Why Mongolia requires separate training
Mongolia is not a simplified version of the Chinese or Kazakh market. The country has its own legislation, banking system, business culture and documentation requirements. Practice shows that most failures in entering the Mongolian market are not price or logistical. They occur due to the lack of preparation of documents, ignorance of local certification requirements, or the wrong choice of partner.
A key success factor. The Mongolian market requires localization — not of goods, but of processes. Negotiations in Mongolian or understandable English, adapted documentation, respect for hierarchy and willingness to build trust for a long time.
Before the forum: what to prepare
A company that comes to the forum without preparation loses 80% of the value of the event. Contacts collected without a specific offer remain in the business card holder.
- One-page company profile in Russian and English. For key meetings, there is a short version in Mongolian. The profile should contain: product, volume, price, certificates, delivery route, and a contact person with decision-making authority.
- One specific product or project instead of the full catalog. The Mongolian partner should understand in 2 minutes exactly what you are offering and why his market needs it.
- HS code and verification under the EAEU—Mongolia agreement. If your product is included in the list of 367 preferential subheadings, this is an argument in the negotiations. If not, calculate the full customs load in advance.
- A set of permits. Veterinary, sanitary or technical certificates required for your product in Mongolia. The absence of one document blocks the entire transaction.
- Parameters of the pilot batch. Volume, cost, route, time, and success criteria for the first delivery. Without this, negotiations will remain at the "we will be glad to cooperate" level.
On the forum: how to work with contacts
Business Contacts Exchange on September 14 — structured B2B meetings in the following areas: agriculture, construction, textiles, woodworking, mechanical engineering, logistics. The organizers are the SME Corporation, the CCI of the Russian Federation and the CCI of the Omsk region.
Each exchange meeting lasts 20-30 minutes. During this time, you need to: present the product, find out the partner's needs, agree on the next step and fix it in writing right at the meeting.
The rule of the forum. A good meeting does not end with a handshake, but with a specific next action: "By September 20, I will send you the technical specifications and the price calculation for a batch of 5 tons."
During the panel sessions on September 14-15, the key topics were the transport corridor and cross—border cooperation, the implementation of the EAEU-Mongolia agreement, and energy. Use the sessions not only as a source of information, but also as an opportunity to get to know the speakers during breaks.
September 16th — round table on the mining industry. XVII–XX September — XIX Forum of CCI of the three countries, exhibitions "Ulaanbaatar Partnership" and "Gateway to Asia". For companies focused on trilateral cooperation, these are the key days of the week.
After the forum: from contact to contract
Most business missions lose results in the first two weeks after returning: contacts cool down, the next step is postponed. To prevent this from happening, a system is needed.
- Within 48 hours. Send each qualified contact a letter confirming the agreements, a specific offer and the deadline for the next step.
- Within two weeks. To check the Mongolian partner: legal entity, authority, bank account, reputation in the market. The National Register of Legal Entities of Mongolia is available online.
- Within a month. To coordinate the parameters of the pilot delivery: product, volume, price, route, payment form, permits, responsible parties.
- Pilot delivery. The first batch is not a way to make money, but a way to test the chain. Record each stage: border crossing, customs clearance, receipt of goods, payment, partner feedback.
- Scaling. Only after a successful pilot and understanding of the real economics of the deal can you proceed to discussing regular deliveries and a long-term contract.
Red flags when choosing a Mongolian partner
- Refusal to name the legal entity, INN, or bank account before signing the NDA.
- Demanding a large advance payment without checking the company and documents.
- The promise of duty-free import without a specific product code and a link to the agreement.
- A memorandum without deadlines, responsible persons and the subject of the pilot project.
- Inability to make a video call or face-to-face meeting with the head of the company.
D2's role in supporting market entry
Deliver-2.com — a platform for companies operating in the BRICS and Global South markets. For the participants of the Ulaanbaatar business week, we are ready to: publish the company profile and a specific request before the meeting so that the partners can study the proposal in advance; bring it together with relevant experts in customs, logistics, certification and law; after the forum, fix the case and help promote the results of cooperation.
FOR THE FORUM IN ULAANBAATAR ON SEPTEMBER 14-20, the Second Forum of the Regions of Russia and Mongolia, the exchange of Business Contacts — on September 14. Panel sessions on the corridor, the EAEU—Mongolia agreement and energy — September 14-15. The mining round table will be held on September 16. The XIX CCI Forum of the three countries and exhibitions will be held on September 17-20.
