This is a thought provoking Presentation, it describes how a Business Development head has to tactically choose a partner, given the attitudes by a decision maker and co; requiring a partnership to further take to next level

1. Partner Selection
Challenges for Saudi Arabian
Construction & Technical Services
Venkata Gubor
25December 2013

2. Saudi Arabia
Sources of New Business PARTNER
by Category (2-5% hit rate)
•
Easiest/cheapest to get but growth in volume becomes
very challenging, as partner has already established &
Alfanar has to meet standards /discipline set by Partner
•
Almost as good, but growth in volume becomes very
challenging, as partner has already established &
Alfanar has to meet standards /discipline set by Partner
•
Clients in KSA welcome, but growth in volume becomes
very challenging, as partner has already established
Alfanar has to meet standards /discipline set by Partner
First time entry to Saudi and
Interest in ALFANAR-from Korea
•
The easiest way to grow the business. Alfanar has to meet
standards /discipline set by Partner
First time entry to Saudi and
Interest in ALFANAR- from
Europe and USA
•
Clients in KSA welcome, there is real growth area but
expensive and hard to accomplish. Alfanar has to meet
standards /discipline set by Partner
Poach existing in KSAPartner within KSA
Poach existing in KSA -Partner
within Gulf & SAARC Region
Poach existing in KSA -Partner
from Europe & USA