My name is Leo Donato and I have been working for 8 years for the EEN, helping business find business and technological partners in Europe. I am Italian, but at the moment I am based in the UK where I have been working since 2010, after 4 years with the position in Italy (2006 – 2010).

My personal job experience, and the business trip done with my clients, made me aware about the importance of the culture in doing business. The trip done in 2010 in Turkey, for example, has been very crucial. Over there, my client and me, realised very shortly how different the business practices were and how important was boosting a personal relationship based on reciprocal trust before event talking about business.

Recently, I have used P2T2 information before my business trips in Europe (France, Belgium, Spain, NL, Germany, Republic of Macedonia, Austria, etc.) and that allowed me to offer my client some additional advices about how to behave in those countries. It really worked.

I would have liked to have this kind of info also for China and I am sure I would have been able to get much more out of business trip. For that particular country, being familiar with local business practices is fundamental. I would have realised that a week is not enough for any kind of business mission and would have advised my client differently. It is a shame Passport to Trade is not present in non EU emerging economies.

“Definitely worth using it, I always recommend it to my colleagues and clients”.

Leo Donato

RTC North ltd

Enterprise Europe Network

I arrived in Malta at the end of 2010 from the US with the intention of exploring opportunities as a marketing professional as well as to start a new adventure living in another country. I immediately found the Maltese to be extremely friendly and rarely encountered any language barriers due to the fact that almost 90% of the population speaks English.

I think it is always wise to research and absorb as much information as possible when venturing into new and unexplored territory and being respectful and culturally aware is key in both business as well as life in general. I commend the team here at Passport to Trade 2.0 on presenting everyone with information that raises both awareness and promotes respect.

Importance of trust in Malta

As with many countries, especially in the EU, the way of doing business locally, as well as globally is continually evolving and the goals of the Passport to Trade 2.0 project to provide a platform of European business culture resources is a valuable tool whether researching a continued educational path, expanding career choices or growing your business. As indicated in the Business Relationship section of the Malta guide, you must first develop and earn their trust and invest time and a sincere desire to get to know the people and their business in order to seriously be considered in a formal partnership or business relationship.

 “Business relations are based on trust: Maltese people must feel that they know you well before establishing a partnership.”

If you are considering visiting Malta to explore opportunities there are several business networking organizations that I would recommend that are recognized globally such as BNI (Business Networking International) and Toastmasters International. Invitations to attend meetings are fairly easily obtained, visitors are always welcome and are great resources to connect in person to many of the business leaders in the community. The number of groups and communities on networks such as LinkedIn, Facebook, Internations.org and Meetup.org just to name a few for Malta professionals, industry specific or niche markets, and students is continually growing and not only provides additional opportunities to expand your network but also offers social activities to make new friends and ensure balance in work, family and play which is important here in Malta.

The X-Factor

There are several thriving expat communities here in Malta that can provide resources and overall support. In additional to expat groups for all foreign nationals It is not uncommon to find country specific groups (Germans, Spanish, Dutch, etc.) that can ease the transition of living and working in a new country by providing referrals, tips, and information that may be more relevant to you. Whether it is missing a type of food or drink from your homeland or just speaking in your native tongue chances are you are not alone in Malta.

I want to extend my appreciation and congratulations to the Passport to Trade 2.0 project and businessculture.org for providing access to these cultural guides and for promoting the possibilities and exciting opportunities that are emerging in Malta and other European markets.

by Irene Kimmel

Managing Director, Archetype Marketing Ltd; My Online Presence: Xeeme.com/IreneKimmel

I am a studying journalism in my fourth year of my degree at the Aristotle University of Thessaloniki. I spent six months in the Hague, the Netherlands last year as an Erasmus student from Greece at the Hague University of Applied Sciences.

I wish I was given the opportunity to have the information provided from the Passport to Trade 2.0 website www.businessculture.org before my stay there last September!

As there are cultural differences between the Dutch and the Greeks, I had to discover these differences by myself. Sometimes this was a bit awkward. It is great to see so much information in one place for 31 European countries.

The Dutch have a special way of organizing their life. In reading through the text, I found this quote in the “Business Relationships” section, which I consider so true. The quote is from the words of William Z Shetter of the University of California-Berkeley in his book The Netherlands in Perspective:

“The Dutch occupy one of the world’s most densely populated countries, and they structure life in it by means of a seemingly irrevocable commitment to a meticulously detailed but at the same time flexible system of interlocking organization”.

I am thinking, after graduating, of applying for a Masters program in the UK. You can be sure that I will consult the www.businessculture.org website before going for my postgraduate studies. I was looking through the UK section and it gives so much useful information. I especially like the sections on internship and placements, business communication and business etiquette. Congratulations to the team!!!

Balia Stougiantziki

Student, Aristotle University of Thessaloniki, Department of Journalism