If you want to make a success of doing business in Kenya, you'll need to bring a few things to the boardroom table. Among them patience, respect for cultural differences, a knack for building personal relationships, and a thick skin for the local bureaucracy.

Anyone who's spent time working in Kenya will know that corruption and ethnic division are stubborn drags on the economy, and there's little any one person can do to sidestep them. For those willing to work through the red tape, though, the opportunities are real. The government is pushing hard to grow the digital economy, and Kenya's fintech and tech-startup scene is among the strongest in Africa. The country is often called the 'Silicon Savannah'.

Fast facts

Business hours

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

Business language

English is the main language of business and one of Kenya's two official languages, along with Swahili. You won't need to be fluent in Swahili, but a few basic phrases help with communication and show respect for the local culture.

Greetings

Handshakes are the standard business greeting in Kenya. Start with the most senior person, and make sure you shake hands with everyone present. As a mark of respect when shaking hands with a senior colleague, support your right forearm with your left hand.

Kenyans tend to follow greetings with questions about how your family is doing and how you're getting on. It’s best not to rush through it, as you may come across as brusque. Pick up a few Swahili greetings, such as 'Habari' (how are you?), and locals will appreciate the effort.

Dress

Dress neatly. Dark, formal suits are the standard for men, even in warm weather. Women dress professionally in a smart dress, a skirt, or trousers with a blouse.

Gifts

Gift-giving is common in business, but keep presents small and tasteful; branded stationery works well. Gifts aren't really expected, although a gift basket at Christmas is a nice touch. Steer clear of anything extravagant or too personal. Offer and receive gifts with both hands, or at least your right hand. Go easy on alcohol as a gift unless you know the person drinks, as some Kenyans are Muslim or otherwise teetotal.

Gender equality

Kenyan culture is still fairly patriarchal, and the corporate world can reflect that. The picture is changing, though.

Under the constitution's two-thirds gender rule, no more than two-thirds of the members of any elected or appointed body may be of one gender, and the National Gender and Equality Commission works to hold employers and the state to account. Enforcement has been patchy, but more women have moved into senior roles and started their own businesses over the past decade.

Banking, Money and Taxes in Kenya

Business culture in Kenya

The guiding idea in business culture in Kenya is harambee, a Swahili word that loosely means 'everyone pulls together'. In practice, colleagues help one another out, and community counts for a lot. This group-first outlook is quite different from the individualism many Westerners are used to. Respect for elders and family matters a great deal, at work and at home.

Management style

Kenyan business is quite hierarchical. It's expected to be deferential to senior staff, who seldom consult those below them. Social standing counts for a lot here, so make sure to use professional or academic titles when you introduce or address someone. Multinational companies are often flatter and more open than the local firms.

Communication style

Kenyans tend to avoid making blunt statements. It's also rare to outright refuse something, so someone's real position can be hard to read if you come from a culture that uses more direct, lower-context communication. It's best to take evasive or vague answers as a sign of polite hesitation or disagreement. 

Time

Meetings in Kenya will usually start on time, but they rarely wrap up exactly when scheduled. Small talk is an essential part of the meeting, and you'll leave a poor impression if you try to rush it. In social settings, 'Kenyan time' prevails, and punctuality is not always adhered to so strictly.

Business meetings

Kenyan businesspeople don't rush into decisions. They tend to be very cautious about risk and commit only after they're comfortable they've weighed all the information. Meetings are fairly consultative; everyone invited to one expects a chance to speak and their views to be taken seriously. Hold off on proposing a solution unless you're asked for one.

Networking

In Kenya, business and personal relationships are closely tied, so it pays to spend time getting to know potential partners before you get down to business. Say yes to invitations to lunch or social events, since much of the trust is built outside the boardroom.

For more formal networking, go to industry conferences, trade fairs, business expos, and chamber of commerce events. Business associations, such as the Kenya Private Sector Alliance, and chambers, such as AmCham Kenya, hold regular gatherings. LinkedIn is widely used for professional networking here.

Local Culture in Kenya
Work Culture in Kenya

Dos and don'ts of business in Kenya

• Do take the time to greet business associates properly, and ask after their family
• Don't bring up ethnic politics or divisive election topics
• Do offer and accept business cards and gifts with both hands, or at least your right hand
• Don't lose your temper or get visibly emotional over a business setback
• Do keep a warm, friendly tone in meetings
• Do be patient and don't rush decisions; strong relationships come first in Kenya