Doing Business in Poland

Poland’s strategic position in the heart of Europe and its strong and growing economy have made it an attractive destination for foreign businesses. 

The Polish labour force is generally well-educated and has a strong work ethic, and Polish business culture is largely similar to what expats might experience in other European countries. The commercial centre in Poland is its capital and largest city, Warsaw. Although Poland’s main exports and economy remain largely focused on manufacturing and agriculture, the country’s services sector has grown significantly in recent years. 

Business culture in Poland

Work ethic

Rules and regulations are valued and should be adhered to, while trust and honesty are equally important. Poles have a good work ethic, and it’s not unusual to work through the day without a lunch break, something that many expats may take a while to get used to.

Generational differences

Expats doing business in Poland may notice generational differences between older and younger Polish associates. While the younger generation may follow a more open and relaxed Western business style, the older generation may still be influenced by business practices which were prevalent during the old Soviet-style regime. 

Importance of family

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. 

Networking

Personal relationships are important and anyone doing business in Poland should aim to build close and trusting relationships with their Polish associates, as this is a stepping stone to creating strong business relationships. As such, business meetings 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.

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 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. 

• Do try to build personal relationships and trust with Polish associates before trying to forge a business relationship. Especially as Poles tend to only do business with people who they share a trusting relationship with. 

• Don't refer to Poland as part of Eastern Europe, as some Poles may take offence to this. The country should rather be referred to as being part of Central Europe.