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Foreign companies seeking Qatar work need to rethink tender approach

Foreign companies wanting to land lucrative infrastructure projects in Qatar will need to reconsider their approach to the tender process, according to experts assembled for the MEED Qatar Infrastructure Projects conference in London last week.

Participating speakers agreed international contractors need to be more strategic about their business development practices in the Gulf state and act more transparently throughout the bid phase to improve tender conversion rates.

“Tendering for the major contracts will require more transparency on the part of contractors as the Gulf state seeks to appoint partners that can satisfy the technical and financial requirements of each project while showing their genuine commitment to the National Vision 2030,” said The Links Group group managing director Stuart Curtis.

According to Place Dynamix (Middle East) director of development strategy Ian Lyne, previously Project Manager of the multi-disciplinary team responsible for the preparation of the Qatar National Master Plan, procurement in the Gulf State has slowed as it re-evaluates development priorities ahead of the 2022 FIFA World Cup. However, he says Qatari clients are using this period of reflection to ensure they bring in the right expertise to deliver their massive infrastructure projects on time and to specification with minimal risk of additional contractual claims.

Infrastructure Advisors Middle East managing partner Albert Assad Maloof said that local influence was vital. “Often the reason why some companies are unsuccessful in the bid is because they don’t know the environment or they don’t have the right local partner,” he said. “It is so important to get established correctly on the ground,” he said.


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