Doing Business in Kenya

If you want to make a success of doing business in Kenya, you’ll need to bring a few things to the boardroom table: patience, respect for cultural differences, and an ability to build personal relationships.

If you’ve done well working in Kenya, you’ve likely realised there’s little that can be done to avoid the corruption and ethnic division that undermine the country’s economy. For those who can navigate the red tape and pitfalls, Kenya presents a dynamic business opportunity with its desire to expand the IT, e-commerce, and telecom sectors and make its mark in today’s digital world.

Here are some aspects of business culture to consider when working in Kenya.

Fast facts

Business language

English is most commonly used in business and is one of Kenya’s two official languages, along with Swahili. While fluency in Swahili isn't required, knowing some basic phrases can enhance communication and show respect for local culture.

Business hours

8am or 9am to 5pm, Monday to Friday, although banks often close earlier.

Greetings

A handshake is an appropriate greeting. Start with the most senior person in the group, and be sure to shake hands with each person present. Adding a touch on the shoulder is sometimes customary.

Knowing a few Swahili greetings like 'Habari' (How are you?) can go a long way in fostering goodwill.

Dress

Dress neatly and presentably. Dark formal suits are standard, despite the heat. Women should wear professional attire such as dresses, skirts or trousers paired with blouses.

Gifts

Gift-giving is a common practice in business. Gifts should be small and tasteful. Branded stationery is usually an appropriate choice. Presents aren't necessarily expected, but a gift basket during Christmas is common. Avoid extravagant or personal gifts. Alcohol can be sensitive depending on the recipient's background.

Gender equality

Traditionally, Kenyan culture tends to be patriarchal, and the corporate environment sometimes reflects this. However, this is slowly changing as the country modernises. Initiatives like the Gender and Equality Bill promote gender equality.

The role of women in business has seen significant progress over the past decade, with more women in leadership roles and starting their own enterprises.

Business culture in Kenya

Business culture in Kenya is governed by harambee, a concept involving mutual assistance, responsibility, and community. Harambee reflects Kenya’s group orientation, contrasting with the individualism of Western cultures. Respect for family, community and ancestors is key.

Management style

Kenya is largely a hierarchical society. Deference to seniority is expected, and senior employees seldom consult those of lower rank. Social standing is important, and official titles should be included when introducing or addressing someone.

Multinational corporations may adopt a flatter structure that encourages open communication, while local companies often exhibit more hierarchical management styles.

Communication style

Blunt statements are best avoided, as they may appear rude. Likewise, outright refusal is rare, making it hard to decipher true intentions. If someone is making evasive or subtle remarks, it may indicate hesitation or disagreement.

Control your emotions and avoid displaying anger or using profanities, especially in public settings. Using phrases like "I see your point, but..." can help maintain politeness while presenting an alternative view.

Time

Meetings generally begin on time, but there's little chance of an end time always being adhered to. Spending time on small talk is essential – rushing this aspect will leave a bad impression. The Kenyan concept of time is traditionally ‘fluid’, especially for social gatherings, but efficiency and punctuality are valued in business settings.

Business meetings

Tradition and history are greatly respected. Kenyan businesspeople have a low tolerance for risk, and decision-makers tend to proceed cautiously, committing only once all information has been considered. This requires patience on your part.

Referencing key historical events like Kenya's independence can provide context and enrich conversations.

Networking

Business success is closely connected to interpersonal success, so it’s vital to invest time in getting to know potential partners and understanding their culture and background. Attend industry conferences, trade fairs and business expos. LinkedIn is widely used for professional networking.

Dos and don’ts of business in Kenya

• Don’t rush greetings
• Do enquire about the health and family of associates
• Don’t get angry or emotional about a business issue
• Do maintain a friendly tone at meetings
• Don’t rush proceedings or decision-making