Increasing Trade Volumes Increasing Trade Volumes in the Islamic Worldin the Islamic World

Hints for Country Directors

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Three Essential Concerns for Three Essential Concerns for Establishing a Workforce in Establishing a Workforce in

Muslim NationsMuslim Nations

1. Bilingual Sales Materials and Manuals

2. Expatriates Versus Local Company Representatives

3. Establishing an Office in Country

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Question:Question: Can you Can you afford to miss afford to miss

doubling sales in doubling sales in Muslim countries?Muslim countries?

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Bilingual Sales Materials and Bilingual Sales Materials and ManualsManuals

1. It is important to understand that many foreign nations do communicate in English, but Islamic cultures will generally resent.

2. There is a sentiment that their culture and language is not to be denigrated, and thus local language fluency is vital.

3. The pride of any foreign culture must always be understood and respected.

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Washington Kurdish Institute

ثةيمانطاي كورديثةيمانطاي كوردي لة واشنتن لة واشنتن WKI(WKI())

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Question:Question: Are you Are you looking for quick looking for quick sales growth or sales growth or

steady growth over steady growth over 2-10 years?2-10 years?

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Expatriates versus Local Expatriates versus Local Company RepresentativesCompany Representatives

Prior to the 21st century, companies engaged in Muslim markets had small, dedicated and specially trained workforces.

The personnel were conversant in applicable tongues and had been living and doing business overseas for extended periods of time.

Americans, as a rule, did not possess the specialized skills or language fluency and consequently there was some initial confusion as how best to enter these markets.

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Over the years a very interesting pattern of efficiently completing contracts and dealing in Muslim countries emerged.

The following table illustrates the probability of successfully closing contracts in the Muslim world

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Closing Contracts in the Muslim World

Very High

High

Medium  

Low      

Very Low      

       

Expatriate without local language

skills and temporarily in

country

Expatriate with language skills,

temporarily in country

Local person, familiar with language and customs

Expatriate with comprehensive language skills, cultural

knowledge, living in country and married to a local

Expatriate living in country with advanced language skills and cultural understanding

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Question:Question: Do you want to Do you want to have long term have long term

relationships and relationships and increasing numbers of increasing numbers of contracts and sales in contracts and sales in

Muslim countries?Muslim countries?

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Establishing an Office in Establishing an Office in CountryCountry

Not having a dedicated office in a country definitely conveys the wrong message to prospective clients.

This indicates that you might not be committed to maintaining a permanent presence or you are not confident of establishing a successful relationship.

Prospective clients need to see evidence of confidence and commitment before they invest in products from a foreign company.

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Mr. Gessner holds a Masters Degree in Public Administration (MPA) from the Kennedy School of Government at Harvard University.

Mr. Gessner was the Washington Kurdish Institute (WKI) Field Director/ Program-Manager in Northern Iraq from October 2002 to September 2005. He has worked throughout Iraq for more than twelve of the past twenty years.

He is fluent in German, English and has working knowledge of Arabic, Kurdish and Malay.

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THE ENDTHE END