This document summarizes a presentation given on business opportunities in Poland from a Polish perspective. It discusses Poland's culture and position in Central Europe with influences from Western Europe. It provides tips for operating successfully in Poland such as building trust through in-person meetings, following up on commitments, and noting that Poles appreciate titles and a formal business culture. The document also outlines Poland's local and regional government structure and notes that officials can influence decision making. It suggests working with Polish migrants in the UK to bridge cultural differences between the UK and Poland.

1. UKTI Presentation: Discover your
Opportunities in Poland Workshop
February 2016
Michal Chantkowski MA BSc
Thoughts on operating in Poland
A Polish perspective

2. Why are we here?
 Business opportunities in Poland
 Understanding the background
 How can we help?

3. Our background
 We have operated in the North East since 2009
 Based in Sunderland
 Working with minority ethnic people in the region,
especially Eastern European migrants, including the
Polish community
 A range of targeted projects, including advice and
guidance, advocacy, employability, culture,
environmental work (also energy advice), English
classes
 Trust of the local Polish community and over 550
ICOS’s members
 Sunderland Community Safety Award Nomination
(Sunderland Echo, 2013), Sunderland BME One
Voice Award – Employer (2015)

5. The culture and the country
 Poland is often associated with the East of Europe…
 However, its geographic position place it in the middle of
Europe (Central Europe)
 Poland’s real geographical position is linked to its history
and culture. Poles are both – “Eastern” and “Western”.
While being disciplined, they are also creative and
independent people.
 Before communism, the most important cultural
influences could be attributed to French and to a lesser
extent – German (including Prussian and Austrian). This
has influenced our day-to-day life, as well as the legal
framework and the legal culture (e.g. Napoleonic Code)
 Linked to the above is the codified rather than common
law legal system and the legal culture… (need for
paperwork)

6. continuation
 An a divide between towns and large cities
driving economic development
 Also, an urban – rural divide
 More socially conservative than the UK
 A higher level of participation university
education and vast majority of university students
progress onto master’s level. Knowledge is
respected. Primary and secondary education is
developing quickly; university education still some
time to catch up
 Poland is not a class-based society (albeit not
completely classless).

7. The language…
 Polish is a complicated language but not
impossible to learn the basics
 There are good reasons for that…
 Pronunciation will might be the problem – prepare
yourself for a lot of “sh”
 More words and a more “precise” language and
perhaps less flexible language
e.g. – Szklanka = Shklanka = a Glass (an item)
Vs.
Szklo (Shklo)– Glass (e.g. window glass)

8. Some tips:
 Follow things up
 Be honest
 Poles like complaining - it does not mean they are
necessary sceptical about your project idea or that
they do not like you
 In Poland, titles (e.g. a PhD) are matter more than in
the UK and business culture is slightly more formal
(especially applies to people over the age of 40 and
the public sector)
 Trust is very important and in Poland it is hard to gain
it if you are not conducting business in person (e.g. try
to meet your partners/clients in person and then
follow-up over the phone / skype / a webinar etc.
 Polish people are risk-takers and might sometimes
seem to rush into new schemes, ventures etc.

9. Local and regional government
 Gmina – 1-tier authority
Responsible e.g. for primary/secondary education, local transport
and roads, culture, but also ID cards…
 Powiat – 2-tier authority /responsible e.g. for public health, social
security, water management, environmental protection (many of
those functions in the UK are undertaken by quangos, private
entities and national agencies – e.g. the Forestry Commission)
 Some cities and larger towns are unitary authorities (BUT still
independed of regional authorities)
 Wojewodztwo (Voivodship)– regional authority and the regional
assembly. A bot similar to English devolved authorities – e.g.
infrastructure. Their status does not depend on negotiation with
the government
 Boundaries for health services, regional government and
emergency services overlap along regional lines

10. Map courtesy of Wikipedia

11. How are they governed?
 All tiers of government are elected
 Key influencers are local and regional politicians
and officers.
 Civil service now (theoretically) independent of
local politics. “New” and “old” civil servants
 Government officials not yet wedded to the idea
of soft power…
 Departments and government agencies are also
key influencers of local and regional decision
making
 As in e.g. France, local and regional officials are
not always good at cooperating with one another

12. How to engage with Polish
clients?
 Since EU enlargement in 2004, about a million
Poles have moved to the UK. For many, this will
prove to be a one-way ticket, at the same time,
we know that there is a constant flow of people
backwards and forwards.
 Poles in the UK can guide cooperation between
UK and Poland-based businesses – as
interpreters of language, but also, as interpreters
of culture

13. Why work in Poland, why work with
the Poles?
 The shortest and simplest answer is: our cultures
are different and complimentary.
 Poles will be focused and driven – English people
can and will negotiate and compromise to
achieve results.
 Business people are always pragmatic (that is,
when successful) and both Poles and English
are more than capable of this
 Additionally -> an open door to other countries in
the region – especially Ukraine, Slovakia and
Lithuania

14. How can we help?
 Translations / interpreting
 Courses / intercultural training / taster language /
language tuition
 Events
 Experience of EU exchange programmes

15. THANK YOU!
How can we help?
Michal.chantkowski@icos.org.uk
Daniel.krzyszczak@icos.org.uk
www.icos.org.uk / www.necs.org.uk
0044 792 698 4180