<ul><li>Doing business in Poland  the cultural dimension </li></ul><ul><li>by Nigel Adams  </li></ul><ul><li>at a UKTI Tra...
Poland
Basic Facts <ul><li>Population of 38.6 Million </li></ul><ul><li>1.6 million of whom live in Warsaw </li></ul><ul><li>Cove...
What is Culture? <ul><li>The ways of living built up by a group of human beings which are transmitted from one generation ...
The Poles <ul><li>Admire Britain, wary of neighbours </li></ul><ul><li>Aware of history and links with Britain: WW2 </li><...
Cultural Factors <ul><li>Family & Religion </li></ul><ul><li>Attitudes & Values </li></ul><ul><li>Translations & Interpret...
Working with Polish People <ul><li>Young are very keen to succeed </li></ul><ul><li>Well educated and technically very ski...
Quality of Polish Employees <ul><li>Comments by one of my UK clients regarding the quality of Polish applicants:   </li></...
Poland 2009 <ul><li>Part of EU Single Market for nearly 5 years </li></ul><ul><li>Member of NATO for even more years </li>...
What Sort of Market ? <ul><li>Importance of nurturing personal relationships </li></ul><ul><li>Dynamic market:  Fast chang...
Economy and Bureaucracy <ul><li>This year the Polish economy continues to be  “well ahead” of UK with a 2009 forecast of  ...
<ul><li>EURO 2012 </li></ul><ul><li>Sports & Leisure Infrastructure </li></ul><ul><li>Advanced Engineering </li></ul><ul><...
What next? <ul><li>Meet others experienced in Poland </li></ul><ul><li>Market research  </li></ul><ul><li>When communicati...
<ul><li>Doing business in Poland  the cultural dimension </li></ul><ul><li>Web site: http://www.nigeladams.com </li></ul><...
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Doing Business In Poland The Cultural Dimension Ukti London (March 2009)

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  • Introduction I am here talking to you today, because I have been involved in developing business with Poland since 1972. Yes 1972!! My work with Poland started when was a young export sales representative working for Massey Ferguson. Yes, as you see, it was a long time ago!! I have been involved in business with Poland since that time, following my work with Massey Ferguson, I worked for Cargill (commodity traders) as a Countertrader and as an independent business adviser for the last 23 years. I will now give you some background information and then emphasising the cultural perspective, I will talk about my experience assisting British companies to establish business operations in Poland. Although I have been involved with Poland for more than 3 5 years, from 1993 until 2002 , I actually lived there and worked all around the country. At that time I was a British government Know How Fund Adviser, helping to change the mentality of people in state companies prior to and during privatisation.
  • Doing Business In Poland The Cultural Dimension Ukti London (March 2009)

    1. 1. <ul><li>Doing business in Poland the cultural dimension </li></ul><ul><li>by Nigel Adams </li></ul><ul><li>at a UKTI Training Seminar, America Conference Centre, London on 5 th March 2009 </li></ul>
    2. 2. Poland
    3. 3. Basic Facts <ul><li>Population of 38.6 Million </li></ul><ul><li>1.6 million of whom live in Warsaw </li></ul><ul><li>Covers an area of 312,677 sq km </li></ul><ul><li>Continental Climate –10 ºC to +30 ºC </li></ul><ul><li>Currency is the Zloty £1 = 5.3 PLN </li></ul><ul><li>Member of EU, WTO, OECD & NATO </li></ul>
    4. 4. What is Culture? <ul><li>The ways of living built up by a group of human beings which are transmitted from one generation to another. </li></ul><ul><li>A system of values and norms that are shared amongst a group of people and that when taken together constitute a design for living. </li></ul>
    5. 5. The Poles <ul><li>Admire Britain, wary of neighbours </li></ul><ul><li>Aware of history and links with Britain: WW2 </li></ul><ul><li>English is a second language for under 40’s </li></ul><ul><li>Status, seniority & titles important </li></ul><ul><li>Initially rather formal - “Mr Kowalski” not “Jan” </li></ul><ul><li>Charming (hand-kissing!) and hospitable </li></ul>
    6. 6. Cultural Factors <ul><li>Family & Religion </li></ul><ul><li>Attitudes & Values </li></ul><ul><li>Translations & Interpreters </li></ul><ul><li>Meetings & Working hours </li></ul><ul><li>Shaking hands & Customs </li></ul><ul><li>Polish Food & Drink </li></ul><ul><li>“ Sto lat”& Name days </li></ul>
    7. 7. Working with Polish People <ul><li>Young are very keen to succeed </li></ul><ul><li>Well educated and technically very skilled </li></ul><ul><li>Tough negotiators: right of final say </li></ul><ul><li>Shaped by 45 years of failed communism </li></ul><ul><li>Don’t underestimate communism’s harshness </li></ul><ul><li>Don’t patronise </li></ul>
    8. 8. Quality of Polish Employees <ul><li>Comments by one of my UK clients regarding the quality of Polish applicants:  </li></ul><ul><ul><li>“ I am increasingly amazed at the quality of applicants we are getting to the advertisement. We have never had such a high quality, well-educated response from the UK.&quot;  </li></ul></ul><ul><ul><li>“ Another really highly qualified candidate! Why can we never find this quality of employee in the UK?” </li></ul></ul>
    9. 9. Poland 2009 <ul><li>Part of EU Single Market for nearly 5 years </li></ul><ul><li>Member of NATO for even more years </li></ul><ul><li>Many young Poles have returned from UK </li></ul><ul><li>Significant Investment funds available through EU Structural, Regional & Cohesion Funds </li></ul><ul><li>Continuing Rapid Modernisation </li></ul><ul><li>Economy Still forecast to Growth by 1-2% </li></ul>
    10. 10. What Sort of Market ? <ul><li>Importance of nurturing personal relationships </li></ul><ul><li>Dynamic market: Fast changing </li></ul><ul><li>Increasingly sophisticated. </li></ul><ul><li>Service & support essential. </li></ul><ul><li>Tough negotiators </li></ul><ul><li>Price/Value Sensitive. </li></ul><ul><li>Getting paid can be difficult. </li></ul><ul><li>Need a good local partner/ representative </li></ul>
    11. 11. Economy and Bureaucracy <ul><li>This year the Polish economy continues to be “well ahead” of UK with a 2009 forecast of + 1.9% GDP growth & inflation forecast at 2.5%. </li></ul><ul><li>Polish local and national bureaucracy: </li></ul><ul><ul><li>Rubber stamp & blue ink </li></ul></ul><ul><ul><li>Certification slow </li></ul></ul><ul><li>“ Transparency” – favouritism and corruption still an issue . </li></ul>
    12. 12. <ul><li>EURO 2012 </li></ul><ul><li>Sports & Leisure Infrastructure </li></ul><ul><li>Advanced Engineering </li></ul><ul><li>Science & Technology </li></ul><ul><li>Security (Equipment) </li></ul><ul><li>Education & Skills </li></ul><ul><li>Power </li></ul><ul><li>Water </li></ul><ul><li>Rail </li></ul>Key sectors of interest
    13. 13. What next? <ul><li>Meet others experienced in Poland </li></ul><ul><li>Market research </li></ul><ul><li>When communicating with customers, use Polish language. Be persistent. </li></ul><ul><li>Visit Poland to meet potential customers and/or distributors </li></ul>
    14. 14. <ul><li>Doing business in Poland the cultural dimension </li></ul><ul><li>Web site: http://www.nigeladams.com </li></ul><ul><li>e-mail: na@nigeladams.com </li></ul><ul><li>Telephone: 020 3016 8385 </li></ul>

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