Are you ready to do business in the Middle East?

Pssst… A few years ago, when I started this blog and the Doing Business in the Middle East Boot Camp, most of the literature on the Web was academic or generated by the World Bank or an NGO. These days, it seems popular to offer up a “Top Ten Tips” on how to do business in the Middle East. Consider this a preliminary list of what you need to bear in mind whilst doing business in the Middle East. In no particular order, I offer up to you my “Survivor’s Guide to Doing Business in the Middle East”: Be Open and Flexible. Things – in business and in politics – can change at the drop of a hat in the Middle East, as the Arab Spring has taught us. Appointments are made for a certain time happen much later or never at all. The Western “15-minute” rule (i.e., waiting no longer than 15 minutes before leaving) cannot apply in the Middle East. Be Polite, Don’t Criticise Your Hosts and Don’t Be Racist. Middle Eastern society is a welcoming one and they take hospitality very seriously here. Don’t be patronising or rude or make racist remarks, as it will be noted. Many people in the Middle East are highly educated and world traveled. The Middle East can be very sophisticated so being polite and having good manners are important. Read up on Middle Eastern manners so that you know some basics (e.g., don’t show anyone the sole of your shoe, don’t take things with your left hand). Just be a good guest. Don’t talk politics (or religion). As we all know, the political dynamics in the Middle East are very complex. You never know what someone’s politics are and they are often tied up with religion. As a foreigner, unless you have been living out in the Middle East for a very long time and have had your ear on the ground and know a lot of locals, you really aren’t equipped to comment on many issues, especially issues that are historical and often emotional. If it comes up, listen politely, ask questions, but don’t offer up your own analysis or judgments unless you are specifically asked, and even then be careful. Dress appropriately. For men, this does not mean buying a thobe and gutra (the uniform of man Arab men, that is, the long galibiya and the head scarf) nor does it mean that women have to rush out to buy an abaya (a long black overcoat) and headscarf. What it does mean is that you should be well-kempt (the GCC men are particularly good at keeping their white thobes pristine throughout the day), smelling nice (perfume, especially Arabic perfume, is an essential part of dressing here) and beautifully groomed. And for women, trouser suits are probably safer and skirts are OK so long as they are reasonably modest (not miniskirts, probably best just under the knee) and no sleeveless or short sleeve shirts. The sky is the limit in relation to shoes as even the women who wear abayas and head scarves wear killer high heels. It depends on the country as some countries are more liberal than others, but it’s better to err on the side of caution. Relationship building and “Networking”. The Wall Street approach of doing business in the West does not always fly in the Middle East. Meetings start with a long recitation of different kinds of greetings and it is important to spend time getting to know each other. Don’t be surprised if you don’t talk business in the first few meetings as this is part of the process. Once you are up and running and doing business, your relationships will help you get things done in the sometimes bureaucratic and always busy Ministries. Connections are king in the Middle East. Do your homework. Whether you plan to move to the Middle East or just do business or study in the Middle East, research is important. Forearmed is forewarned and information is not always readily available. Often, asking other people who have experienced life and business in that country or who are still there, is useful as some things change from country to country. Read the local newspapers online before you go or while you are there to get an idea of what is going on in that country. Examples of issues you should think about are registration time (if your setting up a company or branch), social insurance payments (whether you will be an employee or employer), exit visas, treaties with the country you’re in and where you’re from, cost of living, availability of schools. You can often find this information on the your embassy’s homepage for the target country. Arabic. Although English is the lingua franca of the Middle Eastern business world, it is useful to learn Arabic so you can at least hold a polite conversation. Reading the Arabic newspapers and novels will give you insight into the Middle East that you will not necessarily get from reading international papers in your own language. Arabic coffee. This is not an essential however you should know the protocol of drinking Arabic coffee (as opposed to the thick Turkish coffee). Arabic coffee is roasted lightly or heavily and often with cardamon. It is served, normally by a tea boy clad in traditional dress, from a big “Aladdin’s Lamp” style pot into a small cup that Chinese restaurants use to serve Chinese tea. Basically, you are served a cup (it’s slightly green in colour) and then you drink as much as you like and when you are done, you wiggle the cup from side to side to show the server that you are done. He will stand there serving you until you are done. Can you take the heat? It is a little known fact that the Arab world, including the Gulf countries, go through seasons. It can be fresh in the winters and can get as cold as 10 degrees Celsius (about 50 degrees Farenheit) and houses are not usually equipped with internal heating systems so you need to buy them and even colder and windier at night. The summers can be extremely hot and temperatures can soar up to 50 degrees Celsius (122 degrees Farenheit) and inside buildings it will always normally be freezing because the air conditioning will be cranked up full blast. God help you if it breaks down. Conferences. Depending on your area of expertise or the industry in which you work, attend conferences in the region and there are loads to choose from in every country. This will enable you to meet key people and hear what the current issues are as well as give you time to understand the rhythm of life and work in the Middle East.