3-Smith - Canada-Arab Business Council
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Transcript 3-Smith - Canada-Arab Business Council
DOING BUSINESS IN THE MIDDLE EAST
STRATEGIES, CHALLENGES AND RISKS OPPORTUNITIES
BUSINESS EXPERIENCE IN THE MIDDLE EAST
WHO IS ELLISDON
In 2012 EllisDon celebrated 61 years of success in delivering construction services
EllisDon completes USD $3 Billion of construction annually throughout the world with
close to USD $7 Billion backlog
EllisDon is proud to be employee owned with over 1,500 salaried employees
900 employee shareholders
Key Markets in the Middle East we are participating in include:
- UAE
- Qatar
- Saudi Arabia
- Afghanistan
- Kuwait
BUSINESS EXPERIENCE IN THE MIDDLE EAST
OUR EMPLOYEES…
…voted us as one of the top company to work for in Canada (last 10 years running)
EllisDon has achieved these rankings for a number of reasons:
…love what they do (Less than 5% annual voluntary turnover)
…have Trust, Complete Openness, Mutual Accountability, Integrity, and Mutual
Respect
Individual Leadership Entrepreneurial Enthusiasm
BUSINESS EXPERIENCE IN THE MIDDLE EAST
STRATEGY
Starting up…
Lots of Calls in Canada No Business in the Middle East
One Entrepreneurial EllisDon Engineer took on the Challenge
In 2006, EllisDon opened up our first office in the UAE.
By 2008 we employed more than 250 employees – office and site staff
…evaluate every opportunity , every region, every project
BUSINESS EXPERIENCE IN THE MIDDLE EAST
STRATEGY
Build Relationships Clients / Business Partners in the Middle East want to know
you TRUST
Select regional joint venture partner when beneficial
Watch your Risk Profile Know your Clients and Understand your Obligations
Promote, Sell and Deliver what you’re BEST at
BUSINESS EXPERIENCE IN THE MIDDLE EAST
STRATEGY
In EllisDon’s Case…
World Class Design & Build Techniques
World Leaders in Healthcare, Research, Airports, High-rise Office Towers, Infrastructure
Collaborative alternative forms of procurement
- Integrated Team Delivery
- P3
- Project | Construction Management
BUSINESS EXPERIENCE IN THE MIDDLE EAST
OUR CHALLENGES
The Middle East = Many Countries | Many Different Cultures
- Establishing our company takes patience, time,
human financial resources
Large demand for Canadian Expertise in the MENA Region but harder to find
Canadians (with the required experience) who want to move
- Often expensive
Strong Client relationships are critical
- Often contractual terms in the region
are challenging
BUSINESS EXPERIENCE IN THE MIDDLE EAST
RISKS = OPPORTUNITY
The Middle East is Accessible to Canadian Business
- Canadian Government Agencies are well represented, knowledgeable
and eager to promote business in the Middle East
The Middle East is embracing much of the specific expertise Canadian businesses
can bring to the region
In our sector – Design, Construction and Operating Buildings – the Middle East
can benefit from collaborative and progressive procurement delivery models as
well as the opportunity for knowledge transfer
BUSINESS EXPERIENCE IN THE MIDDLE EAST
RISKS = OPPORTUNITY
With the federal and provincial government organizations, Canadian businesses
and institutions working together, Canada can export the expertise to provide
complete and competitive Project Delivery on the most complex programs
- Healthcare | Research Laboratory Institutes
- Academic | Higher Education Facilities
- High-rise Office Towers
- Infrastructure | Transportation
Anything can be built
and built to the most advanced technical standards
BUSINESS EXPERIENCE IN THE MIDDLE EAST
RISKS = OPPORTUNITY
Canadian business can provide
fully integrated building programs
to the MENA Region
BUSINESS EXPERIENCE IN THE MIDDLE EAST
RISKS = OPPORTUNITY
Doing Business in the Middle East through providing an Innovative
Procurement Delivery Model (ie P3) Integrated Team Approach
FULLY INTEGRATED
PROGRAMME
=
FULL
GUARANTEES
=
MINIMIZE RISK FOR
MENA CLIENT