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:-))
Sunday, 13 June 2010
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.
Subscribe to:
Comments (Atom)