Bulgarian business culture is quite professional and they prefer to meet their business contacts in person, since they prefer to do business with people face-to-face. Therefore you may have to visit the country regularly, to work with local partners. Distance selling techniques, emails or faxes generally do not work while dealing with Bulgarian business. Managing business relationships that have already been established would require more time and visits to the market, when compared to the same in other countries.
Punctuality is expected in Bulgaria, though the observation of the same is quite relaxed. Making appointments well in advance and avoiding main holiday periods while executing them is advised. Business apparel is smart with suits for men and fashionable clothes for women. Shaking hands is customary on meeting and kissing each other on both the cheeks is practiced for business contacts. Business cards are exchanged at the onset of the meeting.
Titles and surnames are the initial forms of address, which is then switched over with first names once a working relationship has been established. English is spoken and preferred by most of the Bulgarian businessmen and interpreters are readily available from tourist agencies and foreign trade associations otherwise.
Meetings in Bulgaria are lengthy and decisions delayed until a range of people have been consulted. The direct communication of Bulgarians makes them appear insensitive at times and there are times when they wish to convey this via their body language and facial expressions rather than saying what they actually mean. Humor often finds application during discussions, to lighten the situation.
Meetings are generally followed by lunch or dinner for business contacts. The visitor is expected to offer hospitality. When dining with Bulgarian hosts, it is expected to leave a little food on the plate to signify that you have had sufficient. Heavy drinking is expected among men and smoking is common.
An important point to be noted is that nodding signifies ‘no’ in Bulgaria, while shaking head is taken for a ‘yes’. Reciprocating favors is important and should generally be done at a later stage. Gifts are not expected in business but small gifts can fit in.
