Entrepreneur Middle East February 2018

Balancing leadership and management Five tips on executing big businessShape Hitting (all)your the right notescorporateculture A. R. RahmanA guide to The Academyestablishing Award-winningcorporate music composergovernanceat your on success,venture humanity, and more Break through The communications trends brands need to watch out for in 2018Psahriafdtigm 9 77231 1 541 008 >Buildrone founder february 2018 | www.entrepreneur.com/me | UAE AED20 Talib M.AlhinaiMeet the 25-year-old inventor and entrepreneur from the UAEwho is reimagining the use of drone tech

Invest in the lifestyle destination of tomorrow!3 from 5 from 15 from Dubai Apartments University Sharjah International Airport available tomin City min International Airport min & Sharjah Corniche all nationalities1 bedroom apartmentsstarting from AED 533,000*Special prices and payment plans!Located just minutes from Dubai, Aljada is Sharjah’slargest and most exciting new residential address.Developed by ARADA, under the chairmanshipof HE Sheikh Sultan bin Ahmed Al Qasimi.Adjacent to landscaped parks & the largestentertainment centre in the Northern Emirates.Direct access to Al Dhaid Road, easy accessto Sheikh Mohammed bin Zayed Road. 800-ARADA (27232) www.aljada.com *T&C apply

contentsfebruary 201822Talib M. Alhinai,founder, Buildrone22 70 28 52INNOVATOR: START IT UP: INNOVATOR: ‘TREPONOMICS:Paradigm shift ecosystem Hitting (all) the right MARKETINGBuildrone founder Unlocking potential notes Break throughTalib M. Alhinai The Academy Award-win- INJAZ Al-Arab President ning A. R. Rahman on suc- Maha Abouelenein, founder ofMeet the 25-year-old inventor cess, humanity, and more. Organizational Consultants, and CEO Akef Aqrabawi is explores the communicationsand entrepreneur from the 66 trends brands need to watch on a mission to enable Arab out for in 2018.UAE who is reimagining the MONEY: youth to drive the region’s ASK THE MONEY GUY 80use of drone tech. Identifying potential economy forward. START IT UP: Kushal Shah, Managing Q&A Partner, Roland Berger, and On a (high) growth trajectory one of the founders of Dubai Angel Investors, explains With a Dubai Expo 2020 con- how the investment club tract in the bag, Dany El Eid, works (and how ‘treps can founder and CEO, Pixelbug, better their chances at an is now getting set to take his investment from it.) company to its next stage of growth. 20 H.E. Huda Al Hashimi, Assistant Director General for Strategy and Innovation at the UAE Prime Minister’s, at the media launch of the UAE Innovation Month February 2018 / ENTREPRENEUR.COM / 3











LIVE IN THE LARGESTTTOOWNHOUSES IN DUBAAII880000999999 999999 II ssoobbhhaa..ccoomm @@ssoobbhhaadduubbaaii





contents february 201880 Dany El Eid, founder and CEO, Pixelbug 48 7836 60 CULTURE: START IT UP: DESIGN Q&A‘TREPONOMICS: ‘TREPONOMICS: Designs on the future Tapping into opportunityPRO SKILLSET Dubai Design District Ureed founder and CEOA new way to work Happiness matters COO Mohammad Saeed Nour Al Hassan aims for Al-Shehhi firmly believes her platform to be theBayt.com’s Suhail Al-Masri Walid Fakih, General that the UAE will realize largest marketplace forsays the work arrangements Manager, McDonald’s UAE, its vision to be one of the Arabic content writers andyou provide to your explains four ways to keep world’s most innovative translators in the world.employees are going to play your team engaged (and thus nations by 2021 bya huge part in their loyalty support your business’ bot- developing a robust 42towards you, in 2018. tom line too). ecosystem for sustained innovation. TECH: SHINY 18 #TamTalksTech Gadgets and doodads that EDITOR’S NOTE you might’ve missed out on, By Aby Sam Thomas sourced by a tech aficionado. 56 HP Elite x2 1012 G2 ‘TREPONOMICS: PRO Executing big business Ahmed Alkhoshaibi, Group CEO, KBW Investments, writes on balancing leadership and management for a stronger organization. 70 Akef Aqrabawi, President and CEO, INJAZ Al-Arab12 / ENTREPRENEUR.COM / February 2018



contents february 2018 56 Ahmed Alkhoshaibi, Group CEO, KBW Investments, writes on balancing leadership and management for a stronger organization.50 40 32 74‘TREPONOMICS: ‘TREPONOMICS: ‘TREPONOMICS: START IT UP:SKILLSET SKILLSET PRO STARTUP FINANCEReaching a deal Social media for social Shape your corporate culture We got funded! goodHoracio Falcão, a Senior Fahim Al Qasimi, Partner Egyptian startups ElvesAffiliate Professor of Claire Diaz-Oritz, formerly at Dubai-based corporate and Moneyfellows on howDecision Sciences at advisory and investment they convinced investors toINSEAD, lists four hurdles the Social Innovation firm AQ&P, offers a guide support them in closing theirto successful internal to establishing corporate early-stage funding rounds.negotiations (and how to Manager at Twitter, on governance at your startup.get past them). 46 how social enterprises 58 CULTURE: can boost their digital ‘TREPONOMICS: LIFE SKILLSET A better investment presence. Ready for the future than bitcoin Gene Jiao, President, Huawei If you thought bitcoin is Consumer Business Group - a hot investment right now, Middle East & Africa, believes business coach Murtaza today’s success means Manji writes on a better nothing if you’re not already investment, offering three building for tomorrow (and reasons backing the the day after). assertion.62Mona Ataya,founder and CEO,Mumzworld 40 Claire Diaz-Ortiz at Turkey Innovation and Entrepreneurship Week 201714 / ENTREPRENEUR.COM / February 2018



MIDDLE EASTEDITOR IN CHIEF Aby Sam Thomas [email protected] SUBSCRIBECEO Wissam Younane [email protected] Rabih Najm [email protected] Contact [email protected] to receiveCREATIVE LEAD Odette Kahwagi Entrepreneur Middle East every issueMANAGING EDITOR Tamara PupicSTARTUPS SECTION EDITOR Pamella de Leon PO Box 502511 Dubai, United Arab EmiratesFEATURES EDITOR Sindhu Hariharan P +971 4 4200 506 | F +971 4 4200 196COLUMNIST Tamara ClarkeEVENTS LIAISON Mark Anthony Monzon For all commercial enquiries related to Entrepreneur Middle East contactCONTRIBUTING WRITERS Horacio Falcão [email protected] Lothar HohmannMaha Abouelenein Gene Jiao All rights reserved 2018.Ahmed Alkhoshaibi Dipika Mallya Opinions expressed are solely those of the contributors.Suhail Al-Masri Murtaza Manji Entrepreneur Middle East and all subsidiary publications in theFahim Al Qasimi Sean McKeon MENA region are officially licensed exclusively to BNC PublishingMohammad Saeed Al-Shehhi Freek VermeulenFida Chaaban in the MENA region by Entrepreneur Media Inc.Walid Fakih No part of this magazine may be reproduced or transmitted in any form or by any means without written permission of the publisher.Images used in Entrepreneur Middle East are credited when necessary. Attributed use ofcopyrighted images with permission. All images not credited otherwise Shutterstock. Printed by United Printing and Publishing www.upp.aeMIDDLE EAST In addition to our print edition, we’re bringing EntMagazineME you all sorts of industry news on our web @EntMagazineMEAccess fresh content daily on our website! mediums. Joining us online means getting Entrepreneur-mewww.entrepreneur.com/me relevant business and startup content in EntrepreneurMiddleEast real-time, so you’re hearing about the latest EntMagazineME developments as soon as we do. We’re looking EntMagazineME forward to interacting with our readers on all of EntMagazineME our social media and web platforms- like any thriving business, we’re looking to give and take. #TrepTalkME is already happening on all of our digi platforms, and all good conversations go both ways. See you on the web!16 / ENTREPRENEUR.COM / February 2018



editor’s noteOne for the teamDeals come and go, but every lost opportunity is a lesson learnedThe other day, I was at a startup’s conversation –which was being your enterprise- and this particularoffice, and overhead the CEO of done in full view and earshot of his entrepreneur, by keeping his peoplethe young organization talking on team- the entrepreneur told his on top of all that he does, and beingthe phone with someone in the counterparty that he was fighting respectful and conscious of theleadership ranks of, well, a larger for his chance at the deal not just work that they do, seems to haveand older company, which was op- as a personal exercise, but for the got this concept right.erating in the same sector that his people that he had onboard hiswas. (Before any of you tell me that enterprise: the deals he secured for And the rest of you should followit’s bad manners to listen in other the company translate into salaries suit.people’s phone calls, let me state and livelihoods for his small groupfor the record that this particular of employees. He then proudly Aby Sam Thomasentrepreneur has a loud, bombastic declared that he took the blockade Editor in Chiefvoice, and I can assure you that imposed on him as a sign of hisevery one of his employees in the enterprise’s strength and standing @thisisabyoffice that day could hear this con- in the marketplace- there had to be [email protected] or rather, at least one something he and his small teamside of it.) As I heard it, the call were doing right for such a well-consisted of essentially the entre- established, deep-heeled companypreneur trying to find out why his to resort to such a mechanism tofledgling enterprise had been es- keep their apparent place at thesentially blocked by the larger cor- helm. Remember, the entire officeporate from competing for a par- was being privy to everything theticular contract or deal from a third entrepreneur said- I could swearparty. It appeared that the older I could see a few of the employeesplayer had pulled some strings so there straighten up their backs,as to ensure that the startup would as if to both take on their boss’seffectively not be allowed to even apparent badge of honor, while alsoenter the field, much less make a getting themselves to work harderplay for it. Now, yes, I know it’s a and put more of themselves in totough market out there, and one make their fledgling enterprise soaroften has to make use of every trick higher.in the book to gain the upper handover their rivals in business, but in I’m pretty certain that the entre-this particular case, I couldn’t help preneur didn’t realize the impactbut feel that the larger enterprise his words were unconsciouslywas not playing fair and was being having on members of his team-unnecessarily petty. which is perhaps what made it seem all the more sincere, and, But what caught my attention in well, nice. He may have lost thethis particular conversation was chance to secure a contract- but hethe way the entrepreneur conveyed did manage to further secure hishis feelings on the situation to team’s loyalty and trust. And asthe individual on the other end we all know, deals may come andof the call. Over the course of the go, but your team is what makes18 / ENTREPRENEUR.COM / February 2018



in the loop H.E. Huda Al Hashimi, Assistant H.E. Al Hashimi explained Director General for Strategy that each Emirate in the UAE would have its own program, and Innovation at the UAE Prime with an Innovation Truck fol- Minister’s, at the media launch of lowing the route, which will be at all of the main gatherings the UAE Innovation Month in each Emirate. What should ‘treps look out for? StudentsFueling progress and tech professionals alikeUAE Innovation Month aims to invigorate the country’s trailblazers can join the UAE Hackathon, a nationwide competition,O rganized by the Mo- across the UAE. As part of “The UAE Innovation held in partnership with the hammed Bin Rashid the Year of Zayed, the initia- Strategy clearly Telecommunications Regula- Centre for Govern- tive was also inspired by the defines seven main tory Authority, which aims ment Innovation leadership of UAE’s founder, sectors for innovation: to use open data to improve (MBRCGI), the UAE H.H. Sheikh Zayed bin Sultan space, transportation, UAE’s economic growth. In Innovation Month seeks to Al Nahyan. water, renewable Abu Dhabi, there would be an foster innovation with more energy, technology, Innovation Lab competition, than 1,000 activities across On the initiative’s launch, health and education- which will be announced by the nation from February 1-28, H.E. Huda Al Hashimi, As- so all of these main H.E. Noura Al Kaabi, Minister 2018. From parks displaying sistant Director General for sectors are to be key of Culture and Knowledge De- creative inventions through- Strategy and Innovation at players in this.” velopment. In Ras Al Khaimah, out various cities, to a Google the UAE Prime Minister’s the Seaside Startup Sum- Innovation Hub launch, and Office asserted that ow- and interact with activities. mit will be held, welcoming more, the month-long initia- ing to the momentum of the As the event is also held to entrepreneurs from across the tive will hold key events and previous years’ innovation- support the National Innova- world, as well across the GCC. competitions to showcase themed week, this year, it was tion Strategy, H.E. Al Hashimi leading ideas and innovators extended to a whole month to noted, “The UAE Innovation At the same time, Fujairah give people more time to visit Strategy clearly defines seven will be holding the Innovation main sectors for innovation: Race, a competition aimed atMedia launch of the UAE space, transportation, water, finding ideas to improve local IMAGE credit Mohammed Bin Rashid Centre for Government InnovationInnovation Month renewable energy, technology, government services, open to health and education- so all of residents of the city, and with these main sectors are to be a winning prize of AED20,000 key players in this.” She added for first place, AED15,000 for that there would be a particu- second place, and AED10,000 lar focus on AI, with efforts for third place. Ajman would to bring in the involvement of be holding a series of work- the youth, as well as how the shops on programming and private sector, be it multina- robotics. In Dubai, the Aero tionals or SMEs, would have Innovation Summit 2018 their own platforms too. will invite professionals and entrepreneurs to focus on the aviation sector, while the Finnovate event will bring together Middle East’s fintech community to highlight chal- lenges and opportunities in the sector. www.uaeinnovates.ae UAE Innovation Month Timeline Abu Dhabi February 1-7 Ras Al Khaimah February 8-14 Fujairah February 8-14 Sharjah February 15-21 Ajman February 15-21 Umm Al Quwain February 15-21 Dubai February 22-2820 / ENTREPRENEUR.COM / February 2018

ACCELERATE SMECONTRIBUTE. ENGAGE. GROW.DISCOVER HOW TO ACCELERATE YOUR BUSINESSPowered by Thomson Reuters, Accelerate SME is the gateway to theSME ecosystem in MENA; providing access to the resources and solutionsneeded to support you at any business stage.We have joined forces with some of the region’s most powerful financialand workflow solution providers to service and support your specific needs.As a member of Accelerate SME you can access a wide range of businessresources including, funding, online community, industry insights, toolsand easy-to-use templates. FIND OUT MORE AT ACCELERATESME.COM

innovatorPsahriaftdigmBuildrone founder Talib M.AlhinaiMeet the 25-year-old inventor and entrepreneur from the UAEwho is reimagining the use of drone tech by Sindhu HariharanIf you had to name two technological advance- armed with a 3D printer, which can spot leaks and fix image credit Talib M. Alhinai ments that have radically opened up opportuni- pipelines from the air in hard to access or hazardous ties for businesses to embrace the Fourth Indus- areas, with its application ranging across sectors like trial Revolution, as well as have the potential to construction, oil and gas, utilities, to name a few. make a difference to the society at large, it’d be But that’s just the beginning: Buildrone aims to push safe to say that drone technology and 3D print- forward the development of aerial robots capable of ing would make the cut. Well, having assumed construction-scale 3D printing of entire structures. that, what would you then say about an inven- That is, imagine a future where a swarm of drones tion that combines the core of both these technolo- build your homes and offices, block by block, from gies? While the cynic in you may cause to roll your the skies. While Buildrone’s function by itself makes eyes at the aforementioned description, you should the enterprise especially relevant for the Arab world, know that such a product actually exists, and that it the region may be further invested in this venture is also currently on the path toward commercializa- by learning that this breakthrough innovation that’s tion as Buildrone, which refers to itself as “an aerial reimagining the use of drone tech is the brainchild of repair service.” Buildrone is essentially a flying robot, Emirati inventor and entrepreneur, Talib M. Alhinai. >>>22 / ENTREPRENEUR.COM / February 2018

February 2018 / ENTREPRENEUR.COM / 23

innovator Talib M. Alhinai and his advisor, Buildrone is essentially a flying word drone had a much more structures, or for corrosion image credit Talib M. Alhinai Dr. Mirko Kovac, Director, robot, armed with a 3D printer, stronger connotation with war treatment on offshore oil rigs, Aerial Robotics Laboratory which can spot leaks and fix than it does today,” Alhinai among others. “The long-term pipelines from the air in hard to remembers. impact Buildrone can have inAs an undergraduate student access or hazardous areas, with the status quo would be to en-of mechatronic engineering (a its application ranging across And with its ambitions to able drones to be flying mini-combination of mechanical en- sectors like construction, oil and be an aerial robot capable factories, where they wouldgineering, electronic engineer- gas, and utilities. of construction-scale 3D fly to a construction site, working, and computer science), printing, Buildrone can well together to create buildingsAlhinai admits to have been “The long-term be perceived as a humani- from scratch,” notes Alhinai,enamored with the notion of impact Buildrone tarian project that’s also an elaborating on how the productbuilding robots that can have a can have in the status advancement from the current could be perfect for inacces-profound impact on improving quo would be to application of drones. “In sible sites and those dangerouspeople’s lives, for a long while enable drones to be order for drones to be used for for human workers to get to,now. Raised in Abu Dhabi, and flying mini-factories, construction tasks, they would and thus alter the state of thegraduated as a student of the where they would be required to actively interact construction industry in thisAmerican International School fly to a construction with the physical environment part of the world.in Abu Dhabi in 2010, Alhinai site, work together and effectively carry out pick-attributes his earliest interest to create buildings and-place tasks when needed, While the potential impactin STEM and futuristic tech from scratch.” dictating that the drones need of Buildrone for the regionto Isaac Asimov’s I, Robot, a to be robust to turbulences is clearly there to see, as anwork of fiction to which many sequently, Alhinai set out to and external disturbances, entrepreneur yourself (or asscientists across the world, do his PhD in robotics at the repetitively and accurately lay a person closely tracking theowe their initial inspiration. Department of Aeronautics, down construction material, space), you’d agree that the lifeDuring his undergrad at the at Imperial College London in and to incorporate levels of cycle from imagining such aUniversity of Manchester in 2013. “I particularly liked the autonomy and intelligence that hardware product to seeing itthe UK, he chose to pursue his vision that Dr. Mirko Kovac would minimize the need for achieve results, is well, quitefinal year research project in [his advisor] had for an Aerial human supervision,” explains hard. Further, working onthe subject of haptic teleopera- Robotics Lab that he had just a clear and precise Alhinai. highly technical products suchtion, a field that recreates the started at Imperial College He’s also clearly excited about as Buildrone (the “hard tech”sense of touch through robotic London, where he was keen the near-term impact of the sector, as it’s often called)manipulators, to aid a human on the idea of building drones patent-pending Buildrone involves greater barriers.operator to carry out a task for humanitarian applications, technology in the infrastruc- From the whiteboard to theremotely- as Alhinai puts it: particularly at a time when the ture industry- as that of a first prototype to the proof of“Think, a doctor in London first-response repair service concept, the process of seeingperforming surgery via a robot in scenarios like leaking gas your imagination come aliveon a patient in New York, or an pipelines, or to repaint large is certainly a tedious one forengineer in Houston remotely entrepreneurs, and Alhinai iscontrolling a robotic arm of no exception. “As a hardwarea rover on the moon.” Sub- startup with a goal of 3D print- ing buildings with drones, one of the principal challenges we had during verbal pitches of our business was that often times individuals that we ap- proached thought that we were 3D printing our own drones rather than 3D printing build- ings with drones, [and] that was, and is, to be frank, always an interesting encounter,” he says. He also warns entre- preneurs to accept that many things can go wrong at any point in the initial prototypes, and how he “had to quickly learn to grow thick skin, and be patient to be able to perse- vere in this game.” Buildrone’s connection with24 / ENTREPRENEUR.COM / February 2018

innovator“We’re currently Maktoum, the Vice President Talib M. Alhinai presenting ‘TREP TALKon the path of and Prime Minister of the at the 2016 Drones for Good Talib M. Alhinai,commercialization United Arab Emirates, and challenge founder, Buildroneto deliver being personally presentedthe product with the award,” Alhinai says. Sheikh Mohammed bin Rashid Q What is your advice forto potential “It was an honor to meet him, Al Maktoum, to accelerate the aspiring entrepreneurs incustomers in the to have had the opportunity to entrepreneurship ecosystem in the MENA region?form of an aerial personally showcase Build- Dubai which I am still a partrepair service.” rone, and share our vision with of,” he adds. Alhinai is also A “My top three tips for him.” The award, he admits, playing a part in nurturing MENA’s entrepreneursthe UAE extends beyond its opened a lot of doors for his UAE’s future change makers as would be first to focus onutilities or the nationality of company- from introduction to an Ambassador for Shorik, an cultivating their grit- start-its creator. In February 2016, new partners to carrying out initiative launched by H.E. Dr. ing a venture is hard, but asAlhinai and his team bagged pilots with, to being recog- Ahmed Belhoul Al Falasi, UAE long there is passion and athe national category award, nized on the global tech stage Minister of State for Higher perseverance at the core ofwinning the AED1 million prize as a formidable creation. And Education, that intends to their work ethic, then thereat the UAE Drones for Good of course, though Buildrone connect high school students is always a way forward.Award challenge in Dubai, a continues to scale while still interested in studying abroadforum popular in drone circles being a bootstrapped enter- with students currently study- Second is to get out ofas the “world cup for drones.” prise, Alhinai says the prize ing at global universities. your comfort zone- if youEmerging as winners out winnings from the 2016 UAE want to build the businessof over 1,000 submissions, Drones for Good Award have And very soon, just like the of your dreams you’ll haveAlhinai’s Imperial College team significantly helped them to Emirati entrepreneur himself, to be willing to give up yourwon the award for reimagining keep going without having to his startup Buildrone too will full-time job and puttingthe inspection and repair tasks rely on external investors. Post be an integral part of the local those hours instead intoassociated with construction the victory in the challenge, entrepreneurial ecosystem. your business.and oil and gas sector, while Alhinai’s connection with the The company, which is cur-simultaneously achieving time local ecosystem also deepened. rently based in the UK, is also The third tip would be toand cost savings with their He worked with the Dubai being relocated to the UAE, seek out other entrepre-drone. “It was a fantastic Future Foundation -a body says Alhinai. “We’re currently neurs who are ‘ahead’ ofexperience from the making set up to play a pivotal role in on the path of commercializa- you (e.g. those who haveof an entry video at the very shaping the future of Dubai- tion to deliver the product already completed theirbeginning, all the way to being to help establish community to potential customers in the Series A) for advice, andannounced as winners and innovation centers to encour- form of an aerial repair service. as well as others who aremeeting His Highness Sheikh age the adoption of robotics This service is proposed to in the same level as you, toMohammed bin Rashid Al solutions and technologies. be a drone that would be keep each other motivated.” “The involvement then transi- deployed to a remote site (e.g. Buildrone tioned into joining a two-year an oil refinery or steel plant) to Spain concerning pipeline project in August 2016 with inspect and identify potential leak repairs and a second with The Executive Office of H.H. weaknesses in structure a renewable energy firm in and preemptively carry out the UAE concerning cleaning repairs on them before a fault solar panels”) are currently >>> even takes place,” he adds. While two pilot projects with established industrial partners (“the first with a large steel manufacturer in February 2018 / ENTREPRENEUR.COM / 25

innovatorTalib M. Alhinai and team winning the UAE Drones for Good challenge the time that by 2030, entrepreneur has an impres- 25% of buildings in sive future ahead of him- andThe entrepreneur’s short-term “for the foreseeable future.” Dubai would be 3D we at Entrepreneur Middlepriorities include publishing This decision is also guided by printed. And to help East are certainly lookingthe recent results of his his optimism about the UAE’s the country achieve forward to it.just-concluded research part efforts to position itself as a this monumentalof his PhD, and to focus global hub for innovation, and goal, Alhinai strongly On balancing researchon continuing to refine the desire to be a contributor to believes in entre- and product developmentBuildrone prototype to carry this ambition of his nation. preneurs maintain- with the businessout aerial repairs. “The results of the UAE’s ing links with the management, as an leadership’s efforts to create academic community, entrepreneur“[We aim] to develop a knowledge economy for the as “that’s where most “Juggling a PhD at theswarms of aerial world after oil can already be of the innovative ideas same time as starting androbots that could be seen with a spike in children are nurtured.” Thus, then managing businessdeployed at hard-to- and youth interest to take part once he’s back in the was an interesting learningreach construction in STEM from an early age, UAE, the entrepre- experience due to the largesites following and with Dubai’s burgeoning neur’s short-term gulf in between the two, butnatural catastrophes reputation as the world’s test priorities include the research skills I gainedand autonomously ground for attracting disrup- publishing the recent results during the PhD were largely‘print’ buildings to tive technology,” he says. He of his just-concluded research transferable which madeserve as temporary believes that the way things part of his PhD, and to focus the shift into the producthousing solutions and are progressing and the en- on continuing to refine the development aspect ofdisaster shelters.” trepreneurial success stories Buildrone prototype to carry Buildrone much easier. In that surround us are clearly out aerial repairs. terms of managing theunderway, the Buildrone testimonies to the role of As for what keeps him stay business, those skills hadteam is also working on their government-sponsored initia- steadfastly motivated and to be acquired on the gomain goal of 3D printing tives, and “the trickle-down devoted to his not-so-easy as and when needed asbuildings with drones. “[We down effect [they have] on the venture, Alhinai says looking we are a team of four andaim] to develop swarms of rest of society.” back at the long way Buildrone all of us are fully focusedaerial robots that could be has come keeps him going. “It’s on research and productdeployed at hard-to-reach At the same time, the timing energizing to be recognized for development, but when theconstruction sites following of Buildrone’s migration to the an idea that was once just a time came to focus on thenatural catastrophes such as UAE could not be more fortui- pet project, and to have seen it business, I was fortunatetsunamis and earthquakes and tous for the country, as well. blossom into a business today. enough that the team ralliedautonomously ‘print’ buildings It’s no secret that the UAE’s It’s motivation for us to work around me and supportedto serve as temporary housing policymakers harbor ambitious even harder, given that we’re me into making thatsolutions and disaster goals for 3D printing technolo- still a long way away from transition while still keepingshelters,” he says. gy, and are keen to supplement achieving our vision.” But if research development this goal with tangible results. the achievements Alhinai and and experimentation as a Alhinai is currently in the While in 2016, the UAE made Buildrone have realized so far primary focus.”process of transitioning from headlines for a 3D printed of- are any indication, then it’sLondon, and he is clear that fice unveiled near the Emirates safe to say that this Emirati Talib M. Alhinai,he’ll be based in Abu Dhabi Towers in Dubai, H.H. Sheikh founder, Buildrone Mohammed also declared at26 / ENTREPRENEUR.COM / February 2018



innovator28 / ENTREPRENEUR.COM / February 2018

Hitting tn(aholetle)rsight A. R. RAHMAN The Academy Award-winning music composer on success,Ihumanity, and more by aby sam thomas ’ve been an unabashed fan of A. R. Rah- ance at The Journey, a concert that was organized man for a long while now, and when I say, by Brothers Incorporated and staged at Bollywood “a long while,” I mean that quite literally- I Parks, Dubai in the same month. I didn’t get to first came across this Indian artist’s crea- spend a lot of time with Rahman, but the few min- tions back in 1992, when he composed the utes that I got to chat with him did offer, I believe, soundtrack for a Tamil movie called Roja. glances into the psyche that powers this genius. That album –which, by the way, is now listed Success, to this artist extraordinaire, is something as one of TIME’s “10 best soundtracks” of that doesn’t come easily- but Rahman feels that all time- signaled the start of Rahman’s journey the road to it starts with one having a steadfast in the music industry, which, after more than 25 belief in oneself. “You have to [hold] a mirror to years, now sees him as an international artist yourself,” Rahman says. “Look at yourself, and par excellence with a plethora of awards -the where you stand with all these people around- are list includes two Academy Awards, two Grammy you standing out? What will make you stick out is Awards, a Golden Globe, and a BAFTA Award- in your personality- and hard work. Instant success addition to a fan following spread across the never comes. You don’t get success in one day, globe. No surprises then as to why I felt tongue- two days- it might take two years, three years, 20IMAGES COURTESY A.R. RAHMAN tied, and quite frankly, star-struck, when I got years... But come out with a strong personality, to meet with the man dubbed as the “Mozart of and something to contribute to humanity- and Madras” in January, prior to his headline appear- you’ll be recognized.” >>> February 2018 / ENTREPRENEUR.COM / 29

innovator IMAGES COURTESY A.R. RAHMAN “When you have put in so much of your energy into something, then that energy has value. You have to have faith, and you have to keep at it, consistently... You may lose hope [at times]- but you’ll find a way.” A. R. Rahman30 / ENTREPRENEUR.COM / February 2018

innovatorA. R. Rahman reason behind all of this stuff,” “Money is not a purpose. Fame Rahman reflects. “When you is not a purpose. But humanitySuch a sentiment would “What will make you see all this turmoil in the is a purpose.” While Rahman’s stick out is your world, you feel like you can be ideas should be inspiring forexplain what has fueled Rah- personality- and a voice, like a neutral voice, all you creatives out there, I’d hard work. Instant through art.” suggest the not-so-arty amongman’s meteoric rise as an success never comes. you (wannabe entrepreneurs You don’t get success And this statement serves as with dollars in your eyes, I’martist, along with his passion- in one day [...] But an indication of how Rahman looking at you) to also take his come out with a approaches being a humani- words to heart. As for thoseate support for a number of strong personality, tarian as well: he has lent his of you dreaming of replicating and something name to and partnered with a the success that Rahman hassocial causes. He started out to contribute to number of social initiatives, achieved, Rahman says that humanity- and you’ll one of which is The Sunshine your road to it begins withas a composer for movies made be recognized.” Orchestra, a program that you knowing yourself, and un- takes in talented children from derstanding what makes you,in the Southern part of India has transcended boundaries, underprivileged backgrounds well, unique. Of course, this is and links people together in in India, and then trains them easier said than done, and yes,(hits include Bombay, Minsara ways that are, quite simply, in the art of music. This is you will need a while to come unfathomable- for a frame of just one example though, and to this realization. “To get thatKanavu, and Kandukon- reference, know that Rahman regardless of whether it is a special instinct that you’ve got is the common denominator philanthropic activity or not, something which nobody elsedain Kandukondain), which in the rendition of an 18th Rahman claims to be driven has, it takes time,” Rahman century Carnatic classic “Alai by a desire to effect change (of says. “It’s a big shift. You needeventually led him to enter the Payuthey” (Alai Payuthey) the good kind) in the world to first convince yourself- you at, say, a pious wedding in around him. “What you do need to deliver something, andcountry’s larger Hindi film in- Chennai, India, and that sound is what you get,” he declares. show yourself [that you can do of Nicole Scherzinger blaring “Even if it’s in your mind, if it]. When you get that internaldustry, Bollywood, as well, and out “Jai Ho” (Slumdog Mil- you intend to do something coin drop, then it’s easy. You lionaire) at a weekend party good, then there’s a reward then have to show what youa string of hits later (landmark in New York City. For what for that. And we should never have to likeminded people, it’s worth, his standing in the underestimate that. Just smile and then slowly, everythingalbums include Rangeela, global landscape is something at somebody- there will be a will come together.” This may that Rahman is very aware of reward for it… So, nothing sound simplistic, sure, but I,Taal, Dil Se, and Lagaan), he (and grateful for), and he does goes to waste. For one kind for one, find it hard not to be acknowledge the responsibility deed, there will be a reward taken in by Rahman’s child-soon had a fan following in it brings. “It seems like there’s for that. For one kind thought like, but intense, belief in this about the whole of humanity, premise. “When you have putall corners of the country. His there’ll be a reward for that.” in so much of your energy into This is an ethos that has obvi- something, then that energysuccess (and impact) in India ously served Rahman well, and has value,” he says. “You have the rest of us would be wise to to have faith, and you have togot his work to be noticed follow in his footsteps- regard- keep at it, consistently… You less of what we set out to do may lose hope [at times]- butoverseas as well- the legend- with our lives. “There should you’ll find a way.” be a purpose,” he declares.ary English composer Andrew A. R. RahmanLloyd Webber (of Cats andThe Phantom of the Operafame) commissioned him for atheatrical production, BombayDreams, in 2002, and soon,Rahman found himself work-ing on a number of projects inthe West as well. His musicfor the Danny Boyle-directedmovie Slumdog Millionaire in2008 saw him win a slew ofinternational awards, whichfirmly established him as apmrBueussiliedcrnoancleei.cRonahwmitahn’as global music February 2018 / ENTREPRENEUR.COM / 31

‘TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROcySoohuraprpoerateculture [The how-to] A guide to establishing corporate governance at your venture by Fahim Al Qasimi W e often use terms that draw parallels to sports when discussing startups- expressions like MVP and key man risk are commonplace in startup spaces, for instance. With this being the case, here’s a new sporting term we at AQ&P advocate should feature more often in entrepreneurial discourse: the corporate governance playbook.32 / ENTREPRENEUR.COM / February 2018

‘TREPONOMICSETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROTHE WHY 2/ It saves you time Anyone The structure of your board ofThree reasons why that has been involved in a directors should be a core part ofyour startup needs a startup knows that decisions your business planning process.corporate governance need to be made quickly. From the outset, you should thinkplaybook Your ability to maneuver about the ideal size, diversity, and and take swift decisions can independency of your board.Corporate governance is make or break your strategy.often misunderstood. It is One of the hardest things to to overcome challenges. Cor- board level. If you structurenot, as most entrepreneurs hear from a board member porate governance playbooks your board with value inbelieve, a practice reserved or shareholder is: “Why was are not static documents, mind, you should have ac-for large multinationals I not told about it?” Or: and they will continue to cess to a diversified group ofand publicly listed firms. “Let’s discuss this at the evolve as your startup grows. experts that guide throughIt is not a science, nor is it next board meeting.” Clearly Liken yourself to a coach of your journey of building thesomething that is complex to laying out the authority a sports team, and the effort business.implement. matrix of your business, that he puts into making his and the timing and subjects playbook. I personally often When do I need a board? When working with en- of your board meetings in use sailing to draw parallels The structure of your boardtrepreneurs, we describe advance can shape a corpo- to corporate governance: if of directors should be atheir corporate governance rate culture that not only your sailboat is your startup, core part of your businessplaybook as a document empowers CEOs, but deline- then your corporate govern- planning process. From thethat identifies the roles, ates accountability when ance playbook clearly lays outset, you should thinkauthority, and timing in key the tough decisions need out the relationship between about the ideal size, diversi-business decisions between to be made. Sketching your your stakeholders before ty, and independency of yourshareholders, directors and playbook and agreeing on it race day. When you go out board. The way in whichthe CEO. It is an important in advance can save you time onto the racecourse for your you structure your boardaspect of your enterprise, in the long run. fiscal year, you can concen- can echo some of the valuesand here’s why you should trate on what CEOs need to and business aims of yourfocus on corporate govern- 3/ It promotes investor focus on, which is, steering venture. An odd number ofance at the outset of any confidence As an inves- the ship. directors is commonplace,venture: tor, a corporate govern- and we recommend five as a ance playbook is one of the THE WHAT minimum; so plan on filling1/ It manages complex first things I ask to see at a The basics on picking the seats as you get closer todecision making startup requesting fund- your dream team of launching the business. ing. Seeing a well laid out directors for your boardStartups are just as complex approach to accountability, You have a startup, you are Who should sit on the board?as large multinational responsibility, and timing of about to raise funding, and This is the hardest part offirms, albeit in a different decisions between share- now you have been told that the exercise. In AQ&P, wefashion. Founders are often holders, boards of directors you need a board of direc- use a framework to assessthe CEOs of their venture, and the CEO gives an inves- tors to ensure that you have the effectiveness of a board-they also hold shares, and tor clarity and confidence sound corporate govern- with three of the five tenetssit on the board of directors. on the structure of your ance. As an advocate of good focused on structure. TheyMany angel investors will venture. Understanding how corporate governance and are proportionality, inde-also require a board seat to the board is composed, the having structured boards pendency and diversity.oversee their investment. If process of appointment, and for many entrepreneurs inyou have raised funding from how votes are dealt with Dubai, here is a step-by-step Proportionality encouragesventure capital firms, then answers a lot of unknowns guide to building a board for a high percentage of non-ex-you will need to manage their before shareholder agree- your startup. ecutive directors [those thatinterests in the shareholding ments are negotiated. A clear do not have a day-to-daystructure, the composition way to differentiate your- Do I need a board of direc- role operating the business]of your board, and the role selves from other startups tors? You need a board of and the separation of rolesof the CEO. As your startup and impress investors is to directors. Your board is between the board of direc-grows, the interplay between be proactive and share your appointed to represent the tors and the CEO. This is thethese three levels requires playbook with them. interests of the sharehold- most basic form of checksactive management. The ers and if you are raising and balances in building anresponsibilities, authority Getting started with your funding, a prudent investor effective board.levels, and timing of playbook is not a difficult will demand a seat at thedecision-making need task. Think about the major Independency is key todetailing. Your playbook decisions that your startup good corporate governance, >>>should outline when may face in the long run, andmeetings occur, what highlight the way in whichdecisions require board the three levels will engageapproval, and the structureof your board of directors. February 2018 / ENTREPRENEUR.COM / 33

‘TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROso if you fill your five seats to your startup. Your all-star paying an independent should focus on approvalswith investors and found- picks could be the entrepre- director can be and critical discussions.ers, you lack an objective neurs down the street. more cost-effective It is common to meet withviewpoint that independent than hiring a team directors individuallydirectors bring to the table. THE HOW of consultants before board meetings toWe encourage startups to Three tips to make to support your run them through the keyhave 80% of the board as the most out of your strategic goals. points. A well-structuredindependent directors. In company’s board of agenda, briefing directorsaddition, your corporate directors is required. Do not hesitate and focusing on the keygovernance playbook should There are two distinct to have meetings with direc- issues will keep directorshave a disclosure process for emotions associated with tors individually leading engaged. Another importantconflicts of interest. board meetings- it’s either up to board meetings to aspect to incorporate into excitement or dread. As an get guidance and feedback. your corporate governance Diversity is something entrepreneur, your board Some entrepreneurs have to playbook is committees. Ifwe advocate for with pas- of directors should be your manage the “eager director” certain subjects are recur-sion. Gender balance and a biggest asset, and prepar- that wants to meet more ring themes in your boarddiverse group of skillsets can ing for a board meeting regularly (such as weekly meetings [remuneration ormake or break the corporate should be an exciting time calls, monthly catch-ups). audit for example], it may begovernance effectiveness of for your business. Using While this can be challeng- useful to establish a com-a business. The world’s big- sound corporate governance ing to manage, your corpo- mittee that meets more of-gest businesses ensure that practices can create value rate governance playbook ten and reports to the board.diversity is a key value in in your relationship with should highlight the role, This structure can helptheir corporate governance directors. Here are a few tips authority and timing of key manage conflicts of interestplaybook. to manage this important decisions in the business. A [a managing director and re- relationship. well laid out playbook can muneration for example], asHow do I remunerate the help you respond to an eager well as give you the abilityboard? Remunerating the 1/ Meet with your board director by saying, “Let’s to bring in external supportboard is important, espe- regularly Your corporate save our discussions for the with specific committeecially with independent governance playbook (or board meeting.” requirements.directors. Not only does it guidelines) should dictateincentivize them to deliver, the number of board meet- 3/ Board meetings should Corporate governance andbut paying an independent ings you have per year. I be quick I cannot reiterate board meetings should notdirector can be more cost- recommend quarterly meet- enough how important it be a chore, nor a box tickingeffective than hiring a team ings as a minimum, but it is is to keep board meetings exercise. If you have selectedof consultants to support common to meet up to six short. By sharing the infor- your directors with valueyour strategic goals. How times a year for startups. mation and presentations in mind, then your rolemuch you ask? Think of the Scheduled far in advance, in advance, directors can should focus on making thesize of your business, the this ensures that you assess review it, and their feedback most of the time you spendtime invested and bench- performance regularly, and can be incorporated before with them. When time is anmark your peers- it is that that your directors commit you meet with the entire increasingly expensive com-simple. their time to supporting the board. Your board meetings modity, you want to wel- business. come time with your board At AQ&P, we coach busi- with excitement, not dread.nesses on building an effec- 2/ Meet with directorstive board and encourage separately If you have struc-a comprehensive feedback tured your board with valueprocess to ensure that your in mind, then you shoulddirectors are delivering have access to a diversi-what you need. If you have fied group of experts to calldecided to improve your on. Each director should becorporate governance prac- appointed on the value thattices and don’t know where they bring to the business.to start, seek advice or ask CEOs should make a habit ofother founders if they would reaching out to them sepa-be interested in a board rately when their expertiseseat; you would be surprisedat the value that can bring Fahim Al Qasimi is a Partner at AQ&P, a Dubai-based corporate advisory and investment firm. AQ&P plays an active role in advising large corporates and SMEs on corporate governance, market entry, mergers and acquisitions in the UAE. As an advocate for strong corporate governance in SMEs, Fahim has spoken on the importance of addressing corporate governance at the outset of any venture. He believes that strategic advisory is not reserved for large conglomerates, and has worked with startups and SMEs as a strategy consultant. www.aqandp.com34 / ENTREPRENEUR.COM / February 2018



‘TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROa new way millions of professionals across a vast andto work culturally diverse region. Additionally,In 2018, the work arrangements you provide to while communication is a highly valuedyour employees are going to play a huge part aspect of every workplace, it might bein their loyalty towards you by Suhail Al-Masri difficult for employees to reach out and demand provisions that are still somewhatI t is a staple of this time of the year to talk about new unconventional from their employers, such trends, future resolutions, and big changes. However, as remote work options. preferred work arrangements require near constant observation and care. Unhappy and unmotivated For such reasons, many companies struggle employees are less likely to be loyal to their workplace to pinpoint the most effective workplace and seek alternative employment. Seeing as loyalty arrangements for their employees and could and retention comes at a price, this is one of the most risk being left behind as the rest of the mar-elementary reasons for continually assuring that you, as an ket gets swept up in a storm of trends. So,employer, are doing your best to provide for your employees. what should companies be wary of as they investigate their success at keeping existingIn the past decade, increased technological Remote work is employees satisfied and potential employeespenetration and the advent of social media definitely a prevalent interested?has hugely altered various aspects of our trend and one of thedaily lives. This has caused the lifestyles key characteristics of The big prizeand priorities of professionals to evolve the rapidly morphing When discussing the key drivers of attractingboth globally and in the Middle East and 21st century work top talent, maintaining employee engagementNorth Africa (MENA) region, and, in turn, environment. and morale, and increasing employee loyalty,has morphed the professional landscape there are many factors that come into play.as well. In current times, instant connec- the days of rigid These factors are vital because they assisttivity, gratification and action is not only nine-to-five in developing the best practices and strate-possible, but expected. office work gies to secure top talent, drive employee are becoming engagement and ensure that every employee Seeing as companies are always on increasingly is motivated enough to contribute positivelythe lookout for the best new practices antiquated to the company. This is especially crucialfor attracting and retaining top talent, and flexibility for startups that are yet to formulate theirit is only natural that, when new of hours and employer brand and fully define what theirregional preferences become apparent, work options is workplace and culture are all about.reassessment and adaptation are becoming more In order to identify the priorities of profes-taking place. However, it is difficult prevalent. sionals in the Middle East, a recent pollto pin down the collective thoughts of conducted by Bayt.com entitled Preferred Work Arrangements in the MENA, December 2017, revealed that the foremost priority in selecting job opportunities is salary and compensation, as cited by 41% of respond- ents. This is unsurprising as salary is a factor universally acknowledged to attract talent and drive motivation. In fact, the poll further revealed that nearly 9 in 10 respondents claimed that they would be willing to work beyond their prescribed work hours and responsibilities in return for appropriate compensation. Additionally, when asked if they were willing to travel for work, 82.8% of respondents stated they would do so as long as they were compensated for it. As such, it is evident that compensation continues to be a remarkable motivator when it comes to employee motivation and engage- ment. It is also worth noting that 74.6% of professionals would consider relocating for employment, compared to less than a fifth (17.4%) who claim that their willingness to relocate is dependent on the country, while only 6.2% of professionals are entirely un- willing to relocate for work.36 / ENTREPRENEUR.COM / February 2018

‘TREPONOMICSETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROJob security over company size professionals in the MENA In addition, career growth has been region seem to desire the proven to be of incredible necessity toBesides monetary incentives, there stability of a full-time MENA professionals in general. In theare other factors that were arguably job with a fixed-duration Bayt.com poll, On-the-Job Trainingtaken for granted in the past and contract balanced with in the Middle East and North Africa,have recently emerged with greater the independence and October 2017, the findings revealedsignificance in the workplace. At freedom of flexible hours, that a majority (85%) of professionalsa cursory glance, details such as room for growth and would leave their current jobs for bet-a preference for larger or smaller remote work options. ter training and career developmentcompanies, full-time or part-time opportunities elsewhere. This senti-work and professional benefits or block by emphasizing their ability to ment is echoed once more in thecaveats may appear to boil down to provide the highly sought-after job Bayt.com Preferred Work Arrange-individual preference and, as such, security and by incentivizing hir- ments in the MENA Poll, whereinmay sometimes exist outside the ing with non-monetary benefits and career growth and training emergedcontrol of companies seeking to compensation. as the second-most valued attributeattract top talent. when looking at job opportunities at A major incentive when choosing 23%, right after salary. With this sta- Nonetheless, one of the key findings job opportunities is the provision tistic in mind, the provision of careerof the Bayt.com poll, Preferred Work of stability and job security. When growth opportunities by employers,Arrangements in the MENA, was that looking at preferences in the nature irrespective of the company’s size, isa staggering majority of 74.2% of job of work, the results revealed 9 in 10 an imperative incentive of attractingseekers would prefer working for a respondents mostly want to have full- and retaining top talent.“large or multinational” company time work instead of part-time (1.9%)rather than a “small or medium- or freelance (1.9%) work. A trend Autonomy demandedsized” company or a startup (11.2%). of preferring low-risk arrangements While it is clear that the majority ofWhile this assertion may seem like with higher chances of job stability professionals in the MENA regionbad news for smaller companies and is apparent from the aforementioned prefer full-time work, they are stillstartups, it must be remembered that data. This is further evidenced by the seeking a degree of flexibility whenpreferences for work arrangements reasons given for preferring full-time it comes to their preferred work ar-reflect the ever-evolving priorities of work with nearly half (48.3%) of re- rangements. The results revealed thatemployable adults in any given region. spondents citing “job security” as the more than 8 in 10 MENA professionalsGenerally speaking, large or multina- primary advantage of full-time work. would prefer to work for a companytional companies are seen as being This was followed by “better career that provides “flexible hours.” Furthermore established, stable and secure, growth prospects” cited by 26.6% cementing the observed trend ofand as being equipped with the right of respondents, “stable source of desiring flexibility in work, 79% ofrevenue to ensure the fulfilment of income” (15.7%) and, finally, “greater respondents stated that they wouldtheir employees’ desires for work ar- ease in communicating and complet- prefer working for a company withrangements. ing work” (9.4%). ‘remote work’ options. However, size is only a surface issue Remote work is definitely a prevalentand employers of smaller or medium- trend and one of the key characteristics >>>sized companies as well as startupbusinesses can circumvent this road February 2018 / ENTREPRENEUR.COM / 37

‘TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROof the rapidly morphing 21st century work When asked of between the flexible and fixed in their ownenvironment. It has been observed over the advantages of companies in order to drive employee moralethe past few years that the days of rigid, freelance work, two- and increase happiness and productivity innine-to-five, cubicle-constricted office thirds of respondents the workplace.work are becoming increasingly anti- cited “flexible hours”quated and that flexibility of hours and as the main benefit, Bear in mind that the conversation aboutwork options is becoming more prevalent. followed by “more how the workplace will need to evolve toThis is also indicative of another current independence and make way for present and future needs istrend, which is that in place of creating a control over work” already happening all across the workingwork-life balance, a concept which hinges (16.5%), the ability to world, and if it hasn’t happened in youron a healthy separation of the professional “explore more career organization yet, then it probably will veryand personal aspects of an individual’s options,” (14.2%) and soon. It is very likely that companies that dolife, more and more individuals are seek- “more control over not get on the bandwagon of offering flexibleing work-life integration. That is, a new income” (2.5%). hours and remote work options will get leftconcept describing the intertwinement of behind and lose out on great candidateswork and life, something that is projected This shift from seeing as the majority of professionals holdto be the future of the working world. working at flexibility in high regard. home being seen This shift from working at home being as unusual to On a final note, data on the preferencesseen as unusual to being something desir- being something and priorities of employable adults can andable tells of the modern day MENA profes- desirable tells should be armed by organizations seekingsional’s desire for flexibility, independence of the modern- to increase their attractiveness to potentialand autonomy. When asked of the ad- day MENA employees and drive employee loyalty. Manyvantages of freelance work, two-thirds of professional’s companies have already taken steps to breakrespondents cited “flexible hours” as the desire for from the rigid constraints of the traditionalmain benefit, followed by “more independ- flexibility, workplace, opting for web conferences thatence and control over work” (16.5%), the independence and do not require physical presence to partici-ability to “explore more career options,” autonomy. pate, remote work options such as working(14.2%) and “more control over income” from home some days of the week, or flexible(2.5%). hours instead of the draining nine-to-five routine. There is no reason to stop there,A new balance: fixed and flexible either. Technology and connectivity hasThe perceived perks of freelance work made it so that there are dozens of new waysand the observed trend of desiring flex- to perform old, routine tasks much moreibility are contrasted by the vast major- effectively. By getting creative with the factsity (84.4%) of professionals preferring and finding a middle ground that suits every-to have an employment contract with a one, the workplace can become tenfold morespecified duration when seeking new em- productive and efficient.ployment. Additionally, when asked whattype of working environment they desire,nearly two-thirds (64.9%) of respondentsreported that they prefer working indoorsat a desk, while only 14.5% claimed toprefer working outdoors at different sites.The remaining fifth (20.6%) cited nopreference on where they work. What we can posit from this data is thatwhile flexibility is becoming increasinglysignificant at a rapid rate, professionalsin the MENA region seem to desire thestability of a full-time job with a fixed-duration contract balanced with the inde-pendence and freedom of flexible hours,room for growth and remote work options.It would appear, then, that a worthwhilepractice for employers in the regionto consider is introducing the balance Suhail Al-Masri is the VP of Employer Solutions at Bayt.com, the #1 job site in the Middle East with more than 40,000 employers and over 30,600,000 registered job seekers from across the Middle East, North Africa and the globe, representing all industries, nationalities and career levels. Masri has more than 20 years of experience in sales leadership, consultative sales, account management, marketing management, and operations management. His mission at Bayt.com goes in line with the company’s mission to empower people with the tools and knowledge to build their lifestyles of choice.38 / ENTREPRENEUR.COM / February 2018



‘TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROClaire Diaz-Ortiz at Turkey Innovation with emerging markets nowand Entrepreneurship Week 2017 taking the lead in using platforms like Twitter in in-Social media for social good ventive ways. As an example, Diaz-Ortiz points toward aClaire Diaz-Ortiz, formerly the Social Innovation Manager at Twitter, health program in Rwandaon how social enterprises can boost their digital presence that helps provide basic health resources to people inb y Pa m e l l a d e Leo n rural areas by responding to issues, questions and medi-Change the resulted in the creation of a she led initiatives like Twit- cations requests through IMAGE credit Turkey Innovation and Entrepreneurship Week world with one non-profit organization. At ter for Nonprofits, and Twit- Twitter. “In Silicon Valley, tweet- that was the time, in her bid to help ter Ads for Good. She has you don’t have the same the subject of raise funds for the orphan- since authored eight books type of need, so I think that’s Claire Diaz- age, Diaz-Ortiz started a blog (including Twitter for Good really the biggest change,” Ortiz’s speech on Blogger.com, a blog-pub- and One Minute Mentoring), Diaz-Ortiz says. But socialat the Turkey Innovation lishing service that was co- and following her departure entrepreneurs in emergingand Entrepreneurship Week founded by Evan Williams, from Twitter, Diaz-Ortiz markets have challenges2017, which was held in who was then also launching has become an advisor for unique to them as well.December 2017 at Istanbul. a new social media platform several social enterprises “Let’s say you were in Ka-During her talk, Diaz-Ortiz, called Twitter. “They found around the world. gali, Rwanda, [so] you havewho was formerly the Social [the] blog, started promot- to do really well in KagaliInnovation Manager at Twit- ing it, and said, ‘Hey, we’re According to Diaz-Ortiz, before you can do anythingter and currently advises starting this new tool called social innovation is today else,” she explains. “And thesocial enterprises on their Twitter, why don’t you try prevalent across the globe- challenge is that the culturalsocial innovation strategies, it?’” Diaz-Ortiz remembers. when she wrote Twitter differences across bordersnoted how her passion for “I tried it- it worked. I was for Good, most of the case are really extreme. I thinkcreating social impact was connected with early jour- stories mentioned were emerging markets do havewhat has been driving her nalists, with early donors, US-based, as international a big challenge, because it’scareer ahead- even her role with people interested in stories were difficult to find about capturing your mar-at Twitter was a result of orphanage children in East at the time. That’s wholly ket, and then expanding.”this. In 2005, Diaz-Ortiz Africa. Twitter was my por- different to the current statewas in Kenya, where she tal to the world.” One thing of affairs, with Diaz-Ortiz With that being the case,was looking to initiate an led to another, and Diaz- noting that today, there the importance of social en-after-school program for an Ortiz soon found herself are fewer opportunities for trepreneurs having a digitalorphanage, which eventually working at Twitter, where innovation in this space presence cannot be under- in “developed markets,” stated, Diaz-Ortiz says. “The biggest [advice I can give] for a social entrepreneur trying to make an impact is to realize that you are your brand, you are the brand, and your brand is digital.” For early-stage ventures, they may not have many marketing channels at their disposal, but what they do have, Diaz-Ortiz asserts, is the opportunity to create a blog, get on LinkedIn, create a Twitter post, and publish on Facebook: “They have these abilities to create [a] platform, and influence [their intended audi- ence], and they should go do it, and go after it.” It’s a considerable advantage for social entrepreneurs, but Diaz-Ortiz notes that it is one they often miss leverag-40 / ENTREPRENEUR.COM / February 2018

“The biggest [advice asked her thoughts on how Trust issues I can give] for a some individuals and brands social entrepreneur portray influence by buying When it comes to branding, who do we trust? trying to make an followers to display engage- A MEPRA survey throws some light on the topic impact is to realize ment. Her response: “That’s that you are your just not the right strat- Does influencer in media, the survey found brand, you are the egy- the strategy really isn’t marketing actually that trust in print publications brand, and your about followers.” Diaz-Ortiz work? If you find yourself (newspapers and magazines) brand is digital.” encourages social ‘treps to asking this question often, ranked highest at 48%, fol- focus on engagement than this recent survey of 1,000 lowed by radio and television ing upon. “I talk to brands follower numbers, keeping in UAE residents commissioned (44% rating). Blogs emerged and social enterprises often mind how every platform has by Middle East Public Rela- as the least trusted source of who have very little online different algorithm settings. tions Association (MEPRA) information in the survey at presence, and I just think it’s “What happens on social and conducted by YouGov, 39%. As for trust in advertis- such a waste of opportunity media is, we follow the peo- may offer a perspective. ing, the most trusted formats [to be] a market leader in ple we believe in, typically,” Personalized word-of-mouth were found to be television a small niche [as] a social she says. “Everyone’s living still remains one of the most and billboards (both at 45%), enterprise. Essentially, the in separate bubbles, thinking valuable marketing tool followed by radio (41%), and first thing you should try to that what they think is what even in today’s digital age, online (social media) coming capture is the online mar- everyone else thinks.” with 84% of those polled in lowest at 37%. As perhaps ket.” While creating content saying they trusted “face- one of its key finding, the and being on platforms such So, with such filter bubbles to-face recommendations of study finds that over half of as Twitter and Facebook is in the picture, alongside products and services from respondents (57%) said they vital, Diaz-Ortiz states that fake news, bots and pseudo friends and family.” Where trust advertising less today creating long forms of con- influencers, how can social does that leave social media than they did five years ago, tent -whether on Medium or entrepreneurs go about influencers? Well, only 39% leading the survey to deduce LinkedIn or your own site- measuring the impact social of respondents said they that purchase decisions and also video (“Snapchat is media has on their enter- trust online recommenda- continue to be guided by a huge opportunity”) should prises? Diaz-Ortiz maintains tions from social media personal relationships and be leveraged to build one’s that now more than ever, a influencers or people with recommendations even in the influence. “Wherever you social media strategy’s KPI large followings. Further, digital media age. think you can create con- has to be based on real life. looking at the aspect of trust www.mepra.org tent, you should be making “If you’re looking at a socialIMAGE credit MEPRA, YOUGOV content.” enterprise trying to sell sani- tation resources in Nairobi, With various enterprises the KPI shouldn’t be about trying to make a distinct their number of Facebook mark online, Diaz-Ortiz followers, or the engagement observes that a common on a particular post,” she ex- mistake social entrepre- plains. “It needs to be about neurs make is aligning the number of sanitation with influencers for their trucks that are dispatching brand- which Diaz-Ortiz each day.” But, at the end of says is helpful over time the day, Diaz-Ortiz remains when you’re trying to build optimistic (and adamant) a relationship; however, it’s about social media’s altru- more indispensable to build istic capabilities. “I know one’s own community who the story of technology, “already care about what you and the story of technol- do, or active customers who ogy is you build something, already are about what you some people use it for good, do, and [as you] do both of some people use it for bad,” those strategies at the same Diaz-Ortiz says. “And some time, the more likely you will people [will] keep using it be [able] to build a presence for good. So, I do think social and have an impact.” On media is a tool for good. I the subject of influencers, I think we’re going through [a] rough time, but we will come out the other end, and the truth, the good, will rise to the top.” February 2018 / ENTREPRENEUR.COM / 41

tech SHINY | WEBSITE TO WATCH | GEEK | MOBILE TECH | ONLINE ‘TREP | THE FIXGadgets and doodads that you might’ve missed out on, sourced by a tech aficionado. Yes, it’s okay to want them all… and no, it’s not our fault.Built for business the storage of the first and works with an HP Active elegant metal frame supportsHP Elite x2 1012 G2 generation Elite x2. It offers Pen, which allows you to a 12.3-inch display with advanced security features, write on the device naturally bonded Corning Gorilla GlassHP’s new premium up to 10 hours of battery life or launch an app. The Elite 4. Between the Collaborationcommercial device, the Elite and fast charging, giving you x2 1012 G2 is just as beautiful Keyboard with built-in audiox2 1012 G2, combines power up to 50% battery life in just as it is functional. At about and high-resolution cameras,and portability into a sleek 30 minutes. The device is 8mm, the device is as slim there’s so much to love about2-in-1 design. It’s powered both touch and tap enabled as a #2 pencil. Its sturdy and the Elite x2 1012 G2.by 7th generation Core-Iprocessors and has up to 16GB of RAM, which quadruplesHP Elite x2 1012 G2 HP Elite x2 1012 G2 IMAGES COURTESY: hp, lg, whirlpool Fitbit Ionic includes a new swim exercise mode as the device is water resistant up to 50 meters42 / ENTREPRENEUR.COM / February 2018

techSHINY | WEBSITE TO WATCH | GEEK | MOBILE TECH | ONLINE ‘TREP | THE FIXLG Styler Look smart LG Styler The new LG Styler allows you ally what drive up the to essentially dry clean your clothes from the comfort of laundry bill, so the Styler your home. With expanded interior space, items that were has targeted technology once too bulky like down jack- ets and padded winter coats to launder your work can be cleaned too. The Styler is powered by LG’s innovative clothes. The Easy Pants TrueSteam technology, which gently sanitizes garments and Crease Care feature neutralizes unpleasant odors, removing over 99% of aller- reduces behind-the-knee gens and bacteria in clothing. The hot steam sprayed directly creases on pants, and onto clothes sterilizes as well as straightens, while the can even leave a crisp line Moving Hanger, which holds up to five items of clothing, down the center of each shakes out remaining wrinkles. Professional pieces are usu- leg for a sharp finish. LG Styler This process works for pants with a waist size up to 48 inches and leaves smartphone. The companion a crease up to 60 centimeters app can be set up to notify you long. The Styler is also an when the cleaning cycle done extension of LG’s smart home and for clothes with NFC tags, appliances with Wi-Fi compat- the app can scan the tag and ibility. You can set various inform the Styler which course styling courses and track en- is most effective– a smart way ergy consumption using your to stay stylish!Come clean Whirlpool 6th SENSEWhirlpool 6th SENSE Dishwasher DishwasherSmart home devices that are revolutionary water recyclingtruly smart, save time, money system, 6th SENSE uses onlyand natural resources. Whirl- six liters of water per cyclepool masters this trifecta with when the ECO setting is used.its new 6th SENSE PowerClean And it doesn’t stop there. OnceDishwasher. The appliance the dishes are clean, the dryingmakes a daily chore efficient process begins. The PowerDryby cleaning more dishes at a function achieves ultimatetime using less power and wa- drying results, even on plasticter. Its foldable racks accom- items, thanks to its innovativemodate any shaped dish and 3D airflow drying system. It’sup to 13 place settings. You a completely closed dryingcan also load pots and pans circuit that works by using thevertically facing the jet sprays steam from inside the dish-to make space for 10 extra washer to condense and drainplates. 6th SENSE has 28 away water left on dishes.powerful jet sprays and Pow- Using the Normative ECO50erClean technology that uses setting, you can save up tointelligent sensors to detect 20% of energy when drying.the level of soil and adjust the Whirlpool asserts that with thewater pressure to clean dishes 6th SENSE dishwasher youwith the lowest possible water can enjoy up to 50% savingsconsumption. Thanks to its on energy, water and time. #TAMTALKSTECH Tamara Clarke, a former software development professional, is the tech and lifestyle enthusiast behind The Global Gazette, one of the most active blogs in the Middle East. The Global Gazette has been welcomed and lauded by some of the most influential tech brands in the region. Clarke’s goal is to inform about technology and how it supports our lifestyles. See her work both in print regional publications and online on her blog where she discusses everything from how a new gadget improves day-to-day life to how to coordinate your smartphone accessories. Visit www.theglobalgazette.com and talk to her on Twitter @TamaraClarke. February 2018 / ENTREPRENEUR.COM / 43

culture business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGS‘Trep trimmings Montblanc Extreme briefcaseThe executive Montblancselection Extreme backpacks From better goods to better wardrobe bests, every issue we Editor’s pick choose a few items that make the approved executive selection list. In this issue, we present a sleek new timepiece, a fresh scent MONTLANC EXTREME perfect for the season, a leather piece to add to your gear, and a Looking for a change in style? Keep your UAE-based platform to look to for your next eyewear haul. gear in order with Montblanc’s Extreme leather collection. Combining contemporaryREADY FOR TAKEOFF juggling with times around the world.” techniques and its traditional leather manu- Powered by its Manufacture Breitling facturing processes since 1926, the collec-Breitling Caliber B04, it features an 18k gold tion offers leather goods with color variants case, blue dial and ceramic bezel, and of grey, black, maroon, and deep blue. IfInspired by aviation enthusiasts, a dual time zone system. Styled in compartments are your essentials, then theBreitling brings its Chronoliner B04 blue and gold, from your long-haul collection’s backpack is for you, and with itsto the Middle East in a 250-piece flight to your next meeting, it’s ready woven-look leather construction lined withlimited edition series. The Swiss and waiting. www.breitling.com waterproof neoprene, it’s easily paired forluxury watchmaker presents a time- your smart casual ensemble. At the samepiece dubbed as the flight captain’s time, pair your business suit with the collec-chronograph, with promises to “ac- tion’s minimalist briefcase, which boasts ofcurately measure flight times while multiple inside pockets and adjustable and detachable shoulder strap- it’s a wardrobeBreitling Chronoliner B04 staple built to last and worth the treat. The functional and aesthetically pleasing collection also comes with essential leather image credit Breitling, montblanc, missoni, eyewa goods to complement the bags, including wallets, pocket holders, and business card holders. And throughout the collection, the fine leather used is water, heat and scratch resistant, so you don’t have to fret about damaging your valuables. www.montblanc.com44 / ENTREPRENEUR.COM / February 2018

Missoni Parfum Pour Homme Mehdi Oudghiri & Anass Boumediene, founders, eyewaSCENT ON EYES ON ME from the convenience of your home. As a niche e-commerce player, theMissoni Eyewa team focuses on providing the best experience and value for customers.Taking its influences from the Ever noticed how buying new eye- And the market seems to notice too:Mediterranean landscape is this fresh glasses can be a dreary experience? the platform has raised US$1.1 millionfragrance from the house of Missoni. Seeing how it’s also nonexistent from UAE and KSA investors in a seedA woody scent full of contrasts, it online, this inspired Mehdi Oudghiri round led by Equitrust, the investmentcomposes of lemon, grapefruit and lav- and Anass Boumediene -both former arm of Choueiri Group, which the teamender as its top notes, encompassing co-managing directors of foodpanda- plans to use for its expansion acrossMediterranean marquis herbs, ginger to launch MENA e-commerce platform the GCC. With 2,000 products andfresh cut, pomarose and jasmine petals eyewa in 2017. Focusing solely on cu- 50 renowned brands including Ray-at its heart. The dry-down is a blend of rating eyewear, the platform promises Ban, Oakley, Emporio Armani, Police,sandalwood, with touches of oakwood, to offer versatile choices and conveni- Prada, Marc Jacobs, Lacoste, Michaelbirch, patchouli and vibrant musks. ence at competitive prices (plus free Kors, Fendi and Chloe, you won’t runPacking a whole lot in one spray, if shipping)- with shoppers able to try out of choices for your eyewear needs.you’re seeking to make a statement, on pieces with its web try-on techwhether for special occasions or your (similar to an Instagram or Snapchat www.eyewa.comday-to-day use, this scent is worth try- filter), or home try-on feature bying out. And to complement your new picking five frames and trying them onEau de Toilette, the Missoni ParfumPour Homme also comes with a bath Giorgio Armaniand body line suitable for all skin types sunglassesfor your hydrating needs. Fendi sunglasseswww.parisgallery.com Missoni Parfum Pour Homme deodorant stickMissoni Parfum Pour Homme Emporio Armaniafter shave balm sunglasses February 2018 / ENTREPRENEUR.COM / 45

culture business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGSA better investment has been around for a while, that -inthan bitcoin the long run- can outperform bitcoin any day of the week. It’s cheaper, takes(And we’ve got three reasons to back that assertion up) effort and planning, but delivers con- sistently better results. It’s even beenb y Mu r ta z a Ma n j i validated by Warren Buffett, the man who has taken the investment world by storm, with his advice creating billions of dollars in returns. I’ll let Buffett say it himself: “The best investment you will ever make is in yourself.” Among others, here are three reasons why you are the best investment you can make. Firstly: a real investment is something that has intrinsic value, not just what value the market puts on it. Buying stock in a reliable company is a real investment, because that will continue to deliver results for their stakehold- ers. Cryptocurrencies have no intrinsic value- not yet at least. You already have intrinsic value, but the cream is in what you bring to the table. The sum total of your knowledge, your experiences, your mental and physical abilities, your so- cial skills, your reputation and author- ity: that is what makes you so valuable. None of the above is determined by the market, it is all in your control.E ven if you were living under a some billionaires! It took almost zero Secondly: all “hot” opportunities very large rock, you couldn’t effort and no planning, yet the results eventually go cold and are replaced have avoided the recent were fascinating. Of course, when it’s by other equally “hot” opportunities. hype around cryptocurrency, about US$5,000 turning into $1 mil- You won’t. Not as long as you continue particularly around bitcoin. lion in a few months- that’s enough to to invest time and effort in better- From enthusiastic “experts” to tempt someone to even borrow money ing yourself. There are hundreds of grim naysayers, it was perhaps to be able to invest in bitcoin. stories of people who changed careers the most hotly debated and 180 degrees, and continued to deliverdiscussed topic towards the end of last For all the gains it has brought, outstanding results in their new fields.year- maybe just behind the US elec- though, bitcoin is a questionable area to Bitcoin will eventually fade away; asktion! At its peak, over 100,000 people put money into today. There is no clear any experienced investor what thewere joining bitcoin every day, and a lot path forward, no one can predict if it “hot” things were over the last 40 -orof late-joiners regret not getting on to will continue to rise, and it’s expensive even 20!- years. If you continue to workthe bandwagon sooner. to get into it now. As far as investments on yourself, you will become more valu- go, there isn’t a new one yet that can able with age. 40 years of experience It made sense. bitcoin made hundreds top cryptocurrencies- or so it appears. is something no amount of money canof people millionaires- and even made There is another investment, one that buy. Beware though: don’t end up with 40 one-year experiences- that would beMurtaza Manji is an award-winning Business Coach and the founder of Kaizen a disappointment!Consulting, the first ActionCOACH firm in the Middle East. In the last six years, he hasworked with over 400 successful CEOs, directors and business owners from over 15 Lastly: while crypto doesn’t have muchdifferent industries in Dubai and London to achieve higher profits, greater productivity practical use, you aren’t limited. If itfrom their teams, and sustainable growth by creating efficient systems and structures. came to application, you’d beat anyFind him on Twitter @CoachMRM. amount of crypto hands-down. You can apply yourself to any number of situa- tions, and -with little effort- maximize results, regardless of circumstance. If46 / ENTREPRENEUR.COM / February 2018

all “hot” opportunities eventually go cold football coach, and Harrison and are replaced by other equally “hot” Ford has rescued stranded opportunities. You won’t. Not as long as hikers thanks to his ability you continue to invest time and effort in to fly helicopters and planes. bettering yourself. All of this is to say that you are not defined by your role,terry crews image © shutterstock the market suddenly decided true; but by continuing to in- Terry Crews your title, or your industry. that bitcoin had no value, it’s vest in yourself, you become You are unique, special, and end of the road for bitcoin. so much more than just a job. worth investing time and Conversely, if your industry effort in. If you choose to not were to suddenly be made Terry Crews, the tough, invest your time and effort redundant (through artificial funny, football-player- in you, you will -by default- intelligence, for example), turned-actor is a talented spend it on someone or you can reapply yourself in artist, and made his way something else. two dozen different indus- through college by painting tries. Not without effort, portraits of football players. Be intentional about your Snoop Dogg is a certified choices: they will define your future worth- and your net worth. Making it Big companies such as Google or Facebook truly understand the viability of your were not alone in their market. You must idea. It’s important to put it in front of Finding a profitable business idea ask yourself if people are ready/keen to your prospective users. Most budding spend money on your product or service. entrepreneurs place a lot of value on the b y Lot h a r Ho h m a n n Are they looking on the internet for solu- idea. They end up working on their ideas tions to their problems? Do they have in isolation, and once they bring it to More and more people wish to cre- other solutions? These are the basic market, they quickly realize that the pain ate their own business, but struggle to questions one should ask. point is not what they understood it to find an idea. A business idea must be be. The idea is a small part of the overall profitable and valuable. But what does In the UAE, we already have a national equation; the execution of the idea is it really take to turn an idea into a busi- culture that encourages innovation and the most critical piece of the business ness? entrepreneurship, since our leaders have puzzle. set this as part of the vision to strength- My experience as an entrepreneur en the position of the country as a global You have to also build a market- and through interaction with peers at hub for innovation. However, you should ing strategy- but start by thoroughly Entrepreneurs’ Organization (EO) taught also keep an eye on what is being done defining your activity, its field, the exact me that it’s better to have a mediocre abroad, and not hesitate to import a nature of your product or service. Then, idea for which you make the effort to concept. To find the right idea, you must define your clients. Who’s your target, turn into a profitable idea, rather than an keep yourself informed of all the newest and what is the type of offer you will innovative idea that you do not exploit. (or latest) business ideas from across be proposing? The idea is to propose Nowadays, innovation is a buzzword, the globe. a product or service that responds to and we tend to think that we always a demand. It’s not about creating the have to bring something new, whilst in There are products or services that al- demand. To ensure you’re responding to fact there’s no real necessity to find an ready exist in the market, but aren’t easy consumers’ demand, you can also carry innovative idea. to use or are just not yet successful- you out a poll, a survey or a focus group. can improve it by making it simple, Nowadays, the market has the right What is paramount is your ability to quicker or more accessible. There are a entrepreneurial and innovation DNA listen, analyze, and understand the prob- lot of businesses that strive to improve a to allow for entrepreneurs to take off. lems of those around us. It allows you to product or a service by just analyzing its Some of us have been in the market for identify the nature of a need and thus to evolution prospects. a long time, and it has been a long and anticipate a demand. For instance, some challenging journey, but at the end of of the biggest and most successful Distinguishing yourself from competi- the day we learned a lot, especially when tion is one thing. However, you must you are part of a family like EO, where peer to peer learning is one of the most Lothar Hohmann is a passionate entrepreneur, leader and strategist. As the President of significant benefits as a member. After PRECISE Group, he has created a million-dirham company with six business verticals that all, there’s a lot one needs to learn (and have a MENA-wide presence. His focus is to grow PRECISE into a brand that supplies the unlearn) when one becomes an entre- best of 3D printing products, 2D and 3D crystal engraving products, and develop product preneur- but the more you know, the concepts for clients that are unique and outstanding for their business requirements. better your prospects. Good luck! PRECISE Group’s clients include Dubai Municipality, Etisalat, British Aerospace, Emirates, The Marriott, Atlantis The Palm, and many more. February 2018 / ENTREPRENEUR.COM / 47

culture business unusual | LIFE | TRAVEL | DESIGN | TRAPPINGSd3 art installationDesigns on the future nation. We anticipate It’s by developing a robust ecosystem for sustained sizeable changes to ourinnovation that the UAE will realize its vision to be one of communities in the next 50 years with popula- the world’s most innovative nations by 2021 tions slated to double and urbanization reaching 70% b y Mo h a m m a d Saee d A l- S h e h h i by 2050, according to the World Bank. Gulf cities,Over the first few map. It’s what its leaders For the UAE to in particular, are already decades of the firmly believe is needed to continue its heaving at over 80% ur- 21st century, solve regional and global journey to become banization, which directly innovation has challenges, and provide its one of the top 10 affects their quality of life global economies, due to increased strain on emerged as a population with a bright its continued focus infrastructure, utilities and on innovation and even traffic.fundamental element in future. to nurture talent locally to develop The move towardsthe growth and develop- And they’re probably a robust ecosystem smarter urban alternatives of sustained has rapidly become notment of countries. The right. innovation is vital. just a visionary directive for the future, but a neces-UAE, a country which This February marks UAE sity for many. In response to this, Dubai has boldlywas largely rural just over Innovation Month, a time announced its desire to be- come the world’s smartesthalf a century ago, has of the year when we take city via a series of initia- tives with tight deadlines.taken the lead in creating a stock of all that’s gone Dubai has planned a wide range of activities and pro-culture of research and sci- by in recent technology, gramming geared towards bringing innovation to lifeence to further strengthen and prepare for further across all sectors including 545 smart initiatives andits position on the global scientific advances in our services across eight gov- ernment entities, and two smart districts with about 185 proposed projects in the transport sector. In late 2014, the UAE government declared 2015 as the “Year of Innovation,” and had launched a National Innovation Strategy with the aim of becoming one of the most innovative nations in the world by 2021. In the last few years alone, we have seen proof of just how serious this goal is, with the launch of almost sci-fi products, including flying taxis, deploying smart bus stations and embracing the hyperloop concept across the Emirate. Mohammad Saeed Al-Shehhi is the Chief Operating Officer of d3. Mohammad previously held a number of prominent roles in the broadcast sector. In 2008, he was appointed Deputy CEO at Dubai Media Incorporated, where he developed corporate strategy and analyzed operational and performance efficiencies. He also launched the first DMI native HD channels, developed technical infrastructure and led DMI’s digital offering. Before that, Mohammad was Senior Director of Broadcast Services at du, where he managed strategy and growth plans for the broadcast divisions, and expanded du’s media and broadcast services regionally.48 / ENTREPRENEUR.COM / February 2018

For the UAE to continue Why? Because they believe A scene from Downtown Design at d3 its journey to become that research and design go one of the top 10 global hand in hand. Only through persistent innovation economies, its continued and design will we be able to retain focus on innovation and Last summer, the Palm- our unique dominance over artificial to nurture talent locally to wood project, a new collab- intelligence (AI). This is especially develop a robust ecosystem oration between the UAE important in our region, where the of sustained innovation and US-based global design design sector is projected to increase is vital. Dubai has gone firm IDEO, ran a camp by 20% over the next 2-3 years. a long way with building where kids aged 9-14 were idea hubs and collaborative asked to propose ideas Programs like the Industri- portunities for the national workspaces for entre- on how they can improve al Revolution X (IR-X) rec- economy. preneurs and freelancers society through innovation. ognize this and will open with places like The Cribb, Many of the responses with a design thinking d3 also hosts a dedi- Dubai Design District’s centered around designing workshop in February this cated design university, the (d3) Co-Working Space environmentally-friendly year, which is aligned with Dubai Institute of Design and Micro Offices, and and affordable community the UAE Artificial Intelli- and Innovation (DIDI), TECOM’s in5 Innovation housing, robots that alert gence Strategy and the UAE with a world-class curricu- Centres that also provide when someone litters and Strategy for the Fourth lum developed alongside practical opportunities for recycling objects to create Industrial Revolution to the Massachusetts Insti- people with big ideas to anything from fashion create “a highly productive tute of Technology and network, train and develop to homeware. Palmwood innovative environment.” Parson’s School of Design with mentors across busi- regularly operates as a de- This will require Emiratis to offer a distinctive pro- ness sectors. sign consultancy working specialized in AI to develop gram dedicated to inven- with organizations across new sectors, and create op- tive thinking using design Innovation often con- sectors to shape learning and tech as tools. Accord- notes just science and experiences, schools, and d3 art installation ing to the President of DIDI technology, but design systems that encourage Mohammad Abdulla, “Our humanizes these ideas, creativity and kindness at graduates will conceive making technology easier the same time. and create sustainable to adapt into our daily design solutions for today’s lives; cultivating this Only through persistent problems for the benefit of community of artistic and innovation and design will tomorrow’s world.” This creative people, alongside we be able to retain our combined approach of more business-oriented unique dominance over working towards ensur- ones, makes practical sense artificial intelligence (AI). ing Emiratis and residents today. Companies like Ap- This is especially impor- alike are keeping pace with ple are obsessively focusing tant in our region, where modern technologies and on packaging cyber access the design sector is pro- scientific advancements while purposefully appeal- jected to increase by 20% through creative applica- ing to early adopters and over the next 2-3 years, tion, positions Dubai well the youth simultaneously. requiring 30,000 new in achieving its smart ideal design graduates by 2019. as the ultimate platform An installation at d3 Design Week for the future.image credit d3 February 2018 / ENTREPRENEUR.COM / 49

‘TREPONOMICS ETHICS | ESQUIRE GUY | SKILLSET | MARKETING | PROReaching a deal suffice. She also assumed he cannot be underestimated. was less busy than usual, and Thirdly, internal negotiatorsFour hurdles to successful internal negotiations failed to test this assumption.(and how to get past them) Jessica should have consid- often suffer from long-term ered potentially conflicting assumptions, perceptions andb y Ho r a c i o Fa l c ã o objectives. Despite being rumors about one another. colleagues or even work- When you have been in anJ essica thought it would the board. It was a firm “no,” ing in the same department, organization for many years, be easy to borrow two and Jessica was back to the different parties can often be it is natural to have some members of David’s drawing board, the relation- bound by conflicting inter- history with some of your team for a four- ship slightly bruised from the ests, or even divergent career colleagues or to have heard month project she’d interaction. aspirations. If she had been rumors or gossip about them.been asked to undertake on negotiating with an external Such previous direct orbehalf of the board. As senior Internal negotiations – party, she would have come indirect information could be:managers of similar rank and those between parties inside prepared with an idea of her “David always helps me getresponsibility, she thought an organization– are often counterparty’s objectives and things done.” Or “Jessica ishe’d understand her resource expected to be easier than ex- constraints. She wouldn’t always asking others for extraconstraints and the enormity ternal ones, but the reality is have automatically assumed resources, but rarely sharesof the project at hand. She’d that they’re often much more a partner’s willingness to her own.” Such perceptions,also seen a lot more of David difficult. An internal negotia- accept certain conditions grounded or not in facts, canin his office recently and put tion has additional considera- without first discussing their create a rigid image of ourthat down to him being less tions and challenges that are concerns. Neither would she colleagues in our minds. Forbusy than usual. She set up a underestimated. Colleagues have approached the matter example, David may havecoffee meeting and gave David are more likely to think their in such an offhand fashion. had plenty of free time ora brief overview of the project aims and objectives are simi- an ulterior motive at a timebefore getting to the crux of lar, which will open doors for This leads to the second when others asked him forthe issue. But when she asked their internal negotiations. main reason why internal help. Jessica may have oncehim if she could borrow his There are four main hurdles negotiations often flounder, rejected someone’s requestresources, she was surprised to successful internal negotia- and that’s a failure to con- only to be labelled as selfish.by his annoyed rejection. tions, which can be overcome sider a stakeholder’s unique As a result, we have no incen-David explained that he was by framing them differently. and potentially conflict- tive to properly invest in suchstruggling to finish multi- ing interests. Most people relationships. We either giveple projects, and refused to Jessica made the first mis- assume or unconsciously up on them or take them fordiscuss it further. He’d been take of internal negotiations: hope that their counterparty granted. Our perceptions ofin his office more than usual, underpreparing. Most people will naturally see how their others may have been fixedbecause he was tied down fail to see their internal request works for the greater at a particular time and nowmanaging multiple teams and meetings as negotiations. She good of the organization they prevent us from creat-delegating assignments so he assumed that an informal and quickly concede to their ing new opportunities for ourcould focus on reporting to meeting without much back- request. Internal negotiators colleagues to show us that ground research on David’s often have conflicting views they have changed or that we activities or challenges would and perspectives on the were wrong about them from organization, its direction and the start. priorities. These views are colored by the parties’ unique Fourth, there is often a KPIs, which may be created zero-sum mindset in internal to generate a healthy tension negotiations that stems from within organizations so that parties perceiving that they different departments balance are fighting internally for one other out. However, such limited and thus zero-sum KPIs can also be created with internal resources, such as a narrow view of the organi- status, money, attention from zation in mind; for example, management, etc. With this finance personnel only care mindset, it’s easy to wind up for finance-related goals, in an “us vs. them” mental- while marketing personnel ity, perceiving each other as only care for marketing- enemies or threats, believing related goals. The extent of value creation is not possi- inter-organizational competi- ble and adopting a win-lose tion for resources and budget attitude. As such, it is not uncommon that disputes are Horacio Falcão is a Senior Affiliate Professor of Decision Sciences at INSEAD. He is also the program director of Negotiation Dynamics, part of the school’s suite of Executive Development Programmes. He is the author of Value Negotiation: How to Finally Get the Win-Win Right.50 / ENTREPRENEUR.COM / February 2018