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Glasgow
3rd March 2016
Opportunities in the Middle East
Chris Innes-Hop-kins
Peter CookJoe Hepworth Martin Hall
Regional GCC overviewA single language & common culture, but disparate and unique markets that require an individual approach
Common themes:• Energy exporters; large fiscal cushions despite recent price drops• Drive to diversify into other sectors & industries• Rapid infrastructure developments & large spends• Localisation & private sector employment opportunities• Affinity for British goods & services• Business is done face-to-face, requires patience, commitment and
a local presence to be truly successful
Priority Sectors• Oil and Gas - focus on new & niche technologies; productivity
• Infrastructure, construction & civil engineering; transport projects e.g. urban metro & rail networks, ports & airports
• Education & Training - high quality operators & technology
• Healthcare – increasing populations & treatment trends; medical tourism
• Security – wider-regional concerns catalyst for large spends
• Retail – fondness for UK brands, design & provenance
The SME opportunity
How to approach the region• Face mail works best, email does not…
• Ideally you need a local presence in the market. Visit regularly & be consistent with who visits. Invest time developing personal relationships.
• Those with right local footprint tend to do better than those who go it alone.
• Things take a lot longer in the Gulf. They are in no hurry, even if you are!
• Payment can be slow. Watch out for unrealistic contract terms.
• Bureaucracy leads to many frustrations and challenges. Get help - it is why we are here!
UAE: British Centres for Business
Incubator• Multi-sector• ‘Onshore’ Dubai trade licence
(100% UK owned Foreign Branch)
• Shortlisted suppliers, partnership arrangements, BBG membership
• AED 90,000 p.a.
Trade Services• Retail, Food & Drink, Creative,
Tech, Leisure, Marine, Auto, Sports• Commercial orientation,
introductions & support• Agents, distributors, partners,
franchisees• Project based or retained
relationship• Bespoke per project (approx. AED
10,000)
BCCQ - Chamber Services
A wide array of Trade Advisory and Consultancy services, similar to UKTI provided services but with significant additional services.
• Market Intelligence - General advice on opportunities, business culture, options for exporting, constraints.
• Market Preparation* - Tailored advice on specific sectors, sub sectors, legislation & regulation, market potential and competition factors.
• Market Development* - tailored visiting programmes, warmed up contacts, diligence on agents/partners, advice on specific tenders/contracts, introductions to vetted professional suppliers etc
• Market Penetration* - Specific advice on business plans, risk analysis, lobbying support for contracts/tenders
* chargeable services
• Access to high level government & private sector networks through our
UK and Saudi Secretariats, and over 120 Saudi and British members • Route to market survey, hosted market visits & soft landing
support through our partnership with Arabian Enterprise In-cubators
• Introductions to potential partners and vetted professional service providers
• Close relationship with UKTI and Saudi Chambers of Com-merce
Your regional networkKuwait
Kuwait British Business [email protected]
Qatar
British Chamber of Commerce [email protected]
Saudi Arabia
Saudi-British Joint Business [email protected]
UAE
British Centres for [email protected]
