In entering the markets of the Persian Gulf countries, the decisive success factor is often not only the quality of the product or service, but also the ability to negotiate at a culturally and linguistically sensitive level. One such example is the successful participation of a Russian company in a tender for a major infrastructure project in the United Arab Emirates.

The Russian machinery and equipment market has undergone major changes over the past three years. Under the pressure of sanctions and the withdrawal of Western brands, domestic companies are actively reviewing logistics and supplies. But how profound are the changes: did we really start producing ourselves, or did we just switch from one foreign partner to another?