1. A Canadian lawyer living in cuba: Lessons learned OVER 20 YEARS.
22 September 2018

2. My background in Cuba & Gowling WLG in Cuba.

3. Politics and social concerns trumps economic and commercial concerns: political context, trust, money does not talk.

4. Nationalism: Humility, respect, listening.

5. Cuba has clearly defined priorities: Understand them (ie
Cuba has clearly defined priorities: Understand them (ie. Lineamientos and MINCEX portfolio.) Search for alignment.

6. Be ready for surprises: Situation is fluid and evolving.

7. You are not a pioneer: Learn from other foreign investors with Cuba experience.

8. Tough negotiations: Do not underestimate the sophistication and firmness of Cuban officials and negotiators.

9. Need for patience: Understand the levels of bureaucracy
Need for patience: Understand the levels of bureaucracy. The people across the table not going to make the big decisions.

10. No “regime change”. No jump to free-market capitalism. No secrets
No “regime change”. No jump to free-market capitalism. No secrets. No short-cuts.

11. Prove you have capital, markets, technology and know-how.

12. Property rights: Nationalization. Real estate. Intellectual property.

13. Strategic investment and trade opportunities…

14. Activities directly and indirectly related to tourism expansion.

15. Any sector needing highly educated population.

16. Agriculture.

17. Geographical gateway location.

18. Cuba’s priorities: Renewable energy, Diversifies export markets, advanced technology, import substitution, access to external financing sources, employment creation.

19. Cuban Paradox: One of the least “investor friendly” countries, but the most attractive market around.

20. Engage now: Build trust. Become familiar. Initiate negotiations.

21. gregory.biniowsky@gowlingwlg.comust.
EnGregory Biniowsky
Become familiar.
Initiate negotiations.
Engage now:
to build trust.
Become familiar.
Initiate negotiations.