Dark at the Roots

A few weeks ago, I was speaking at a global trade event in Michigan. The room was full of people from companies interested in learning about the opportunities for doing business in UAE and the broader region. I also spoke in the practical sense about how to go about entering the market. I spend a lot of time speaking on this topic to business groups, chambers of commerce members and at universities. It’s easy for me because I love what I do and enjoy helping others by sharing my knowledge. Some questions challenge my thinking on specific topics and then I learn too. Very cool!

For example, I’ve had this question before but it came up again in Michigan: If in UAE, the percentage of expatriate workers is 90%, it would be true then that only 10% of the time you will be doing business with an Emirati. So why then spend so much time speaking about the cultural nuances of doing business in the region to understand only 10% of those on the other side of the conference table?

Here’s why:

•  60% of expats in UAE have lived there for more than 5 years.

•  1 in 10 expats have stayed for over 20 years.

When I speak, I can sometimes confuse my audience when I use the pronoun “we”. Speaking to Americans, I certainly consider myself a part of their “we” – by example, “We as Americans have a different attitude towards time than many in the Middle East.” I can just as easily slip back into my host culture and become a part of the greater Middle East, Arab Region, UAE, or Dubai “we”. “When we do business, relationships are an important part of the commercial fabric.” Identity crisis? Business culture confusion?

Neither.

What you see when I stand up to speak is a female blonde American (Good question! What could she possibly know about doing business in the Middle East?) I see skepticism. But after 29 years of working and living in the UAE starting and running companies with my partners, it takes about three minutes for people to recognize that I do know the subject matter.

It’s because I am dark at the roots - meaning, after all this time in the region, I have adopted the business style of the country. I do business like an Emirati or an Arab. I am the 1 in 10. I’m also literally dark at the roots because I am not a natural blonde anymore, but that’s just a double entendre I use to humor myself.

Just because the person you are dealing with in the region is possibly neither Emirati nor Arab, do not make the assumption that the cultural nuances of doing business in the Middle East does not apply to him or her. The best rule of thumb is “When in Rome, do as the Roman’s do.”