Presence, pragmatism and perspective for sustainable cooperation

Jürgen Raizner’s experience shows that successful technology transfer in Ukraine today follows different principles to those in stable markets – but it is by no means impossible. What is required is an approach that combines economic viability, institutional integration and gradual implementation.

Framework conditions require adapted transfer approaches

Traditional market entry models, linear project planning or standardised funding mechanisms are only of limited use under current conditions. At the same time, there is a high demand on the Ukrainian side for reliable partners, workable solutions and international integration. Particularly in demand are approaches that increase efficiency, conserve resources and make better use of existing structures.

Transfer work thus becomes less of a short-term project and more of a process of controlled market access. It must

• be structured in stages,
• take realistic expectations on both sides into account, and
• combine economic logic with institutional stability.

In this context, sustainability proves not to be an additional requirement, but an integral component of viable solutions – both technically and economically.

Pilot projects as a strategic entry point

Clearly defined pilot projects are a key instrument of this work. They do not primarily serve demonstration purposes, but enable companies to gain experience under real-world conditions, limit risks and reliably assess market potential.

A defining feature of these pilot approaches is their focus on functional efficiency, responsible use of resources and long-term operational reliability. Solutions that reduce energy and material consumption, make better use of existing infrastructure and function reliably even under constrained conditions are becoming significantly more important.

“In several of these pilot initiatives, implementation is taking place in collaboration with the United Nations Industrial Development Organisation, or UNIDO for short,” explains Jürgen Raizner, “this involvement of an international organisation ensures that pilot projects are compatible with international industrial standards, undergo transparent decision-making processes and can be scaled up in the future.” For companies, this provides additional guidance and reduces institutional risks without restricting their scope for action.

Business opportunities are emerging during the ongoing transformation process

A common misconception is to link economically relevant activities in Ukraine exclusively to future reconstruction. In fact, a far-reaching modernisation of the economy and infrastructure is already taking place today – driven by efficiency requirements, changing conditions and the need for resilient systems.

Companies that engage in this transformation process at an early stage not only gain market insight but also position themselves as partners for modern, resource-efficient and long-term sustainable solutions. It is precisely this early involvement that builds trust and opens up sustainable business prospects.

Transfer structures as enablers of entrepreneurial activity

For companies, access to Ukraine is currently less a question of individual technologies than of the entry structure. Successful transfer work fulfils three key functions in this regard:

• Translating the framework conditions – economic, institutional and operational,
• structuring suitable entry formats – from pilot projects to cooperation models,
• involvement of reliable local partners – as an operational necessity, not merely a formal addition.

Operational presence is crucial for this form of transfer work. The Steinbeis Transfer Center East-West Joint Ventures draws on the local structure of Steinbeis Transfer Management Ltd., with offices in Uzhhorod and Kyiv. This unit acts as a bridge between international companies, Ukrainian project partners and local institutional stakeholders. It enables realistic assessments, shortens approval processes and ensures the continuity required for gradual market engagement.

Preparing for sustainable market development

Ukraine is not a “post-war” market. It is a market in transition – operating under exceptional circumstances, with real challenges and equally real opportunities for companies that take a structured approach. Today, operating under extreme conditions means:

• not waiting, but preparing,
• not to risk everything, but entering in a targeted way,
• not acting in isolation, but to operate within robust structures.

Those who adopt this approach lay the foundations for sustainable business relationships – technically, economically and structurally – thereby contributing to the long-term modernisation of Ukraine’s economy and infrastructure under real market conditions.