As with any international market, Russia has its own way of doing business and unique social norms. For Australian exporters, it is important to take time to understand how business is done in Russia and how to maximise opportunities for success in your business dealings.

In Russia, strong personal relationships are critical to business success. Hence face-to-face business meetings are vital. Here are a few pointers that can help you achieve a successful outcome:

• Plan what you need to say. A major failing of many business visitors is their inability to present the most relevant benefits of their product. Most business people do not have time to listen to long-winded presentations.

• Make sure that all of the necessary information is readily available and your website is in working order.

• Brochures, promotional materials and samples should be of high quality, matching industry standards. If possible, translate the most important marketing materials into Russian: Austrade can help with translation services.

• Speak slowly and clearly. While some Russian business people will speak English, they will be more accustomed to American or British accents. Minimise your use of slang and provide clear, concrete explanations. Austrade can assist by organising an interpreter to accompany you during visits to the market.

• When negotiating, remember that your first price is just the starting point for negotiating. Potential business partners will expect several offers and counter-offers before a mutually acceptable price is reached.

• Russians are generally courteous and positive in listening to your presentation and this can leave a false impression of interest (or commitment) on their part. You should be careful to clarify what you understand to have taken place.

• The meeting should conclude with the understanding that you will follow-up. Do not rely on the Russian business person to make the next move. It is vital to follow up on the phone, on email and even in person to build relationships with potential business partners and customers.

• Fast and comprehensive follow-up is essential in successfully doing business in Russia and the CIS. The Russian business cycle can move considerably faster than in Australia — sometimes clients may even want to sign contracts on the same day. Often the relationship can go cold unless there is immediate follow-up.

• Promised delivery dates and production quantities must be honoured. Failure to deliver the promised quantities at the promised time will lead to lost business and a tarnished reputation for your company and for Australia in general.

Language and Interpreters

Even Russians who speak excellent English can have difficulty understanding Australian accents and terms. It is important to speak more distinctly than you would at home. Be cautious when using Australian slang as this can lead to confusion and misunderstanding.

Austrade can assist by organising an interpreter to accompany you during visits to the market.

Austrade's Role

Austrade is an Australian Government agency. Our role is to facilitate trade for Australian businesses who wish to export their products and services to customers overseas.

While will do everything we can to help make your business successful in the Russian market, Austrade's role is to provide advice and services to facilitate trade between independent businesses. Therefore it is incumbent on every organisation to take the initiative and make the most of opportunities that arise.

Just as you would in Australia, you need to look for opportunities to promote your company and its products or services. You need be on the lookout for prospective customers, distributors, business partners and other groups of interest throughout your dealings in Russia. There will be a number of networking events and functions where you will meet Russian business executives; you should feel free to swap business cards and follow up contacts of interest directly.