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.
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