Meeting Etiquette
. Appointments are necessary and should be made as far in advance as possible.
. It often takes roughly 6 weeks to arrange a meeting with a government official.
. Confirm the meeting when you arrive in the country and again a day or two in advance.
. The first week of May has several public holidays so it is best avoided.
. You should arrive punctually for meetings.
. Typical Russian schedules are constantly changing and everything takes longer than expected, so be prepared to be kept waiting.
. Meetings can be cancelled on short notice.
. The first meeting is often a vehicle to determine if you and the company you represent are credible and worthy of consideration for future business dealings.
. Use the time effectively to demonstrate what differentiates your company from the competition.
. Expect a long period of socializing and getting-to-know-you conversation before business is discussed.
. Have all printed material available in both English and Russian.
. Russians expect long and detailed presentations that include a history of the subject and a review of existing precedents.
. Meetings are frequently