Russia - Country Commercial Guide
Market Entry Strategy

Generalizes on the best strategy to enter the market, e.g., visiting the country; importance of relationships to finding a good partner; use of agents.

Last published date: 2021-10-15

Russia is a market for internationally experienced U.S. firms of all sizes with compelling product/service offerings.  Be prepared to invest significant time, personnel, and capital on the front-end to ensure success down the road. Given the complexities and challenges, the U.S. Commercial Service in Russia has devised two unique programs to assist U.S. companies to operate in the non-sanctioned portions of the economy.  While our office in Russia has suspended operations as of summer 2021, we hope to continue these programs as staffing and the operating environment permits.

  • 50 State Strategy - To have companies engage in productive business to business engagements, the U.S. Commercial Service in Russia has created a platform for U.S. states and Russian regions to engage and bring together potential business partners in the non-sanctioned portion of the Russian economy.
  • Trade Talks - Recognizing that U.S. Companies do not have the same opportunities to engage with senior decision-makers due to the bilateral relationship, the U.S. Commercial Service in Russia has created the “Trade Talk” series,  sectorally-focused high-level events that allow multiple U.S. companies to deliver important messages about their solutions to a select audience of decision-makers. 

General

  • Use the resources of the U.S. Commercial Service to get to market more cheaply, quickly, and for the long-term.  We work with the U.S. Foreign Service’s economic officers and the U.S. Foreign Agricultural Service to help American firms find reliable partners quickly and expand an existing business in Russia and throughout Eurasia. After CS Russia suspended operations in summer 2021, U.S. companies have the option to work with Referral Service Providers in the market, familiar with Commercial Service service standards and delivery.
  • Network with the American Chamber of Commerce in Russia and the U.S.-Russia Business Council.  These two organizations have in-depth knowledge of the market and can help you network with other American companies who have “been there.”
  • Face-to-face business is an important factor to Russian partners.  While travel is currently problematic due to COVID restrictions, frequent travel and communication will help your business grow and manage the inevitable problems that will arise in this developing market.
  • Think long-term.  Russia is not a market for quick and easy wins.