The Story
In Dubai, a head of advisory planned to approach a family group in January, once its new budget opened. In October, a competitor had coffee with the family's finance director and asked what the coming year held for them. He listened and offered two thoughts, nothing more. When the formal request arrived in January, it reflected priorities he had already helped them think through.

Cultural Principle
In many Gulf family groups, formal processes follow informal understanding. The advisor invited to respond is often the one who was trusted with the thinking first.

Takeaway
Ask about next year while it is still being imagined. By the time the request is written, the most important conversation has usually already happened.

With foresight,
Taqua