Building Partnerships in Russia

In my last blog, I discussed how Russia went out of its way to make itself presentable for visitors during the World Cup, much like how a family cleans up their house when guests are coming over. However, the comparison doesn’t stop there.

 

Children don’t always act on their best behavior in front of guests, at times they may act out even more at the inconvenience of strangers in their home. In the same vein, Russian businesses are not the friendliest to deal with, as a long history of anticapitalistic propaganda under the USSR has made them wary of trusting foreign (particularly western) companies. That’s not to say they’re against the idea, far from it, as Russian businesses are incredibly loyal to those they deem deserving of it.

 

Unfortunately, earning their trust is no easy feat.

 

Russian business people are often skeptical, they do not work with just anyone who asks. They need to feel comfortable with the parties they do business with, particularly the people involved. Just because they like your company doesn’t necessarily mean they’ll like you, and a bad meeting could very well ruin what could otherwise become a highly successful partnership. They’ll try to test you, asking philosophical or open-ended questions, using your answers to take your measure. This may seem antagonistic compared to more straight forward company interactions, but this is how they do business, and you should be prepared to play your part in the procedure. If you worry that you may not be up to the task yourself, then hire a representative that is informed and charismatic.

 

For good measure, you might want to hire a woman.

 

Russia is very proud of their women, and many are finding work as representatives and liaisons as of late. While I’m always glad to hear about women gaining traction in the business world, I’m sorry to say this trend isn’t exactly empowering. Many of the women filling these positions are being hired for their beauty first and their negotiation skills second, as a means of creating a pleasant atmosphere while discussing terms and deals. Modelling companies will even approach businesses at Russian exhibitions, asking around to see if any wish to hire their models for meetings. That’s not to say all these women are strictly eye candy, there are plenty of women who are both beautiful and talented in business. You would do well to add them to your team, but do your due diligence before hiring them.

 

Going through all this work to make a proper presentation to your potential business partners can be exhausting, I know it took its toll on me, though I didn’t have the easiest time unwinding at my hotel. I had specifically asked for a nonsmoking room, though the second I opened the door it became clear I had been placed in the wrong section. Mind you, Russia has one of the largest smoking populations in the world, but the smell was so intense I’d swear the previous occupants must’ve had a cigar party. Once I brought the issue up to the receptionist, she quickly apologized and had me moved to a different room, though I got the impression she wasn’t happy with me. I’d like to give her the benefit of the doubt and assume she was simply weary from overwork, this was during the World Cup after all, so she’d probably been putting up with a lot at the time. Indeed, despite having such large balconies, guests were forbidden from using them due to the security issue of drunks falling from them. Stores were also required to wrap up their alcohol after they closed, perhaps as a way to prevent it being stolen, though it seemed like quite an inconvenience for the workers.

 

But then again, we can all relate to ungrateful guests inconveniencing us when they stay in our homes, just as we all know how difficult it can be to stretch our patience while dealing with them. If we want to be treated with respect, we should be willing to treat others respectfully. This can be difficult, however, as different cultures have different views on what is and is not respectful, especially when it comes to doing business. I know it isn’t always easy, but anyone who wants to succeed in international business must be ready to put in the work.

 

 

Sweet tips With Ally:

 

- Remember that first impressions and maintaining reputations are more important to some cultures than others, and adjust your business strategies accordingly.

 

- Be prepared to encounter business practices and values that are very different from yours, perhaps even going against what you are used to.

 

-Tobacco consumption is not as regulated or frowned upon in certain parts of the world as it is in others, which can cause difficulties for those with allergies or asthma wishing to avoid the smoke, just as it can cause difficulties with those seeking places to smoke freely.