The Story
In Sharjah, an expatriate country head took his Emirati colleague to every client meeting and asked her to relay his points in Arabic. She did so precisely. Across the table, the family's managing director noticed that she was never invited to give her own view. On a later visit, he addressed his questions to her directly, and waited for her answer.

Cultural Principle
In the Gulf, counterparts judge a foreign firm by how it treats its Gulf national colleagues. A local professional positioned as an interpreter loses standing, and the firm loses some with her.

Takeaway
Bring your local colleagues as partners in the relationship, not instruments of it. Clients read your respect for them as a preview of your respect for the market.

To your cultural intelligence,
Taqua