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Russia Without Tears – a workshop for British exporters
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When: 09:45
Where: The Office Group
East Side, Kings Cross Station
King's Cross
London, London  N1C 4AX
United Kingdom
Contact: IOEx Training
01733 404400

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In association with Culture of Business

Russia without tears – a workshop for British exporters


Winston Churchill said “Russia is a riddle wrapped in a mystery inside an enigma”. Nearly 80 years later, the British Government’s website comes with a health warning about doing business in Russia being “more difficult than operating in many OECD countries”. In typically understated fashion, it advises: “It’s important that British companies come to Russia well prepared.” With Russia in the news on a daily basis in connection with money-laundering and interference in other countries’ elections, it is hardly surprising that the government advocates caution in commercial relations with Russia. The complexity of getting things done in Russia are legendary.

But there is another side of doing business in Russia.

This is a country of enormous natural, and talented human, resources. Apart from the obvious oil and gas and extractive sectors which British equipment manufacturers have been supplying for decades, there are many other emerging sectors where British and Russian business can work together. Successful cooperation is possible, for example in scientific equipment, IT, computer games, pharmaceuticals to mention but a few industries where British companies are doing well. After several years of economic retraction, growth seems to be making a return.

This seminar will balance out the risks and opportunities of doing business in Russia. From market entry to setting up with a joint venture partner, we will explore the many ways of making a success of exporting to one of the largest and most complex countries in the world. The seminar will be deeply practical, dealing with hiring and managing distributors, setting up a representative office and hiring staff, doing business with government, managing logistics, customs and other challenges.

The seminar will be run by Brook Horowitz, Managing Director of Culture of Business, a management consultancy. A fluent Russian speaker, Brook’s career has focused on Russia for the best part of 30 years. He began working there as an export manager in 1987 with John Crane, a mechanical engineering company, part of Smiths Group. In the nineties, he lived in Moscow for 6 years establishing and developing GE’s consumer and healthcare businesses in the former Soviet Union. For the last 10 years he has worked as a consultant and trainer, bringing Western business practices and management expertise to Russian companies and government.


Workshop schedule:

09:00 Coffee and registration

09:30 Introduction from The Institute of Export

09:40 Russia: challenges and opportunities – a balanced view

10:00 Market entry – Moscow and beyond

11.00 Break

11.30 Choosing your partners – distributors, suppliers and joint venture partners

12.15 Power of the people – Hiring, firing and managing staff in Russia 

13.00 Lunch

14.00 Dealing with red tape – logistics, real estate, certification, customs, local production

16:00 Summing up 

16.30 Vodka tasting


Member price - £299 + VAT

Non-member price - £399 + VAT

Join the Institute from as little as £70 and save over £100 on your training course!



As Station buildings go, King’s Cross is one of the most iconic with Grade 1 listing and designed in 1852. The Office Group have taken two floors of offices that form part of the main station building. Enter from the front of station on the corner of York Way and Euston Road, just to the right of the beautiful arches looming over the main entrance.

Kings Cross East Side


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