Gcc obni for sdi 030316 final overseas networks

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]

Gcc obni for sdi 030316 final overseas networks

Business

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