ED RICHARDSON EVERY MARKET in the world has its own peculiarities and ways of doing business. The Middle East, with a trading tradition dating back thousands of years, has special rules, according to global consultants Moravec and associates. “Successful firms recognise that the Middle East is not like other parts of the world. The people are different, the work week is different, the rituals and customs in conducting business are unique,” says the company. Even within the Middle East there are surprising differences. For example, the United Arab Emirates (UAE) is an open market combined with nightclubs and all the expected trimmings of, for example, France – yet there is little new business to be had in Dubai for most western companies. Saudi Arabia, on the other hand, is continuing to open the door to its markets and economy. The best first step, according to the company, “is to contact someone who has lived and worked in the area for many years and who can give you insightful and realistic advice on specifics and what to expect in your industry.”
