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Guidelines to Effective Networking

Guidelines to Effective Networking. In the Middle East & North Africa. Middle East & North Africa. Source: http://ocw.nd.edu/arabic-and-middle-east-studies/. Focal points. Preparation is key – research business & culture First impressions count Establishing trust Presence

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Guidelines to Effective Networking

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  1. Guidelines to EffectiveNetworking In the Middle East & North Africa

  2. Middle East & North Africa Source: http://ocw.nd.edu/arabic-and-middle-east-studies/

  3. Focal points • Preparation is key – research business & culture • First impressions count • Establishing trust • Presence • Partner anyone? • Networking opportunities

  4. Prepare - Culture • Internet – news & articles • Use caution BUT beware of media sensationalism • Read local newspapers online • Arab News (www.arabnews.com) • Jordan Times (www.jordantimes.com) • Religion is a big part of the culture • Proper attire – especially for women

  5. Prepare - Business • Chamber of Commerce in the target city • Competition, demand, infrastructure • Zawya (www.zawya.com) • Enforceability of contracts • Nationalization issues • Monetary policy, currency convertibility

  6. First Impressions • Use words in Arabic for greeting • Asalam Alaikum – Greeting • Shukran – Thank you • Ma’asalama – Good bye • T’fadal – when you hand out your business card • Allow pleasantries enough time • Respect prayer calls • Shaking hands may be tricky

  7. Establishing Trust • Share your information first • Point out common grounds • Talk about a positive fact you learned • Show respect • Accept invitations • Avoid political discussions

  8. Presence is Key • Cultural norms require physical presence • Social and business relationships are intertwined • Trust is established with frequent visits • Spend time socializing – time well spent • Strike a relationship • Befriend a local player • Open doors • Ink up an MOU or agreement

  9. Partnership • Invest time & effort in sourcing the right partner • Laws in ME dictate local ownership in most countries • Check references, test the relationship • Consult a local lawyer on legal structure • Reputation, Reputation, Reputation! • Be fair, you need each other

  10. Introductory Seminar/Workshop • An excellent tool to introduce your company • May be arranged in concert with an influential and reputable local player • Often done privately • Increased exposure via local news media if done publicly

  11. Local Business Groups • A great tool • In Saudi Arabia, the American Businessmen of Jeddah (www.abj-sa.com) • Middle East Council of American Chambers of Commerce (www.abcgc.us)

  12. Conferences & Trade Fairs • Provide opportunities to network • Possibly showcase your company’s products/services • Main events in the region include: • Global Competitiveness Forum in Riyadh, Saudi Arabia • Jeddah Economic Forum in Jeddah, Saudi Arabia • Media & Marketing Show in Dubai, UAE • Cityscape Dubai Conference (Real estate) • The Education Project in Bahrain • MENA Renewable Energy in Dubai • www.middleeastevents.com

  13. Other Pointers • Ensure ability to follow up • Write on business cards reminders • Taking photos is not always welcome • No maybe yes and yes maybe no • Families are private • Titles are important • Names can be confusing

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