Chapter 6 Local Competence

The trust determinant of local competence refers to the knowledge of and feel for 'how things are done' in the Russian business environment in order to navigate it. Examples would be dealing with customs and suppliers; filling in the proper forms and following the correct procedures to fulfil legal and bureaucratic requirements; establishing contacts with key individuals and bureaucrats in local institutions such as ministries, the mayor's office or the power company; getting services set up and working, and, when it comes down to it, having a general 'feel' for the normal local business practices that get the job done effectively.

Local competence amongst Russian partners may help to counter the risks of setting up ...

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