The handover document
nobody gives you.

When a Chinese company posts a marketing or sales team to Central & Eastern Europe, the handover usually covers the numbers. The targets. The reporting lines. The product roadmap.

What it almost never covers is how this region actually works — why local media behaves the way it does, why a signed email isn't a decision, why the campaign that performed brilliantly at home lands flat here, and why the local team keeps saying yes to things that never happen.

That gap costs quarters. Sometimes years. Not because anyone is doing anything wrong, but because two very different operating logics are meeting without a translator.

This guide is that translator. It is the document I wish someone had handed me — and the one I have effectively been writing, in my head, for a decade.