The ibf Executive Programme is jointly organised by International Enterprise (IE) Singapore and Singapore Business Federation (SBF). Doing Business in the Middle East A tri-city in-market programme specially designed to equip Singaporebased companies with a practical understanding of how to operate and do business in the Middle East. The programme aims to showcase latest market insights, explore potential market opportunities, and build networks. Why should I participate? Build market navigation capabilities to successfully enter and navigate the Middle East Acquire the market-specific business knowledge crucial in formulating market entry strategy Adapt quickly to the closely intertwined Middle East business and cultural environment Establish strong connections with Middle East businessmen and Singaporeans based in the region What will it cover? Guided consumer culture visits to local malls / hypermarkets Briefings by Ministries of Economic Planning and Development Planning and Federal Customs Authority, with regard to the GCC- Singapore Free Trade Agreement Networking sessions with Singaporeans and Middle East businessmen living and working in region Practical insights by industry practitioners, academics from University of Dubai and government officials on: o Structuring Market Entry Strategies & Alliance Management o Business and Investment Ecosystem: Collaborators and Competitors o Navigating the Qatar / UAE Market: Dos and Don ts from Singapore Companies o Business Culture, Negotiation and Deal-Making o E-Commerce, E-Branding and Supply Chain Management o Growing Your Business: GCC and Beyond Registration is now open! If you are interested to attend the ibf Executive Programme on Middle East, please submit your registration by Wednesday, 30 September 2015. Course fee S$7,500 per pax (Full course fee) S$2,250 per pax (after 70% support from IE); only applicable to eligible Singaporean or Singapore Permanent Residents from Singapore-based companies or public sector organisations in Singapore. PLUS: up to 50% of economy return airfare and accommodation for participants from Singapore-based companies only. Course fee does not include hotel accommodation, airfare, airport transfers and other incidental expenses. These expenses as mentioned above shall be borne by participants. Payment Payment will be collected upon confirmation of placement in the programme. Full payment of the programme fee must be received by SBF before the start of the programme. For enquiries Eileen Lee E: eileen.lee@sbf.org.sg Who should participate? Executives for companies entering or expanding into the Middle East market Public sector executives working with the Middle East region A Programme by Organised by
Programme Itinerary (accurate at time of print) The following is an indicative program and may be changed without prior notice: Saturday 10 October 2015 Sunday 11 October 2015 Arrival in Qatar Hamad International Airport Qatar Airways QR 939 Departure: 2120hrs Arrival: 2355hrs Check-in into Retaj Al Reyyan Hotel Lecture 1: Qatar Market Overview: Outlook and Impact Overview of history, culture, economic and political environment in Qatar Impact of social-political-economic developments on the business environment Assessment of potential risks and hotspots High-growth sectors and opportunities for Singapore companies Lecture 2: Bids and Tender Management Process in Qatar and UAE Government tenders and typical decision making process in Qatar and UAE for tender award Critical success factors for winning bids and potential pitfalls Difference in tender process and decision making in Qatar and UAE Case studies and examples Networking Lunch with Singaporeans / Singapore Companies in Qatar Panel Discussion: Navigating the Qatar Market: Dos and Don ts from Singapore Companies in Qatar Visiting delegates will meet with leading members of the Singaporean business community based in Qatar to gain insights from a Singapore perspective on navigating the Qatar market through an interactive panel discussion which will be facilitated by one of the panel members. Lecture 3: Qatar Business and Investment Ecosystem: Collaborators and Competitors Composition of business community in Qatar and their economic participation: royalty, state-owned businesses, multi-national companies, large family businesses, small & medium enterprises and foreign companies Economic development and role of state-owned companies in Qatar Role of SMEs in the Qatar economy and government policies for SME development Differentiating Singapore companies in the Qatar market Lecture 4: Structuring Market Entry Strategies & Alliance Management in Qatar and UAE Conducting due diligence in the Qatar and UAE context Identifying the right local partners and selecting the right market entry strategy / joint venture structure Negotiation strategies with Qatar and UAE partners and how to manage local partners Strategies and business mechanisms (eg. conflict resolution and exit mechanisms) to improve the success of partnerships Case studies and examples of successes and failures
Monday 12 October 2015 Lecture 5: Establishing Your Business in Qatar and UAE Overview of the process of setting up business in Qatar and UAE Qatar vs UAE: Pros and Cons of setting up business and as a hub for regional market access Insights on the sponsorship system: How to select and manage local sponsors Leveraging on free zones for business operations and an overview of the free zones in Qatar and UAE Site Visit 1: Ministry of Development Planning and Statistics Briefing on National Vision 2030 Depart Doha for Abu Dhabi Hamad International Airport Qatar Airways QR 1050 Departure: 1615 hrs Arrival: 1820 hrs Check-in into Grand Millennium Al Wahda Tuesday 13 October 2015 Site Visit 2: Federal Customs Authority Briefing session on GCC-Singapore Free Trade Agreement and customs procedures in place Lecture 6: UAE Market Overview: Outlook and Impact Overview of history, culture, political and economic environment in UAE (broadly on all seven emirates but focus on key emirates such as Abu Dhabi, Dubai and Sharjah) Impact of recent social-political-economic developments on the business environment Assessment of potential risks and hotspots in UAE and the region High-growth sectors and opportunities for Singapore companies Lecture 7: UAE Business and Investment Ecosystem: Collaborators and Competitors Composition of business community in UAE and their economic participation: royalty, stateowned businesses, multi-national companies, large family businesses, small & medium enterprises and foreign companies Economic development and role of state-owned companies in UAE Role of SMEs in the UAE economy and government policies for SME development Differentiating Singapore companies in the UAE market Lecture 8: Leadership & People Management in Qatar and UAE Leadership, management hierarchy and management styles in Qatar and UAE Understanding local labour regulations, developments in labour policies (in relation to indigenous versus expatriate workforce) and hiring practices for new market entrants Effective human resources management strategies: talent selection, talent management and managing employee performance
Wednesday 14 October 2015 Cultural Tour and Market Survey Networking Lunch Organised by the Dubai Chamber of Commerce and Industry Host: H.E. Dr Eesa Al Bastaki, President, University of Dubai Panel Discussion : Navigating the UAE Market: Dos and Don ts from Singapore Companies in UAE Visiting delegates will meet with leading members of the Singaporean business community based in UAE to gain insights on how to navigate the UAE market and avoid unnecessary pitfalls through an interactive panel discussion which will be facilitated by the President of the Singapore Business Council (UAE). Lecture 9: Business Culture, Negotiation and Deal-Making in Qatar and UAE General business culture and Arab protocol in Qatar and UAE Decision making structure in a typical Qatari and Emirati business Typical negotiation style and mindset of Qatari and Emirati businesspersons and expatriate employees Effective negotiation strategies for the Qatar and UAE markets Communicating and working with Arab and expatriate teams on projects Thursday 15 October 2015 Site Visit 3: Department of Economic Development (Dubai) Briefing session on United Arab Emirates Vision 2021 and the national economic development strategy by relevant government officials Lecture 10: Sales and Marketing Strategies in Qatar and UAE Marketing Strategies and advertising channels: consumer products Marketing Strategies and advertising channels: Business to Business products Sales cycles in Qatar and UAE Social media strategies for Qatar and UAE Sources of information for basic market research in Qatar and UAE Case studies of success and failures Lecture 11: E-Commerce, E-Branding and Supply Chain Management in Qatar and UAE Understanding logistics and supply chain management in Qatar and UAE International and local freight (sea, air and land) Warehousing, distribution and other supply chain solutions Supply Chain solutions for E-Commerce Building E-fulfillment and brand experience Qatar vs UAE as a hub for the Middle East, Europe and Africa regions Lecture 12: Growing Your Business: GCC and Beyond Capitalising on your presence and advantages in the GCC to move into regional markets Understanding proximity, consumer and cultural affinity for market selection and penetration Opportunities for Singapore companies in the region (other GCC countries, Iran, Iraq, Morocco, Egypt etc)
Identifying market development opportunities and challenges Friday 16 October 2015 Site Visit 4: Consumer Market Development and Research in UAE Visit to hypermarket and local mall to better understand consumer culture (patterns and trends), behaviour and cultural sensitivity in UAE Free and Easy Depart for Singapore