Table of Contents Malta as a Business Location: Why International Clients May Be Skeptical Client Relationships Malta: The First 100 Days After Moving Are Decisive Maintaining Service Quality: Technical Infrastructure and Tools Take Advantage of Malta’s Time Zone: When European Clients Are Really Reachable Building Cultural Bridges: German Precision Meets Mediterranean Ease Legal Pitfalls: EU Law vs. Maltese Particularities Pricing and Currency: Smartly Communicating Euro Advantages Developing a Contingency Plan: When Power, Internet, or Ferry Fails Frequently Asked Questions Three years ago, when I moved my business to Malta, I thought: Easy peasy. Same time zone, EU member, English as an official language—what could go wrong? Spoiler: Quite a lot. But let me tell you how you can serve international clients from Malta without them thinking you’ve opened your office on the moon. Malta as a Business Location: Why International Clients May Be Skeptical Let’s be honest: For German or Austrian clients, Malta first sounds like a vacation destination, not a business place. From personal experience, I can tell you that the first call with a new client often starts like this: “Malta? Are you doing tourism now or actually working?” The Island Effect: Recognizing and Countering Preconceptions My clients’ typical concerns were predictable: – “Is the internet connection stable enough?” – “Can you come visit us on-site?” – “How does it work with invoices and taxes?” – “What if there are technical problems?” I’ve learned to proactively address these questions before they get asked. In my standard onboarding, I now explain straight away: Malta is an EU member, keeps the same business hours as Germany, and offers excellent digital infrastructure for remote work. Building Credibility Through Transparency What worked: Complete transparency about my situation. I tell clients up front: – Why I moved to Malta (taxes, climate, quality of life) – What my work day looks like here – What benefits they have as clients – Which challenges exist and how I solve them That builds trust. Clients realize: This guy knows what he’s talking about and he’s not hiding anything. Positioning Malta as a Quality Feature By now, I turn the tables. Malta isn’t my handicap; it’s my USP (Unique Selling Proposition—what sets me apart from the competition). I explain to clients: – Better work-life balance = more creative solutions – International perspective thanks to EU location – Time zone benefits for European projects – Tax efficiency = better pricing for clients What does this mean for you? Don’t hide behind your move to Malta—turn it into your advantage. Client Relationships Malta: The First 100 Days After Moving Are Decisive The critical period after your move is the first 100 days. That’s when it’s decided if your existing clients stay or drop off. I lost two clients during this phase—both because I communicated too little. Moving Communication: Early, Honest and Strategic My mistake: I only announced the move two weeks in advance. That was far too late. Better do it this way: 8 weeks before: First announcement with benefits for the client 4 weeks before: Detailed plan including transition phase 1 week before: Final confirmation of all details Day of move: Live update with new contact details The Transition Plan: Guarantee Continuity My lifeline here: A detailed transition plan that I walked through individually with each client: Week Measures Client Communication -2 Test backup systems Present the plan -1 Redundant internet connection Share emergency contacts 0 Move + System check Daily updates +1 Establish normal operations Request feedback Building Trust Through Over-communication In the first few weeks after the move, I was almost annoyingly communicative. Every other day, a short update of how things were going. It might sound over the top, but it worked. Clients saw: He’s taking this seriously. Typical updates: – “Day 3 in Malta: Internet running stable, all systems online” – “First week done: Everything running as usual, even the coffee machine works” – “Update after 30 days: Productivity even 20% higher than before” What does this mean for you? Communication is everything. Better too much than too little. Maintaining Service Quality: Technical Infrastructure and Tools Let me begin with the most important lesson: Malta’s internet is better than its reputation, but not as good as Germany’s. You need to factor that in and plan accordingly. Internet Redundancy: Two Providers Are a Must My setup after three years of trial and error: – Main line: GO Fiber (100 Mbit/s) – Backup: Melita Business (50 Mbit/s) – Emergency: Vodafone 5G router with unlimited data plan Monthly costs: around 180 euros. Sounds like a lot, but a single outage costs me more if I can’t reach clients. Cloud-First Strategy: Everything Accessible, Everywhere Malta taught me: Never rely on local hardware. My entire infrastructure runs in the cloud: Files: Microsoft 365 with OneDrive Business Communication: Microsoft Teams + Slack Project management: Asana or Notion Invoicing: Sage or sevDesk Backup: Backblaze B2 Diversify Communication Channels A classic Malta moment: The power goes out, internet’s down, but the mobile works. That’s why I have three separate ways for every key client: Primary: Email and Teams Secondary: WhatsApp Business Emergency: Private mobile number (for VIP clients only) Monitoring and Alerting: Spot Problems Before Clients Do I use UptimeRobot to monitor my core services. The tool sends me an SMS as soon as something doesn’t work. That way, I often fix problems before clients notice. What does this mean for you? Invest in redundancy. Downtime costs more than the best backup solution. Take Advantage of Malta’s Time Zone: When European Clients Are Really Reachable Malta has the same time zone as Germany, Austria, and most EU countries. That’s a huge advantage you can use cleverly. Mediterranean Rhythm: Start Early, Work Long My typical working day in Malta: – 7:00 – 9:00: Process emails (Germans are already at work) – 9:00 – 12:00: Calls and important appointments – 12:00 – 14:00: Break (Germany is on lunch too) – 14:00 – 17:00: Project work – 17:00 – 19:00: After-hours calls with clients Works perfectly, because I can use German “siesta time” (12–14h) for my own break. Strategically Communicating Your Availability In my email signature it says: “Malta office hours: Mon–Fri 8:00–18:00 (CET) Emergencies: +356 XXX XXX XXX (24/7)” Creates clarity and shows professionalism. Cultural Adjustment: When Italians, Germans and Brits Work After three years in Malta I know: Different cultures have different work rhythms: Country Best Availability To Avoid Germany 8:00–12:00, 14:00–17:00 12:00–14:00 (lunch break) Italy 9:00–13:00, 15:00–19:00 13:00–15:00 (riposo) UK 9:00–17:00 straight through Rarely interruptions Scandinavia 8:00–16:00 After 16:00 What does this mean for you? Use the time zone as your asset and adapt to your clients’ rhythms. Building Cultural Bridges: German Precision Meets Mediterranean Ease This was my biggest challenge: German clients expect German service, but I now live on Malta time. The solution? Combine the best of both worlds. Combine Punctuality and Flexibility German clients love punctuality. Maltese reality means: sometimes the internet provider just doesn’t show up. My solution: Appointments: Always book a 15-minute buffer Communication: Immediately let clients know if there’s a delay Backup plan: Have an alternative for each important appointment Make-up: Reschedule missed meetings the same day Spice Precision With Pragmatism German clients want every process documented. That’s a good thing. But Malta taught me: Sometimes “good enough” beats “perfect but too late”. My compromise: – Important projects: German thoroughness (detailed documentation) – Routine tasks: Mediterranean efficiency (quick and pragmatic) – Deadlines: Always allow 2–3 days’ buffer for Malta factors Play the Malta Card: Creativity Comes From Relaxation I deliberately tell clients about my life here. Not to show off, but to illustrate how a relaxed lifestyle affects work quality: “Yesterday, after a client meeting, I spent 30 minutes walking by the sea. That’s when I figured out the solution for your problem we’d been pondering for days.” That’s not a lie—it really happens often. Clients get it: Relaxation sparks creativity. Adapt Communication Style Without Losing Authenticity With German clients, I’m structured and detailed. With Italian clients, more emotional and personal. With British clients, polite yet direct. The trick: Stay authentic but adapt your style. What does this mean for you? Use Malta’s cultural variety as an asset for your service. Legal Pitfalls: EU Law vs. Maltese Particularities Malta is an EU member, but it’s still different. I painfully learned that with my first client contract. Here are the main points you should be aware of. Invoicing and VAT Malta charges 18% VAT (Value Added Tax). For EU clients, the reverse-charge mechanism applies (the client pays the tax in their country): B2B EU: 0% VAT, client pays in their country B2C EU: Complicated—depends on turnover thresholds Non-EU: 0% VAT Malta: 18% VAT My tip: Get a Maltese tax adviser immediately. The 200 euros per month are worth every cent. Contract Law: Common Law vs. Continental Law Malta uses a mix of British Common Law and Continental European Law. This means: German standard Ts&Cs usually work, but not always Certain clauses are invalid in Malta Jurisdiction agreements should be reviewed Data Protection: GDPR Applies, but With Local Flavors GDPR applies in Malta too. But the interpretation differs from Germany in some areas: Privacy officer: Required in Malta only for 250+ staff Notification obligations: Similar to Germany Fines: Imposed less often Labor Law: If You Hire Staff in Malta If you plan to hire local employees: – Minimum wage: 9.62 euros per hour (as of 2024) – Vacation entitlement: 24 days plus national holidays – Dismissal protection: Weaker than in Germany – Social security: Around 20% (employer and employee) What does this mean for you? EU law protects you from most issues, but local advice is a must. Pricing and Currency: Smartly Communicating Euro Advantages Malta uses the euro. That’s a huge benefit many don’t leverage properly. I’ll show you how to do it. Eliminate Currency Risk: A True Sales Argument Especially in longer projects, this is a killer argument: “Your costs remain calculable. No currency risk, no hidden exchange fees, no nasty surprises on billing.” For a six-month project with a Swiss client, I calculated: Currency fluctuations would have meant 3,000 euros in extra costs. That convinced him. Communicate Tax Efficiency Transparently Malta’s tax system lets me work more efficiently. I pass this benefit on to clients: “Thanks to Malta’s tax advantages, I can offer you rates that are 15% better than my German competitors—at equal quality.” That’s honest and transparent. Clients appreciate that. Use Cost of Living as a Price Advantage Malta is cheaper than Germany, Switzerland, or Austria. That means: I can offer better prices without losing quality. My price positioning: – Old prices (Germany): Premium level – New prices (Malta): 20% cheaper, but still profitable – Added services: More service for the money saved Optimizing Payment Options Thanks to Malta I have access to better banking options: Payment type Fees Malta Client benefit SEPA transfer Free No fees PayPal 2.9% Buyer protection Revolut Business 0.5% Instant transfer Crypto Regulated Low fees What does this mean for you? Malta’s euro membership is a real USP. Use it! Developing a Contingency Plan: When Power, Internet, or Ferry Fails Malta is an island. That means: When something breaks down, repairs take longer than on the mainland. You have to be prepared. The Most Common Malta Emergencies and My Solutions After three years I’ve experienced these problems: Power outage: 4x per year, usually 2–6 hours Internet outage: 2x per year, usually half a day Water shortage: Once a year, usually announced Storm/weather: Winters can stop ferries Strikes: Rare, but total when they happen The Emergency Setup: Work Self-Sufficiently My emergency kit: – UPS (Uninterruptible Power Supply): 4 hours for laptop + router – Powerbank: 20,000 mAh for phone – 5G hotspot: Vodafone with unlimited data – Generator: 2000W for longer outages – Coworking membership: Backup workspace Crisis Communication Protocol If something fails, my protocol is as follows: Immediately: Status update to all active clients via WhatsApp After 1 hour: Email with ETA and backup plan Every 2 hours: Update on progress After solution: Summary and compensation if necessary Backup Workspaces: Never Rely on Home Only My backup options: – Coworking Space Valletta: Main alternative with a fixed desk – Hotel lobbies: For short sessions (InterContinental, Hilton) – Café with Wi-Fi: Caffe Cordina, Café Premier – Library Floriana: Quiet work environment – Friends/partners: Mutual help Insurance and Compensation: Regaining Trust If something goes wrong in spite of my precautions, I have a compensation scheme: – Rescheduling appointments: 50% discount on next invoice – Project delay: Free additional work – Total outage: Partial refund Costs me about 500 euros per year but saves client relationships worth 20,000 euros. What does this mean for you? Malta factors are real. Prepare, communicate transparently, and always have a plan B. Frequently Asked Questions About Client Service from Malta Is Malta’s internet stable enough for video calls? Yes, with the right preparation. I use two providers (GO and Melita) plus a 5G backup. In three years, I missed only two important calls. Tip: Never rely on just one provider. How do German clients react to a Malta move? Initially skeptical, then usually pleasantly surprised. The key: early, transparent communication and highlighting clear benefits. Around 90% of my clients are happier after switching. Do I have to consider Maltese law in client contracts? Partially. EU law shields you from most issues, but there are local specifics. A Maltese lawyer for the first contract review costs 500–800 euros and is worth it. How does invoicing to EU clients work? For B2B, the reverse-charge system applies—charge 0% VAT, client pays in their country. For B2C, it’s more complicated and depends on turnover thresholds. Definitely consult a tax adviser. What happens if the power goes out during a key meeting? With the right gear, no problem. My UPS bridges 4 hours, the 5G hotspot works independently of the landline. What’s important: immediate communication and a prepared backup plan. Can I easily visit German clients on site from Malta? Yes, but it’s more expensive than from Germany. Flights to Germany cost 150–400 euros depending on season. I plan such visits strategically and combine multiple client appointments. 80% of on-site meetings are now replaced with video calls. How can I communicate price advantages from Malta without seeming dubious? Transparently and with facts. I explain specifically: lower living costs, tax efficiency, no currency risk. It’s important to emphasize quality and professionalism, not just price. What are Malta’s time zone advantages for European clients? Malta is in the same time zone as Germany/Austria and one hour ahead of the UK. This allows flexible hours for different markets. I can support German clients in the morning and British ones in the evening.
