Every founder who comes to the UAE has heard some version of “it’s all about relationships here.” It’s true. But knowing that relationships matter doesn’t tell you how to build them.
Understand the Type of Relationship You Need
Not all relationships are created equal in a commercial context. What you need for growth are commercial relationships — people who either buy from you, refer clients to you, or open doors to organisations that do. Identifying 20 specific people who could meaningfully impact your revenue and systematically building relationships with them is strategy.
Work Backwards From Your ICP
Before you start networking, define your Ideal Customer Profile precisely. Then reverse-engineer where those people spend their time. In the UAE, industry-specific events are usually more valuable than general business networking.
Lead With Value, Not a Pitch
The biggest mistake new entrants make is leading with what they’re selling. In the Gulf, commercial relationships are personal before they’re transactional. Someone you meet at an event isn’t ready to buy from you on the first conversation.
