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Last week, a presentation of the new business guide, \u201cGateway Ukraine: Business Opportunities for Dutch Companies\u201d<\/a>, took place. The event focused on practical opportunities for Dutch companies to enter the Ukrainian market and participate in Ukraine\u2019s recovery.<\/p>\n The event was organised by the Netherlands Enterprise Agency RVO<\/a>, the Embassy of the Kingdom of the Netherlands in Ukraine<\/a>, and BDO in Ukraine. Nearly 100 registrations for the webinar reflected strong interest among Dutch businesses in exports, partnerships, investments and recovery projects in Ukraine.<\/p>\n During the webinar, the BDO in Ukraine team presented the practical guide \u201cGateway Ukraine: Business Opportunities for Dutch Companies\u201d<\/a> developed at the request of RVO and the Embassy of the Kingdom of the Netherlands in Ukraine. The guide helps companies move from an initial interest in the Ukrainian market to defining a specific operating model, potential buyers and partners, sources of financing, procurement channels, and risk management approaches.<\/p>\n Opening the webinar, Alla Piatakova<\/a>, Senior Business Development Adviser at the Embassy of the Kingdom of the Netherlands in Ukraine, noted that many foreign companies face similar questions: how Ukraine\u2019s business environment works, where to find partners and which financial instruments are available for project implementation.<\/p>\n RVO representative Reinoud Nuijten<\/a> emphasised that Ukraine is not only a country in need of international support, but also a market offering real opportunities for long-term cooperation, partnerships, and investment. At the same time, entering the Ukrainian market requires a structured approach that considers war-related risks, sources of financing, procurement procedures and the requirements of donors and international financial institutions.<\/p>\n The main idea of the webinar was to start not with studying the entire market or a particular sector, but with identifying a specific commercial route for the company.<\/p>\n To do this, a business needs to answer four key issues:<\/p>\n If a company can clearly define these components, it gains a foundation for a realistic strategy for entering the Ukrainian market.<\/p>\n Vira Savchenko<\/a>, CEO of BDO in Ukraine, presented the structure of the business guide and explained how companies can use it depending on their objectives.<\/p>\n The guide provides separate practical routes for:<\/p>\n \u201cThe guide is not merely a market overview, but a tool for finding your own route. A company does not necessarily need to read the guide cover to cover. It should first identify the activities it intends to pursue in Ukraine and then refer to the relevant sections, sectors and practical annexes,\u201d<\/em> said Vira Savchenko.<\/p>\n Download the guide<\/a>\u00a0<\/strong><\/p>\n During the webinar, particular attention was given to five sectors in which the experience and technologies of Dutch companies may be particularly relevant:<\/p>\n The speakers emphasised that the sector itself does not determine the operating model. For example, a water technology company may operate as a direct exporter, a supplier within an international project, a consortium member, a contractor for a municipal project or an investor.<\/p>\n Dmytro Chubin, Investment Analyst at BDO in Ukraine, presented a sequence of actions for a small or medium-sized enterprise planning to implement its first project in Ukraine without immediately establishing a local legal entity.<\/p>\n The recommended route includes:<\/p>\n The first result does not necessarily have to be a signed contract, but rather a clear understanding of the market: one priority scenario, a list of potential buyers, an initial risk assessment and a realistic entry route.<\/p>\n The webinar also covered the practical use of the DREAM and Prozorro systems.<\/p>\n DREAM helps track projects that are at the planning or preparation stage, including their location, status, initiator, and potential sources of financing. Prozorro and the procurement platforms of international financial institutions display procedures that have already been announced, tender documentation, participation criteria, deadlines, and bidder requirements.<\/p>\n Companies were advised to monitor the following simultaneously:<\/p>\n Waiting for the official announcement of a tender may be too late, as partners, technical specifications, the implementation model, and risk allocation may already have been defined by that time.<\/p>\n For systematic participation in procurement, companies should create an updatable document database in advance. It should contain corporate information, evidence of experience, documents confirming the origin and compliance of products, information on ultimate beneficial owners, sanctions checks, translations, signatory authorisations and materials confirming financial and technical capacity.<\/p>\n Andrii Borenkov<\/a>, Head of Advisory at BDO in Ukraine, discussed a phased approach to investment, the establishment of a joint venture or the development of a local presence.<\/p>\n Before opening a company or investing significant capital, an investor should:<\/p>\n \u201cA legal entity should not be opened automatically. The form of local presence should correspond to the actual project pipeline, operational needs and the company\u2019s readiness to scale,\u201d<\/em> emphasised Andrii Borenkov.<\/p>\n One of the key conclusions of the webinar was that, for the Ukrainian market, financing, insurance, and risk management form part of the product itself.<\/p>\n Even a strong technical proposal may lose to a competitor if it does not include a clear financing model, payment protection, insurance coverage, and a contract implementation structure.<\/p>\n Companies should analyse not only the Ukrainian buyer, but also the full project structure:<\/p>\n Entering the Ukrainian market in practice almost always begins with specific questions: where to find a reliable partner, how to verify real demand, which projects are worth participating in, how procurement works and which risks should be considered before starting.<\/p>\n The BDO in Ukraine team<\/a> helps foreign companies understand these issues and develop a realistic route for operating in Ukraine. Depending on the needs of the business, this may include market research, the identification and assessment of potential partners, analysis of recovery projects and tender opportunities, and the preparation of a financial model or investment proposal.<\/p>\n We also advise on the most appropriate form of market presence in Ukraine, the structuring of partnerships or investments, tax and legal matters, accounting support, audit and risk management.<\/p>\n Do you have questions about operating in Ukraine, finding partners, participating in recovery projects, or developing a local presence? Feel free to contact us<\/a>.<\/p>\n The webinar recording is available on our YouTube channel. Watch the full recording via the link:Practical route for entering the Ukrainian market<\/strong><\/h4>\n
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Exports, partnerships, tenders or investment<\/strong><\/h4>\n
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<\/p>\nFive priority sectors for Dutch businesses<\/strong><\/h4>\n
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First 90 days for an exporter<\/strong><\/h4>\n
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<\/p>\nWhere to track recovery projects and upcoming procurements<\/strong><\/h4>\n
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Investment and local presence<\/strong><\/h4>\n
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Financing and risks as part of commercial proposal<\/strong><\/h4>\n
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How BDO in Ukraine can support foreign companies<\/strong><\/h4>\n
\nhttps:\/\/youtu.be\/nvGwjNQzdTM<\/a><\/p>\n