Poland in Central Europe hardly differs from other EU states in many areas. However, as an entrepreneur, it is important to know the nuances to avoid pitfalls.
Although part of the European community, Poland does have some peculiarities in business dealings that should definitely be taken into account.
In the first part of the Business Guide, we present basic information on the country and its people, from entry, residence and working conditions to official public holidays and the telecommunications network. The second part is an introduction to Polish business culture with rules of conduct and tips from our local experts.
Personal relationships
The Polish place a great deal of importance on the "human factor". Communication at eye level is valued just as much as a certain amount of orderliness. Informal contact can be just as important as formal agreements. At the first meeting, pleasantries are exchanged first of all, so that the participants can get to know each other better. Nevertheless, you should be prepared for direct questions and have specific proposals at the ready. Extensive planning in advance, which is common in Switzerland, is unusual in Poland. Re-confirming a meeting shortly beforehand is advisable. After important discussions, it is advisable to summarize the main points in writing.
In view of the fact that an oral communication culture is dominant in Poland, it is always better to be able to refer to a personal acquaintance or to call first before sending a letter or using written communication. The communication style of the Polish is often indirect and characterized by a great deal of room for interpretation. This way of communicating is used so as not to offend anyone or give a direct refusal. In a first meeting, for example, criticism and confrontation are avoided. This should not, however lead to an overly positive assessment of the situation.
Polish hospitality is proverbial. For private invitations, be sure to give flowers to the hostess. A kiss on the hand is still very common and is regarded as an expression of special politeness and respect, especially in private life and among the older generation, although in business it has largely been replaced by shaking hands. The lack of a clear border between professional and private life is also a Polish phenomenon. So do not be surprised if you are told about the family at the second or third meeting.
Hierarchy versus spontaneity
Polish companies are often organized hierarchically. For this reason, initial contact should always be made with the company's senior management. After that, a solid basis of trust must be built up through permanent contact, for which several visits and meetings will be necessary. In young, dynamic sectors, hierarchies play a much smaller role. Here, a foreign guest will most likely be advised to leave out major formalities. They should, nevertheless, be taken heed of to begin with.
A love of improvisation, flexibility and spontaneity convey a sense of freedom and independence, things that are highly valued in Poland. The flip side of this can be that deadlines are not met or agreements are subsequently changed.
As a foreigner in Poland
It is well received in Poland when foreigners take the trouble to learn at least a few words of Polish.
When starting one's own business activity, it is advisable, at least in the initial phase, to send a member of staff to Poland to supervise all of the steps. However, the support of Polish professionals who know the market should definitely not be dispensed with. In case of legal or judicial problems, act as quickly as possible by consulting a lawyer or a tax advisor/auditor.
Local culture and international practice
In principle, the following applies: The larger and more international a company is and the younger the managers are, the less seriously local principles are taken. But remember, these remarks may not necessarily apply to your business or business partner. For further information about this fascinating country and market, take a look at our Business Guide.
