Executive snapshot

Purpose of this guide

This guide is intended for international investors, exporters, contractors and partners who are considering business in Ukraine. It provides an overview of practical market entry options, the most common execution models, and key steps to accelerate the path to your first contract.

Who this guide is for

• Investors exploring greenfield projects, M&A, joint ventures or project finance opportunities
• Exporters and suppliers looking to sell goods or services in Ukraine
• Contractors targeting public tenders and donor/IFI-funded projects
• Technology and professional services firms delivering cross-border solutions
• Companies seeking local partners for distribution, localization or manufacturing

Four common ways to start

1. Sell into Ukraine (export / local distributor / direct contracting)
2. Win projects through procurement (public procurement and donor/IFI procurement)
3. Establish local partnership (joint venture, strategic partner, subcontracting)
4. Invest locally (subsidiary/branch, acquisition, production, service center)

What you can do in 30 days (a realistic first sprint)

• Define your market entry route and target pipeline (public, donor/IFI, private, or asset sales/privatization)
• Validate demand by identifying 10–20 target buyers/prime contractors and conducting initial outreach calls
• Select a delivery model: cross-border, local entity, partner-led, or hybrid
• Establish a basic compliance and risk framework (KYC, sanctions screening, anti-corruption controls)
• Prepare a “market-ready package”: company profile, references, capability statement, pricing logic, contract terms, and payment security options

Key principles to reduce risk and increase speed

• Choose the right pipeline firs — each option has different rules, timelines and documentation requirements
• Treat payment security as a core design requirement (not an afterthought)
• Avoid improvising on tax matters, including PE/VAT exposure for service delivery; structure these upfront
• Engage local support early for registrations, procurement requirements, legal structuring, and partner onboarding

At the end of this guide you will have

• A clearly defined market entry route and a concise action plan
• A list of relevant platforms and institutions to get started
• Practical checklists and templates to support the launch of operations and sales in Ukraine