Doing Business in Poland

Doing business in Poland has become increasingly attractive due to the country's strategic position in the heart of Europe and its strong and growing economy.

The Polish labour force is generally well-educated and has a strong work ethic, and Polish business culture is largely similar to what you might experience in other European countries. The commercial centre in Poland is its capital and largest city, Warsaw, although cities like Krakow, Wrocław, and Poznań are emerging as significant business hubs, particularly in the tech sector.

Manufacturing and machinery remain Poland's primary exports, but the country has developed into a major EU agri-food producer, with approximately 80 percent of its agricultural exports feeding consumers in other EU countries. The services sector has grown significantly in recent years, with technology and financial services showing particular strength.

Fast facts

Business hours

Working hours in Poland are generally between 8am and 4pm, Monday to Friday. Many Poles do not usually take a formal lunch break during the working day, preferring to work through and finish earlier. If business lunches are held, they take place from around 4pm and may continue into the evening. Most Poles take their summer holidays in July and August, so it is worth bearing this in mind if you're planning meetings or business trips to Poland during this time.

Business language

Polish is the official language of business in Poland, although English is widely understood and spoken in business circles, particularly in larger cities. A translator is not typically necessary for meetings in major cities but might be helpful when dealing with older executives or in smaller towns.

Dress

Business dress in Poland is formal and conservative. Businesswomen tend to wear suits with skirts or trousers, while businessmen generally wear dark suits and ties, especially for initial meetings. In tech companies and creative industries, dress codes have relaxed somewhat in recent years, but it's always better to err on the side of formality for your first interactions. 

Greetings

When meeting your business associates in Poland, greet them with a firm handshake and direct eye contact. Your handshake should be firm, and it's customary to shake hands with everyone present at a meeting. Introductions should include a person's full name and title. Some men (usually those in higher positions) may use both hands for the handshake.

Gifts

Gift-giving is an established practice in Polish business. Consider bringing gifts at the beginning of a relationship and at the completion of a project. Gifts are often opened immediately and should not be overly expensive. Alcohol (particularly good quality vodka) and items representing your home country are generally well-received. When giving flowers, ensure they are in odd numbers and avoid yellow chrysanthemums (associated with funerals) and red or white flowers, which have specific cultural connotations.

Gender equality

Women have equal business opportunities to men in Poland; however, most high-ranking positions are still held by men. The gender wage gap is smaller than the EU average. Female expat businesswomen generally report being treated with respect in professional settings, particularly in international companies and the growing tech sector, where merit-based advancement is more common.

Business culture in Poland

Business culture in Poland is formal and relationship-focused. While Poles tend to be reserved, their communication style is direct, and you should maintain eye contact at all times, as it is seen as a sign of respect and trust. You are expected to say what you think and address matters directly but always maintain a level of professionalism and courtesy.

Communication

Communication in Poland is typically direct but respectful, with a preference for clear, straightforward discussions. Email communication tends to be formal, especially in initial exchanges, and it's best to keep to the point while maintaining politeness.

Punctuality

Punctuality is highly valued in Polish business culture and seen as a sign of respect and reliability. You should arrive on time for all appointments, as this demonstrates professionalism. Being late without notice can be interpreted as disrespectful or indicate a lack of interest. Meetings generally start and end on time, although some small talk is common at the beginning.

Hierarchy

Business structures in Poland tend to be hierarchical, and the style of management may seem authoritative as decisions are made at the top and the senior executives are highly respected. In line with this, education and personal titles are revered, and you should not move to a first-name basis with your Polish associates until invited to do so. In international companies and tech startups, more flat structures are being adopted, particularly in companies with younger management.

Meetings

Meetings in Poland typically begin with some small talk so that trust can be established before any specific business negotiations commence. Topics of discussion usually include sports and family life, but issues such as money and Poland's history and relations with its European neighbours should be avoided.

Meetings tend to be structured and purposeful, with clear agendas in more formal settings. Come prepared with all the necessary information and be ready to answer detailed questions. 

Work ethic

Work ethic in Poland is strong, with rules, regulations, trust and honesty considered important. Poles have a good work ethic, and it's not unusual to work through the day without a lunch break, something you may take a while to get used to. There's a strong emphasis on completing tasks thoroughly and on time, with quality of work highly valued.

Overtime is relatively common, particularly in the private sector. The push for better work-life balance is gradually gaining traction, especially among younger workers and international companies, but traditional expectations of long hours remain prevalent.

Family and religion

Family and religion both play a central role in Polish society and culture, and this extends to the business environment. As such, most Poles prioritise their obligations to their family above others. Catholicism remains influential in Polish culture, and religious holidays are observed nationwide.

Dos and don'ts of doing business in Poland

• Do arrive on time and prepare fully for a meeting, as this exhibits professionalism, which will be respected by your Polish associates
• Don't address Polish associates by their first name until invited to do so. Titles are highly respected in Polish society and should be used when making introductions.
• Do have business cards printed in both English and Polish. Have titles and qualifications printed on the card, as these are highly regarded. Present and receive business cards with both hands to show respect.
• Do try to build personal relationships and trust with Polish associates before trying to forge a business relationship
• Don't refer to Poland as part of Eastern Europe, as some Poles may take offence to this. Poland is part of Central Europe.
• Do be prepared for direct questions and straightforward feedback during negotiations
• Don't rush business deals. Decision-making can take time, as Poles are careful and thorough in their business approach.
• Do show appreciation for Polish hospitality, which is often generous. If invited to a Polish home, bring a small gift.
• Don't schedule important meetings during major Catholic holidays like Christmas or Easter
• Do be aware of significant state ownership in some key industrial sectors, which can create market entry challenges for foreign businesses