The document discusses the challenges faced by Alfanar in partner selection within the Saudi Arabian construction and technical services sectors. It outlines the difficulties in achieving growth while meeting the standards set by established partners, as well as exploring new business opportunities from regions like Korea, Europe, and the USA. The document highlights both the potential for growth and the barriers to entry for new partnerships in the KSA.

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