Well, for better worse. I have returned to my Blog.
After a longer than expected "leave of absence" I have renewed the desire to put finger to keyboard.
So what happened you ask? (we, at least I hope you ask).
The truth be told the place got me to me. I lost interest in Saudi and all things Saudi.
This is NOT an easy place to live for a Westerner. There were simply too many times when I felt like I was living on another planet: covered faces; no cinema; crazy drivers; no wine; no "real" cafes as we Westerners know them; etc, etc. I felt lost and eventually overwhelmed.
My shrink tells me it is all too normal for a Westerner to feel this way. Not sure his comment made me feel better or worse...
The reality is that most places aren't great to be nowadays, what with job losses. the cost of living, etc.
But Saudi has a special way of getting inside you and seriously playing with your head. Anyway, that will be all for today. I promise to write each day. I might actually regain some sanity...mmmm
In the meantime I have been really into my [photography so if you are a sucker for punishment I invite you to visit http://www.flickr.com/photos/edwardmusiak/.
Tuesday, 18 January 2011
Monday, 26 July 2010
Ramadan/Eid & business productivity in Saudi Arabia
I cannot speak for other professions but if your role is sales oriented then be prepared to have an extensive 5 week break over the Ramadan 4 week religious period and then the 1 week Eid break.
In years prior to 2010 you could also add nearly 4 weeks of summer vacation to this "break" from business.
This year, maybe because business is harder to come by for businesses as a result of the global crisis, less people are taking summer vacations and the ones that are taking them are taking shorter breaks. It could also be that the proximity of Ramadan to summer this year has people taking a break that straddles both events.
The point I am trying to make is that when doing extensive "sales" type business in Saudi plan for approximately 7-8 months of productive activity, 2 months of activity which may or may not be of any use to you, and 2 months (2 weeks of summer, plus Ramadan and Eid) when little will be achieved.
Those of us living here have an advantage because we can pick and choose who we see and when we see them and we can do so because as a "local" we have our feet on the ground and are better qualified through experience and contacts to read a sales situation. For example, a person we want to sell to may be more open to talking to us during the Ramadan break (usually after break of the day's fasting) when he has less on his plate and is more open to listening and talking and enjoying some company over a coffee or meal.
In summary then, if you are based outside, buy a year planner and mark off all the religious holidays as well as the summer break. Typically it is not worth while travelling here to do business.
For us locals, do the same but try to take advantage of any opportunity that arises to meet people in the evening over a meal when they may be open to talking.
In years prior to 2010 you could also add nearly 4 weeks of summer vacation to this "break" from business.
This year, maybe because business is harder to come by for businesses as a result of the global crisis, less people are taking summer vacations and the ones that are taking them are taking shorter breaks. It could also be that the proximity of Ramadan to summer this year has people taking a break that straddles both events.
The point I am trying to make is that when doing extensive "sales" type business in Saudi plan for approximately 7-8 months of productive activity, 2 months of activity which may or may not be of any use to you, and 2 months (2 weeks of summer, plus Ramadan and Eid) when little will be achieved.
Those of us living here have an advantage because we can pick and choose who we see and when we see them and we can do so because as a "local" we have our feet on the ground and are better qualified through experience and contacts to read a sales situation. For example, a person we want to sell to may be more open to talking to us during the Ramadan break (usually after break of the day's fasting) when he has less on his plate and is more open to listening and talking and enjoying some company over a coffee or meal.
In summary then, if you are based outside, buy a year planner and mark off all the religious holidays as well as the summer break. Typically it is not worth while travelling here to do business.
For us locals, do the same but try to take advantage of any opportunity that arises to meet people in the evening over a meal when they may be open to talking.
Monday, 19 July 2010
Surviving summer and Ramadan
It has been a while since I last wrote. To be truthful the reason is that I went through one of my regular "I hate this place" phases. It can be a great place to work and live (sort of) but it can really really get to you. Whereas in most countries simple tasks like paying a bill or opening up a bank account are considered commonplace, here they are designed to test your patience and ability to stay sane.
If like me you are one of the unfortunate ones who is not leaving the Kingdom for Summer/Ramadan vacation then we have a major challenge on our hands.
The place is quiet for the 2-4 weeks leading up to Ramadan because people are either physically or mentally on vacation. During Ramadan they are simply too "out of it" to be effective during 50C summer hell.
So no-one wants to meet you, talk to you, respond to your emails, etc, etc.
The trick is to find things to do outside of work that will stimulate your mind and body.
You can go to a shopping mall. You can go out for a meal (that is if you can tolerate the traffic which is mind boggling given everyone comes out of their houses at night), you can go to the gym at the compound, or you have have a BBQ with friend (assuming you can tolerate the 45C evening temperatures).
So enjoy my friends. Let me know how you go.
ed
If like me you are one of the unfortunate ones who is not leaving the Kingdom for Summer/Ramadan vacation then we have a major challenge on our hands.
The place is quiet for the 2-4 weeks leading up to Ramadan because people are either physically or mentally on vacation. During Ramadan they are simply too "out of it" to be effective during 50C summer hell.
So no-one wants to meet you, talk to you, respond to your emails, etc, etc.
The trick is to find things to do outside of work that will stimulate your mind and body.
You can go to a shopping mall. You can go out for a meal (that is if you can tolerate the traffic which is mind boggling given everyone comes out of their houses at night), you can go to the gym at the compound, or you have have a BBQ with friend (assuming you can tolerate the 45C evening temperatures).
So enjoy my friends. Let me know how you go.
ed
Sunday, 13 June 2010
Complexities of business - a real life example
I was celebrating last Wednesday (last day of our working week) because I had just been informed that an account i had been working on had been given the go ahead after 3 long years of effort on my part. I was summoned to the company's HQ the following Saturday (beginning of the working week here) to pick up the contracts.
Without going in to too many details suffice it to say that 45 minutes was spent by my contacts explaining to me that the pricing structure had not been explained by the designated person in their company to their CEO and CFO and as a result the "heavies" were questioning the price and reasoning behind our proposal and this might well delay the signing of the contracts (which were laying open, and unsigned, on the table besides me).
After much discussion (and scary heart palpitations on my part) the client eventually signed the contract.
Since I started my blog I have been writing that business here is not easy. I was certainly reminded of that yesterday.
Be prepared for anything. Be patient. Think. Do not become emotional and over-react. The deal is not done until it is done (and those goal posts are an ever moving target:-))
Without going in to too many details suffice it to say that 45 minutes was spent by my contacts explaining to me that the pricing structure had not been explained by the designated person in their company to their CEO and CFO and as a result the "heavies" were questioning the price and reasoning behind our proposal and this might well delay the signing of the contracts (which were laying open, and unsigned, on the table besides me).
After much discussion (and scary heart palpitations on my part) the client eventually signed the contract.
Since I started my blog I have been writing that business here is not easy. I was certainly reminded of that yesterday.
Be prepared for anything. Be patient. Think. Do not become emotional and over-react. The deal is not done until it is done (and those goal posts are an ever moving target:-))
Wednesday, 2 June 2010
If you want to be successful in business in Saudi Arabia...
This is a short post. The title of the post is a bit presumptuous because there is no ONE thing that will ensure you business success in Saudi. But this is as close to #1 as you can get.
In any business discussion Saudis want to be able to see your face and watch your eyes. They are far better at body language than we will ever be. More importantly business is based on trust and trust is developed over time and in face to face situations.
Use emails to confirm meetings and send documents.
If you are not in the country use the phone. This is not as good as face to face but a Saudi will understand and allow for the fact that it is the next best thing. BUT ensure that you visit regularly because eventually they want to deal with a person not a voice.
The more face time you can have the more trust you can develop. Also more face time enable you to learn and hear and be told things that would never reveal themselves in an email or phone call.
In Saudi a business deal is the result of a business relationship. And this relationship is the result of many face to face meetings, dinners, talks over coffee and tea.
In any business discussion Saudis want to be able to see your face and watch your eyes. They are far better at body language than we will ever be. More importantly business is based on trust and trust is developed over time and in face to face situations.
Use emails to confirm meetings and send documents.
If you are not in the country use the phone. This is not as good as face to face but a Saudi will understand and allow for the fact that it is the next best thing. BUT ensure that you visit regularly because eventually they want to deal with a person not a voice.
The more face time you can have the more trust you can develop. Also more face time enable you to learn and hear and be told things that would never reveal themselves in an email or phone call.
In Saudi a business deal is the result of a business relationship. And this relationship is the result of many face to face meetings, dinners, talks over coffee and tea.
Friday, 28 May 2010
The most difficult thing about living in Saudi
Every country has its challenges for expats.
In Saudi the greatest challenge is the lack of interesting things to do outside of work.
If you are based in Riyadh there is so little to do outside of work other than visit the malls. Your time is spent working & sleeping.
In Jeddah (on the West Coast) & Dammam/Al Khobar (East Coast) you have the sea where you can fish, walk by, take photos of, or simply sit by and wonder what prompted you to move to Saudi in the 1st place.
So what do I recommend?
This country is not an easy one in which expats can live and work. Do not fall into the work & sleep only trap. Try everything you can to meet people. Take up hobbies. And set yourself an exit strategy.
With all this in place you might make it without the need to pop any Xanax.
In Saudi the greatest challenge is the lack of interesting things to do outside of work.
If you are based in Riyadh there is so little to do outside of work other than visit the malls. Your time is spent working & sleeping.
In Jeddah (on the West Coast) & Dammam/Al Khobar (East Coast) you have the sea where you can fish, walk by, take photos of, or simply sit by and wonder what prompted you to move to Saudi in the 1st place.
So what do I recommend?
- go to as many Embassy parties /events as possible
- get cable tv
- listen to music
- renew your love of reading
- surf the net
- take up photography
- start a blog
- get to know your neighbours
- join expat clubs of ANY sort (just to meet people)
This country is not an easy one in which expats can live and work. Do not fall into the work & sleep only trap. Try everything you can to meet people. Take up hobbies. And set yourself an exit strategy.
With all this in place you might make it without the need to pop any Xanax.
Tuesday, 25 May 2010
The Art of Negotiation
If you want to do business in Saudi Arabia you must be an expert negotiator.
Saudis come from Bedouin, trading stock. They are awesome negotiators.
Observation 1: they will wear you down with time. They will simply continue to take their time as if they have all the time in the world. They assume you do not and eventually you will crack and give them what they want (usually a discount).
Answer: Play along. There is no way to circumvent this process. Once you crack or show even the slightest desperation you are gone.
Observation 2: everything is negotiable. And it is negotiable up to and including the day the contracts are being signed.
Answer: decide right up front what strategy you are going to adopt. Now that does not mean giving discounts round 1, 2, or even 3. The sooner you give money away the more discount they will demand. Decide what is negotiable and what is not and do not waver. If you are unsure of your strategy they will sense it and you are gone.
Observation 3: all prices are always too high.
Answer: accept the above and be prepared to fight for every cent.
Observation 3: Value added services (which we regard as essential) have no meaning here. They are buying a product. They will pay for the product. They do not want to pay for implementation, consulting, support.
Answer: Build these into your product cost or brush up on your negotiation skills. I would recommend the first.
Observation 4: once you have said it (especially if it works in their favor) it is considered a valid concession and you are expected to stick to your word.
Answer: be frugal with your words. Consider and choose them carefully.
Accept the fact that in most cases your opposite number is a better negotiator than you (and he probably is). Prepare accordingly, have a strategy, and do not try to make things go faster. If you do all of the above you "may" make a small profit.
Saudis come from Bedouin, trading stock. They are awesome negotiators.
Observation 1: they will wear you down with time. They will simply continue to take their time as if they have all the time in the world. They assume you do not and eventually you will crack and give them what they want (usually a discount).
Answer: Play along. There is no way to circumvent this process. Once you crack or show even the slightest desperation you are gone.
Observation 2: everything is negotiable. And it is negotiable up to and including the day the contracts are being signed.
Answer: decide right up front what strategy you are going to adopt. Now that does not mean giving discounts round 1, 2, or even 3. The sooner you give money away the more discount they will demand. Decide what is negotiable and what is not and do not waver. If you are unsure of your strategy they will sense it and you are gone.
Observation 3: all prices are always too high.
Answer: accept the above and be prepared to fight for every cent.
Observation 3: Value added services (which we regard as essential) have no meaning here. They are buying a product. They will pay for the product. They do not want to pay for implementation, consulting, support.
Answer: Build these into your product cost or brush up on your negotiation skills. I would recommend the first.
Observation 4: once you have said it (especially if it works in their favor) it is considered a valid concession and you are expected to stick to your word.
Answer: be frugal with your words. Consider and choose them carefully.
Accept the fact that in most cases your opposite number is a better negotiator than you (and he probably is). Prepare accordingly, have a strategy, and do not try to make things go faster. If you do all of the above you "may" make a small profit.
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