Viability Corporate Profile
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Viability Corporate Profile



VIABILITY… when diligence is due!...

VIABILITY… when diligence is due!

VIABILITY is a specialist hospitality and real estate development consultancy, serving clients throughout the Middle East & beyond since 2006.

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    Viability Corporate Profile Viability Corporate Profile Document Transcript

    • CORPORATE PROFILEViability Management ConsultantsJune 2013…when diligence is due
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile11 CLIENT TESTIMONIALSWhat our satisfied clients say about Viability:“Viability partnered with Madain Properties in the risk and returnanalysis of one of our key signature developments. We werecontinually impressed with Viabilitys sound judgement andprecision in regards to identifying the autonomous needs of us astheir client, along with their willingness to address the unforeseenissues that arose throughout the course of the assignment.Truly an expert consulting company.”Soheib Ghizali, Strategy and Planning Manager, Madain Properties,Dubai“When we were planning for the creation of the new Dubai WorldTrade Centre District, we needed a comprehensive overview ofconditions in the Dubai hotel markets. Guy Wilkinson of Viabilitywas known to our senior management team due to previous worksuccessfully undertaken for both the DWTC and otherdevelopers. Following a competitive tender, he was appointed tocarry out this survey. The resulting 300-page document morethan answered the questions we had, including a district by districtcharacterisation and quantification of current and planned futurehotels, a well-reasoned prognosis for future demand conditions,and a drilled down focus on outstanding facilities and servicesprovided by competitive hotels in our own immediatecatchment. Guy’s subsequent work for us in analysing hotelmanagement contracts from potential hotel operators also proveda most valuable contribution to our knowledge base.”Ignace Bauwens, Senior Vice President, Hotels & HospitalityDevelopment, Dubai World Trade Centre"As our consultants, Viability contributed immensely in identifyinga suitable hotel management operator and then advised us in thenegotiation of a comprehensive management contract which wesee as fair and one that safeguards our interests in the long run.All responses from Viability were exceptionally prompt andpertinent to the issues queried by us".Minoo Saher, Group Chief Executive Officer, Mustafa SultanEnterprises LLC, Muscat"While working on the feasibility of a unique resort project on oneof the beautiful coasts of Oman, we found in Viability a greatpartner with market knowledge, objective understanding whichgave us great clarity and a sense of direction."Bob Khalife, former Tourism Development Manager, OmranViability“Truly an expertconsulting company.”“…a most valuablecontribution to ourknowledge base.”“All responses fromViability wereexceptionally promptand pertinent.”“…gave us great clarityand a sense of direction.”
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile2“Viability produced two comprehensive feasibility studies for us inregard to a hotel and a serviced residence, both in Nizwa,Oman. Their work went beyond the scope of typical feasibilitystudies in including primary research surveys of local companies inthe area and national tour operators based in Muscat, tocharacterise their typical utilisation of transient accommodation inNizwa and test their perceptions of our concept. The resultingreports gave us a high degree of clarity with regard to thecharacteristics and challenges of the markets we were planning toenter, and helped us fine-tune the facilities of our projectsaccordingly.”Roger Meadows, Director Interior Projects, Wadi bu Nikhailah LLC“Having commissioned Guy and Barbara Wilkinson on boutiquehotel feasibility studies in Beirut and Amman at a previous stage intheir career, we hired Viability to undertake a similar study foranother boutique hotel project to be managed by a top Europeanoperator in Dubai. In this case, working closely with our own team,that of the operator and Viabilitys design consultant, First Wave,they were able to produce an up-to-the-minute market overview, arealistic architectural approach for converting an existing officeblock, and financial projections showing how the investment couldbe structured to be viable, all under the pressure of an imminentdeadline. We greatly valued their professionalism and dedicationthroughout this process. In particular, we appreciated theirknowledge of the factors distinguishing boutique hotels fromconventional properties, and their ability to focus on the real-lifepracticalities of a difficult building conversion and a challengingBOT period.”Aboudi Saadi, Managing Director, Glee Hospitality Solutions LLC“Viability produced an excellent feasibility study in connection withour resort project in Zanzibar, which - while clearly identifying themany challenges of the market there - recommended a multi-component project specification that would allow us to targetlucrative market niches with appropriate hospitality products.Subsequent to the feasibility study, we hired Viability to administerthe operator search process, which they did with greatprofessionalism. Thanks to their contacts, we now have a shortlistof top global resort operators that have all expressed interest inour project.”Leander Leisky, Managing Director, Beach Resorts Investment Ltd“Your report was totally awesome!”Michael Lyon, Director, M Group, USAViability“Their work went beyondthe scope of typicalfeasibility studies.”“We greatly valued theirprofessionalism anddedication throughoutthis process.”“Thanks to their contacts,we now have a shortlistof top global resortoperators.”“…totally awesome.”
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile3“Avari Hotels International requested Viability to prepare a surveyfor the possible takeover of a hotel in Abu Dhabi. The detailed andthorough results provided, covering all the aspects of our request,were done in a very professional manner, leaving us only with thefinal decision to be taken. We have also used other companies forsimilar services in the past, Viability’s commitment stands above all”.Ramzi Assily, Cluster General Manager, Avari Dubai Hotels& Apartments“Viability was recommended to us on the basis of its excellentrelationships with the leading hotel operators in the region and itsinvaluable experience in negotiating management contracts withthem. They worked closely with us throughout the key stages ofthe negotiation process. We would recommend Viability to anyother hotel owner needing conscientious, well-informed advice atthis key stage in the development process.”Neeska Naik, Naissk Dbvisions Limited (owner, Radisson Blu DubaiDowntown)“We engaged Viability to identify for us an international hotelmanagement company for two properties in Saudi Arabia. Thereports prepared by Viability for aiding us to short-list a suitableoperator were in each case very professional and extremelyinformative for us to make decisions. Subsequently Viabilityadvised and directed us in the negotiations with the hoteloperators with a very focused goal of safeguarding the businessinterests of the owner whilst being practical and pragmatictowards closing the negotiations. Guy Wilkinson’s very broadknowledge of the hotel industry in the Middle East was extremelyhelpful in this process.”Nawal Saheed, VP Business Development Department, FirstInvestment Company, Kuwait“Viability has always delivered professional work with relevantdetails which help decision-makers establish their strategy withconfidence and with complete and accurate information on themarketplace and best practices.”Goulam-Raza Amarsy, CEO, Meydan IMAX“NorthCourse has called upon the services of Viability on severaloccasions for market and financial feasibility work in connectionwith Dubai real estate projects. We found them to share our ownideals of detail-orientation and realism in the assessment of bothmarket potential and likely financial returns.”Claude Attala, Global Managing Director, NorthCourse Leisure RealEstate SolutionsViability“Viability’s commitmentstands above all.”“…excellent relationshipswith the leading hoteloperators.”“…very professional andextremely informative.”“…detail-orientation andrealism in the assessmentof both market potentialand likely financialreturns.”
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile4“Viability was recommended to us for their experience in sourcingtop quality hotel operators. We hired them to do so for us inconnection with the new luxury hotel we are building at theupcoming Al-Othman Commercial Complex and Towers in AlKhobar, and the result is that this project now contains theKempinski Al-Othman Hotel. Viability supported us ably throughevery stage of the tendering and negotiations.”Abdullah Al Othman, Vice-Chairman, Al Othman Holding“We commissioned Viability to undertake a market study for us inconnection with a hotel and apartment complex that we werelooking to manage in the Khobar/Dhahran area of Saudi Arabia.Their report was both concise and pertinent and gave us a solidstatistical and analytical basis upon which to make our ownassessment of the opportunity. We have also dealt with Viability inseveral operator tender situations and have found them bothknowledgeable and professional. Guy Wilkinson is known as oneof this region’s veteran hospitality consultants and has earned hissolid reputation by producing solid work. We have no hesitation inrecommending him and his company.”Michel Noblet, President & CEO, Hospitality Management Holdings“Following a recommendation from one of our hotel operators,Istithmar World appointed Viability to undertake a businessoptimization exercise at the easyHotel Dubai – Jebel Ali. Theirwork comprised two comprehensive reports on both internal andexternal factors, as well as a period of interim management duringwhich they successfully implemented a number of structural andoperational changes to our satisfaction.”Ian Russ, Director, Real Estate, Istithmar WorldViability“…recommended to usfor their experience insourcing top quality hoteloperators.”“Their report was bothconcise and pertinentand gave us a solidstatistical and analyticalbasis upon which tomake our ownassessment.”“…successfullyimplemented a numberof structural andoperational changes toour satisfaction.”
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile52 VIABILITY… when diligence is dueViability is a specialist hospitality and real estate consulting firm in Dubai, whichhas been serving clients throughout the Gulf region since 2006.Viability’s key services are:• Market and financial feasibility studies.• Highest and best use studies.• Market studies.• Valuations.• Operator selection studies.• Management contract negotiations.• Operational reviews and due diligence studies.• Hotel broking.• Interim management.We offer expertise in the following sectors:• Hotels and resorts.• Serviced apartments and villas.• Timeshare, fractional, condo suites/apartments.• Food and beverage outlets.• Residential apartments, villas, townhouses.• Commercial offices.• Shopping centres.• Leisure and entertainment centres/attractions.Viability’s differentiating factors include the following:• Excellent track record of bankable reports (most are banked!)*• We take pride in our high quality studies.• Attention to detail is our priority.• Focused, comprehensive approach to research.• Technically informed development recommendations.• Detailed, realistic financial analysis using proprietary models.• Reports tailored to clients’ needs (by contrast to larger firms’ “production line”approach).• We have the courage to highlight risks.• Clients are allocated a dedicated consultant, but always have direct access toPartners.Note: *Viability is recognised by leading banks and other lenders throughout the regionas a professional purveyor of realistic financial analysis based on acceptedmethodology and painstaking research.Viability has one of the most experienced teams in hospitality consulting inthe Middle East, gained over more than a decade of advising operators, owners andinstitutional investors on the various components in the hospitality and real estatevalue chain, spanning every country in the Middle East except Iraq, as well as manycountries in sub-Saharan Africa.Key PointsSpecialists in hotel andcommercial propertyfeasibility and operationalstudiesBankable reportsrecognised by keylendersApproach focussed onclient needs and detailedsupporting research
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile6Our clients include some of the region’s top names in hotel and real estatedevelopment, as well as a number of the world’s leading hotel operators.3 SERVICES3.1 Market and Financial Feasibility Study• Typically requested by lenders/investors.• Our expertise covers hotels, serviced apartments, and a variety of residential andcommercial real estate (offices, retail and entertainment centres, etc).• Comprises the following principal components:— supply and demand analysis;— site characteristics/SWOT assessment;— positioning/facilities recommendations; and— estimated profit & loss, balance sheet and cash flow projections to determinereturn on investment.• Variations include:— a pre-feasibility study (more concise, for internal use, also useful for largemixed-use projects);— a market study; and— a site ‘highest and best use’ study, which typically involves a two-stageapproach to 1) examine multiple site options and 2) provide a full feasibilitystudy on the recommended option(s).• We can also integrate within our feasibility study, a desktop review ofproposed architectural plans by a highly experienced hotel architect, includingpreparation of an architect’s brief comprising initial zoning plans and areasschedules.3.2 Hotel Operator Selection and Management ContractNegotiationViability has invaluable relevant experience of representing hotel owners who areseeking operators for their properties, and negotiating contracts to achieve the mostfavourable terms on their behalf.The process comprises operator identification, formal correspondence andintroductory meetings, assessment through comparison of chain strengths andfinancial offers, contract analysis and both written and face to face negotiations.3.3 Operational Review and Interim ManagementOperational reviews/business optimisation studies can be required under a variety ofcircumstances, for example, to help understand and remedy factors that have led tounderperformance, in connection with a refurbishment project, or when assessingpotential acquisition of a project.The Operational Review process typically involves some or all of the following steps:• architectural/structural review;• internal management interviews, processes audit and gap analysis;• external market research and gap analysis;Key PointViability has invaluablerelevant experience ofrepresenting hotel ownerswho are seeking operatorsfor their properties, andnegotiating contracts toachieve the mostfavourable terms on theirbehalfKey PointViability can also providean expert assessment ofthe technical viability of ahotel project in terms ofconcept, space planningand design
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile7• regional/international product or service benchmarking to determine bestpractices;• creation of profit improvement strategies, together with refurbishment/upgrading,business and/or marketing plans.We also undertake interim hotel management where required in connection withthis process.3.4 Business ValuationOf particular use to asset and portfolio managers, our valuation methodology employssimilar processes to the market and financial feasibility study to establish a reasonedand independent value based upon the earnings potential of a particular enterprise,employing discounted cash flow techniques.3.5 Operator RepresentationOur related operator representation service puts hotel operators in touch withdevelopers and owners of suitable properties within the Middle East and Africa.3.6 Hotel BrokingThrough its affiliates, Viability is actively involved in hotel broking, as well as sourcinginvestment for hotel and real estate projects.4 COMPLETED ASSIGNMENTSAbu Dhabi Investment House. Market and financial feasibility study for the LusailEntertainment District (now known as Entertainment City) in Doha, a 100-hectaremixed-use project in a new 35 km2expansion of the Qatari capital. Involved researchinto the hotel, serviced and residential apartment, office, retail, marina, conventioncentre and entertainment markets, with corresponding developmentrecommendations and financial analysis. Viability’s role was as the editor and mainauthor of the report, and project manager for a team of four companies, includingretail and entertainment specialists. The financial analysis involved the creation of 10interrelated models. Study in association with Solving International.Addax Investment Bank, Bahrain. Extensive market research in all six GCC states, aswell as Lebanon and Egypt, and financial analysis in support of a Private PlacementMemorandum for an investment fund for 20 Middle East serviced residences to beoperated by the Ascott Group of Singapore. Involved preparation of 22 property-specific P&L and CF models, which fed into a consolidated model for the proposedholding company.Al Fardan Group. Financial analysis for a serviced apartments building in Sharjah, UAE(now known as the Golden Tulip Sharjah).Al Othman Group. Operator selection and contract negotiation services for a 5-starhotel in Al Khobar, Saudi Arabia (now formally to be known as the Kempinski AlOthman Hotel - Al Khobar).
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile8Al Qudra Sports Management & Dubai Investments. Market, financial and technicalfeasibility study for a luxury sports and country club with hotel and residentialaccommodation, Dubai. Study in association with NorthCourse and First Wave.Arabian Homes. Market and financial feasibility study for a proposed 4-star hotelresidence in Jeddah, Saudi Arabia.Arkonsult. Market, financial and technical feasibility study for a proposed newmountain spa hotel, Museira, Ajman Emirate (Hajjar mountains), UAE. Study inassociation with First Wave.Buzwair Group. Market and financial feasibility study for a proposed 4-star hotel inDoha, Qatar.Capital Partners Holdings. Operator selection and management contract negotiationfor a 5-star hotel in Makkah, Saudi Arabia.Compass Construction, USA. Pre-feasibility study for a full-service hotel in Fujairah,UAE.Crescent Petroleum. Market and financial feasibility study for a proposed newheadquarters and speculative office building in Sharjah, UAE. Study in association withSolving International.Cyril Sweett/Prospar. Market and financial pre-feasibility study for a proposed 4-starhotel and hotel apartments building, Jebel Ali, Dubai.Dubai Properties, part of Dubai Holdings. Market research into the Dubai hotel andserviced apartment markets, with detailed analysis of trends and characteristics inseven existing and future districts of the emirate, supply and demand forecasts andinvestment recommendations.Dubai World Trade Centre. Market study and review of architectural plans for planned‘6-star’ and 4-star hotels and a serviced apartments complex. Study in association withFirst Wave.Dubai World Trade Centre. Review of a suite of hotel management and relatedcontracts.Economic Research Associates, Los Angeles, USA. Desk-based overview of the Dubaihotel sector in connection with a proposed theme park in Dubai.ETA Star. Market and financial feasibility study for a proposed mixed-use islanddevelopment including hotel, residential, commercial and marina components, TheWorld, Dubai. Study in association with Malchas Consultants.First Investment Company, Kuwait. Operator selection and management contractnegotiation for what is now the 5-star Le Meridien Riyadh Hotel.Fitness First. Market study covering economic, political and demographic factors,GCC, Levant and Egypt, in support of the planned expansion of the health club chain.Glee Hospitality. Market and financial feasibility study for a proposed upscaleboutique hotel at Dubai International Financial Centre.
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile9Hawkstone Limited. Market and financial feasibility study in connection with aproposed upscale mixed-use resort on an island near Doha, Qatar, including a hotel,serviced and condo apartments, a spa and a marina/retail complex. Study inassociation with Solving International.Indevco, Beirut. Market study into the luxury outside event catering market, AlKhobar/Dhahran/Dammam conurbation, Saudi Arabia.InterContinental Hotels Group. Overview of Bahrain hotel sector with amenitiesbenchmarking of luxury hotels and primary research to gauge customer perceptionsof InterContinental Regency Hotel against its competitor set, plus propertyarchitectural review in connection with planned refurbishment. Study in associationwith TNS and First Wave.Istithmar World. Operational review and interim management of the easyHotel Dubai.Khatib & Alami. Market study of the hotel sector in the Sharqiyah region of Oman forinclusion in a major master plan for the entire area.Khudair for Trading & Contracting. Market, financial and technical feasibility study fora proposed 4-star hotel and serviced apartments project in Al Khobar, Saudi Arabia.Study in association with First Wave.Kuwait Commercial Real Estate Company. Market and financial best use study for thefuture Radisson SAS hotel and serviced apartment complex on The Palm, Jumeirah.Kuwait Commercial Real Estate Company. Subsequent market study to confirm theunit mix of a proposed upscale Regent (Rezidor SAS) serviced apartment building inDubai.M Group International (Washington, DC). Major market study into the Middle East andNorth Africa entertainment sector, in connection with a planned cultural andentertainment centre at Barwa’s New Cairo City project in Cairo, Egypt.Maalem Holdings, Bahrain. Major market study into the Middle East and North Africafood and beverage sector.Mada’in Properties. Market and financial feasibility study for a proposed residentialand serviced apartments tower at Dubai Marina.Mada’in Properties. Market and financial feasibility study for a proposed freeholdoffice tower at Dubai Silicon Oasis.Majid Al Futtaim Properties. Market and financial feasibility study for a proposed hotelin Fujairah, UAE.Majid Al Futtaim Properties. Market and financial feasibility study for a proposed hotelin Sharjah, UAE.Malchas Consultants. Pre-feasibility study for a proposed 4-star hotel at the JumeirahVillage master-planned community, Dubai.Maxmakers, Geneva. Study of future hotels and serviced apartments in the UAE.
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile10McLean Events. Market study in 10 Middle East countries in connection with a plannedhosted buyers exhibition focussing on spas, health clubs and wellness centres.Mena Holding, Cairo. Market study and revenue projections for a proposed luxuryhotel and premium office tower, 6thOctober City, Cairo.Meraas, Dubai. Comprehensive market study of commercial, residential, hospitality,leisure, industrial and civic real estate sectors for a planned major 20 km2mixed-usedevelopment in a downtown area of Dubai. Study in association with SolvingInternational.Naissk Centre Inc, Dubai. Hotel management contract analysis and negotiation for a 4-star hotel in Dubai (now known as Radisson Blu Hotel Dubai Downtown Business Bay).Omran. Market, financial and technical feasibility study for a proposed luxury tentedresort in Oman. Study in association with First Wave.Planning & Design Consultants Ltd. Market and financial feasibility study for aproposed luxury beach resort in Zanzibar, Tanzania, followed by operator selection forthe same project.Qatar National Import and Export Company. Market and financial feasibility study fora proposed 4-star hotel in Doha, Qatar.Rmal, a subsidiary of Al Fahim Group, Abu Dhabi. Market and financial feasibility studyin connection with a proposed 5-star deluxe beach hotel with related villas and officespace (now known as Fairmont Bab Al Bahr).RSM & Co, Muscat, Oman. Market study in connection with a proposed downtownhotel to be developed by Mustafa Sultan Enterprises in Qurm, Muscat. The client wasinitially considering a 4-star hotel or a serviced apartment building. The study showedthat a 3-star branded hotel was a better option.Mustafa Sultan Enterprises. Operator selection and contract negotiation for the aboveproject.Mustafa Sultan Enterprises. Market study for the above project, in connection withrevision of project specification to provide serviced apartments.Sacoor Brothers/WorldTex. Market and financial pre-feasibility study for a proposedboutique hotel in Goa, India. Study in association with Sq. Ft.Southern Sun. Survey of hotel management fees at 50 hotels in Dubai and Abu Dhabi.Southern Sun. Survey of staffing structures at 50 hotels in Dubai and Abu Dhabi.Southern Sun. Report on the growth of Islamic hotels in the Middle East, in connectionwith a proposed new brand.Southern Sun. Report on treatment of the reserve for replacement and GOP levels byleading hotels in Dubai.
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile11Sports Cities International, Sharjah, UAE. Market and financial feasibility study for amajor mixed-use building within the Tunis Sports City, Tunisia. Involved research intothe hotel, serviced and residential apartment, office, retail, F&B, convention centre andentertainment markets, with corresponding development recommendations andfinancial analysis. Study in association with Edifice and Retail International.Surroh Al Ola for Real Estate Development, Kuwait. Operator selection services fortwo 4-star hotels in Madinah, Saudi Arabia.Tanmiyat, Riyadh, Saudi Arabia. Market and space planning study for a hotel and sixcommercial towers, Living Legends theme park, Dubailand, and Business Bay, Dubai.Study in association with First Wave.The Investment Boutique, Dubai. Market, financial and technical feasibility study withan indicative space plan for a proposed 3- to 4-star hotel in Deira, Dubai. Study inassociation with First Wave.Ultimate Real Estate. Market and financial feasibility study with space planningguidelines for a proposed Deluxe condo apartments project, Emaar Downtown Dubaidistrict. Study in association with First Wave.Ultimate Real Estate. Operator selection for the above project.Wadi bu Nikhailah LLC. Market and financial feasibility study for a proposed 4-stardesert resort hotel in Nizwa, Oman.Wadi bu Nikhailah LLC. Market and financial feasibility study for a proposed 3-starserviced residence in Nizwa, Oman.5 PARTNER PROFILES5.1 Guy Wilkinson, Partner and General ManagerA highly experienced hospitality and real estate consultant, based in Dubai since 1995,Guy has managed or contributed to almost 400 projects throughout the Middle East,as well as in the Subcontinent and a number of African countries.He has extensive experience of managing and writing market and financial feasibilitystudies, ‘highest and best use’ studies and market surveys, as well as undertakingoperator selection and management contract negotiation assignments, operationalreviews and interim management.Guy has a successful track record of strategic thinking for major hotel chains, tourismauthorities and property owners in the Gulf and wider Middle East.Previously an owner and General Manager of PKF The Consulting House at DubaiMedia City, he was earlier Managing Consultant of the Dubai office of TRI HospitalityConsulting.Guy writes about hotels for Hotelier Middle East magazine (Dubai) and HospitalityNews (Beirut), among other publications. He is a regular speaker at professionalconferences on hotels and commercial real estate. He speaks Spanish and French.Key PointAs an expert hospitalityand real estateconsultant based in theMiddle East since 1995,Guy has contributed toalmost 400 projects
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile125.2 Barbara Maria de los Angeles Gomez de Wilkinson, Partnerand COOBarbara Wilkinson has an impressive track record of consulting to the hotel andproperty markets throughout the GCC, as well as in Egypt, Tunisia, Lebanon, Syria andIndia.An expert in administering hotel operator tenders, as well as systems audits for hoteloperational reviews, Barbara has headed up numerous major research assignmentsincluding a widely-read annual pipeline survey of planned chain hotels in the GCC(1999 – 2010) and corresponding presentations for the annual HOTEC Middle Easthosted buyer’s event. Earlier in her career, Barbara contributed to reviews of over 250hotels and restaurants around the Middle East for the Bradmans Business Guide.After graduating with an honours law degree from the National AutonomousUniversity of Mexico (UNAM), Barbara studied at Florida International University,Miami (Masters Degree in International Studies). She has an Oxford Certificate inTravel and Tourism (IOCTT) from Dubai Polytechnic. Formerly Office Manager at PKFThe Consulting House, she speaks Spanish and French.6 OTHER STAFF AND PARTNER FIRMS6.1 Miran Farah, Financial AnalystMiran graduated from Johns Hopkins University in Baltimore, USA, with both Bachelorand Master of Science degrees in civil engineering. She also has an MBA inInternational Hospitality Management from IHMI (ESSEC/Cornell) in Paris.Born of a hotel-owning family, Miran was Chief Technical Officer at a 5-star hotel inJordan, and has also held several posts as an engineer, including work as ProcurementManager for Al Geemi & Partners Contracting in Abu Dhabi, with responsibility formulti-million dollar projects.Miran has worked with the principals of Viability since 2005, providing expert financialanalysis to increase the profitability of our clients’ projects.6.2 Researchers, Freelancers and Partner FirmsViability also has a small permanent research and administrative staff, as well as alarge network of expert freelancers on which it draws for such disciplines as researchin specialist languages, financial and investment analysis, pure management consultingand training.Viability recommends its partner firms:• First Wave for independent hotel technical (design) services.• Globalstate for hotel and real estate investment advisory services.• Sader Hospitality for specialist hotel turnaround services.• Retail International for specialist retail centre development consulting.• Thomas Klein International for specialist food and beverage consulting.• Iconsulthotels for specialized hotel social media advice.
    • VIABILITY VIABILITY MANAGEMENT CONSULTANTSJune 2013 Corporate Profile137 CONTACTFor more information about Viability and its partner firms, contact:• Guy Wilkinson, Partner, mob: (+971 50) 450 6276 or email:• Barbara Wilkinson, Partner, mob: (+971 50) 455 9534, email: barbara@viability.aeSee also:**Our web site is soon to be re-launched following redevelopment.