Doing Business in Tanzania

There are many opportunities for doing business in Tanzania, as one of Africa’s consistently strong-performing economies. Expats will likely find themselves working or doing business within key sectors such as agriculture, mining, tourism, manufacturing, and services and based in one of the major centres of Dar es Salaam, Arusha or the capital, Dodoma.

Fast facts

Business hours

The work week is Monday to Friday, and office hours are usually between 8am and 5pm, with lunch between 12pm and 2pm.

Business language

Swahili is the official national language, but English is widely used in business, foreign trade, and higher education. Arabic is also an official language in Zanzibar and is common in coastal areas.

Business dress

Business attire should be smart and conservative – suits for men and professional attire for women (suits, tailored dresses, or skirts that are knee-length or longer). The tropical heat dictates that lightweight fabrics are best.

Greeting

It is essential to greet the most senior person in the room first. A handshake is the most appropriate when greeting a man, but it’s best to wait for a woman to first extend her hand before shaking, as some Muslim women will not shake hands with men. A nod is sometimes sufficient when greeting a woman.

Gifts

It’s customary to give a gift if invited to someone’s home – a small token from one’s home country is best. Flowers should be avoided as these are usually only given as a condolence.

Gender

Generally speaking, business culture in Tanzania is traditional and male-dominated, although this is gradually changing. Women’s rights are protected, and the proportion of women in leadership positions is steadily increasing – just over one-third of parliamentary seats are held by women. However, women in business are underrepresented in senior executive positions and decision-making roles.

Business culture in Tanzania

The business culture in Tanzania is largely friendly and easygoing, but there are some cultural nuances that may take time to get used to.

Business structures

Tanzanian business structures are hierarchical, with the most senior person being the primary decision-maker. Employees are accustomed to taking orders and accepting the decisions of those in senior positions, so decisions are not often questioned, and ideas are not regularly shared between management and subordinates.

Relationships

Networking is essential to business success in Tanzania. Establishing a relationship and getting to know associates on a personal level is important to doing business successfully in Tanzania. It’s not common to get straight down to business when first meeting with colleagues – it’s customary to begin a business meeting with small talk, with topics such as family and sport being good starting points.

Communication

Tanzanians are not always direct in their communication, and decision-making can be a slow process. Expats will need to exercise patience when doing business in Tanzania. Being direct can be misinterpreted as being rude, so it’s unusual to receive an outright yes or no to any request, which is often a frustrating delay in making decisions.

The Tanzanian understanding of personal space may be different from what expats are used to, and it’s quite normal to stand extremely close to someone when talking to them. Hand gestures and direct eye contact are also common, and expats should not be surprised if their associate puts a hand on their arm while talking to them.

Tanzanians don’t often show anger in public, and the concept of saving face is important in Tanzanian society. It’s best to always speak calmly and never show irritation or impatience to avoid offending associates. Never criticise a Tanzanian associate in public. If there is a disagreement, it should always be discussed in private.

Dos and don’ts of business in Tanzania

• Do always be punctual for meetings, even if it means having to wait for Tanzanian associates.
• Do try to learn Swahili, even if it’s just a few key phrases. Although English is widely used in business, tourism, and international contexts, Swahili remains the dominant language across Tanzania, and efforts to learn the local language will be highly respected.
• Don’t say or do anything that will cause an associate to lose face in public. Any disagreements should be discussed privately.