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www.busmanagementme.com • Q4 2008
TOUGHTALK
LEADER OF THE PACK
SAUD AL DAWEESHSaudi Telecom’s President on
the battle to stay aheadPAGE 74
PAR FOR THECOURSE
Teeing off with Leisurecorp’sCEO for golf DAVID SPENCER
PAGE 116
KING OF THE SKIES Inside the world’s fastestgrowing airline with EtihadCEO JAMES HOGANPAGE 32
Arab billionaireMISHAL KANOOreveals hiscontroversialviews on theMiddle EasteconomyPAGE 26
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3.00pm FridayLocation: On the road.Peter receives email with an attachment on his Blackberry device. Itʼs an urgent order request from a customerwho needs a part ordered and delivered by Monday morning to their overseas offi ce. Peter forwards the email to Sueback in the offi ce.
3.03pm FridayLocation: HQ.Sue reads the email. Realises the part is not in stock. She knows Andy the Logistics Manager can get another part, but he is currently visiting their overseas warehouse. Sue checks her desktop UC application which shows Andyʼs presence status as “available”. She clicks on his name and starts a webcam video conference.
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3.08pm FridayLocation: Overseas warehouseAndy receives the online conference request and answers the call from his laptop. An image of Sue pops up on screen and they discuss the issue. Andy uses the fi le sharing feature to send Sue a picture of the new replacement part. Sue sees the image on her screen instantly and gives the okay. Andy organises delivery to the customer for Monday morning.
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FROM THE EDITORSurvival of the fittestHow Middle East businesses are weathering the global economic storm.7
“There is a major credit crunch in thispart of the world. Banks are becomingvery stringent”Mishal Kanoo, Deputy Chairman, Kanoo Group(page 26)
“As a relatively new airline we canmake decisions quickly without theburdens that the older airlines have”James Hogan, CEO, Etihad Airways (page 32)
“We are still experiencing double-digitgrowth figures. I am not as pessmisticas the Western world”Marco Nijhof, Jumeirah SVP for the Middle East,Africa and South Asia (page 126)
For a long time it has been rare to read any bad news about the GCC econo-
my, and Middle Eastern residents are far more likely to read the word boom
than bust when they open their morning newspapers. The Western press
has long been peppered with the language of economic decline – recession,
debt, redundancy, etc. – but the good times in the Gulf have continued to
roll with stories about soaring wealth dominating the headlines. In recent weeks there
has been only one story dominating the headlines in the Western press – the credit
crunch and its devastating impact on global financial markets. And while mega con-
struction projects and multibillion-dollar acquisitions continue to hog the front pages
in the Gulf, for the first time articles are emerging that cast a shadow over the rosy pic-
ture that has previously been painted of the region’s economic future.
As Business Management went to press, it was reported that Merrill Lynch has
released a report warning that economic growth in the Gulf is expected to slow this
year because of the global economic downturn. The bank announced that it had
lowered its growth forecasts for the UAE, Saudi Arabia, Qatar and Kuwait and
warned that GDP growth across the Middle East as a whole is expected to slow to
4.5 in 2009 from 6.2 percent this year. Meanwhile, the UAE government doubled its
emergency bank funding to US$32.67 million in line with moves by other Gulf Arab
states. These figures back up the claims by Mishal Kanoo, who we interviewed for
this issue’s cover story. He warned that the credit crunch has already hit the Middle
East and that as a result regional banks are tightening their belts.
It important, however, to view the impact of the credit crunch on the Middle
East within a global context, and to remember that in relative terms the Gulf coun-
tries remain in a far stronger position than their Western counterparts. Indeed, in
its recent report Merill Lynch stated that the GCC economies are in a good position
to deal with the global downturn.
You only need to read the interviews in this issue of Business Management to
see that business in the Middle East is still booming. Take James Hogan, CEO of
Etihad, for example. While Western carriers are announcing mass redundancies and
smaller airlines look set to collapse, he plans to double Etihad’s network of desti-
nations by 2020 and recently spent US$43billion on new planes.
We also feature an interview with David Spencer, CEO for golf at Leisurecorp, which
recently acquired Scotland’s historic Turnberry golf resort. The credit crunch does not
seem to have hindered Jumeirah’s growth either. As we hear from the hospitality giant’s
SVP for the Middle East, Africa and South Asia Marco Nijhof, the company plans to in-
crease its hotels to 23 by 2011 and to expand internationally.
The business leaders we interviewed admitted the global economic downturn was
a concern, but said that it would not hamper their expansion efforts – proving that while
in the West recession looms, the Middle East is still very much open for business.
Diana Milne
Editor
EDS NOTE:BMUS 13 16/10/08 09:31 Page 7
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King of the skies James Hogan, CEO of Etihad, reveals how
he created the fastest growing airline in
commercial aviation history
Leader of the pack Expansion into foreign markets, a multi-million
dollar football sponsorship deal with Manchester
United and a corporate re-branding. Business
Management puts Saudi Telecom under the spot-
light and speaks with President Saud Al Daweesh
74
26 Tough talkOutspoken Arab billionaire Mishal Kanoo talks
corruption, conservatism and why he thinks the
Middle East is in the throes of a credit crunch
46 On the coal faceMadhu Koneru, managing director of RAK Minerals
and Metals Investments (RMMI) lifts the lid on why
the company plans to invest US$1 billion in mines
across the world
Par for the courseDavid Spencer, CEO for golf at Leisurecorp, on why buyersare paying millions to live on his golf courses
116
32
9CONTENTSLEAD FEATURES
CONTENTS:aug08 16/10/08 08:34 Page 9
100
122
89
Fasten your seat belts
Saad Al Shuwaib’s field of dreams
Lessons in leadership
38 Laying down the lawStandardising Islamic finance laws worldwide
42 Winning combinationIslamic finance, profits and mergers, with
Emirates NBD CEO Rick Pudner
56 Staying off the hookNational Bank of Kuwait CISO Tamer Gamali
discusses the growing headache of phishing in
the Middle East
62 Global securityWorld Bank CISO Jim Nelms on the next gener-
ation of threats
64 Automated code testingBy Howard A Schmidt
66 R Shankar, Ramco Systems86 Paul Hammond, Infor 98 Adam Hughes, PA Consulting Group106 Fadi Abdul Khalek, UKS114 Saïd Aïdi, HR Access
EXECUTIVE INTERVIEWS
Paul Hammond, Infor86
54 Alexander Trekin, Vision Solutions 60 Mahesh Vaidya, ISIT
INDUSTRY INSIGHTS
10 CONTENTSBANKING, SECURITY & BUSINESS INTELLIGENCE
CONTENTS:aug08 16/10/08 08:22 Page 10
100 Lessons in leadership Frank Brown, Dean of INSEAD, on the top tips
he’ll be teaching business leaders at the
school’s Abu Dhabi campus
110 The talent war heats upTackling the oil and gas skills shortage head-on,
according to Bapco CEO Abdulkarim Al-Sayed
122 The sky’s the limitLuxury business travel with MEBAA CEO
Ammar Balkar
126 The business of luxuryJumeirah’s Marco Nijhof talks exceptional hos-
pitality and global expansion
68 New dangerBusiness continuity management and the cred-
it crunch
70 Making a real differenceHow to achieve strategic HR objectives
82 The promise of unifiedcommunications Demystifying UC challenges
84 Putting unified communications to work Advice on the best strategies for getting the
most out of the business tool
90 Field of dreamsKuwait Petroleum Corporation’s ambitious
efforts to ramp up production
96 Satisfied customersUsing CRM technology to your advantage
40 Haitham Abdou, InternationalTurnkey Systems 72 Mike MacDonald, 3D Networks 94 David Allinson, Opennet 108 Tadhg Carey, Thru-U
ASK THE EXPERTS
David Allinson, Opennet 94S I LV E R S P O N S O R
Mike MacDonald, 3D Networks72
Klaus Gheri, phion
HEAD TO HEADS
50 Clear and present danger, VASCO and phion78 Moving unified communications forward, Nortel and Green Packet
50 Nik Ismail, Green Packet78
14 The brief 15 Middle East business round-up 16 Insight 18 Frontline 23 Inmy view 24 Project focus 130 Leadership 132 Business doctor 134 On theshelf 136 City guide 138 The knowledge 140 Hot wheels 140 Objects of desire144 Final word
REGULARS
11CONTENTSCOMMUNICATION, HR & BUSINESS IMPROVEMENT
142 Hot wheels
CONTENTS:aug08 16/10/08 09:30 Page 11
MANAGEMENTChairman SPENCER GREEN,spencer.green@gdsinternational.com
Chief Executive Officer JAMES CRAVEN,james.craven@gdsinternational.com
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BMME (Q4 2008) is published three times a year by GDS Publishing. All rightsreserved. Reproduction in whole or in part without permission is prohibited. Theviews expressed within this publication are not necessarily those of the publisher.
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BMME MAGAZINE
16-18 March 2009 The InterContinental,Abu Dhabi, UAE
Find Out MorePhone Ross Abbott on +44 (0) 292 066 3626Visit www.fstsummitmena.com
The Financial Services Technology Summit is a three-day criticalinformation gathering of C-level technology executives from thefinancial services industry.
A Controlled, Professional & Focused EnvironmentaFST ’09 is an opportunity to debate, benchmark and learn
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A Proven FormatThis inspired and professional format has been used by over100 CIOs and CTOs as a rewarding platform for discussion andlearning.
“What stood out was the quality of the speakers chosen tomoderate the roundtables. I like working with genuine facili-tators who can open people up and keep the discussionmoving.” Paul Bergamo, VP & CIO Liberty Mutual
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MENA 2009
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CREDITS:oct08 15/10/2008 16:35 Page 12
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14 www.busmanagementme.com
IF YOU WALK THROUGH the heart of Dubai’s financial district, you’ll en-
counter a very different atmosphere from that currently pervading the
business districts of Europe or the US.
Recent events have left Western financial institutions reeling – and
increasingly looking to the Middle East for salvation. Once regarded as a
remote outpost by international banks, the Gulf is now being eyed as a
potential gold mine by some of the banking world’s biggest players.
Dubai was recently named as the number one financial centre in the
world in a list of those most likely to become significant on the world
stage in the future in the Global Financial Centres Index. Surging oil
wealth and a flurry of high profile investments by sovereign wealth funds
means that financial services are in high in the Gulf – and as a result fi-
nancial institutions are heading there in droves.
In September both Deutsche Bank and Credit Suisse announced
plans to beef up their presence in the Middle East. Credit Suisse an-
nounced it had won a licence to open an office in Bahrain, adding to its
existing operations in Dubai, Abu Dhabi, Doha, Riyadh, Beirut and Cairo.
Meanwhile Henry Azzam, Deutsche Bank’s CEO for the Middle East
and North Africa, revealed it too planned to expand its Middle East pres-
ence following the news that it is to provide new custody services on the
Abu Dhabi Securities Exchange and the Dubai Financial Market.
Earlier this year, Lehman Brothers moved one of its more senior po-
sitions, Philip Lynch, the bank’s co-head of equities, to Dubai and
Barclays dispatched one of London’s highest paid bankers, to the emi-
rate as chairman of investment banking and investment management.
They were joined by Citigroup, which transferred its co-head of global in-
vestment banking from London to Dubai.
The Dubai International Financial Centre is expecting such an influx
of banking professionals to be employed there that it is building the
world’s largest car park, featuring 35,000 spaces, to cater to the de-
mand. And Bahrain’s 38,000 square foot Financial Harbour district was
built specifically to cater to the country’s growing financial services sec-
tor. The situation means that while jobs in the European banking sector
may be scarce, the huge growth in the Gulf financial services sector, par-
ticularly in the UAE, has created an acute shortage of skilled financial
services professionals.
In the past year alone over 20,000 US-based finance professionals
have lost their jobs. In the UK, earlier this year the Confederation of
British Industries announced that it expected at least 10,000 financial
sector job losses this year. Since then the Lehman Brothers collapse has
left around 5000 employees looking for work.
With further culls expected across Western financial markets, relo-
cation of financial professionals to the Middle East could well become a
stampede.
EASTERN PROMISEAs turmoil in Western financial markets hits crisis point increasing numbers of banks are lookingto the booming economies of the Middle East to recoup their losses. DIANA MILNE reports.
14 THE BRIEFANALYSIS
UPFRONT new:oct08 16/10/2008 08:10 Page 14
15www.busmanagementme.com
within the tower. Men will be
allowed to work there but
woman will be provided with
special facilities including their
own entrances, elevators and
car parks. The tower will be
completed in 2010 and will be
part of the Hydra Towers
Project that is made up of five
high rise towers. A Hydra
Properties spokesman said the
aim of Eve’s Tower was to en-
courage entrepreneurship
among women.
TECHNOLOGYSAUDI ARABIA’S KING
ABDULLAH University of Science
and Technology is joining forces
with IBM to build one of the
world’s most powerful super-
computers.
The Shaheen supercomput-
er will be the most powerful in
the Middle East and will rival
Europe’s fastest machines.
Development work on the
Shaheeen supercomputer is cur-
rently underway at IBM’s re-
search laboratories in the US.
Shaheen is expected to be
completed in September 2009.
INVESTMENTFOREIGN DIRECT INVESTMENT
(FDI) in the GCC rose by 19.6 per-
cent last year, according to a
study by the United Nations
Conference on Trade and
Development (UNCTAD).
The study found that invest-
ment into the wider region is ex-
pected to keep rising in 2008
despite a slump in global finan-
cial markets.
Within the region, Saudi
Arabia, the UAE and Turkey at-
tracted more than four fifths of
the total RDI, which rose 12 per-
cent to US$71 billion.
Energy and commodities
investment was responsible for
a majority of inward FDI in the
GCC.
Outward FDI concentrated
on financial and telecommunica-
tions services.
FDI is defined by the UN as
an acquisition of 10 per cent of
more of a company.
HOSPITALITYDUBAI-BASED HOTEL OPERA-
TOR the Jumeirah Group has an-
nounced plans to operate 60
hotels by 2012.
The group currently man-
ages 11 hotels for investors
and has another 11 under con-
struction.
As well as operating in the
Gulf region it is expanding to re-
sort islands in the US Virgin
Islands, the Maldives, Majorca
and Thailand.
The group’s expansion is fo-
cussed on the Middle East and
the Asia Pacific.
CONSTRUCTIONTHE GCC’S US$2.4 TRILLION
construction industry could be
threatened by acute labour
shortages, a report by the pro-
ject management firm ESI
International has warned.
According to the report, the
region is facing severe shortages
of construction professionals
such as skilled programme and
project managers.
Raed Haddad, senior vice
president of ESI said the scale
of construction activity in the
region is placing “severe strain
on the viability of projects”.
He warned that companies
must tackle the skills shortages
or risk facing delayed handovers
of projects or poor quality finish-
es on projects.
REAL ESTATETHE WORLD’S FIRST EVER fe-
male-only owned tower is to be
built in Dubai.
Eve’s Tower is being con-
structed by Hydra Properties
within Dubai’s Business Bay
development. Only women will
be allowed to own office space
ROYAL DUTCH SHELL has signed a multibillion-dollar deal with Iraq for a jointventure in the Basra province.
The deal between Shell and the Southern Gas Company will
include work to capture natural gas released as a by-product of crude
oil extraction. Under the terms of the deal Iraq will hold a 51 percent
stake in the venture, and Shell will hold a 49 percent stake.
Iraq has the world’s third largest proven oil reserves and has said
it wants to focus on developing in southern gas fields. If successful it
could become a major supplier to Europe.
ENERGY
UNITED AIRLINES has launched a new route directlybetween Dubai and Washington Dulles International Airport.
The move makes it only the second US carrier, after Delta Air
Lines to fly directly to the UAE and Dubai and will be the airline’s only
new destination this year. It will fly to Dubai seven times a week
using a Boeing 777-200 ER. Flights will depart from Dubai at
11.30pm and take 15 hours.
AVIATION
15MIDDLE EAST BUSINESS ROUNDUPNEWS
UPFRONT new:oct08 16/10/2008 08:10 Page 15
2386
16 www.busmanagementme.com
200: Number of London taxi cabsbeing imported by the ArabianTaxi Company to work on the
streets of Bahrain.
US$1.7bnValue of the latest
project by Dubai realestate firm Limitless
in Indonesia.
327KM
Length of a highwaybeing built to link AbuDhabi with the Saudi
Arabian border.
Number of millionaires in India according toMerrill Lynch’s latest Asia Pacific Wealth report.
60.8%: Growth of the Qatari economy in the second quarter of 2008.
The country’s economy is now worth
US$26.41 billion.
123,000
US$4.2 billion: Cost of the
Dubai Metro project which
officials have announced will be
completed in September 2009.
NEWS INNUM8ERS
IMAGENATION was formed by the Abu Dhabi Media Company sothat it could enjoy a slice of the action in Hollywood by fundingfeature films.
At a time when producers are struggling to secure funding for their
projects from traditional sources, Imagenation is offering to invest over
US$1billion in films over the next five years.
Already it has formed a partnership with US-based Participant Media
with the two having pooled their resources to form a US$250 million fund
to finance feature films.
Mohamed Khalaf Al-Mazrouei, Chairman of Imagenation and the Abu
Dhabi Media Company said the firm would help make the emirate a “major
player in the media industry”.
Abu Dhabi Media Company, was formed in 2007 and employs 1800
people across its operating units, which include publishing, television,
radio, digital media, distribution and printing. The company is headquar-
tered in Abu Dhabi but has offices in Cairo, Dubai and Washington DC.
INSIGHT
COMPANY SPOTLIGHT
GULF ARAB BANKS’ CREDIT OUTLOOKGULF ARAB BANKS face slower growth and lower profitability, because
of the credit crisis, according to the latest research by Moody’s.
But while the outlook may
be darker for regional financial
institutions their situation will
remain stable, the report goes
on to say.
It does warn of concern
about the banks’ exposure to
the real estate sector and the
trend towards speculative pur-
chasing of properties, which
could distort the market.
Moody’s concludes that banks in the Gulf are cushioned from the
credit crunch by their countries’ huge cash reserves and the fact that
they rely not on the financial markets to obtain funding but on ample
customer reserves.
HOT TOPIC
16UPFRONT new:oct08 16/10/2008 08:10 Page 16
17www.busmanagementme.com
INSIGHT
Iranian President Mahmoud Ahmadinejad speaks during a press conference
in Tehran before heading to New York for the UN General Assembly.
Ahmadinejad said that Iran has no fear of threatened new international
sanctions over its controversial nuclear drive.
An investor holds his prayer beads as he follows the stock market activity at
the Dubai Financial Market as Western financial markets faced meltdown.
The large arched entrance of the Atlantis hotel at Dubai’s man-made Palm
Jumeirah island is seen after a fire broke out there in September. Dubai
police confirmed the fire started in the hotel’s lobby as labourers were
carrying out maintenance work prior to the opening of the hotel.
COMPANY INDUSTRY % INCREASE MARKET CAPMena Holding Group (Kuwait) Building Contractors 453.85 179.87 millionAref Energy Holding Company (Kuwait) Schools and Nursery 400.81 1.11 billionInternational Fish Farming Company (UAE) Fishing and Seafood 388.00 415.23 millionEzdan Real Estate Company (Qatar) Landlord and Developers 313.82 6.39 billionMethaq Islamic Insurance Company (UAE) Insurance Companies 229.51 328.37 millionJordan Phosphate Mines Company (Jordan) Nonmetallic Minerals 224.23 4.13 billionVending Network Company (Kuwait) Restaurants and Cafes 212.09 257.92 millionFirst Dubai Real Estate Development (Kuwait) Landlord and Developers 174.44 1.77 billionGulf Medical Projects Company (UAE) Hospitals and Clinics 174.01 165.00 millionGulf Rocks Company (Kuwait) Cement 125.00 177.59 millionM
OVER
S AN
D SH
AKER
S THE TOP FIVE BIGGEST SHARE MOVERS IN THE FIRST HALF OF 2008 (ALL PRICES ARE IN USD)
(Sou
rce:
Ara
bian
Busi
ness
.com
)
NEWS IN PICTURES
17UPFRONT new:oct08 16/10/2008 08:10 Page 17
18 www.busmanagementme.com
AMD HAS LAUNCHED a new corporate brand cam-
paign under a new tagline, ‘The Future is Fusion’. The
adoption of the ‘Fusion’ brand and the accompanying
global campaign, which is expected to run through
the end of the year, are among sev-
eral steps AMD is taking as part of a
broader transformation designed to
sharpen its focus around its core mi-
croprocessor and graphics technolo-
gy businesses.
“Fusion is AMD’s way to ex-
press how we blend our customers’
needs, dreams and desires with our
unique passion for enabling innova-
tion,” said Nigel Dessau, AMD Senior Vice President
and Chief Marketing Officer. “While this unique ap-
proach has always been our practice, ‘Fusion’ is the
most focused articulation yet of how AMD marries in-
novation with collaboration in ways that can yield
benefits to the marketplace greater than the sum of
its parts.”
At the heart of the campaign is the ‘Fusion’ brand
concept: a unique energy created by connecting AMD
people and technology with those of its partners.
Fusion is the AMD working philosophy that marries in-
novation with collaboration, and is the process by
which AMD and its partners can en-
able next-generation technologies
that change the way we live, work
and play.
Consumers, especially PC gam-
ing fans, can see and experience the
power of ‘Fusion’ on their PC desk-
top in a new and exciting way.
Available today for download, the
AMD Fusion for Gaming utility beta2
is designed to allow gamers to experience greater per-
formance on AMD processor-based PCs with a simple
click of a button. It works by temporarily reducing re-
source-consuming background services while boost-
ing compute performance with advanced acceleration
technologies.
For more details about the new advertising cam-
paign, visit http://fusion.amd.com
FRONTLINE
Middle East
Rest of world
World total, Avg.
17.4%
20.1%
20.0%
INTERNET PENETRATION IN MIDDLE EASTDecember 2007
Penetration (% Population)
Source: www.internetworldstats.com. © 2008 Miniwatts Marketing Group
0 5 10 15 20
A REPORT BY the market research firm RNCOS has revealed that the
number of internet users in the Middle East soared by 600 percent – in
the past decade, three times higher than the global average increase.
It attributes the increased number of users to reduced charges and
upgrades to the network infrastructure in the region.
The Middle East country with the top number of internet users is
Israel, followed by Saudi Arabia, Egypt and the UAE.
The report claims: “The Middle East broadband market is poised to
grow at rapid pace in the backdrop of positive economic outlook and in-
creased market liberalisation.”
The report also predicts that by 2010 there will be over four million
internet 3G subscribers in the Middle East.
For WILLIAM WELDON, CEO of US drug giant Johnson & Johnson, a suc-
cessful leader is the person with enough courage to make difficult deci-
sions and enough compassion to understand their impact, as the US
version of Business Management discovered during a recent interview
with the man himself. Staff too, are incredibly important for Weldon. “To
me, everything is based upon the strength of individuals in the compa-
ny, and you see it time and time again – if you have great people then
you have a great organisation.”
To read more, go to www.busmanagement.com and click on the lead interview.
A GL
OBAL
PER
SPEC
TIVE
CORPORATE BRAND INFUSED WITH THEPOWER OF ‘FUSION’
CYBER CATCH-UP
DON’T WORRY, BE HAPPYAccording to MaktoobResearch’s survey,Omanis and Saudis arethe happiest people inthe GCC.
Percentage ofpopulation that saidthey were happy:
Oman 61%
Saudi Arabia 57%
Qatar 56%
Bahrain 54 %
Kuwait 53%
UAE 52 %
18UPFRONT new:oct08 16/10/2008 08:10 Page 18
19www.busmanagementme.com
GLOBAL TECH HOTSPOTS:THE LIST
1. Silicon Valley2. Bangalore3. London4. Tokyo5. Boston
6. Cambridge7. Shanghai8. Tel Aviv9. Seoul10. Beijing
11. Chennai12. Pune13. Singapore14. Helsinki15. Moscow
16. Hong Kong17. Hyderabad18. New York19. Sydney20. Shenzhen
IT PAYS TO KEEP TABS ONSTAFF SALARIES IN A COMPETITIVE EMPLOYMENT MARKET such as the Middle
East, the challenge facing companies in many industry sectors is
how to establish and maintain competitive levels of pay and bene-
fits. During the last three to five years, salary inflation has in-
creased year on year in most parts of the region. 2008 has been a
particularly challenging year but are companies managing salary
reviews in a structured manner or are they making random, knee-
jerk decisions in response to market forces?
John Macdonald, Managing Director of ORC Worldwide
(Middle East), a global HR consulting company that specialises in
compensation-related issues, believes that many companies in the
region are moving towards a pay philosophy that places more em-
phasis on maintaining alignment with the external market than
with internal equities. “A lot will depend upon the culture of the or-
ganisation and, clearly, you cannot simply ignore internal compar-
isons, but market realities will cause companies to sacrifice some
of their internal equity ideals in the interests of attracting and,
more importantly, retaining high calibre people.”
Inevitably, this will create tensions for many companies as
long-serving employees often see newcomers recruited at higher
rates of pay. Macdonald continues: “Any company’s first priority
should be to the high performing, high potential individuals who
will have the biggest impact on the long-term success of the busi-
ness and these people are not just in management positions. It is
essential that companies stay tuned to what the market is paying
these individuals and that they pay the going rate for up-to-date,
sought after skills and experience.”
Since ORC Worldwide opened its Dubai Office in 2007, they
have seen a lot of interest from clients seeking reliable data on mar-
ket rates of pay and benefits. “Companies are hungry for data to
help establish market-driven pay scales and it is encouraging to see
this becoming integral to their overall pay philosophy and strategy,”
MacDonald concludes.
For more information on ORC’s activities in the region, contact
John Macdonald at john.macdonald@orcww.com.
STRANGE BUT TRUETHE UAE is planning to design and
build the largest ever hot-air balloon
seen in the Middle East, Africa and
Asia. The huge balloon will be
designed and built under the
leadership of Italian balloon designer
Paulo Benano. The UAE will be the
only country in Asia and the third
worldwide after US and Canada to
have such a powerful balloon.
Expected to be 50 metres in length
and 25 metres wide, the balloon will
have two engines and is due to be
launched in December 2009 to mark
the country’s 37th national day.
FRONTLINE
THE SKY’S THE LIMIT FOR PLANNED TOWERJUST WHEN YOU THOUGHT you had seen it all in Dubai, along
come jaw-dropping plans for the next world’s tallest tower. The
multibillion dollar development, the centrepiece of a port and
harbour complex, will rise to an incredible 1000 metres – 200
metres higher than the yet-to-be-complete nearby Burj Dubai. In
fact, the tower is so tall that it is thought the temperature at the
top will be around 10 degrees cooler than at the bottom, while
high-speed lifts will whisk people to the top so fast that you will
be able to witness sunset twice.
Nakheel, the company behind the new project, say the
eponymous tower will boast more than 200 floors, 19,000
residential apartments, 3500 hotel rooms and a 100-room super
luxury hotel at the summit. Bosses say the whole development
will spread over 270 hectares and be home to 55,000 people
and a workplace for 45,000. “There is nothing like it in Dubai”,
His Excellency Sultan Ahmed bin Sulayem, the CEO of Dubai
World (Nakheel’s parent company), said at the launch.
NEWSMAKER
19
1000950900850800750700650600550500450400350300250200150100
Burj Dubai(Dubai)
Russia Tower(Moscow)
Chicago Spire(Chicago)
Taipei 101(Taipei)
Shanghai WorldFinance Centre
(Shanghai)
PetronasTowers
(Kuala Lumpur)
New Tower(Dubai)
Empire StateBuilding
(New York)
UPFRONT new:oct08 16/10/2008 08:10 Page 19
20 www.busmanagementme.com
FRONTLINE
KUWAIT SETSMINIMUM WAGETHE KUWAIT GOVERNMENT has
agreed to a new minimum wage
after protests rocked the
country. Tough penalties
will be brought in for em-
ployers abusing foreign
workers and maids. Parliament's
human rights committee has in-
troduced a bill stipulating jail
terms of up to 15 years for of-
fences including forced labour,
abusing workers or sexually ex-
ploiting maids.
UAE BANKS HIT BYWAVE OF CARDFRAUDUAE BANKS HAVE BEEN hit by a
wave of ATM card fraud, with
criminal gangs using counterfeit
cards to access local accounts
from abroad. HSBC has refund-
ed the small number of its cus-
tomers have been affected and
warned others to change their
PIN numbers as a precaution.
“Together with other UAE-based
banks, we have been experienc-
ing an attack on our local ac-
counts from counterfeit ATM
card usage abroad” said
Jonathan Campbell-James, re-
gional head of security and fraud
risk at HSBC Middle East.
MIDDLE EASTREVENUE SET TODOUBLEROYAL BANK OF SCOTLAND ex-
pects its revenue from the Gulf
to double over the next two
years on the back of booming
economic growth in the region,
said Colin Macdonald, regional
head of the Middle East for RBS.
He continued that revenue had
doubled over the last two years
and he expected growth to re-
main at current levels.
NETDIMENSIONS, a global provider of performance,
knowledge and learning management systems recently re-
leased Enterprise Knowledge Platform (EKP) 5.5. A major
upgrade in EKP 5.5 is the hierarchical picture-based cata-
logue view. “Nesting catalogues under other catalogues is
now a standard feature,” said NetDimensions CIO Ray Ruff.
“A hierarchical catalogue view enables listing of a
course in more than one catalogue. This is useful in e-
commerce, document management applications and
multiple groups or business units where they need to
be precisely managed.” Version control of courses and
learning objects give managers the ability to keep track
of versions a user has taken, making it easier for com-
pliance and certification audits.
Visual enhancements also give users a more ap-
pealing and navigable interface. “The new Learning
Path feature presents a graphical layout of the courses
currently assigned to learners, making it easier to view
course assignments that need action, in process or
have been completed,” explained Ruff.
Enhancements tailored to the needs of managers
include tracking certificate IDs for easier management
of certifications, greater flexibility in planning multiple
training days, as well as setting up deadlines and avail-
ability dates for courses. This allows managers to set
up the same course over different days when training a
diverse group of learners. “Clients conducting classes
using WebEx Virtual Classroom can also use EKP to co-
ordinate classes and keep track of enrollments and
scores,” Ruff noted.
Learners can now specify a date range when print-
ing user transcripts, view the map of a training facility,
and have greater flexibility to change their status when
enrolled in a course. “We also made the e-commerce in-
terface more intuitive, walking the buyer through the
whole process.” added Ruff. “Our ultimate goal is to
give our clients a more convenient EKP experience so
they can focus on learning. EKP 5.5 takes us one step
closer to that goal.”
Find out more at www.NetDimensions.com
LATEST RELEASE OF THE ENTERPRISEKNOWLEDGE PLATFORM
GOOD NEWS/BAD NEWS ARE YOU BUSINESSCONFIDENT?
ACCORDING TO A NEW SUR-
VEY, business confidence is
falling across the GCC. The sur-
vey recorded the opinions of
over 500 business people
from across the GCC and
asked respondents if they ex-
pected overall economic con-
ditions in six months to be
better, the same or worse than
they were presently.
Most pessimisticcountries: Bahrain and the United ArabEmirates
Most optimistic coun-tries: Saudi Arabia andOman
Source: Arabian BusinessBusiness Confidence Survey
20GOOD NEWS: BAHRAIN COMMUTERSTRAFFIC CONGESTION in the Bahraini capital of Manama
is to be eased with the building of a monorail train
network.
The Bahraini government’s cabinet has unveiled the
ambitious plans to build the metro in a bid to tackle the
city’s traffic problems. It will be built in three phases to be
completed in 2030.
The plan is similar to the US$4.2billion Dubai Metro
project, which is scheduled to be completed in September
2009.
BAD NEWS: DUBAI HOUSE BUYERSDUBAI BASED SHUAA CAPITAL has warned that 70
percent of Dubai residents are being priced out of the
country’s property market.
The rapid rise in Dubai’s property prices and the
high demand means there are few homes for those in
the lower to middle income sector, the company has
warned.
Shuaa Capital predicts a year-long price correction
in the Dubai property market starting in 2009.
✓
✗
UPFRONT new:oct08 16/10/2008 08:10 Page 20
21www.busmanagementme.com
WHERE NEXT FOR OIL?IN THE PAST FEW MONTHS
crude prices have been on a
rollercoaster ride, leaving indus-
try experts scratching their
heads over where the price is
heading next. Crude hit US$147
a barrel in July before plummet-
ing to less than US$80 a barrel
three months later. Opinion sug-
gests that the price could remain
around the US$75 mark for the
rest of the year, while some ana-
lysts claim it could go as low as
US$50. The deepening financial
crisis and global economic
slowdown, as well as a general
fear amongst investors, is being
blamed for the fall. However,
the economic woes are expect-
ed to lead to a drop in steel
prices and other equipment
which will be good news for the
oil and gas industry.
IN SOME SECTORS business continuity management (BCM) is a mature
and widely accepted discipline, but the journey to get to that point was
one of gradual development. Marsh Risk Consulting (MRC) began deliv-
ering solutions in this area many years ago. The services developed out
of a growing need to protect companies’ balance sheets from loss. This
was traditionally through insurance cover by providing financial compen-
sation for loss of profits after an incident, often after many months, or
even years of wrangling with lawyers, accountants, underwriters and
loss adjusters. Indeed, one of our earliest marketing publications includ-
ed the statistic that 88 percent of small
and lower medium-sized organisations
never recovered from a severe fire.
MRC initially worked with clients to
construct emergency plans. This included the key actions required in the
first 24 hours after an incident such as evacuation, first aid and firefight-
ing procedures. Next we worked on producing crisis management plans
covering the days and weeks that followed. Actions in this area typically
look at command and control. During the 1990s organisations realised
that following the above actions there was a longer term need to manage
reputational damage with stakeholders such as customers, investors
and employees. We worked with our clients on business recovery plans
outlining actions such as restoring critical processes, media manage-
ment and redeveloping business strategies. The combination of these
three areas is demonstrated in fig1.
As our consulting practice grows throughout the Middle East,
Marsh recognises the differing cultural and geographical challenges in
the region. Through a combination of thought leadership and learning
from our clients the process and style of BCM is constantly evolving and
we recognise and support forums such as this in driving the maturity of
the discipline to contribute to a robust economy particularly at this time
of significant global economic change.
FRONTLINE
PLANNING FOR THE WORSE CASE SCENARIO
ECO-FRIENDLYRULES AIM TOTRANSFORM ABUDHABIAbu Dhabi is seeking to
transform itself into a green
city in line with the city’s
master plan, Plan Abu Dhabi
2030. An interim set of
community planning
guidelines to ensure
sustainable development in
Abu Dhabi have been unveiled
and the new regulations from
the emirate’s green initiative,
The guidelines, which will
eventually become mandatory,
will also boost the amount of
green space in the emirate.
For every 10,000 people, the
city will have a minimum of
two hectares of open space.
Emergencyresponse plan
Crisis management/communication plan
Activ
ity
Time objective
Businessrecovery plan
A successfuloutcome
21UPFRONT new:oct08 16/10/2008 08:10 Page 21
FRONT LINE
Forecasting the future isn’t easy: When it
comes to predictions related to oil, the record is rather
chequered. In general, we have grossly
underestimated mankind’s abilities to find new
reserves of petrol, as well as our capacity to raise
recovery rates and tap fields once thought
inaccessible or impossible to produce.
Concerns over energy security are nothingnew: Back in 1972, an interdisciplinary research
group known as the Club of Rome issued The Limits to
Growth, a landmark study that predicted the rapid
depletion of natural resources leading to worldwide
socioeconomic chaos. Fortunately the dates predicted
for the exhaustion of these natural resources have
come and gone without the dire consequences of
societal collapse and economic misery envisioned in
the report.
Confidence is no excuse for complacency:I am confident that this growth trend will continue. But
I also believe we must take a hard look at the earth’s
total endowment of liquid fuels, and realistically assess
our ability to meet future demand for energy.
The joker in the pack among non-conventional liquid resources is biofuels:Their growth will be a function primarily of government
policies and incentives, rather than market
fundamentals. Frankly there are huge uncertainties
associated with biofuels, and I think it is therefore
difficult to predict with any certainty their ultimate
contribution to the global energy mix.
I do not believe the world has to worryabout ‘peak oil’ for a very long time: What
we do need to worry about is ignoring liquid fuels in
our energy policies and investment decisions, and
discouraging their development and growth on various
pretexts.
Petroleum is too important to the global economy
to be subjected to superficial analyses, doom and
gloom prophecies or simplistic assumptions. Rather,
oil deserves to be the topic of a rational and realistic
dialogue.
Abdallah S. Jum’ah isPresident and Chief ExecutiveOfficer of Saudi Aramco.
22IN MY VIEW
UPFRONT new:oct08 16/10/2008 08:10 Page 22
23www.busmanagementme.com
IT IS NOW THREE YEARS since Advent Software opened
its Dubai office and in that time the business in the re-
gion has grown considerably. The office in the presti-
gious Emirates Tower is the home for the team of 10 who
cover the full range of services – from sales, to consult-
ing and provide local support to the clients in the region.
Advent’s client base in the region has expanded
across all territories that include the UAE, Bahrain,
Qatar, Egypt, Lebanon and more recently Saudi
Arabia. With almost 30 clients spread across the re-
gion, Dubai is the home for almost one half. However,
the company is seeing a significant surge in demand
for more sophisticated portfolio management sys-
tems from Saudi Arabia, where the gradual opening of
the markets has highlighted a need for reliable and
proven technology.
Asset managers, family offices and wealth man-
agers in the region are now looking to build and grow
their businesses on a platform that will support their
growth without adding cost and also improve efficien-
cies and productivity. Clients are now much more de-
manding and need faster, more accurate information
via any channel and to deliver this level of service
firms need the right technology to support them.
Today, it is not just about acquiring new clients –
the focus is just as strong on retaining existing clients
and you can only achieve this by providing world-class
service and support to deliver the products that meet
clients’ requirements fast and without fuss. To be suc-
cessful at these key areas there needs to be a strong
front and middle office platform to support the invest-
ment manager.
For more information see www.advent.com or
email emea@advent.com.
3D NetworksAbu Dhabi Royal JetAccentureAdvent SoftwareAirbusAircelAlgeria TelecomAlsalam Aircraft CompanyAMDAnti-Phishing Working GroupAppleBahrain Petroleum CompanyBeximco PharmaceuticalsBoeingBombadier SkyjetBoxSentryBPBusiness Continuity Institute ChevronCommercial Bank InternationalCyveillanceDatamonitorEfmaEmirates AlluminiumEmirates NBDEtihadEtislatExxonMobil
2,7212231
23,4532747466
18, 9356
1401103832
12356906890
66,70569696664232
74, 13790
FerrariFinancial TimesForbesFour SeasonsGPD Industries Green PacketGuinnessGulf HelicoptersHotmailHR Access SolutionsIBMIDCInforInnovative HR SolutionsINSEADInsigniaInternational Institute for ResearchInternational Turnkey SystemsIron Mountain DigitalIslamic Financial Services BoardIsland Global YachtingJBOSSJumeirahJumeirah Golf EstatesKanoo GroupKanoo Shipping AgenciesKoenigseggKPMG
321374
1261166,78
746656
1149482
IFC, 86105
100,1308474
40,1356038
11694
1261162626
14256
Kuwait Petroleum CorporationLeisurecorpLexisNexisLiberty AllianceManchester United Football ClubMarsh McKinsey & CompanyMEBAAMeet The BossMoody’s Investor ServiceMoroc TelecomMotorolaNational Bank of KuwaitNet DimensionsNortelOger TelecomOpennet MEAOracle ORC WorldwidePA ConsultingPayPalPearl Valley Golf EstatesphionPricewaterhouseCoopersRAK BankRAK Minerals and Metals InvestmentsRamco SystemsRas Al Khaimah Investment Authority
90116385074
8,2142
1221257474
14056
20,59,10378749486
19,11398,121
5611650
1006646
66,7046
COMPANY INDEX Q4 2008Companies in this issue are indexed to the first page of the article in which each is mentioned.
FRONT LINE
SOCIAL CLIMBERSUAE INTERNET USERS have the
second highest rate of membership
of social networking sites in the
world, according to Synovate.
Around 13,000 people aged
between 18 and 65-years-old were
surveyed by Synovate and 46
percent of those that took part
from the UAE said they were
members of sites like Facebook.
The highest number, at 49
percent, came from the
Netherlands.
As well as being the second
most likely to sign up to a social
networking site, UAE users were
shown to be the most prolific with
37 percent of users saying they
had more friends online than in the
real world.
Ritz CarltonSAPSaudi AramcoSaudi Telecom Company SecuricorShamil BankShangri-LaSharjah Teaching HospitalShibbolethSiemens Snowmass ColoradoStandard & poor'sThe Peninsula Thru-UTrend MicroTrimex InternationalTroon GolfTurnberryUK Financial Services AuthorityUKSUN Relief and Works AgencyVASCOVertuVision SolutionsVolvoWorld BankYahoo!Zain
1268623746638
1386650
37,8411674
138108, OBC
5646
11611638
4,106,IBC66
50,7314054
142625674
SOFTWARE COMPANY CONTINUESMIDDLE EAST GROWTH
23UPFRONT new:oct08 16/10/2008 09:12 Page 23
24 www.busmanagementme.com
Abu Dhabi will win a coveted place on the F1 racing calender once the Yas Marina Circuit is complete. Business Management takes a look at how far the circuit is from the fi nishing line in this issue’s project focus.
On November 15 2009 fi ve glowing red lights suspended
across the starting line of Abu Dhabi’s Yas Marina Circuit
and a cacophony of roaring engines will signal the start
of the emirate’s inaugural F1 Championship race. At fi rst
glance a birds’ eye view of the development on Yas Island
looks like nothing more than a dusty, sprawling construction site.
But look closely and you will see that the track and state-of-the-art
facilities are fi nally beginning to take shape. Recently released artist
impressions give you some idea of just how impressive the track will
eventually be.
Next year’s race will be the fi nale for a 19-race season that would
have seen the world’s best drivers battle wheel to wheel across four
continents. The fact that the race could be the championship decider
will add extra spice to the event. Designed by respected F1 track ar-
chitect Herman Tilke, the 5.6km circuit will boast a non-permanent
section that will replicate a street circuit, as well as extensive stadia
and a marina. Up to 150 yachts will be able to allowed to berth
alongside the track, which is being built by the UAE’s
Aldar Property Development Company.
But the Etihad Airways Abu
Dhabi Grand Prix (to give it its
offi cial title) is not just about
the racing. Yas Island, a natu-
PROJECT FOCUS
“GENTLEMEN START YOUR ENGINES”
ral 2550-hectare island located off the coast of Abu Dhabi and will
also house a Ferrari theme park, a water park, signature hotels, golf
courses, a 300,000 square metre retail area, apartments and villas,
and much more. These facilites will help put Yas Island up there with
the best circuits on the F1 calendar.
However, there have been whispers that the ambitious circuit
won’t be fi nished on time, something that Phillipe Gurdjian, Chief
Executive of Abu Dhabi Motor Sport, has rubbished. He told reporters
that he is a “perfectionist” and that he is solely focused on the devel-
opment being ready for the earmarked date. His Excellency Khaldoon
Al Mubarak, Chairman of the Executive Affairs Authority, Abu Dhabi
has also been keen to stress that work is progressing well, with some
parts actually ahead of schedule, including the piling work for the pit
building and the excavation of the marina.
Gurdjian, who was drafted in to rescue the
Grand Prix events in Spain, Malaysia and
ABU DHABI GP.indd Sec1:24ABU DHABI GP.indd Sec1:24 16/10/08 08:21:0716/10/08 08:21:07
25www.busmanagementme.com
VITAL STATISTICS
No. of laps: 56 (estimated)
Length: 5.6km
No. of corners: 20
Top Speed: 320 km/h (estimated)
Lap time: 1min 38sec (estimated)
or not Abu Dhabi can overtake its neighbour will remain to be seen but
it has certainly gained a motor racing upper hand and a highly-coveted
spot on the F1 calender.
All that is needed now is for the site’s 15,000 workers to fi nish the
circuit on time and to the high standards that have been set. . Al Muba-
rak told the media in the summer that Yas Island Circuit will create an
“unparalleled” experience. “By starting with a blank canvas we have
had the luxury of learning from existing Grands Prix as well as other
major sporting events to ensure everything we do is best-practice and
that the experience we will deliver spectators is unparalleled.”
Bahrain believes that the race will showcase Abu Dhabi and the UAE’s
offerings to a global audience. Sport is such a good revenue channel
that both businesses and governments are vying to cash in on its
worldwide appeal, especially Formula One.
Just look at Bahrain, for instance. This Middle Eastern neighbour
hosted its inaugural F1 Grand Prix in 2004 – the fi rst ever race to be
held in the region – at its US$150 million circuit in Shakir. The fi nan-
cial gains are clear: last year’s race weekend alone generated almost
US$400 million in direct income to the businesses and traders of the
Kingdom. In fact, it is thought that the F1 Grands Prix events create
more revenue per event than any other sport in the world. The multi-
million dollar sponsorship deals with the world’s largest companies
and the internationally recognised luxury brands echo this sentiment.
On top of this are the millions of viewers seeing what Abu Dhabi has to
offer through their TV sets.
The emirate believes the Yas Island project is another step toward
competing with neighbouring UAE emirate Dubai, which already plays
host to world-class golf, tennis and horseracing events, as well as its
US$8 billion Dubai Sports City – due to be complete in 2010. Whether
“F1 Supremo” Bernie Ecclestone seals the deal with HE Khaldoon Al Mubarak
ABU DHABI GP.indd Sec1:25ABU DHABI GP.indd Sec1:25 15/10/08 16:03:2715/10/08 16:03:27
COVER STORY
Mishal Kanoo:5oct 16/10/08 08:05 Page 26
There are few Arab business leaders that are
more publicly outspoken than Mishal Kanoo.
And when it comes to his views on the future
of the Middle East economy, he pulls no
punches. To date Kanoo, Deputy Chairman of
the Kanoo Group with an estimated person-
al fortune of US$1.7 billion, has written articles predicting
a stock market crash in the Gulf, the collapse of the re-
gion’s property market, and the destruction of the econo-
my by family-run firms. So it’s no surprise that when I ask
Kanoo whether he thinks the tremors of the credit crunch
will be felt in the Middle East – his answer is an unequivo-
cal yes. “When you have these kind of events happening
in Europe and the US, it would be reprehensible, and un-
acceptable for anyone to say these things are happening
in isolation and it has nothing to do with us,” he says.
“There is a major credit crunch in this part of the world.
Banks are becoming very stringent. They are fearful of
what’s going to happen and rightly so.
27www.busmanagementme.com
He’s a member of the 11thrichest family in the Gulf andoversees a multibillion-dollarbusiness empire. But, as DianaMilne finds out when shemeets Mishal Kanoo, he hascontroversial views on the stateof the Gulf economy.
TOUGHTALK
Mishal Kanoo:5oct 16/10/08 08:05 Page 27
“They are looking at the future and thinking, ‘I’m going
to be straddled with a lot of debt and a lot of people who are
not going to be able to pay up’”. This, claims Kanoo, will re-
sult in a situation where the ambitious projects under con-
struction across the region could be delayed and global
players could be deterred from establishing headquarters
in the Gulf: “You’re not going to see the free flowing money
that there was in the past. It’s going to slow expansion
plans, it’s going to slow a lot of additional businesses com-
ing into this part of the world.”
Kanoo’s pessimism on the state of the Arab economy is
ironic given the success his own firm has enjoyed. The Kanoo
Group is one of the largest family-owned firms in the Gulf
and spans industries ranging from travel, machinery, oil and
gas, industrial chemicals and shipping. Kanoo Shipping
Agencies is the largest regional shipping agency in the
Middle East supporting over 5000 vessels a year across the
Arabian Peninsular and the success of the business has
made the Kanoo family the 11th richest in the Arab world.
And while Kanoo himself may have a reputation for holding
radical views on the future of the Gulf economy, he admits
his family business has conservative aims.
While the Kanoo Group continues to expand, it does so
mostly within the boundaries of its existing markets and its
established business divisions: “To be honest we haven’t
changed,” Kanoo reveals. “What we’ve done is we’ve added
onto our existing businesses. We have not added any new di-
visions. I sincerely doubt we will go into anything outside our
area of expertise. But within our areas of expertise there’s a
lot of new businesses to get into.” Kanoo says that the main
focus of the group will continue to be its activities in the in-
dustrial sector: “The reason why is because it is one of the
hardest types of businesses to get up and running but when
you have it up and running with the right partner, it is very re-
warding – not only financially but also socially.” He goes on
to say that the company has recently acquired a majority
stake in a UAE-based landscaping company with an industri-
al focus – an area the Kanoo Group is keen to branch into:
“We’ve established a majority share in a well established
landscaping company here. That is the type of business which
we think is going to blossom, pardon the pun,” he jokes. “The
governments of Dubai and Abu Dhabi are concerned with
beautifying the cities so this makes sense to us.”
“There is a major credit crunch in this part ofthe world. Banks are becoming very stringent”
Kanoo Shipping Agencies is the largestregional shipping agency in the Middle East.
Mishal Kanoo:5oct 16/10/08 08:06 Page 28
International expansion is part of the Kanoo Group’s business strate-
gy, at least within the travel industry, having last year acquired full own-
ership of 12 American Express Foreign Exchange services, 10 in the UK
and two in France as well as 18 American Express consumer travel outlets
in the UK. “What we’ve managed to do so far in travel is to piggy back on
our expertise. We’ve expanded into businesses that
are part and parcel of our core business. So for exam-
ple we now have a travel agency in the UK and Egypt,”
he explains.
Any additional expansion by the company into in-
ternational markets should be within emerging economies,
he goes on to say. “If you have a successful model, yes, you
can replicate it. Trying to replicate the idea in more
stable economic countries does not give you
the same fantastic return as you would get
from emerging ones. But it does give you
security. The only problem is because
these markets are stable you have a lot
of competition there versus if you set
up in certain parts of Latin America,
Asia and Africa for example.”
While he acknowledges the need
for the Kanoo Group to expand its pres-
ence in the international markets, Kanoo
says the company’s main focus will remain on
existing Middle East markets. “I would still stick to
my regional areas. You play to your strengths,” he says.
“That’s my strength. I wouldn’t limit this to the GCC. I
would say the region now.”
However despite being keen for the company to con-
tinue to expand on its home turf, Kanoo is highly critical of
the business environment in the Gulf compared to in more
developed markets and claims that weaknesses in the
economies’ regulatory frameworks could deter foreign in-
vestors. “Any investor (in the Middle East) has to ask him
or herself a few questions regarding the rules and regula-
tions, i.e. the law, and whether it is stable or flexible. If you
are the type of person who wants the laws to be flexible then
this environment would suit you. But if you are coming from
a European background where people live or die by the law
then this would not work for you. It all depends on the type of
business environment you are looking for.”
He adds that while legislation is in place to support the
practice of corporate governance by Middle East businesses,
the enforcement of this is patchy – leading to corrupt prac-
tices “We do have best of the breed legislation. But the prob-
lem comes with implementing those rules and regulations.
“That’s not something I can say, hand on heart, is being
done perfectly by the book. If you talked purely about pub-
licly traded companies, there are issues of governance, of
transparency, insider trading and you have them happen-
ing all the time. It’s like an illness we don’t want to address.
That said, are the authorities trying to combat it? Yes. Are
they putting enough resources into it? I don’t know. Only time will tell.”
The best efforts at enforcing corporate governance are being made
by the Dubai authorities, according to Kanoo, who argues that efforts
have not been as successful so far in Saudi Arabia. He says that it is
more important, now than ever before, for Middle East-based compa-
29www.busmanagementme.com
S A U D I A R A B I A
Y E M E N
S U LTA N AT E
O F OM A N
U A E
SANA
ABHA
MECCA
JEDDAH
RIYADH
YANBU
RABIGH MUSCAT
JUBAILDAMMAM
AL AINABU DHABI
DOAH
BAHRAINMANAMA
SHARJAHDUBAI
ABU DHABI
FAMILY FORTUNES: THE KANOO GROUP
The Kanoo Group is one of the largest independent, family-owned,group of companies in the Gulf region. Established in Bahrain in 1890
by Haji Yusuf Bin Ahmed Kanoo, it grew from its early trading andshipping business to become one of the most diversified
and highly regarded business houses in the Gulf regionand beyond.
Today the Kanoo Group is a diversifiedbusiness conglomerate with business activitiesacross the world’s most dynamic industries fromshipping, travel, holidays, machinery, oil and gas,power and industrial chemicals to exhibitionservices, courier services, logistics and business
centres and other retail and commercial activities.In addition, the Kanoo Group has formed joint
ventures with international companies serving theservice and industrial sectors such as Norwich Union
Insurance, Mearsk, BASF, Johnson Arabia, Akzo Noble,Freightworks and others.
Kanoo Group’s office network
Mishal Kanoo:5oct 16/10/08 08:06 Page 29
nies to meet world standards in corporate governance,
given that many are now joining their international
counterparts on the global stage. “Corporate gover-
nance and transparency are things that will take a
while for people to absorb and get done. The question
is at what pace? In this region it’s not a question of is it
ready. It’s a question of we have to be ready. Because
when you have to attract international buyers, you no
longer have a choice.”
The Kanoo Group has recently made steps to im-
prove the quality of its own organisation having ap-
plied to be assessed using the Dubai Quality Mark
standards in partnership with Dubai Industrial City.
Earlier this year the company also announced plans to
“re-engineer” its business with a focus on its leisure di-
vision and how to run this and its corporate operations
more efficiently, admitting it had not fully reached its
goals in these areas.
Given the rapid growth of the company and the many
divisions it now comprises of, an overall assessment of
the way it is run makes sense. The family-run company
also appointed an outsider, Julian Knott, as divisional man-
ager of business development and re-engineering, to con-
duct an overview of the way the business is run. Describing
the move, Kanoo says: “Any organisation eventually be-
comes, to a certain degree, content with itself. If you look
inwards, you will only see what you have seen in the past.
But if you have brought eyes in from the outside, in this
case Julian, you will see different aspects and from a dif-
ferent angle. This will benefit our customers. And at the
end of the day, we live and die by our customers.”
Kanoo is prone too to reassessing his own life and
where he wants to go next. And while clearly devoted to
the family firm he admits he harbours ambitions to pursue
personal goals. “There are only two things I wanted to do,”
he reveals. “The first is that I wanted to go back to teaching.
And the second thing is that I’d like to write a book. I don’t
know what on yet but I’m hoping to tend towards something
more philosophical – to bore the cr** out of people.” Kanoo’s
controversial views and outspokenness however mean that
he is very unlikely ever to bore anyone. �
30 www.busmanagementme.com
“Any organisation eventually becomes,to a certain degree, content with itself. Ifyou look inwards, you will only see whatyou have seen in the past”
Mishal Kanoo, was born in 1969 and he received his higher education
at the American University of Sharjah and the University of St. Thomas
in Houston, Texas, where he obtained an MBA in finance.
He joined the family firm in 1991, left to work as an auditor for
Arthur Anderson in Dubai, then rejoined the firm in his current position
in 1991. In his spare time he teaches business part time at the
American University of Sharjah where he specialises in the subject of
family businesses. Kanoo is also a regular contributor of columns to
Middle East-based magazines and newspapers.
MISHAL KANOO’S BIOGRAPHY
Mishal Kanoo:5oct 16/10/08 08:06 Page 30
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James Hogan is not a man who believes in doing things by
halves. Five years ago Etihad Airways didn’t even exist.Today
the Abu Dhabi-based airline is a household name that has
flown four million passengers to 50 destinations worldwide and
has invested billions of dollars in new aircraft this year alone. And
under Hogan’s leadership it shows no sign of slowing down. In
September he revealed to the American media that he planned to double the
number of cities Etihad services to 100 and to fly 25million passengers by 2020.
These goals will be supported by Etihad’s US$43 billion shopping spree at the
UK’s Farnborough Air Show in July at which it purchased 55 Airbus aircraft and
45 aircraft from Boeing.
Etihad, like so many Middle Eastern companies, has experienced ac-
celerated growth thanks to the region’s abundant oil wealth – putting it on
a par with more established Western airlines, despite only being three
years old. And according to Hogan it is precisely Etihad’s relative youth that
allows it to set such ambitious targets.“One of the key advantages Etihad
has is that it’s not a legacy carrier,” says Hogan “As a relatively new airline
and evolving brand, we can make decisions quickly without the burden that the
older, more traditional airlines have.”
But while youth may give Etihad the edge over its more established rivals,
it shares with them the threat posed by volatile oil prices.
Hogan is bullish on Etihad’s prospects of surviving the storm, but admits
the airline will have to make cut backs to meet the rising costs. “The high cost
of fuel is a challenge and it’s not one that is going is to disappear overnight,” he
says. “Thankfully we’ve hedged aggressively and we have a strong focus on
keeping costs that are within our influence under control. There are no plans
for Etihad to compromise its customer service in order to cut the weight of our
aircraft. However, the airline is currently pursuing a number of fuel saving ini-
tiatives, which are already realising significant savings on Etihad’s aviation bill.”
But while he may be looking to cut the costs of Etihad’s fuel bills, Hogan
has invested heavily in the continuing expansion of the airline – both by pur-
chasing aircraft and by expanding its network of routes. Among the new des-
tinations added to Etihad’s network this year alone are Lagos, Melbourne,
Chennai, Belarus, Kazakhstan and Moscow. And while that may sound im-
pressive, Hogan says the list is just the tip of the iceberg for Etihad.
With plans to double its destinations and fly 25million passengers by 2020 Etihad Airways isflying high. But as the airline’s CEO JamesHogan tells Diana Milne, like every internationalcarrier, it faces tough challenges ahead.
AVIATION
ETHIAD_ed:5oct 16/10/08 08:45 Page 32
ETHIAD_ed:5oct 16/10/08 08:45 Page 33
34 www.busmanagementme.com
THE ETIHAD STORY
Etihad Airways was set up as the national airline of the United Arab
Emirates in July 2003 by a royal decree issued by Sheikh Khalifa bin
Zayed Al Nahyan, then the Crown Prince of Abu Dhabi and Deputy
Supreme Commander of the UAE Armed Services. Soon after, Dr Sheikh
Ahmed bin Saif Al Nahyan was appointed Chairman of the airline.
Based in Abu Dhabi, the capital of the UAE, it started, with the
twin objectives of creating an airline that would bear the UAE flag and
extend Arabian hospitality to its guests. ‘Etihad’ is Arabic for ‘united’,
and hence a symbol of the bonding among the seven emirates that
constitute the UAE.
Services were officially launched with a short, ceremonial flight to
the oasis city of Al Ain in the emirate of Abu Dhabi on November 5, 2003.
A week later, on November 12, 2003, commercial operations started with
the launch of services to Beirut.
In the months that followed, Etihad added almost one new route a
month. In June 2006, it achieved another milestone: 30 destinations in 30
months. By 2010, it plans to touch 70 international destinations.
Other significant achievements in the airline’s three-year history
include:
• An unprecedented US$8-billion order for new aircraft in 2004 (five
Boeing 777-300ERs and 24 Airbus aircraft, including four A380s).
• The first-ever direct flight from the UAE to Geneva (June 2004),
Brussels and Toronto (October 2005).
• The first-ever non-stop flight from Abu Dhabi to Johannesburg.
• The World’s Leading New Airline of the Year Award (2004, 2005 and
2006, World Travel Awards).
• The World’s Leading Flatbed Seat Award (13th World Travel Awards, 2006).
“To give you some idea of our intentions, we don’t yet fly to places like
Japan, Korea, or anywhere in South America. Currently we only serve New
York in the USA and that situation will change,” he says.
At Farnborough Etihad purchased a total of 205 planes – at a time
when most airlines around the world are making cut backs. The growth of
the airline is in many ways, concurrent with the growth of the Abu Dhabi as
an international tourism and business destination and Hogan says he fore-
casts strong future demand from visitors to the emirate. This, he says, is
why he spent US$43 billion at Farnborough: “The growth of Etihad Airways
and Abu Dhabi are inextricably linked. We would not have made an order
of this size and magnitude unless we had absolute confidence in the future
success of the emirate, both from a tourist and business point of view. Our
order reflects our belief in Abu Dhabi’s future plans.”
Hogan has every reason to be confident. Approximately US$200 billion is
to be invested the UAE capital in the next 10 years. Among the attractions
set to put Abu Dhabi on the global map are Saadiyat Island which will fea-
ture a Ferrari theme park, racetrack, hotels and leisure facilities and Yas
Island which will feature the Middle East’s very own Guggenheim Museum
and Louvre art gallery. Travel to the region is also set to continue to grow
at a rate that far oustrips the global average. According to IATA, the Middle
East witnessed growth of 18.1 percent in passenger traffic in 2007, com-
pared to 7.4 percent growth in global traffic. It predicts growth in the re-
gion between now and 2015 to be around 7.1 percent – the highest of any
region in the world compared to a global average of 5.3 percent. As well
as capitalising on these growing numbers Hogan says he plans to contin-
ue to target niche travellers to the region. “We tap into many different mar-
ETHIAD_ed:5oct 16/10/08 08:41 Page 34
35www.busmanagementme.com
kets – religious traffic, business, tourists, and people using the Middle
East to connect to their final destination.
“Coupled with a rapidly strengthening business and tourism market,
the Middle East is a recipe for success and Etihad is proud to play an inte-
gral part in it,” says Hogan.
But Etihad faces hot competition in the aviation market and in order to
increase passenger numbers it must invest not just in new aircraft and des-
tinations, but also in strengthening recognition of the Etihad brand globally.
Like neighbouring Emirates Airline, sports sponsorship has been a cornerstone
of this strategy. Its most high profile sponsorship agreement to date is a three-
year sponsorship deal with the Ferrari F1 team, which will see Etihad’s logo dis-
played prominently on the Ferrari cars and on the drivers’ uniforms. Etihad is
also the official airline of Chelsea Football Club and closer to home it is the title
sponsor of the Formula One Abu Dhabi Grand Prix, the official airline of the Abu
Dhabi Golf Championship and sponsors the Abu Dhabi Harlequins Rugby
Union Football Club.
Investment must also be directed towards ensuring the airline’s image is
an ethical one – particularly at a time when the spotlight has been turned on
airlines in the bid to cut carbon emissions. Hogan is keen to emphasise that
the airline is doing all it can to stay green. “We take our commitment to the en-
vironment seriously. Etihad operates one of the youngest and most environ-
Below: A class of Emirati cadet pilots on their first day of training Bottom: Etihad Cabin crew with an Etihad sponsored Ferrari F1 car
ETHIAD_ed:5oct 16/10/08 08:42 Page 35
mentally-efficient fleets in the world. The average age of the fleet is
three years meaning lower levels of emissions than older fleets. A key
selection criterion in the Farnborough deal was the environmental per-
formance of the aicraft. The new generation aircraft we have ordered
from both Boeing and Airbus are amongst the most fuel efficient
and will help maintain Etihad’s fleet as one of the youngest and
greenest in the sky.” He goes on to say that the airline is currently
developing policies to minimise its impact on the environment in
line with Etihad’s commitment to sustainability.
In the area of social responsibility, Hogan says the airline is also
keen to create and promote employment for Emirati nationals. Indeed,
he says the participation by Emiratis in the airline’s success story is one
of his proudest achievements to date: “A particular issue which continues to
please me is the increasing role that Emiratis are playing in the continued de-
velopment of our airline. Etihad continues to build its Emiratisation scheme,
which, by the end of 2008 will boast more than 100 participants across the
cadet pilot, management trainee and technical engineering programmes. With
Etihad’s incredible growth set to continue, it is crucial that we develop our
multi-talented, multi-cultural workforce with strong Emirati representation.”
The expanding of Etihad’s workforce and the favourable market
conditions it enjoys in the Middle East are in sharp contrast to those in
the West where crumbing financial markets and a looming recession are
set to hit airlines’ profit margins hard and will lead to mass redundan-
cies. Earlier this year British Airways CEO Willie Walsh announced re-
dundancies of 1800 and warned that he predicts 30 airlines will go
bankrupt before Christmas. “We are in the worst trading environment
the industry has ever seen,” he said at the time, adding “We have seen
30 or so airlines go bust this year and it would be fair to expect a simi-
lar number of casualties worldwide over the next three to four months.”
The situation has prompted some to predict wealthy Middle East air-
lines such as Etihad could acquire struggling European airlines. Indeed
there was media speculation this year that it was in “firm talks” over a
possible US$1 billion merger with UK carrier BMI British Midland.
According to the reports, Etihad had approached Lufthansa, which
holds a stake in BMI, and is believed to want to sell its stake for US$357
million. Such a stake would give Etihad the second strongest position at
BA’s home airport Heathrow. In a statement Etihad admitted it was consid-
ering such a move but said it had no definite plans to strike a deal at pre-
sent, stating it had held “a number of discussions with a variety of carriers
around the world”, however it had “no firm talks planned with any airline
or any proposals in the pipeline with any possible new carrier”.
Hogan admits that Etihad is not immune to harm from the economic strife
affecting the European and US aviation industries and that his airline must en-
sure it remains competitive in order to remain in business. “The aviation mar-
ket remains incredibly competitive. The deteriorating economic situation in
Europe and North America is amongst the headwinds that we face going for-
ward. By continuing to focus on the customer experience and by providing the
best service both in the air and on the ground, we will continue to achieve the
challenging targets we set ourselves.”
Deteriorating global economic conditions may lead some to describe
Hogan’s ambitious target-driven approach as unrealistic. But so far the airline
has hit every one of its targets, making it the fastest growing commercial air-
line in history. And judging by this track record, there’s nothing to say Etihad
won’t keep flying high. �
36 www.busmanagementme.com
James Hogan was born in 1956 in Melbourne, Australia. After a distinguished
career with Hertz International spanning 13 years, he joined BMI British
Midland in 1997 as Service Director.
In 1998 he was appointed to the board of Forte Hotels Limited as
Worldwide Sales Director. In 1999 he re-joined BMI British Midland as Chief
Operating Officer.
He was based in Melbourne, Australia as Chief Executive of Tesna, a
consortium engaged to restructure Ansett Airlines before moving to the
Bahrain as President and Chief Executive of Gulf Air from May 2002 to
September 2006. He was appointed as Chief Executive of Etihad Airways in
October 2006.
JAMES HOGAN’S BIOGRAPHY
His Highness Dr Sheikh Ahmed bin Saif Al Nahyan, Etihad Airways’ Chairman, CEOJames Hogan, Airbus CEO Tom Enders and Airbus COO, Commercial, John Leahy.
ETHIAD_ed:5oct 16/10/08 08:39 Page 36
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New areas of law come about only
rarely. The core principles of contract
law, tort law and criminal law have
long outlived their earliest practitio-
ners. Some areas of law, including, for example,
fi nancial regulation, have expanded greatly from
a small seed of minor legal issues to a great hulk-
ing oak of law; others, such as the law of resti-
tution, came into being from isolated legal
issues coalescing into a single, coherent
body of law. The process by which new
areas of law are created is rarely, however,
straightforward.
The same is true of Islamic fi nance law.
Shari’a law, in and of itself, is certainly not
new. As Potter LJ observed in his signifi cant
speech on the decision of the Court of Appeal
in Shamil Bank of Bahrain v Beximco Pharma-
ceuticals Ltd, “most of the classical Islamic law
on fi nancial transactions is not contained as
‘rules’ or ‘law’ in the Qur’an and Sunnah but
is based on the often divergent views held by
established schools of law formed in a period
roughly between 700 and 850 CE.” What is new,
however, is the growth of Islamic fi nancial busi-
ness into a signifi cant part of the fi nancial mar-
Laying down
the law
ISLAMIC FINANCE
There is a growing need to address the challenges of
regulating Islamic fi nancial institutions in global markets.
Legal expert Antony Hainsworth describes the diffi culties involved
in standardising legislation.
38 www.busmanagementme.com
Antony Hainsworth.indd Sec1:38Antony Hainsworth.indd Sec1:38 15/10/08 15:46:1315/10/08 15:46:13
39www.busmanagementme.com
kets. This has led to the court systems of essentially secular countries
having to grasp the signifi cance of Shari’a principles. This process
requires the courts to reach decisions on how what are, in essence,
religious principles, are to interact with black letter law. As with many
conventional areas of law, there is often no easy answer.
Signifi cant steps were taken by the decision of the Court of
Appeal in the Shamil Bank case. Although
the court chose not to recognise the Shari’a
as an independent body of law capable of
governing the relationships between parties,
signifi cant concessions were made. It was
recognised that Shari’a principles may be rel-
evant to the intentions of parties when enter-
ing into a contract. It was recognised that the
courts may have regard to expert evidence
from Shari’a scholars in determining such in-
tentions. From such simple beginnings larger
things often grow.
RegulatorsThe courts are not alone in having to meet
the challenge that Islamic fi nance poses. Fi-
nancial services regulators are fi nding that
there are signifi cant differences in the way
that Islamic fi nancial institutions operate,
which they must take into account in regulat-
ing such institutions. At the same time, regulators are fi nding conven-
tional fi nancial institutions, which they regulate wishing to expand
into the Islamic sector. Islamic fi nancial institutions may pose dif-
ferent prudential and systemic risks from conventional institutions;
this becomes all the more signifi cant when Islamic fi nancial institu-
tions and conventional fi nancial institutions are inextricably linked
in a single, interconnected fi nancial market. These are just some of
the reasons why the UK Financial Services Authority chose to pub-
lish a signifi cant policy paper in November last year entitled Islamic
Finance in the UK: Regulation and Challenges. Financial services
regulators in a number of other jurisdictions have already introduced
regulatory rules on the operation of Islamic fi nancial businesses. The
FSA’s paper is an early indication that similar legislative measures
should be expected in the UK in the near future.
With the UK positioning itself for the anticipated worldwide
growth in Islamic fi nance, it is increasingly important to understand
how secular English laws and regulations will be applied to Shari’a
compliant products and services. Whilst there are a number of publi-
cations in the market, which seek to explain Shari’a principles, there
are few, if any, that seek to address the accompanying black letter law
issues that come with them. It is this
interaction between English laws and
regulations and unfamiliar religious
principles that will be of particular in-
terest to practitioners. Even a passing
knowledge of Shari’a principles will
give some indication of the practical
challenges that must be met. Should
Shari’a compliant products and ser-
vices be originated and marketed in a
different way to conventional products
and services? Do conventional fi nan-
cial institutions wishing to offer Shari’a
compliant products and services need
to engage the services of Islamic
scholars? Are fatwas issued by Islamic
scholars binding on an institution that
commissioned them? Are default fees
permissible under the Shari’a? If a
default fee is impermissible under the
Shari’a, is it enforceable before the English courts? These are just
some of the questions that need sensible, practical answers.
PrinciplesIt has been over a year now since I was fi rst approached by Lex-
isNexis to write a new chapter for the Encyclopaedia of Banking Law
on Islamic Financial Institutions and Islamic Finance. This was no small
undertaking. English jurisprudence on Islamic fi nance is in its infancy. A
number of international bodies, including in particular the Accounting
and Auditing Organisation for Islamic Financial Institutions (‘AAOIFI’)
and the Islamic Financial Services Board (IFSB), have taken steps to
introduce standardised principles on the governance and operation of
Islamic fi nancial institutions, but are fi nding that there is a lack of con-
sensus amongst Islamic scholars on the practical application of Shari’a
principles. Institutions as signifi cant as ISDA have commissioned proj-
ects to create Shari’a compliant versions of their standard documenta-
tion. Trying to capture and commentate on all these developments is, in
many ways, like trying to paint a picture of a moving subject.
However, it is for precisely this reason that a publication such
as the Encyclopedia of Banking Law lends itself to the subject. As a
loose-leaf work with monthly updates, it is very well positioned to
take account of new developments in the area. In many ways, this is
an editor’s dream. New decisions can be commented on promptly.
New regulations can be taken into account. The publication can be
responsive to new developments both at home and abroad. The
chapter is likely to change and develop over the coming years as law
and practice develops. I couldn’t be happier to be involved.
Antony Hainsworth is a LexisNexis Section Editor
and a leading lawyer on Islamic fi nance. He is also a
fi nancial services and fi nancial regulation specialist
at Clifford Chance LLP. He advises both local and
international institutions on all aspects of regulated
fi nancial activity and fi nancial business. He is the
editor of the new Division on Islamic Financial
Institutions and Islamic Finance in the LexisNexis
Encyclopedia of Banking Law.
“Financial services regulators are
fi nding that there are signifi cant differences in the way that Islamic fi nancial institutions operate, which they
must take into account in regulating such
institutions”
Antony Hainsworth.indd Sec1:39Antony Hainsworth.indd Sec1:39 15/10/08 15:46:1315/10/08 15:46:13
40 www.busmanagementme.com
banks to employ Islamic fi nancial techniques
in their banking, giving a profi t/sharing
framework as an alternative to an interest
rate mechanism. Over 70 banks and fi nancial
institutions operating worldwide utilise ITS’
banking solutions.
Currently, the ITS Islamic banking solution
processes an average of 750,000 transactions
daily, although the solution’s transaction
processing capabilities are unlimited. Islamic
banking solutions for newly launched Islamic
banks and fi nancial institutions can be imple-
mented in less than two months. In less than
six months, ITS can provide solutions for
banks that are converting from a conventional
framework to an Islamic framework. Further-
more, ITS offers Islamic banking solutions
for conventional banks that provide Islamic
banking products. Lastly, ITS Islamic banking
solutions can also be implemented in Islamic
fi nancing companies. ITS also provides value
added services that include facilities manage-
ment. Through this product, ITS handles the
management and operation of a corporation’s
existing IT facilities for a predefi ned period
of time. This ensures the high availabil-
ity, effi ciency, and robustness of the facilities
throughout that period.
For more information visit www.Its.ws
Haitham Abdou, Group Director
of Marketing at International
Turnkey Systems, has over 13
years of experience in the banking
and fi nance industry. His areas of
expertise include IT strategies for
fi nancial institutions, SOA for Islamic
fi nance banks, automation projects,
core replacement, AML, electronic
banking and payment systems.
Having been virtually unheard of two
decades ago, the concept of Islamic
banking has since become a power-
ful force in mainstream banking and
is now an industry worth an estimated US$300
billion with an annual growth rate of between
15-25 percent. This makes the Islamic bank-
ing and fi nance industry a very lucrative op-
portunity for conventional and Islamic banks
alike. Although most of the Islamic banks and
fi nancial institutions in the world reside in the
Middle East, they are rapidly mushrooming in
Asia, Europe, and the US. Demand for Shariah
compliant banking products and services is
now so great that conventional banks are
rushing to offer such products, referred to as
Islamic windows, to cater to the demands of
their customers. Increasingly, non-Muslim
customers are being attracted due to the
principles of Islamic banking that dictate risk-
sharing and no interest policies.
Despite the immense potential of Islamic
banking and fi nancial products there are nu-
merous challenges that the industry faces. As
a result of accelerated globalisation and fi erce
competition between Islamic and conventional
banks, Shariah compliant products need to pro-
vide competitive products that are customised
to suit local needs. At the same time, these
products must meet international standards.
Specialist support is therefore strategically
essential to implement information technology
solutions that are specifi c to the different mod-
ules used in Islamic banking products.
It is also essential that providers have
the capability to integrate with other banking
systems and comply with Central Bank rules
and regulations. For over two decades Interna-
tional Turnkey Systems (ITS) has been the lead-
ing ICT solutions provider for Islamic banks and
Islamic fi nance organisations. The ITS solution
is specifi cally designed to fulfi l the needs of the
Islamic banking and fi nancing sector. To that
end, the ITS products take into account the
great importance of the Islamic Shariah in the
community’s fi nancial dealings while remain-
ing easy to use, with simple interfaces.
ITS has a keen understanding of what its
customers really need from an ICT partner.
In short, to enable technology utilisation in
order to allow your business to grow. ITS rea-
lises the importance of the Islamic banking
fi eld and how dynamic the industry is. Based
on subsequent changes in Central Bank rules,
the ITS Islamic Banking Solution has been
developed to comply with multiple Islamic
rules. ITS appreciates the unique structure
of Islamic banking as well as the differences
between Islamic banking and conventional
loan or debt markets.
Firmly rootedThe ITS Islamic banking solution enables
providers to offer a competitive range of al-
ternative fi nancing vehicles, different to those
offered by commercial banks, while, staying
fi rmly rooted in Islamic principles. The Islamic
banking solution also allows conventional
ISLAMIC BANKING REACHING NEW HEIGHTSWhile the world’s fi nancial institutions are taking a battering, Shariah compliant banking is witnessing unprecedented growth says Haitham Abdou.
ASK THE EXPERT
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ITS.indd 1ITS.indd 1 7/10/08 14:54:477/10/08 14:54:47
BM. What has the merger done for the new group’s stat-
ure in the region?
RP. The deal made Emirates NBD the biggest bank in the
Middle East by assets and it’s this scale and the heritage
of the two legacy banks that positions us as a national
champion bank. The size of our balance sheet also makes
the bank a natural leader in big ticket project lending, an
important growth catalyst in the GCC banking sector. Emirates
NBD boasts over 20 percent of the domestic, corporate loan
market. The deal also meant pooling two talented staff teams
in the region. This team remained dedicated throughout the
deal, enabling us to grow further still since.
BM. Has it been diffi cult bringing together two banking
giants?
RP. Generally, the banks’ stakeholders were pleased with how
the deal went. The banks partnered with best-in-class advisors
early on and thus the merger progressed very smoothly. Evident
of how smooth the process was is the fact that business ran as
usual and even managed to grow throughout the deal.
Our staff, the regulators, our customers, public sector bodies and our
shareholders were all very supportive throughout the deal. The case
for merging was compelling and the bank was transparent throughout
the transaction with all of its stakeholders.
An important challenge is the integration of our staff. With
new offi ces and merged teams in place, settling the bank’s people
and creating a positive new culture has been a priority over the past
year. To this end, we have hosted ‘Culture Workshops’ for all employ-
ees. These sessions focused on team building and communicating
the new vision, mission and values of Emirates NBD to all. Technical
integration is of course a challenge, front-end and back-end. We are
on-track with all areas of integration and are on-line for our 2009
deadline. It has been said that the Emirates NBD merger is a blue-
print for future large regional mergers.
BM. Do you forecast further consolidation in the UAE banking sector?
RP. Consolidation in the UAE banking sector is overdue. The market
is overbanked, with 49 banks servicing a population of 4.6 million
people, according to the 2006 census. This is true throughout the
GCC. I believe we can expect to see some other big banks in the region
look to join forces within the year.
BANKING FOCUS
UAE-based Emirates NBD is a banking heavyweight in the Middle East following the merger of Emirates Bank and National Bank of Dubai last year. CEO Rick Pudner talks to Business Management about the group’s strength in the region and how Islamic banking is providing a signifi cant boost to earnings.
WINNING COMBINATION
42 www.busmanagementme.com
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43www.busmanagementme.com
BM. Do you feel threatened by the arrival of international banks in the
UAE or do you see the competition as being healthy?
RP. Competition is always healthy and inevitably drives progress. As the
market stands, cluttered as it is, the authorities are hesitant to issue
new licenses to international competitors. After further consolidation
I’m sure this will ease up but we are the biggest in the region with the
largest distribution network in the country. We will always work hard to
secure this position.
BM. Emirates NBD posted a surge of 45 percent in second quarter
profi ts. How has the group achieved such a rise in growth and how
pleasing were these results for you personally?
RP. As I mentioned before, the new scale has positioned Emirates NBD
well for big-ticket lending, an area of considerable growth for Emir-
ates NBD. Retail banking and wealth management are also expanding
successfully. Islamic banking has been another area of exponential
growth for the bank. Such growth is of course very pleasing for us
all at the bank and for those who have supported it throughout the
merger. This is a refl ection of a fertile banking landscape, but mostly,
and I speak for bank’s shareholders when I attribute this in large to the
hard work and dedication of Emirates NBD’s workforce.
BM. Your CFO Sanjay Uppal announced that much of this gain could
be attributed to a major upswing in Islamic fi nance. What’s driving
this upswing and how are you placed to cope with future demand for
Islamic banking?
RP. Emirates NBD’s award winning and market leading Islamic fi nancial
services arm, Emirates Islamic Bank, increased its profi ts and assets sig-
nifi cantly in the fi rst half of 2008, compared to the same period in 2007.
Analysts forecast Islamic assets increasing from 13 percent of UAE
system assets in 2007 to 18 percent by 2012. Continuing to expand our
Islamic banking services amongst such opportunity is an important
focus in Emirates NBD’s long-term growth.
Globally, Sharia-compliant assets have grown by 20-30 percent a
year over the last decade to reach US$400-500 billion. Consensus is
unanimous that Islamic or Sharia fi nancial services is a market geared
for continued exponential growth over the next decade. Islamic bonds
– Sukuks – are one of the fastest growing fi nancial instruments globally.
They are expected to be the largest contributors to sustained double-
digit growth in Islamic fi nance.
McKinsey & Company has suggested that the broader region’s
sector assets – excluding Iran – could hit US$750 billion, and will
exceed US$1 trillion by 2010. We are building the Islamic business in
line with these forecasts and the rapid growth witnessed internally.
Emirates NBD has a reputation for innovation and this is important
to the Islamic bank too. By continuously designing new products and
services we aim to stay at the head of the curve.
BM. How big is the mortgage market and how much demand are you
seeing for your products?
RP. The UAE’s mortgage market is set to double from US$8.7 billion in
2007 to US$17.4 billion in 2011. The real estate sector’s strong perfor-
mance, buoyed by overall economic performance, steady population
growth, negative real interest rates, and higher tourism receipts are
driving the country’s thriving home fi nance sector.
Domestic mortgage lending represented only 3.5 percent of the
gross domestic product in 2006 and 4.7 per cent in 2007 whereas the
average for emerging markets mortgage is 15 to 30 per cent of GDP.
In developed countries, mortgage lending accounts for more than 50
per cent of the GDP. So we can expect an increase in this business.
Emirates NBD is an active player in this market and we are seeing
positive growth in the demand for home fi nancing in the fi rst half of
2008 which is refl ecting on our market share in this market.
BM. There are suggestions that customer service levels in the Middle
East are not up to the same standard offered by US or European lend-
ers. What is your response to this statement?
RP. The Middle East is a rapidly developing region which is, of course,
behind the US and Europe in a number of areas. The GCC is perhaps
developing faster than the rest of the region in some sectors, banking
is one of them.
“We have not made asecret of our hopes to
make one or two strategic acquisitions in the
medium term”
Emirates Bank.indd Sec1:43Emirates Bank.indd Sec1:43 15/10/08 15:47:5815/10/08 15:47:58
Customer service is not dependent on in-
frastructure and so the region should not be a
determining factor. Customers anywhere in the
world are more demanding and generally more
savvy when it comes to their fi nancial services
providers. We have strong customer retention and
strong customer satisfaction levels. But as with
everything else, we are always keen to learn what
we can do better and often look to banks in the
US and Europe markets for inspiration and often
best-practice benchmarks.
BM. What is Emirates NBD doing to improve cus-
tomer service and use it to leverage a competitive
advantage?
RP. The bank reviews its customer services con-
tinuously and we worked tirelessly to ensure that
it didn’t suffer amidst last year’s transaction and
that it will not for the duration of integration.
Recent research has suggested that there has
been no considerable effect to customer services
over all throughout the merger.
Any organisation can always service its cus-
tomers better and we dedicate a lot of time and
resources to learning how. Ongoing training is one
of the tools we use to ensure our employees are
well equipped to provide an excellent service to
our customers. Ongoing training across Emirates
NBD is utilising best practice from both banks and
is proving to be particularly useful.
The new Emirates NBD brand, which is still
to be unveiled, will focus on the whole customer
experience. At whatever scale the bank is at,
Emirates NBD will never become complacent. Our
customers have supported us throughout a busy
year and we will always strive to thank them with
great service.
BM. Finally, what goals or targets do you have for
Emirates NBD in the next 12-18 months? Is over-
seas expansion on the cards?
RP. The bank aims to continue growing at a steady
rate. Growth will be both organic and inorganic.
Organically, we see the Islamic fi nance division
continuing to develop as with our lending. We are
also seeking to strengthen existing international
positions over the next year.
Inorganically, we have not made a secret of
our hopes to make one or two strategic acquisi-
tions in the medium term. Outside of the UAE,
building upon our position in Saudi Arabia is a pri-
ority. Other markets on our radar include Turkey
and some of the CIS nations.
44 www.busmanagementme.com
Emirates NBD headquaters
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Volatile oil prices and a surge in demand for coal has creat-
ed lucrative investment opportunities for RAK Minerals
and Metals Investments (RMMI). The company, set up by
the Ras Al Khaimah Investment Authority (RAKIA) in
2005 and co-owned by the industrial minerals giant,
Trimex Group, may not be the best known name on the
UAE business scene. But when it comes to its achieve-
ments to date – the numbers speak for themselves. This year alone it will
invest US$1billion dollars in acquiring mines across the world. This will
lead to a global asset base worth US$4 billion.
But, says the company’s Managing Director Madhu Koneru, who is also
executive director of Trimex International, the group is not focussed solely
on its profit margin. Ensuring the welfare of the workers at the mines it ac-
quires is a key part of its strategy – not just in terms of corporate social
responsibility but also to maintain a stable workforce. Indeed, Koneru
says he believes that implementing this strategy is one of the biggest
challenges that mining companies currently face. “One of the big chal-
46 www.busmanagementme.com
INDUSTRY
RAK Minerals and Metals Investmentshas embarked on a multi-billion dollarglobal shopping spree buying upmines across the world. And asManaging Director Madhu Konerureveals, the strategy is paying off.Diana Milne reports.
RMMI:5oct 15/10/08 15:52 Page 46
lenges that companies like RMMI face is that the
mines they run are in very remote and underdevel-
oped places. How you deal with the people in these
areas is very important.
“Out of the money that you make from the
mine, a percentage of this has to go into corporate
social responsibility. And if you don’t do that you can
face all sorts of issues such as workers striking.
Koneru goes so far as to say that he believes im-
plementing corporate social responsibility strategies
is in fact more challenging than the mining process
itself. “Handling a mine is very easy. There’s no rock-
et science in that. You drill it, remove the raw materi-
als, process them and sell them. But dealing with the
people at the mine head is very sensitive. They want
you to make them understand how building a railway
track or doing mining in their area will help them and
their children in the future.”
But overcoming such challenges is one of the
reasons why RMMI has become so successful in
such a short space of time. The company does not
shy away from acquiring mines in challenging areas
including Armenia, where earlier this year it invested
US$200 million in the acquisition of the TSCC
Armenia. This covers three mining complexes spread
across north and south Armenia and under the terms of the deal RMMI
will also establish a concentrate plant in the country. Koneru says he be-
lieves Armenia holds a great deal of untapped potential for RMMI –
largely due to the fact that few of its rivals to date have been willing to in-
vest in the country .
“Because of the political relationships they have with its neighbouring
countries, European and American companies are not keen to invest in
Armenia. It is also a country that has not been developed for a number of years
because it is landlocked,” explains Koneru.
To overcome the logistical challenges of transporting materials and
equipment to and from Armenia, the Ras al
Khaimah government acquired 50 percent of the
nearest port – Poti in Georgia. It will be utilising
the port to do most of its exports when it starts
production in Armenia.
RMMI has faced similar infrastructural chal-
lenges in Australia where it has invested in mines
in remote areas on the country’s east and south
east coasts. To overcome these challenges,
Koneru says the company plans to build a railway
or port facilities. “We will do a similar thing to what we are doing in Indonesia
right now which is to put up a railway track or a new port facility. Ras Al Khaimah
has always been an industrialised city in this part of the world. It handles close
to 80 million tonnes of bulk raw materials for the cement factories so the com-
pany has the expertise to build something over there.”
As part of its strategy to invest in mines on each continent, RMMI has ac-
quired a mine in Indonesia and earlier this year announced it was investing
US$ 250 million in a Congo-based copper mine. “We have invested US$50 mil-
lion in acquiring the mine and we are investing another US$200 million in
building the smelter,” says Koneru. “We have been doing a lot of exploration
there and it’s going fantastically,” he enthuses.
The next region it hopes to target is South America, and Koneru says
the company is currently seeking out possible investment opportunities
there. “The next place that we’re looking to go to in the next couple of years
is South America,” he says. “It’s rich in iron ore and coal so we’ll be fo-
cussing on those areas. We are trying to look at some opportunities in
Colombia and Brazil. We’re just shopping right now.”
But this is no ordinary shopping trip. Once it has chosen the right spot,
RMMI will invest millions of dollars in a mine there – a project that will be
years in the making. The company has every reason, however, to be confi-
dent of high returns on its investments. Globally, energy needs are set to
increase by 55 percent by 2030 with the usage of fossil fuels, dominated
by coal, estimated to grow by 84 percent.
JPMorgan recently revised its 2008 global coal price forecast to US$90
per metric ton – an increase of almost 62 percent from its 2007 prices.
Meanwhile, the analysts suggest that demand for metals such as copper,
nickel, zinc and iron, could double or even triple over the next 25 years. The
47www.busmanagementme.com
“The next place that we’re looking to go to in the nextcouple of years is South America, it’s rich in iron ore andcoal so we’ll be focussing on those areas”
Madhu Koneru obtained a bachelor degree in
commerce from the Delhi University and started his
career with the Trimex Group in 1992 as a trainee. Three
years later he was appointed General Manager and
became the company’s Executive Director in 1996.
During this time he has also been a member of the
boards of directors of Al Ghanem Industrial Company,
Kuwait, and TJ Shipping and Logistics.
In his role as Managing Director of RMMI on behalf
of Trimex, Koneru is focused on building RMMI into a
world-leading mining solutions provider in the metals
and minerals industry.
Koneru is a YEO, India member, a charter member
of the Indus Entrepreneurs in Dubai and a member of
the Indian Business and Professional Council in Dubai.
In 2007 he won the Asian Business Award Middle East
for ‘Young Asian Achiever of the Year’. He has also been
instrumental in facilitating bilateral initiatives between the
governments of Dubai and Ras Al Khaimah and India.
MADHU KONERU’S BIOGRAPHY
RMMI:5oct 15/10/08 15:52 Page 47
situation is helped by the surge in oil prices earlier this year and a drop in
the productivity of oil fields which has prompted many developing countries
to turn to coal for fuel. This has led to particularly strong increases in demand
from China and India, which Koneru says has boosted the building of power
plants within both countries, as well as in the Middle East. There will be a lot
of demand for coal coming up from power plants that are being built in India
and in the Middle East,” he says.
Koneru also believes that his company is insulated from the effects of the
credit crunch on demand for metal as a component in consumer goods, by the
fact that it focuses primarily on copper.
“Whether the economy is up or down, copper is always going to be
used,” says Koneru. “Unlike other metals such as lead or zinc which are di-
rectly related to consumer products, copper is related to infrastructure. So
the resources which we have acquired are a very long term investment.”
Part of the profits gleaned from these projects will be invested back into
developing the infrastructure of the emirate of Ras al Khaimah. The RAK
government, through the Ras al Khaimah Investment Authority
(RAKIA) has embarked on an ambitious plan to develop the emi-
rate into the focal point for industrial activity in the UAE.
48 www.busmanagementme.com
Founded in 1985 by Koneru Rajendra Prasad, a
mainstay of the minerals business since 1973, Trimex
Group was launched to fill the demand supply gap for
quality industrial minerals to the oil drilling industry. It
has since grown into a leading minerals and metals
conglomerate with interests in all areas of the minerals
supply chain, from mining and logistics to processing
and research and development.
Located in UAE and India, the group has grown from
strength to strength, doubling its market capitalisation
several times over within the past decade. Trimex’s
success is the result of strategic diversification through
forward and backward integration, which looks at all
aspects of the mineral value chain.
Trimex Group today is one of the region’s largest
mineral and metal conglomerates that prospects,
mines, sources, processes and delivers industrial raw
minerals, heavy minerals and metals to the world’s
leading oil-well drilling, ceramic, glass, construction,
energy and fertiliser industries.
TRIMEX
RMMI:5oct 15/10/08 15:52 Page 48
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RMMI was established in 2005 as a joint venturewith the Ras Al Khaimah Investment Authority(RAKIA) and the Trimex Group. Its mandate is toextend Ras Al Khaimah’s long-term investmentstrategy in minerals and metals.
RMMI’s mission is to become a leading miningsolutions provider in the metals and minerals industrythrough strategic, long-term investments across theentire mining value chain – from geological exploration,mining and processing to trading and logistics.
RAKIA’s mandate is to underpin the investmentattractiveness of Ras Al Khaimah, which has a longhistory in mining and has produced about 100 milliontonnes per year of limestone and aggregate in thelast 30 years. With 25 years of experience in the
business, Trimex specialises in mining, researchand development, processing, shipping, logisticsand marketing.
Trimex benefits from its extensive regionalexperience and global reach – shipping close to fourmillion tonnes of various cargoes all over the world.
Although still a relatively young company, RMMIhas emerged as a highly successful investment armof RAKIA and is now a fully-fledged Middle Eastmining company, currently managing 23 licences inIndonesia, Congo and Armenia and recentlyinvesting in Australia.
RMMI will invest approximately US$1 billionduring 2008 towards building an asset baseexceeding US$4 billion.
ABOUT RMMI
To date it has established a thriving limestone and aggregates mining
industry. Describing the relationship between the establishment of
RMMI and the RAK government’s vision to develop the emirate, Koneru
says: “RAK was very particular about developing the emirate and it
needed to invest a lot of money in building infrastructure there. The raw
materials needed for that are very expensive and copper and coal are
not available locally so the government decided to go out and invest in
it. That can be directly or indirectly hedged to the emirate,” he goes on
to say. “If we invest in a coal mine in Indonesia and
we are selling coal to China, whereas the RAK gov-
ernment is buying it from South Africa at a higher
price, they are at least making money from the
Indonesia and China deal. That is how the cost of
infrastructure will be indirectly hedged.”
RMMI hopes to enter into partnerships with
other Middle Eastern companies which also want to
develop mining industries. “We are being approached
by various other companies within the region to do part-
nerships because the whole Middle East region now
wants to invest in natural resources,” he notes. “They
have traditionally invested in oil and gas but now they
want to invest in mining also. Everyone has seen the value of natural resources
because of the cost of infrastructure and what they are paying. We are nego-
tiating, we are talking to some people, we are trying to do some co-invest-
ments but nothing has come to the finalisation stage.”
Judging by RMMI’s achievements to date, however, there is little
doubt that these agreements will be finalised. And while Koneru is keen
to remain cautious about the future of the company, increased demand
for coal and a surge in demand for copper means that RMMI could be
sitting on a gold mine. �
“Everyone has seen the valueof natural resources becauseof the cost of infrastructureand what they are paying”
RMMI:5oct 15/10/08 15:52 Page 49
50 www.busmanagementme.com
BM. Protecting information and confi dential
data is paramount today. What challenges
are organisations facing when it comes to
security and are there any differences in the
Middle East?
KG. As the digital world does not know any
borders other than those barriers organisa-
tions put up as safeguards for themselves, one
would strongly suspect that the ‘threatscape’
in the Middle East is the same as everywhere
else. The vast and rapid economic growth that
many areas in the Middle East have seen over
the past years also means that the abundance
of prosperous businesses there make inter-
esting targets for criminals.
RV. An important security challenge for many
enterprises is caused by ‘de-perimeterisa-
tion’, which refers to the blurring of the com-
pany network’s boundary. The boundaries of
networks disappear more and more through
the use of smart phones, laptops, wireless
network connections, USB-devices and the
use of web services for business partners.
‘De-perimeterisation’ implies that security
mechanisms must not only be implemented
at the network boundary (e.g. using a fi rewall)
but that there is a need for distributed security
including authentication, encryption, etc.
A second challenge is referred to as iden-
tity and access management. Employees of a
company need to use multiple applications,
and therefore different usernames and authen-
tication mechanisms. These applications re-
quire authentication mechanisms with varying
strength. Identity and access management is
required to allow employees effi cient but also
secure access to confi dential resources.
Finally, the growing importance of elec-
tronic information has caused governments
around the world to enact legislation with
respect to its retention, use and destruction.
This legislation, ranging from Sarbanes-Oxley
(US) to the Bundes-Datenschutz-Gesetz (Ger-
Security threats are coming from all angles and organisations need to be on their guard in the battle against cyber criminals. Two industry experts, Roger Vandeplas of VASCO and Klaus Gheri of phion discuss the issue with Business Management.
many), requires companies to increase efforts
regarding legal compliance. These challenges
are visible at a global level, including also the
Middle East.
BM. How has technology evolved in the past
few years to ensure information and systems
security and keep the criminals at bay?
KG. Those who believe that protecting against
spam mails and defending against virus and
phishing attacks is enough, are wrong. Con-
tent such as SSL-encrypted data traffi c, XML
web services or RSS feeds pose real threats
that are extremely diffi cult to monitor at all
with conventional security solutions. There
are also other security-relevant areas that
have to be addressed with the same caution in
order to stop the transfer of damaging content
from the outset. These include cross-location
networks using VPN or wireless LANs. One
single remote access from an unprotected PC
or laptop is often all that it takes to open the
famous backdoor into a company’s network.
Another important complication is posed by
access control and identity management sys-
tems. The question has to be answered here as
to who is permitted to access which data in the
company network and how to ensure that only
this person has access?
RV. In the area of ‘de-perimeterisation’, end-
point security technology has emerged. This
technology allows for the performing of a
health-check on end-points (e.g. desktops,
laptops, smart phones) to verify whether their
security status is in line with corporate security
policies. Trustworthy computing, the idea of
which is to allow proving that the hardware and
software of a certain computer have not been
tampered with, can be seen as a type of end-
point security technology.
CLEAR AND PRESENT DANGER
HEAD TO HEAD
“The growing importance of electronic information has
caused governments around the world to enact legislation with
respect to its retention, use and destruction”
Roger Vandeplas
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52 www.busmanagementme.com
In the area of identity and access man-
agement, key technology providers take
efforts to standardise identity management
systems (e.g. Liberty Alliance, Shibboleth). At
the same time, other companies specialise in
providing strong authentication mechanisms
in different form factors including dedicated
hardware devices, smart card readers and
mobile phones. In the area of legal compli-
ance, vendors come up with software that
can be used as a ‘control layer’, allowing for
monitoring compliance of the company’s in-
frastructure with legal requirements.
BM. As workforces become more mobile and
devices get smaller and more sophisticated
how can companies best protect defences?
KG. With the advent of novel technologies work
habits have changed dramatically through-
out the past years. The portable laptop, vast
amounts of data easily portable on a small USB
stick, intelligent phones, ubiquitous wireless
network access, personal area networking all
have attributed to the fact that endpoints in
corporate networks have become an increas-
ingly hard to control hazard.
Effective endpoint security today extends
far beyond historical personal fi rewall and
antivirus concepts. It still entails protection of
an endpoint against network threats using a
host fi rewall and malware detection software,
but extends the protection concept by adding
the new dimension of policy governed network
access control.
RV. In order to prevent unauthorised access
to company assets, companies need to follow
a ‘defence-in-depth’ approach, consisting
of multiple protection mechanisms. Firstly,
companies should install strong authentica-
tion technology for establishing the identity
of end-users requesting access to company
resources. Additionally, companies can imple-
ment end-point security technology as well as
authorisation and audit mechanisms.
BM. What advice would you offer for a quick
recovery after a security breach?
KG. Attacks on web applications such as
online banking services and e-commerce busi-
nesses are not coincidental, but targeted and
on the increase. The systematic protection
of web applications and services is therefore
unavoidable. Only a mature solution that com-
bines different security measures can identify
even hitherto unknown attack methods early
and prevent them, this guaranteeing sustain-
able protection.
Similar to physical security measures at an
airport, where tickets, passport, luggage and
passengers are checked before they can board
an airplane, it is crucial for web applications
security to answer these questions in advance
– that is, who someone is and secondly, what
they are doing?
RV. Because prevention is still the best cure, an
ongoing security awareness and training pro-
gram needs to be part of any company’s overall
security strategy.
When a security incident does occur, it
is of utmost importance that the incident is
managed adequately in order to ensure that
lessons are learnt. This means that responsi-
bilities regarding security have to be estab-
lished clearly within the company. The people
that are responsible should be empowered
appropriately to allow them to take measures
to prevent future security incidents as much
as possible. Responding to security incidents
starts with having a proper organisation and
procedures in place.
BM. How are your products and services help-
ing your clients today?
KG. Enterprises are confronted with an increas-
ing need for effi cient, highly integrated secu-
rity and connectivity solutions. By using phion
products, multinational corporations and large
to medium size companies are provided with
an integrated protection platform covering
all needs for comprehensive and compliant
network security, secure web access, access
control, WAN protection and optimisation, web
application security and central management.
RV. VASCO Data Security develops and sells
hardware and software solutions for strong
user authentication.
Worldwide, millions of e-banking end
users and more than 7000 companies, includ-
ing over 1000 fi nancial institutions, already
use the VASCO solutions to secure access
to their networks (local and remote) and/or
applications (including SaaS environments).
Virtually all these customers rely on the
DIGIPASS by VASCO strong user authentica-
tion solution offering. Deploying a DIGIPASS
by VASCO brings our customers and their
user: convenience, ease of use, fl exibility and
higher security levels.
Klaus Gheri is the CTO and co-founder of phion
THE PANEL
Roger Vandeplas is the Vice President of Sales and Marketing at VASCO Data Security
“Those who believe that protecting against spam
mails and defending against virus and
phishing attacks is enough, are wrong”
Klaus Gheri
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54 www.busmanagementme.com
Automation ensures confi denceHigh availability (HA) solutions vary
signifi cantly in the level of sophisticated
automation and autonomics they incorpo-
rate – as well as the ability of the automa-
tion and autonomics to remain effi cient
and invisible to the operator over the long
term. As a general rule: the more automa-
tion and autonomics, the less operator time
involved and the healthier your overall HA
environment.
Of particular importance in maintaining
confi dence in the active HA infrastructure is
how well the availability software validates
the data is always in sync. Auditing technol-
ogy is critical to the success of the active HA
infrastructure. For example, when some-
thing changes in the IT environment, most
solutions will not automatically notice the
change. This may become a serious issue in
the future.
Turning downtime into new productivity
Many businesses now view their high
availability solutions as a way to add new
value on a daily basis. No longer viewed just
as an insurance policy against a potential
disaster, companies are using HA to gener-
ate quantifi able and documented return
on investment. Maintaining a switch-ready
HA environment over time, and in spite of
changes within your infrastructure, requires
a combination of IBM’s advanced autonom-
ics technology with innovations that provide
a self-managing, self-healing, self-auditing
– even adaptively self-learning solution.
These essential ingredients ensure high
availability solutions remain switch-ready
today and every day.
Today’s real-time reality for busi-
nesses is that if a system goes
down, their operations stop. The
unavailability – or downtime –
of applications and databases
cannot be ignored. Downtime now affects
business profi tability as well as productivity.
• Globalisation and eBusiness mean 24/7
operations. There is no ‘end of the day’.
• Outages are not localised. Today’s just-
in-time delivery means that one system
outage can impact the entire enterprise.
• Transactions are increasingly electronic,
with less paper documentation and human
involvement.
• Database growth means maintenance, data
backups and batch processing can no longer
be accommodated in off-hour windows.
There’s a new reality, however. With an
advanced, easy to install and manage soft-
ware from Vision Solutions, IT staff have an
information availability solution that enables
continuous, optimum availability and switch-
ability. Vision Solutions’ high availability and
disaster recovery tools reduce the risk and
administrative IT environment challenges
and can easily confi gure to fi t a wide range
of topologies. They take remote journaling
to the next level of effi ciency with more ca-
pabilities to optimise processing resources
without additional management time.
To solve the realities of business, Vision
Solutions technologies can make an ideal
option to:
• Deliver maximum uptime and zero data
loss for the business.
• Provide real-time information for more
responsive business decisions.
• Switch systems on demand to completely
eliminate planned downtime whenever
application and server maintenance is
required on production systems.
• Respond within seconds to unexpected
system or server outages with a one-step
failover to the backup server.
Organisations cannot afford to ignore the importance of disaster recovery and should the worse happen information availability is critical, says Alexander Trekin.
Alexander Trekin is Vision Solutions’ Sales Director for Russia, CIS and MENA. For more information, call +44-207-5152169 or +44-7920-026185. You may also e-mail alexander.trekin@visionsolutions.com
ABOUT VISION SOLUTIONS
Vision Solutions, Inc. is the world’s leading global provider of high availability, disaster recovery
and data management solutions for IBM Power Systems. Vision keeps critical business
information continuously protected and available. The company’s products ensure business
continuity, increase productivity, reduce operating costs and satisfy compliance requirements.
ALEXANDER TREKIN
INDUSTRY INSIGHT
The new realities of business
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On the morning of Sunday, June 22 2008, alarm bells began
to ring at NBK. A phishing scam was targeting customers
in a bid to steal customer information and passwords. A
bogus email, purporting to be from NBK, claimed that the
bank had lost the details of two million bank customers and
that re-registration was required. The fraudsters tried to direct custom-
ers to a fake NBK log in page where details would be stolen and accounts
raided. Fortunately, NBK’s anti-phishing controls quickly detected the
con and the site was taken down within hours. No losses were suffered
by NBK or its customers.
“It wasn’t the standard ‘update you banking details by clicking
here’,” reveals the bank’s CISO Tamer Gamali. “They added a story
about the bank losing details in an effort to try and mislead the cus-
tomer.” But there was one glaring error, as Gamali explains. “The email
was done by someone with not a great deal of knowledge because it
mentioned two million customers. The population of Kuwait is 2.7 mil-
lion and there are at least eight banks operating here. No single bank
has two million customers.”
Despite the infl ated online customer numbers (the correct fi gure is
just over 100,000), the email would have appeared genuine to an un-
suspecting NBK client checking their email accounts. They could have
re-registered only to later discover that their account had been emptied.
And don’t forget, just a tiny strike rate is good enough for the gangs
behind these scams. “They will send 500,000 emails and if they can get
one or two to respond then they have made their money,” says Gamali.
The incident in June was just the latest in a long list of phishing at-
tacks on banks in the Middle East as the criminals increasingly divert
their efforts away from the European and US banking giants. Indeed,
Gamali says he discovered 10 fake NBK websites two years ago but in
2008 this fi gure has leapt to 50. On top of this, a survey conducted by
Readiminds revealed that more than 20 percent of banks in the Middle
East have been targeting by phishing or pharming (a hacker’s attempt to
redirect a website’s traffi c to another, bogus website). Institutions in the
region are having to ramp up security and controls, as well as educate
customers, in order to stay ahead of the fraudsters; not an easy task in
these times of 24/7 online banking.
“Three years ago the phishers were going for the mainstream banks;
they weren’t targeting the Middle Eastern ones,” Gamali remarks, “How-
The Middle East has been hit by a spate of bank security breaches and phishing frauds in recent months as scammers go on the prowl for new victims. Business Management catches up with the man on the front line at National Bank of Kuwait (NBK) – Chief Information Security Offi cer (CISO) Tamer Gamali – to discover more
about battling the on-going phishing threat.
Staying off the hook
3.6 million people lost money last year to
phishing scams worldwide.
40% of phishing sites are hosted in Asia.
90% of business emails received in the Middle
East are Spam.
Sources: Trend Micro and BoxSentry
PHISHING STATISTICS
SECURITY REPORT
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ever, three years down the line they are moving to other banks, so now is the time that the
banks here should have all the measures in place. They have been lucky to get away with
being affected for a while now but no longer because they are easy pickings – especially
those that have a lack of controls in place.” Gamali also notes how important it is for these
controls to be different. For instance, if you are a bank that has a single password for
logging in and a single password for a transaction, then a phisher, if he can get the cus-
tomer to respond, has all the details that he needs. The fi rst time the customer discovers
the fraud he or she will probably be seriously out of pocket. In terms of re-imbursement,
some banks do offer to refund customers and others won’t; it’s a grey area with no clear
law or policy.
Attack, not defenceOver three years ago NBK identifi ed the need to tackle the security threat (not just
phishing) head-on. Gamali, previously head of security services for KPMG Kuwait, started
the information security unit from scratch when he arrived at NBK. At fi rst Gamali and his
team dealt with phishing scams themselves, but they soon realised this was not practical.
“We used to contact the ISPs directly and work on getting the [phoney] sites taken down,”
he explains. “However, the volume of work started to increase to a point where we began
facing the challenge of how to speak Korean to an ISP in Korea or Dutch to an ISP in the
Netherlands. All of a sudden we needed to speak 25 languages.”
NBK also had to work with the international ISPs to get bogus sites removed. June’s
fake NBK website was taken down in just over two hours. But success depends on where
the ISP is based, with Eastern Europe, the Far East and south America often taking longer.
“There is no hard or fast rule on how long it takes – it depends on which country and ISP
you are dealing with,” Gamali confi rms.
To help with the legwork of detecting contacting fraudulent websites and contacting
the ISPs, NBK opted for the services of Cyveillance. The US-based company monitors the
main mail boxes, such as Yahoo! and Hotmail, to spot the bogus emails and locate where
the fake websites are being hosted. Kuwait’s biggest lender is then able to carry out quick
analysis to identify compromised cards before a fraudulent transaction has occurred. The
bank can also send a SMS text to a customer’s phone the minute a transaction takes
place. If it is indeed an unauthorised movement of money the customer can contact the
bank to block it.
This pro-active approach to phishing, and security in general, fended off the attack
on NBK in June but Gamali is all too aware that won’t be last incident he and his team
have to deal with. Indeed, according to research more than 60 million phishing emails
are sent each day, with about one in six eventually opened. The Anti-Phishing Working
Group (APWG) reported between 30,000 and 50,000 new phishing sites per month in
2007. “Phishing and related website spoofi ng has grown to an epidemic worldwide,” ac-
knowledges APWG Chairman Dave Jevans. “Most people would be shocked to learn that
billions, yes billions, of spam and phishing emails are sent every day by scammers.”
“You are trying to fi nd solutions that provide the highest levels of controls but the greatest amount of fl exibility
for the customer”
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58 www.busmanagementme.com
the problem is surmountable. Education,
technology and industry partnership will
be the answer to the phishing problem.”
Gamali agrees but is keen to stress
that the banks walk a fi ne line beteeen
security and fl exibility. Controls need
to be tight but not too rigorous and
time consuming that consumers can’t
be bothered to bank online. “You are
trying to fi nd solutions that provide
the highest levels of controls but the
greatest amount of fl exibility for the
customer. You don’t want them to be
heavily impeded by using online
banking because it is a channel
that the banks encourage custom-
ers to use. We want to continue to
provide that service but we also
want to provide the assurances that
it is secure.”
However, with all the media cov-
erage about the proliferation of phish-
ing scams and the security steps that
banks have had to implement, there is
a danger that customers will log off
for good. After all, without the as-
surance there that online banking
is safe there is an uphill struggle
to attract new customers. So
is banking on the web slowing
down or even declining over se-
curity fears? NBK’s CISO says
evidence suggests this is the
case. “I recently saw some
statistics that there was a
decline in online banking
last year by somewhere
between 10 and 15 percent
because customer confi dence
had dropped due to people perceiving online banking
to not be secure.”
So what would Jevans like to see done to restore customer confi -
dence and deter criminals? “We, as an industry, must implement email
authentication technologies to allow ISPs to automatically reject fake
emails, and ensure that important business emails are reliably deliv-
ered.” He adds: “It is crucial that banks and brokerages start to authen-
ticate the email that they send, in order to allow receiving computers
to verify the authenticity of emails, and automatically reject phishing
and other spoof messages.” Gamali describes the banking sector as a
“moving target” and emphasises the need for institutions to stay active.
He concludes: “You can’t stop people sending emails but the priorities
are to shut down sites, educate customers and put in place internal con-
trols to detect fraudulent activity.”
And Gamali suggests that do-it-yourself phishing kits on the
internet are only exacerbating the problem. “These online kits take
you step-by-step through how to fi nd websites that you can hack and
upload your pages to, and it gives you a mailing list of who to send it
to,” he notes. “So if you have the kit and a reasonable IT knowledge
you can have a go at phishing.”
After the criminals have reeled in a victim then comes the problem
of how to get the money out of the account. With international transfers
there is a ‘window’ that allows transfers to be stopped if spotted by the
bank or the customer. Not to be outsmarted, the phishers are exploring
ever-more devious methods – including utilising mobile phones. “This is
a new trend here but one that has been going on in the US for a while,”
Gamali reveals. “If they can obtain card details through phishing they
can then go and buy credits from a telecoms company and charge up
the phone with thousands of dollars of credit and then transfer smaller
amounts of credits to people enticed into money making business op-
portunities advertised through the internet, who would then go on and
sell credits to end users on the street. If any alarm bell rings then the
local credit dealers, who have no link back to the original culprits, would
be arrested. This is using the telecoms companies to launder money.”
Education In an ideal world customers would just delete phishing emails when
they land in their inboxes. It’s customer gullibility that the con artists
prey on along with the fact that online banking is an important revenue
stream for the banks. The institutions have been educating customers
on what to look out for and to be extremely suspicious of emails purport-
ing to be from their lender. Unfortunately, this education won’t prevent
everyone from falling victim. Jevans is philosophical about the problem.
“Even if we could afford the expense of educating tens of millions of con-
sumers, the phishers and crimeware authors are continually improving
their techniques in order to make it virtually impossible for people to
discern fake emails from the real thing.”
One security expert who knows a thing or two about the global
problem of phishing is PayPal CISO Michael Barrett. For him, a positive
attitude goes a long way. “People have a tendency to say, ‘Woe is me,
phishing is insolvable’. We think that’s way too defeatist and that actually
og off
he as-
nking
ggle
So
ing
e-
ys
e
e
nce
erceiving online banking
TAMER GAMALI
on,
will
.”
ss
n
d
d
e
be
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v-
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hat
e is
e
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John Crane, founded in 1917, has built its global reputation
by designing and manufacturing seals and associated
products mainly for the oil & gas, chemical, pharmaceuti-
cal, pulp and paper and mining sectors. The John Crane
business has an impressive turnover of US$744 million
and boasts 20 manufacturing sites and more than 6000 employees,
located in 50 countries. John Crane MENA alone covers 10 countries
and employs over 130 personnel.
The growing success of John Crane’s business resulted in a con-
siderable increase in the number of offi ce staff administering and
monitoring its interests. The daily processing of electronic data had
thereby become the lifeline of all core activities. For John Crane’s IT
Network Manager, Samad Khokhar, it was the key to address backup
risks, to improve data protection, eliminate recovery problems
and prudently manage costs – by means of a scalable, easy-to-use
backup solution.
Backup risksImpressed with the launch presentation ofthe storage company
ISIT, a fast growing storage company, in February, Khokhar ap-
proached the ISIT CEO Mahesh Vaidya with the following situation:
Despite the crucial importance of the electronic data residing on the
employees’ laptops, there was no clearly assigned responsibility in
case of data loss. There was no local automatic backup process in
place, and it was basically left to the employees to backup their local
business data manually on fi le servers.
The limitation of mailboxes and the introduction of employee
.pst-fi les produced a further issue for the manual backups to
home shares as this resulted in an ineffi cient storage of increasing
amounts of data. In addition, a growing number of identical local
fi les – for example, corporate PowerPoint presentations – became
redundantly stored on John Crane’s PCs and fi le servers. As if this
were not enough, Khokhar realised that the number of mobile work-
ers had been constantly increasing, which perpetuated the risk of
losing company information when laptops got stolen or break.
Looking for a solution In early 2008, John Crane started a selection process, evaluating
several backup solutions that could solve its fundamental problems.
Within the fi rst pre-qualifi cation phase, several vendors were evalu-
ated in terms of offered product functionality, scalability, usability
and price. Eventually, ISIT’s solution of Connected Backup for PC by
Iron Mountain Digital remained amongst the top two choices.
At this juncture three main criteria were looked into before John
Crane chose Connected Backup as its favourite backup solution
with its ability to reduce the .pst fi le volume by up to 80 percent
by means of the integrated EMAILOPTIMIZER, which uses SendOnce
(de-duplication) and Delta Block technologies. Secondly, the prod-
uct’s ability to check the network speeds before starting its backup
process through bandwidth throttling. And fi nally, the option to
manage the backups easily in one central console, while still being
able to specify backup parameters individually for each user. Today,
it is Iron Mountain Digital’s leading market position
and Connected’s ability to restore PCs and laptops
to their previous working condition after a HW fail-
ure that has turned the tide towards Iron Mountain.
“Connected Backup for PC convinced us because of
the balanced combination of technical fl exibility and
business value” says Khokhar.
Enrolment John Crane ultimately started the rollout process
together with Iron Mountain Digital and its partner
ISIT. Impressed with the process and procedure
Khokhar states: “We received excellent cooperation,
support and service from ISIT with their simple and ef-
fective solution from Iron Mountain which ultimately
proved very valuable for us. ISIT’s unique approach
to storage in partnership with Iron Mountain’s com-
prehensive solution makes for a winning combination
from which customers have greatly benefi ted.”
How the solution ‘Connected Backup for PC’ addresses backup and recovery issues for a client’s Middle East operations.
Preparation is key
INDUSTRY INSIGHT
Samad Khokhar (left) and Mahesh Vaidya
60 www.busmanagementme.com
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tain research shows that 42% of those that do archive say their backup is their archive.“Many organizations are keeping everything for as long as possible, and that’s not always the best thing to do,” says Mahesh Vaidya, CEO of ISIT and local partner of Iron Mountain Digital. “They are looking at cost and human bandwidth effi ciencies. But the big question is what makes that data benefi cial to the or-ganization, and over what period of time?”
‘Storage-as-a-Service’ model enables IT managers to focus on risks and costs A rich set of services applied to outsourcing data capture, protection and management
can lower costs and risks for IT Managers, while enabling them to focus on aligning IT
with business goals.
Senior IT executives today are working to concentrate their efforts on the bottom line
instead of just “keeping the lights on. “ In fact, their priorities have been shifting steadily
toward business outcomes and away from technology-centric initiatives. Senior IT execu-
tives focus more and more on enabling business innovation, creating competitive advan-
tage and growing existing revenue streams.
In light of refocusing IT managers’ attention on the business and the pressures result-
ing from signifi cant trends in data management, Storage-as-a-Service is emerging as a
model for capturing, storing and protecting data, and putting that critical business data
into action. According to IDC Storage-as-a-Service is becoming a viable alternative for
enterprises, small and medium-sized businesses, and individual customers who need to
store digital data and would prefer to procure storage services and storage capacity as a
hosted service rather than as an onsite product or set of products. Using a storage service
can provide assurance that they are meeting requirements and will have enough capacity
to account for future growth.
Challenges in Data Management
When it comes to data protection, rising stor-age costs, the threat of litigation and regula-tory compliance demands make secure and effi cient data protection and storage today diffi cult at best. Key challenges like out of control IT costs, data loss concerns, data growth explosion as well as unmanageable data on the edge of the network constitute real diffi culties in managing information and ensuring the relevant data is accessible whenever needed. On top of that, companies may be spending too much money backing up too much data that is stored for too much time. Iron Moun-
The Case for Outsourcing
In today’s fast-changing environment, IT man-agers cannot afford to overlook the expertise, speed-to-market and cost benefi ts that out-sourcing can deliver. Outsourcing not only helps them create business value better, faster and cheaper, it also provides valuable new insights into their own data management, protection and storage policies—or lack thereof. Recent IDG research indicates the most appealing potential benefi ts of the Storage-as-a-Service model are more simplifi ed legal discovery (46 percent), long-term protection (45 percent), enhanced compliance (41 percent) and improved utiliza-tion of current infrastructure (41 percent).“It is all about helping IT Senior Executives manage the data the way they need to manage it,” Abdeslam Afras, Iron Mountain Digital’s Sales Manager Middle East, says. “With this service-based approach to storage that includes the value of making the stored information ac-tionable, Iron Mountain can help organizations understand their data requirements, and defi ne and implement policies in the context of the overall hierarchy of their information needs. In essence, he says, it forces organizations to get smart about storage.”Iron Mountain Digital’s Storage-as-a-Service model delivers online data protection and recovery, digital records management and information destruction. Most important, Iron Mountain helps you know what information you have, know it’s secure, know you can get it when you need it.With Storage-as-a-Service, organizations can get quick, „rich“ access to their information for legal discovery, business continuity, disaster re-covery, compliance, audits and other demands. And organizations can reduce two prime con-cerns for IT managers: risks and costs. Storage-as-a-Service tamps down the risks associated with online data storage and protection, and carries with it a real opportunity to save costs.At the heart of any information storage plan is security, and with the storage-as-a-Service model „We can put more effort into securing in-formation than the customer can,“ says Stephan Haux, Senior Product Manager EMEA of Iron Mountain Digital.
Data In,
Value Out
ADVERTISING FEATURE
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SECURITY FOCUS
62 www.busmanagementme.com
Alignment The fear of systems hackers harvesting information obviously poses
some serious issues for the banking sector, and as Nelms highlights, World
Bank has taken a different approach to externally facing websites, choos-
ing to go to a registration and accreditation process before significantly re-
ducing the external points used using a common framework. “The
techniques we're using is to separate three components that make up an
externally facing website: the coding itself, the database behind it, and then
the web server. What we have done is move them into much more discreet
segments, so the network behind the bank has become much more gran-
ular.” Subsequently, in the event of a breach, even after it is certified with
regular scanning procedures, the extent of the anomaly would be much
smaller than it would normally be.
World Bank has of course been aligning its entire IT infrastructure over
the last few years. “We are aligning the IT services and security with the
business sides themselves, focusing both from a business continuity and
a security perspective. We do this through a layered approach, strength-
ening the areas of the business and organising them in a much more gran-
ular fashion; the internet may be the most popular choice in which to do
business, but it has also become an increasingly unsafe way to do busi-
ness. We’re utilising different technologies such as encrypted MPLS and
point-to-point frame lead-ins for very critical services, and then using a
much more granular approach at the externally facing systems.”
As Nelms points out, the internet plays a huge role in today’s market.
Because of this, he is certain that there are specific challenges raised in
terms of operations. Nonetheless, he also thinks the cure to these prob-
securityWorld Bank CISO Jim Nelms tellsBusiness Management how theorganisation is battling the nextgeneration of IT threats.
GLOBAL
Today’s market has seen security risks advancing and becoming
more and more complicated. There is no doubt about it; banks
simply have to deliver new products and services to beat these
threats. At World Bank, combating key security risks has proven
to be an integral part of the organisation’s DNA, as Nelms ex-
plains: “The primary security risk that we’re facing at World Bank is user-re-
lated, and it has to do with phishing or spear phishing of user credentials.”
As phishing has become more widespread, the techniques and sophistica-
tion of these attacks has become more focused as well, with locating entry
points to the World Bank networks becoming a prime target for e-criminals.
“To combat this at the bank, we have gone to a full two-factor authentica-
tion model using a token-based authentication process, and in the very
near future we’ll be linking that to a persistent credential using a certificate
with key pairs both for signing and for encryption.”
This is not the only way that the bank is tackling these problems. “We
have also found a huge increase in the number of attacks through weak-
nesses in the web interfaces,” adds Nelms. “This particular adversary looks
to create entry points into the network on externally facing websites, and
then one of two things happens. They either use those entry points to re-
sell, or to place you on the underground for access to the system, or they
use it for exfiltrating corporate information. Whereas five years ago some-
body who exploited a website might have defaced it or taken a system
down, the adversary today seems to want to keep the system up,” says
Nelms. “They’re quiet, they don’t disrupt things, but they do collect and
harvest information, encapsulate it, and then try to exfiltrate it outside of
the institution.”
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63www.busmanagementme.com
lems is much the same. Many of the projects, World Bank carries out for
monies or resources, and financial instruments that it either manages or
holds on behalf of other countries or other businesses, have a huge risk
potential if they were to be compromised from an external source. “With
the continued rise in weaknesses in web interfaces, we have established
a part of the office of information security where we have increased the
technical capabilities and the focus of one segment of that team to do
nothing but stay in front of the curve in terms of website security,” says
Nelms. “Because it is a primary point of business, and because in many
of the countries in which we do business internet access is the most reli-
able form, we have focused on a very segmented type of services that we
offer and focusing on those areas requires the highest degree of moni-
toring and security.
Ahead of the curveThough it operates in a very particular way, there is certainly a thing
or two other financial institutions could learn from World Bank’s ap-
proach to information security. The granular approach that Nelms talks
about is surely offering some key ideas to the market. “What I would rec-
ommend for the financial institutions who are looking to do this is to
take a very close look at the technical underpinning of how they provide
web services,” says Nelms. “Most institutions have a central point where
data is accessed, where websites are accessed, and I we’re finding that
that’s going to create much larger exposure than if you use a smaller, dis-
creet approach.” As Nelms highlights, if you have three business lines,
you should not put these in the same interface. Even though it may ap-
pear that is a good way of handling it from an information technology
standpoint, from a security and reliability standpoint it’s not. “You may
compromise more than one of your business lines at the same time,” says
Nelms “I’d recommend independent business lines to the outside world.”
With this, however, Nelms predicts that the total cost of ownership
will go up correspondingly. “You lose some of the economies of scale by
not being able to use huge web servers or huge databases or collective
information on the internet, and unfortunately, that is once again not a
choice we get to make,” he explains. And while information security may
be reducing the risk to a tolerable level, it is not eliminating it. “What
we’re finding with a more sophisticated and persistent adversary is the
probability of compromise has gone up significantly in just the last two
years alone. Now the only choice an institution has to make is whether
it will spend its time and money in remediation, or it will spend it in a pre-
ventative measure to reduce the impact of when a
breach occurs,” says Nelms. “Over the last couple of
years, looking at a number of companies that have had
breaches, they may not even be in a position to detect
these breaches for weeks or months after they have oc-
curred, so I think from a financial perspective, we have
to respond to that business environment very quickly
and realise that that has become an intolerable risk for
financial institutions.”
Security threats certainly aren’t going to go away
either. And preventing future attacks is clearly some-
thing that is crucial to the work Nelms does at World
Bank. “The biggest security threat, the most visible, is
probably going to be identity theft. That’s going to con-
tinue to rise. The most detrimental to businesses is
going to be the compromise of websites through tech-
nological weaknesses, through SQL injection or
through cross-side scripting or other weaknesses in the
software that we’re using to develop applications and
the exfiltration of information will be the most devas-
tating to a company.
“The practice of information security, and the con-
vergence of that, is becoming much greyer in these areas
because of the number of ways, and the complexities of
the systems that are required to do something as simple
as price a derivative, or follow a yield curve. Ultimately,
firms will have to look at the technology that underpins
their businesses with the same views as they do their
standard operational risk measures.” �
“The biggest security threat,the most visible, is probablygoing to be identity theft”
GONE PHISHING
Source: Gartner and Iconix
The facts about one of the biggest security threats ofour time
An estimated 59 million phishing emails are sent each day.
About 1 in 6 are opened.
About 20,000 phishing campaigns are identified everymonth.
Between July 2005 and July 2006 the number of distinctbrands attacked increased by 135 percent, from 83 to 195.
The average loss per victim in 2006 was €845, comparedwith €167 in 2004.
Victims recovered an average of 54 percent of their lossesin 2006, compared with 80 percent in 2004.
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64 www.busmanagementme.com
The golden age of hackers and cybercriminals driven by a
desire to embarrass website owners or cause mindless e-
vandalism is a fading memory.
Today, e-crime is the domain
of organised gangs, often
from countries that are diffi cult to get
help from, with a sole motive – to steal
money and goods. Cybercrimes, and the
cybercriminals that perpetrate them,
have evolved. To protect the organisa-
tion from today’s attack, methods and
attitudes must evolve too. According to
Gartner, 75 percent of security breaches
are due to fl aws in software.
One of the major security problems
faced by organisations today is that the
business applications needed to run
the business are also the very applica-
tions making it insecure. Cybercriminals
have identifi ed this and are now focus-
ing all their attentions on application-
layer vulnerabilities. It’s a problem that
simply can’t be ignored.
The main target of cybercrime
today is e-commerce web sites and the
customer databases behind them. Da-
tabases that hold credit card numbers,
expiry dates, PINs, addresses, and ev-
erything else that’s needed to empty a
victim’s bank account. Their operations
are so slick that stolen data is exploited
within seconds of it being submitted by
unwitting victims. A total of 143,757,645
database records are reported to have
been exposed since 2005, yet many in-
cidents go unreported and unnoticed.
The big growth in e-commerce
right now is in the use of web-based
applications to replace traditional over-
the-counter or telephone-based trans-
actions. Primarily those applications have been put together as quickly
as possible with the main aim to get a working system up and running,
often without suffi cient thought given to the security implications.
Since six years ago, when Microsoft and other vendors made
security a priority, operating system and network-layer vulnerabili-
ties have become harder to fi nd. Of course
weaknesses still exist, but they're more
frequent in the application layer, predomi-
nantly in Web 2.0 applications. That said,
exploitable errors can appear in any type
of code; however, Web 2.0 apps, which
companies are increasingly reliant upon,
tend to be particularly vulnerable when
not coded with security in mind.
Many web applications make use of
JavaScript, for example, which was pri-
marily designed for portability. A recent
report, ‘Why Application Security Is Cru-
cial’, released by UK-based research fi rm
Quocirca, reveals that: “One of the key
security problems with using JavaScript
is that it can be manipulated by attackers
in order to gain access to the information
being transported”.
Another problem, confirmed by the
Quocirca report, is that Web 2.0, or Ajax,
applications tend to rely on a large number
of modules and higher-level interaction
than traditional programming languages,
adding complexity and increasing the
possibility of programming errors. The
report states: “The large number of small
modules also makes Ajax more vulner-
able to attack as it increases the overall
attack surface, with each request for
information and response representing a
potential attack vector”.
The research fi rm conducted its study
in December of 250 senior IT executives
in Germany, the United Kingdom and the
United States. It found that among respon-
dents developing Web 2.0 applications, “a
signifi cant number are reporting that they
are encountering vulnerabilities that are specifi c to new programming
languages and this can actually increase the overall number of vulner-
abilities to which the organisation is exposed”.
A compelling argument for automated code testingBy Professor Howard A Schmidt.
75%of security breachesare due to fl aws in
software
More effort is needed to design secure
applications and to use proper procedures to
test them
A total of
143,757,645 database records
have been exposed since 2005, yet many
incidents go unreported and unnoticed
EXPERT OPINION
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65www.busmanagementme.com
UK-based company websites harboured at least one weakness that
could allow hackers to gain unauthorised access. The same research
also found that a third of those websites exhibited vulnerabilities
that are known to, and used by, cybercriminals across the web. No
doubt the hacker community has been busy discovering how to ex-
ploit the other two thirds.
Using automated se-
curity tools when devel-
oping software lowers the
overall cost of IT security.
The US government has
listened to this argument,
and has concurred, with
many federal agencies
now starting to demand
code analysis and I wouldn’t be surprised to see a move to indepen-
dent labs in the future validating code.
Referring back to Quocirca’s study, commissioned by Fortify, it
revealed that “over 10 percent of UK respondents spend more than
15 percent of their IT budget on security, but are the least likely to
use automated tools for application security. Conversely, 96 per-
cent of German organisations spend less than 10 percent of their IT
budgets on security and make the most use of automated tools for
building security into applications during the early stages of the
software development life cycle”.
The internet is here to stay, and so is internet crime. As the relent-
less move online by all sorts of business and government agencies
continues, e-crime will carry on evolving. With more coffee shops and
libraries offering free, anonymous Wi-Fi access, tracking down cyber-
criminals will get harder. So as hackers evolve, so must our efforts
to defeat them. Automated security tools are the best way to reduce
application-layer vulnerabilities.
We know now what to do and how to do it, we just have to get
it done.
Professor Howard Schmidt is Director of Fortify Software. For more please visit www.fortify.com
Howard Schmidt has held some of the most prominent
positions in the security fi eld. He has been Chief Information
Security Offi cer and Chief Security Strategist of eBay,
where he helped establish the online commerce giant as
the leader in securing online transactions for businesses
and consumers. He is the former Cyber Security Advisor for
the White House, where he was appointed Vice-Chairman
of the President's Critical Infrastructure Protection Board
by President Bush. He was formerly Chief Security Offi cer
for software giant Microsoft and helped establish the
Trustworthy Computing Program. He continues to lead many
efforts that bring public and private sectors together to
share critical cybersecurity information internationally and is
currently director of Fortify Software.
CYBERCRIMINALSAs cybercriminals continually up their game, the securities and
futures industry in the US recorded, in 2007, a 150 percent annual
increase in the amount of suspicious activity detected on its systems.
During the same period, research carried out at the University of
Maryland found that a computer system connected to the internet
was typically subjected to an attempted hack every 39 seconds.
A f irewall will happily let someone access an insecure web
application if they meet all the criteria for being allowed in. Surely
this can’t be allowed to continue. We need to focus our efforts
into building secure applications in the f irst place, which can't
be compromised. Perhaps the decision on whether someone
should be allowed to use an application should
be based on whether that application is secure,
not on the user’s IP address or the port they’re
trying to connect to.
As the move to online applications expands
beyond online shopping, the need for secure appli-
cations will become even more important. If an e-
voting application allows someone to vote twice if
they enter a couple of thousand random characters
as their surname, a fi rewall isn’t going to help.
So how can we make our web-based applications more secure?
Historically, software developers have always been so immersed
in trying to make the software bug proof and resilient they have
not focused on the security side. It is now time to change this ap-
proach. To illustrate the point, I can buy a jacket with a tag that
identifies inspector number 16 has checked the item for imperfec-
tions – I can’t get a similar certification for code.
More effort is needed to design secure applications, and to
use proper procedures (as well as automatic software solutions) to
test them. A 2007 report from NTA Monitor found that 90 percent of
“Cybercriminals are now focusing all their attentions
on application-layer vulnerabilities”
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66 www.busmanagementme.com
BM: Can you provide some background on
Ramco in the Middle East?
RS. Ramco formally commenced its Middle
East operations in 2005 with an offi ce in
Dubai. We invested our initial efforts into
understanding the market, customer needs,
creating a solid, referenceable customer
base and building partnerships in the region.
Having achieved excellent traction in all
these areas, we will now be accelerating our
growth. Currently, our solutions are deployed
across 13 countries in the MENA region, and
accessed by over 1200 users in UAE, Oman,
Saudi Arabia, Qatar, Bahrain, Jordan and
Kuwait. Ramco’s HRMS and Payroll solution
generates the monthly payslips for over
48,000 employees of our customers in the
Middle East.
We have established a strong presence
in vertical segments such as manufacturing
(process and discrete) and Aviation MRO,
as well as horizontal offerings like HRMS
across industries. Some of our key custom-
ers include United Nations Relief and Works
Agency (UNRWA), Schlumberger, RAK Bank,
Commercial Bank International, Alsalam
Aircraft Company, Gulf Helicopters, Ducab,
Group 4 Securicor, National Life and General,
Citibank and Emirates Aluminium (EMAL).
Very recently, we have entered into a
signifi cant partnership with Sharjah Teaching
Hospital (STH) where Ramco’s enterprise so-
lution will be made available to students in the
health and management programs of Universi-
ty of Sharjah. This will assist Emirati students
in understanding the benefi ts of enterprise
solutions as a part of their curriculum.
STH is one of our most important gov-
ernment customers in the region. They will
be implementing a full-suite Ramco solution
centred around Financials, HRMS and Analyt-
ics for running their day-to-day operations.
Our outstanding customer references in the
region, with opinion leaders voicing their sat-
isfaction with Ramco’s offerings & services
helped us clinch this deal.
BM. Despite being a newer entrant into the
market, you have done well. What has been
the secret?
RS. As an emerging player in the Middle East
region, we offer signifi cantly more value to
customers than our competitors, both with
respect to quality products, and our ap-
proach to professional services, implementa-
tion and support.
We believe in leading the way with our in-
novative approach to create enduring value
for our customers. Our unwavering focus is
to deliver best-in-class solutions with end-to-
end functionality on time and within budget.
Two important facets are the fl exibility of our
system and its readiness to quickly and pain-
lessly adapt to change at all times.
We dive deep into every engagement
and ensure that all our customers derive
true value from our implementations. We
bring in dedicated professionals who dem-
onstrate sincerity, commitment and honesty
of purpose during customer engagements.
Our ecosystem of partners and 24/7 support
mechanisms enables our customers to reach
us whenever they need to.
BM. What is your view on the potential of IT
applications space in MENA?
RS. Across the region, there is substantial
growth in the economies and businesses of
R. Shankar, Vice President for Middle East and Africa Operations at Ramco Systems, provides insights on how his company is taking the Middle East by storm through the power of IT.
The complete solution
EXECUTIVE INTERVIEW
Ramco’s solutions are deployed in
13 countries in the MENA region,
and accesed by 12,000 users
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67www.busmanagementme.com
various countries. New levels of investment
are visible across various sectors. Busi-
nesses are clearly experiencing the need
for a new class of IT solutions on the latest
technologies that do not carry the baggage
of older, legacy-type systems.
More than at any other time in the past,
CXOs are aware that their IT solutions have
to really keep pace with changes in the busi-
ness. To achieve this, they need to work
with a different genre of solution providers
offering their products on exciting founda-
tions like SOA and web services. Customers
should also demand that solution providers
and their partners need to be transparent,
dedicated and committed towards rendering
a value-adding experience.
Moving forward, we believe that the
small and medium segment of the market
will be best served through an ‘on demand’
model, where customers can access hosted
ERP solutions from data centres located in
their respective countries.
BM. What is your business strategy and
how does Ramco differentiate itself from its
competitors?
RS. Customers have pain points that impact
their entire business. Through its well-inte-
grated solutions, Ramco addresses these
pain points very uniquely and emphatically.
This is achieved through a combination of
deep functionality, a distinct implementa-
tion methodology with quality consulting,
and fl exible solutions. We nurture an eco-
system that delivers very high customer
satisfaction through superior products and
services. This level of customer satisfac-
tion pays off handsomely in the long term,
particularly since enterprise solutions is a
reference-driven business.
We invest in people, processes, partner-
ships and products that ensure sustained
and profi table growth. While we bring in
global best practices, we believe in partner-
ing with local fi rms that enable us to deliver
localized global solutions.
From a technology perspective, our strat-
egy is to remain evergreen by continuously
investing in R&D and partnering with leading
technology vendors. This helps us stay ahead
of the curve, and enables our customers to
derive a distinct competitive advantage.
Ramco VirtualWorks, our solution deliv-
ery platform, forms the foundation on which
all our enterprise solutions, products and
services are built and delivered. Our solu-
tions can be implemented with unparalleled
speed and fl exibility to provide a glove-fi t for
enterprise needs. Based on open standards
and SOA principles, our solutions support
our customers’ ongoing business needs, en-
abling high agility.
BM. How much does Ramco invest in the Middle
East and Africa and what is the importance of
this region to your global operations?
RS. ME and Africa form an integral and im-
portant part of Ramco’s global operations,
contributing almost 30 percent of global rev-
enues. Although we entered this region later
than other providers, we are growing well.
We are strengthening our presence in MEA
and plan to add more resources in the coming
quarters. The region has also witnessed sev-
eral breakthrough deals for Ramco.
BM. What are Ramco’s growth plans for the
Middle East and Africa?
RS. Our efforts in the region are yielding
positive results. We will be enhancing our
fi eld sales teams, rolling out an integrated
marketing program and also forging new
partnerships to accelerate our growth. We
aim to double our revenues in the region
in the next three years. Our focus verticals
are aviation, manufacturing, insurance and
human capital management (HCM). We will
also pursue select opportunities in the gov-
ernment sector.
We strongly believe that business part-
nerships/strategic tie-ups are the best way
forward to leverage emerging markets in
the region. We already have some strategic
partners across the region, such as Emitac,
CERT, Intercol, Lindenberg, CEM Business
Solutions, MAJAL, Eurosoft, Mabas and Al
Kalima. Ramco will invest into strengthening
these relationships.
BM. Is there a success story in the Middle
East that you wish to talk about?
RS. Every one of our engagements in the
region has been a success story, and each
of them is unique! What is signifi cant is the
fact that our customers have been realising
tremendous value from Ramco’s solutions. In
all cases, the return on investment for them
has been very high.
With all our engagements in the region,
we have been able to render the unique cus-
tomer experience that forms the theme of the
book recently released by Professor CK Pra-
halad, ‘The New Age of Innovation’. Ramco’s
solutions provide a great foundation for busi-
nesses to transform themselves.
Ramco is a global provider of business
consulting, enterprise solutions and
outsourcing services that enhance
business value through better business
processes and agile, global-class
applications. The company’s solutions
run at over 1000 customer sites
across more than 40 countries,
serving a customer base that includes
Fortune 500 companies, SMBs,
large enterprises and government
organisations.
R. Shankar, a post-graduate mechanical
engineer from the prestigious Indian
Institute of Technology, Kharagpur, is a
senior management professional with
over 24 years in the industry. Currently,
he has P&L responsibility for the Africa
and Middle East operations of Ramco
Systems.
A widely-traveled professional
with an international outlook, Shankar
has strong leadership skills and is a
respected speaker.
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taking business risks is a good thing. Although excessive
exposures need to be hedged and closely monitored by
middle office procedures, the whole point of them is to
make profits. Although events at France’s Société
Générale last year suggest that controls could be better
at times, no one suggests you can run a successful in-
vestment bank without taking managed risks.
On the other hand, operational risk is about avoid-
ing problems and is always seen as a cost. Either you
spend money to reduce the risk or you have much
greater costs if the risk is realised and you haven’t. In
other words it is a sort of insurance, a drain on the bot-
tom line, not a potential profit generator.
I am firmly on the side of those who claim BCM does not cover normal
commercial problems. It is certainly nothing to do with BCM if your prod-
ucts are uncompetitive or your management is uninspiring. However it is
everything to do with BCM if an ‘out of the ordinary’ event triggers a situa-
tion in which an organisation cannot meet its primary business mission. If
I am a mortgage broker, surely lack of available mortgages in the market is
a bigger threat to my business than loss of a computer system or head of-
fice building?
An example from the UK serves to illustrate my point. Northern Rock,
a reasonable sized domestic bank specialising in providing private
mortgages, finds that its lending policies are unsustainable as sources
of credit dry up. News of this triggers a run on the bank, during which
the UK government has to make guarantees to deposit holders and ul-
timately nationalise the bank to save it from administration. If this were
a BCM area of concern, many things would have been in place. Single
points of failure would have been identified (limited sources of funding),
In the second half of 2007, the world woke up to a
whole new set of rules. The “easy” decade was over
and the credit crunch became the word on every-
one’s lips. Terms hitherto the exclusive property of
the financial world were suddenly in common cur-
rency. Following the crash in the US sub-prime mortgage
sector, we began realising that things we had never heard
about were impacting our lives, business and personal fi-
nances. We were all soon familiar with such esoteric con-
cepts as LIBOR rates, lenders of last resort, securitisation,
K adequacy and systemic risk. We quickly learned that the
interplay of these factors resulted in a shortfall of cash
availability globally. Commercial banks were sitting on
their funds and governments, while regulators and central banks were al-
most powerless to influence them. Without liquidity in capital markets,
many businesses big and small suffered badly, and not all survived.
Whilst thinking about this, I pondered how many financial executives
would consider such things to be a business continuity issue. I would guess
very few. So why is this type of crisis not yet seen as a concern of Business
Continuity Management (BCM), whereas losses resulting from computer
failures, pandemics or terrorist attacks are?
I can only conclude that this is due to the traditional distinction be-
tween legitimate business risk and operational risk. To most executives,
NEW DANGERThe recent troubles in the financial markets offer a freshperspective on business continuity management, says Lyndon Bird Technical Director of The Business Continuity Institute.
LYNDON BIRD
EXPERT OPINION
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69www.busmanagementme.com
operational resilience would have been implemented (more diverse and
less risky trading activities) and a clear recovery strategy developed and
staff trained should the threat be realised. This would not have changed
the global financial reality in which this happened, but it would have
given the bank, its employees and its shareholders a much better
chance of surviving reasonably intact.
Many organisations either do not have a full-time BCM function in
place or, if they do, it is hidden in some specialist area like IT or risk
management. Surely no one would disagree that the decisions covered
by these questions are the most critical, far-reaching and business
threatening if they go wrong? In other words they put your business
continuity at risk much more than loss of an office block, a data centre
or even critical personnel. They can ruin your reputation, market share
and credibility overnight. So the conclusion is that most companies use
business continuity to protect against operational problems, but not to
provide input to strategic decisions. Many board members might
choose to ignore the views of the BCM professional, assuming they will
be risk averse and non commercial in their thinking. It is easy to see why
this might happen. BCM traditionally looks to eliminate single points of
failure, to spread activities around so as to improve resilience and have
adequate resources to deal with unexpected contingencies. This is not
a message likely to be popular with many managers, increasingly eager
to embrace business partnerships and single sourcing, larger and larg-
er fully automated distribution centres and ‘just in time’ delivery. This
perception only occurs because business continuity managers are
generally not operating at the correct level. If they are part of the senior
management team with clear strategic responsibilities for inputting
to and ultimately implementing board policy then their vision has to
be wider. Your current BCM Manager might not be viewed as of the
right calibre to make this step up, but that is only because you proba-
bly have not defined the job correctly and, therefore, not resourced
it appropriately.
Even at a more basic level there is much that BCM can do to help
reduce the risk of failure when we make strategic changes. For example,
the risks involved with ‘single points of failure’ are almost entirely pre-
ventable and only occur because of lack of a good business impact
analysis. Knowing your critical products, services and dependencies is
vital. It is then often possible to design out the risk by changing the design
or the specification. Don’t be surprised when things go wrong but make
sure that your process can manage the unexpected. BCM is not really
about clever technical solutions or documented procedures. It is about
process reliability and continuous improvement – topics close to the heart
of any serious manager.
I am often asked about the role of BCM in managing the impact of
climate change on business. BCM is traditionally about dealing with seri-
ous but unexpected incidents at very short notice with limited available re-
sources and confused sources of information. Climate change is anything
but unexpected or unpredictable, it will take many decades for its worst
consequences to happen and it has potentially the entire resources of the
world to solve it. Better still, if scientists are to be believed we could take
actions now that would solve the problem, or at least mitigate the
impact and prevent the worst consequences happening. However, if we
accept the cliché that every problem is an opportunity, companies that
provide imaginative solutions will become the successful companies
of the future. Technology might have caused much of the problem, but
it is only technology that can solve it. When you are talking business
change on this massive scale you are also talking serious business
continuity management. �
4 KEY BCM QUESTIONS
3 VITAL QUESTIONS FOR TOP MANAGERS
� Should all types of risk be managed consistently in an en-
terprise wide framework?
� If BCM provides a solution for IT and many other opera-
tional risks, why can’t the same principles work for busi-
ness, strategic or reputational risk?
� When something unexpected happens, do you not need
to have anticipated something similar and planned what
you might do?
� Why do financial firms invest hugely in training staff and
exercising procedures to deal with physical disasters but
ignore other crisis situations?
� When you are considering a major strategic change to your
business (e.g. outsourcing, off-shoring, rationalisation of lo-
cations) whom do you involve in the decision process?
� When you are considering a major strategic change to
your products and services what is the basis for your de-
cisions and how are the risks evaluated?
� If you have a business continuity manager, where does he
or she fit in the organisational structure?
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70 www.busmanagementme.com
BM. With the recent corporate identity transi-
tion, can you brief us about the road ahead for
Commercial Bank International (CBI)?
AJ. CBI is making a concerted effort to be iden-
tifi ed as an organisation that understands
what people need and be a bank with all the
answers. In keeping with our new motto ‘Ex-
ceeding Your Expectations’, we have made
every possible effort to offer a range of prod-
ucts and services to sustain our remarkable
progress in the competitive banking sector
as well as strengthen our clientele. We are
expanding in a major way in the country and
this includes setting up branches in strategic
locations with ATM/ CDM machines, Internet
banking support, phone banking and invest-
ments. To achieve this, CBI is very keen on
nurturing and retaining the best people who
have the talent and the necessary competen-
cies – so that we are well equipped to meet our
business objectives.
BM. What steps have you taken to support
this?
AJ. We quickly realised that apart from auto-
mating core functions of the bank, one major
area we needed to focus on and streamline
was Human Capital Management. We wanted
to completely re-engineer our employee
programmes to improve the quality of our
employees. To achieve this, we introduced
cutting-edge IT to streamline talent manage-
ment, leverage internal talent pools, mod-
ernise company structures and improve HR
productivity.
BM. Can you share some more details with us?
AJ. Given the number of employees (over 620),
the HR division of our bank had the challenge
of managing a rapidly growing workforce.
Functions like manpower, planning and re-
cruitment, training, compensation and bene-
fi ts play a very critical role in good governance
and enhancing employee satisfaction. Manual
HR processes and an outdated payroll system
were hampering our growth plans and we rec-
ognised the need for an integrated IT solution
to streamline our complex and dispersed HR
processes and payroll.
After a thorough selection process, we
confi dently chose Ramco Systems, a leading
HRMS and Payroll solution provider in the
region. With 10 years of experience in the
international human capital management
space, Ramco comprehensively addressed
our requirements – whether it was the size of
our operations, complexity of our HR process-
es, diversity in our organisation structures
or meeting unique and exceptional require-
ments. Ramco HRMS & Payroll provided us a
defi nite edge.
BM. How does Ramco help you align your
workforce with your strategic objectives?
AJ. Ramco’s solution helps us determine what
talent to acquire, develop and retain to meet
our business objectives and demands. This
critical information, provided by Ramco HRMS,
pinpoints exactly where the gaps are and provi-
sions for analytical information. This drives the
success of real time workforce management
and long-term talent management strategy.
Ramco HRMS comprehensively stream-
lines and automates our end-to-end HR
processes including recruitment, training,
manpower, career plans, succession plans,
employee induction, payroll, leave, reim-
bursement Items, loans, employee relations,
employee assets, organisation structure, per-
formance appraisal and self service.
In tune with CBI’s requirements, Ramco
HRMS comes with additional interfaces to our
core-banking system for fi nancial postings and
amortisation feature-specifi cally for banks,
handles Emiratization and equal distribution
of nationalities, and automates email pay slips
with password protection. The payroll is error-
free and the processes run accurately.
The best part is that the solution easily
complies with the Middle East statutory re-
quirements, and also seamlessly integrates
with our existing systems. The entire rollout,
including system setup and installation plus
implementation was completed as per our
timelines and as per our budget guidelines.
BM. Has Ramco’s solution been able to strike
positive changes in your HR initiative?
AJ. Defi nitely. The solution is enabling us to
reduce HR costs through greater effi ciency
and increased productivity, improve HR ser-
vice standards and free up our HR staff to
focus on strategic tasks. Moreover, our HR
and payroll department has strengthened its
visibility within CBI and especially with our
top management. This is due to the diligent
execution of the project and implementing/
improving our internal services regularly.
As head of Human Resources &
Administration at CBI for three years,
Abdulla Amer Jasem drives all the
human capital initiatives of the bank.
Abdulla has two decades of his HR
experience from the oil & gas industry,
and now fi ve years of experience in the
banking and fi nance industry, which
qualifi es him to be amongst a handful of
UAE Nationals with 25 years’ exposure
in HR.
Making a real differenceCommercial Bank International’s Abdulla Amer Jasem discusses how Ramco Systems is allowing the UAE-based institution to achieve strategic HR objectives.
CUSTOMER INTERVIEW
“Given the number of employees (over 620), the
HR division of our bank had the challenge of managing a rapidly growing workforce”
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Unified technology is the consolidation of virtually any communi-
cation system, including federated instant messaging, email,
voice, social networking, video, web services and even file ex-
change to enable a collaborative sharing environment that provides more
effective communications, increased productivity and reduced opera-
tional and capital costs. Normally we think of communications as two or
more people exchanging information. However UC can be extended to
human-to-machine and machine-to-
machine communication as well. Where
previously collaboration was based on con-
ference calls and emails in non-real-time, it
now consists of voice and video conferenc-
ing with application sharing, interactive
messaging and the ability to launch com-
munications from within any application, all
in real-time. For example, a guest in a hotel
may use the in-room ‘infotainment’ system
to contact the hotel staff. The guest will
browse a list of click-to-call enabled con-
tacts on the television and one is present-
ed with a choice of initiating the call from
the em-
bedded soft client in the set-top box, the in-room phone, or a preferred
personal mobile device.
3D Networks strongly believes that UC will bring a new dimension to
the way businesses operate today by enabling employees, customers, sup-
pliers and executives to stay in contact whenever and wherever they need;
essentially improving workforce productivity. By further extending UC into
business processes, a customer driven organisation can provide more time-
ly responses, reduce costs and have a greater de-
gree of personalisation, which ultimately drives
satisfaction and hence revenue.
UC should always be approached, however, with
a view to enabling all aspects of the solution over time
(say a three- to five-year time scale), as just approach-
ing it from a presence, IM, or even video conferencing
solution, will cost more in the long run. We encourage
customers to explore mobility, customer interaction,
telepresence, application sharing and smart video col-
laboration as well as the more traditional elements
such as IP Telephony, IM, presence, web, audio and
video conferencing and application sharing.
Working together with 3D Networks and adopting
a long-term business process change approach, the
right solution can be determined to drive the appro-
priate return on investment. We have customers using
UC to provide extensive data to mobile workforces and
ensure teams in remote locations can collaborate with
organisations using RFID tagging to enable objects to
facilitate faster delivery of service. UC solutions en-
ables you to do business differently, to make it easier,
and to enrich the experience. Employees within an or-
ganisation inherently know where these process im-
provements lie. Our job as a solutions provider is to tap
into that thought process and provide the tools to en-
able the evolution.
3D Networks is uniquely positioned to offer ex-
pert consultation, implementation and support of UC
solutions from a variety of best of breed solution partners. The
consultation process involves a thorough understanding of the cus-
tomer’s needs typically addressed with a multiple question evaluation criteria
that explores the organisations size, employee, supplier and customer collab-
oration, the desire for business process change and its IT strategy.
By exploring these areas we can easily determine the most
appropriate path forward and establish a long term
relationship with the customer to drive the bot-
tom line of any organisation. �
The communications revolution
72 www.busmanagementme.com
Reducing costs but keeping service levels high is the name of the game for businessestoday. Mike MacDonald, Director of Marketing and Technology for 3D Networks, explainshow unified communications (UC) is helping organisations to meet their targets.
ASK THE EXPERT
Mike MacDonald has been providing
consultancy expertise for over 10 years
in both the carrier and enterprise envi-
ronments for major customers through-
out North America, Europe and Asia. His
current focus is networking and applica-
tions with specific emphasis on web ser-
vices and communications enablement.
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Saud Al Daweesh
TELECOMS
There are challenging timesahead for Telecoms titan SaudiTelecom Company (STC) as itbattles to defend its positionas the industry leader inMiddle East and spreads itstentacles into lucrativeoverseas markets. STCPresident Saud Al Daweeshtells Julian Rogers he isconfident that his business isequipped to succeed andemerge victorious from thetelecoms war, that is heatingup in the region.
LEADER
Saudi Arabia may have been
slow to join the mobile com-
munications revolution, but
thanks to the effors of STC it
is catching up fast. “Over the
past decade, telecommuni-
cations has been – and still is
– one of the fastest growing industries world-
wide,” STC president Saud Al Daweesh an-
nounces proudly from his office in the heart of
the Saudi capital Riyadh. Indeed, STC itself
was formed 10 years ago and has strength-
ened its position as the number one player in
the Kingdom and the largest telecoms opera-
tor in the Arab world. The explosion in mobile
phone usage has been the catalyst for STC’s
rapid growth. The boss says catering to cus-
tomer needs has always been its forte. “Our
first requirement was to get up to speed and
then stay up to date with the newest techno-
logical developments, the latest marketing
trends and, above all else, the current needs of
our customers.”
STC, which boasts over 22 million domestic
customers, is experiencing strong growth for its
fixed lines at the moment. In fact, Al Daweesh
sees this arm of the business as having great po-
SaudiTelecom ed:5oct 15/10/08 15:53 Page 74
tential, especially for rural areas of the Kingdom.
“Mobiles are the future of communications and
they will continue to dominate the market com-
pared to handsets, but the great majority of
households still require a landline phone and we
will continue to increase our customer base by
network expansion and outreach to rural com-
munities,” he explains.
Top of the tree Within the Middle East mobile communica-
tions market STC is engaged in a heated battle
with Kuwait’s Zain and the UAE’s Emirates
Telecommunications (Etisalat/Mobily). Although
STC previously held a monopoly as the sole tele-
coms operator in its homeland, in 2003 the mar-
ket was liberalised. The same is true for the
fixed line sector when three consortia were
awarded licences in the Kingdom last year. Al
Daweesh puts a positive spin on the in-
creased competition. “Yes, the regional mar-
ket is becoming increasingly competitive but
at the same time it is big enough for all new-
comers. We welcome competition because it
means that we must continue to be innovative
in launching new products.”
Nevertheless, there are industry experts
who accuse Saudi Arabia of becoming a saturat-
ed market with the telecoms rivals jostling for
business. Although the sector still shows real
promises seeing as around one third of the
population is aged between 10 and 24, STC has
been looking abroad to re-enforce its position
with the telecoms leader shelling out in excess
of US$6 billion on domestic and foreign expan-
sion in the past 15 months alone. This included
US$3 billion for a 25 percent share in
Malaysia’s Maxis Communications, which gave
it an 18 percent share in India’s fourth largest
mobile operator – Aircel – as well as access to
the Indonesian market. A 35 percent stake was
also secured in Oger Telecom for US$2.6 billion
75www.busmanagementme.com
THE RIGHT NUMBER
US$6 BILLIONTotal investments made by
STC in 2007-08
72 MILLION Number of customers both
inside in and outside the Kingdom
18 MILLION Mobile phone (AlJawal)
customers in the Kingdom
35 New services launched in
2007 and 2008
21,000 Number of employees, of which
90 the percent are Saudi nationals
OF THE PACK
SaudiTelecom ed:5oct 15/10/08 15:53 Page 75
earlier this year. This gave STC a strong foothold in
the Turkish telecoms market. The firm also won
the third mobile licence in Kuwait last year in a deal
worth US$900 million, while untapped markets in
North Africa are on the company’s radar. This in-
cludes getting a share of the delayed privatisation
of Algeria Telecom. However, a bid to buy French
media group Vivendi’s stake in Morrocco’s Moroc
Telecom was recently rejected.
When quizzed on the expansion, an enthused
Al Daweesh is quick to point out the upsides. “The
benefits of partnerships with companies abroad
are many and varied, including sharing technolo-
gies and network resources. In terms of financial
gains, STC’s objective is to achieve 10 percent of its
total revenues from investments outside the
Kingdom by the end of 2008.”
He says the company’s financial muscle pays
dividends as it expands. “Diversification is sound
business policy and since STC is a cash-rich com-
pany we have the resources to both protect and
maintain our home market position while expand-
ing our interests to other markets that offer great
opportunities.” But with these telecoms firms
scrapping over the same business surely consoli-
dation is inevitable? “Simply, the answer is eco-
nomics. With the costs of labour and raw materials
continuously rising, a high degree of consolidation
is inevitable to minimise the impact and better
serve our customers,” says Daweesh.
Click online Al Daweesh is keen to discuss the subject of
his company’s online services. Broadband sub-
scriptions have increased three-fold year-on-
year and are expected to hit one million by the
end of the year, while business subscriptions
have risen by 12 percent on average every year.
It’s impressive growth but there has been criti-
cism in the Kingdom over the coverage, poor
speed and reliability, especially regarding broad-
band. Broadband in Saudi Arabia is also a great
deal costlier than that of neighbouring coun-
tries. Nevertheless, Al Daweesh is buoyant
about the market in the Kingdom. “Our vision for
the internet is to provide a world class service
and in this respect we have recently signed a
Memorandum of Understanding with several
leading international companies to construct a
high-speed submarine cable system.
“It also addresses regional bandwidth re-
quirements,” he notes, “and recently we acti-
vated the largest international internet
connection in the region with a speed of 10G per
second as an additional track for connecting STC’s
internet gate with the universal net that includes
the major internet services providers around the
world.” Al Daweesh says this will aid with busi-
ness continuity efforts. “This will help avoiding
visible and invisible risks, such as what happened
during the disconnection of the sub-marine inter-
net cable last February which the Kingdom was
not affected by due to STC’s investments in pro-
76 www.busmanagementme.com
Coinciding with Business
Management’s meeting with Al
Daweesh, he was proudly
unveiling a new corporate identity
and logo for the business. The
new brand is designed around four
values: Transparent, Progressive,
Straightforward and Brilliant. Al
Daweesh says the idea was to
create a corporate feel that can be
leveraged internationally while
keeping reference to its Saudi
origins. It is also about
modernising and simplifying the
brand, as well as creating a sense
of unity to consolidate all the sub
brands under one umbrella.
NEW LOGO AND IDENTITY
“Since STC is a cash-rich company we havethe resources to bothprotect and maintain ourhome market position”
Saud Al Daweesh meetings Microsoft founder Bill Gates
SaudiTelecom ed:5oct 15/10/08 15:53 Page 76
viding alternative solutions that contributed to
the continuation of internet connectivity for its
customers.” The internet is still relatively nascent
in Saudi Arabia but sources suggest penetration
could hit 30 percent by 2012.
Image is everything Of course, any major company is constant-
ly striving to raise its international profile, and
STC is no different in that respect. However,
today brand-building is not just about bom-
barding potential customers with adverts of
the latest deals or products; exclusive deals
with superbrands are becoming all the rage in
the corporate world. This summer STC bosses
put pen to paper with European football giants
Manchester United on a deal that will allow the
club’s logo and imagery for STC’s marketing
purposes in its retail stores. The firm will offer
customers video clips of match highlights as
part of the mammoth US$18.6 million deal, one
of the largest non-shirt sponsorships in British
football. As a lead sponsor, STC will have a
presence inside MUFC’s 76,000 capacity Old
Trafford stadium and will be featured on the
club’s website, which is the most visited sports
website in the world. Furthermore, each year 70
Saudi students will be sent to train at the
Manchester United Academy, one of the world’s
most prestigious football training centres.
As you would expect, Al Daweesh is delight-
ed with the move and his face lights up when dis-
cussing the matter. So is he a fan of the team?
“Manchester United is a brilliantly successful glob-
al brand and was the obvious choice for STC be-
cause the club has a huge following of supporters
77www.busmanagementme.com
STC’s multi-million dollaragreement with ManchesterUnited is a record non-shirtsponsorship deal
In 2008, Saudi Telecom wasrecognised both locally and regionallyas the leading telecommunicationsprovider and one of the most sociallyresponsible organisations in the region.STC won the ‘King Abdulaziz QualityAward’ by the Saudi Arabian StandardsOrganisation, which is the mostprestigious award in the Kingdomand took ‘Best Organisation for Co-operative Training Award’. Thetelecoms giant also received the‘Saudi Joint Stock Company Awardfor Transparency’ presented by BMGFinancial Advisors for the company’s
STC SCOOPS PLAUDITS
continuous and transparentcommunications with regional andinternational financial analysts,financial research companies andinvestors, both inside and outside thegulf region. It doesn’t stop there,however, with the InternationalInstitute for Research awarding STCthe ‘Leadership Award’ for corporatesocial responsibility. In terms ofscale, Forbes recently named SaudiTelecom the largesttelecommunications company in theMiddle East and the fourth largestSaudi company.
will contribute to recouping our investment in this
prestigious partnership, not the least in terms of
goodwill among the many Manchester United
supporters in Saudi Arabia.” Sport, and especial-
ly football, is extremely popular in Saudi Arabia,
something that has not gone unnoticed by STC. In
fact, the company is in the Guinness Book of
World Records as the first and only company to
sponsor 12 clubs in the same league at the same
time. This record has never been broken.
With the exposure of the Manchester United
deal and the move into new markets, Saudi
Telecom is certainly on an international charge.
Indeed, second-quarter profits rose 24 percent as
income from foreign ventures starts rolling in. But
it’s not all good news; as Business Management
went to print reports surfaced that the company
could axe 14 percent of its home market work-
force in order to focus on expanding into North
Africa – a move that could affect 3000 employees.
Al Daweesh says his targets are clear in order to
strengthen the company’s position and stay
ahead of the pack. “Our goals over the next eigh-
teen months are to consolidate the gains made
in recent years, strengthen STC’s leading posi-
tion in the home market and maximise the ad-
vantages of our expansion into markets abroad.
We have every confidence in our ability to stay
ahead of the competition due to STC’s technical
expertise, innovative content, and marketing
know-how that is based on our understanding of
what our customers want and giving it to them
at the right price.” �
in Saudi Arabia, as evidenced by the attendance
figures at Manchester United’s match in Riyadh.”
I’ll take that as a yes. Back in January Manchester
United took the unusual step of making a 6000-
mile round-trip to Saudi Arabia to play in a testi-
monial match. The club was paid US$2 million and
it was here that the deal with STC was believed to
have been brokered.
Manchester United has a huge fan base in
country, as well as the Middle East as a whole.
STC believes that it can acquire new customers
through its affiliation with the current European
champions. Al Daweesh is reluctant to put a fig-
ure on projected revenues from the deal but it will
need to be more than a tidy sum to recoup its
hefty investment. “There are many factors that
SaudiTelecom ed:5oct 15/10/08 15:53 Page 77
78 www.busmanagementme.com
Furthermore, UC promote communication effi ciency in the workplace,
which ultimately translates into improved productivity towards achiev-
ing business goals. UC converge various fragmented channels of com-
munications, devices and access networks to bring about cross-format,
cross-device, cross-network communication ability. UC allows employees
to have seamless access to data, voice, image,
instant messaging, and video on their fi xed line
phone, mobile devices, and laptop utilising any
of the available networks including WLAN, 3G,
WiFi, or even WiMAX.
BM. For some companies, issues about quality
are still obstacles to entering the UC market.
What is your response to this argument?
JB. It’s a good point and one we recognised three
years ago. This is the key reason that Nortel and
Microsoft formed the Innovative Communica-
tions Alliance. Our customers told us that unless
there was a joint development effort they would
hesitate to adopt UC. Our partnership brings
together the best of both worlds – the world’s leading desktop software
with the business-grade telephony from Nortel. Our joint R&D teams have
delivered together market recognised leading UC solutions. We have also
brought to market a portfolio of professional services to help customers
design, implement and operate their UC projects.
NI. When making a considerable investment in a UC product it is best to
choose a proven product, one that is developed by a company with ex-
perience and which can provide services and support. Green Packet has
global offi ces in the US, Malaysia, Singapore, Australia, China, Taiwan and
Bahrain, as well as distribution centres in Australia and Europe.
Green Packet has already enjoyed success in its home market of Ma-
laysia, in China, Taiwan and Bahrain securing contracts with major fi rms in
various industries, major telecommunication providers, internet service
providers, as well as VOIP service providers.
Moving unifi ed communications forwardBM. How can unifi ed communications help fi rms achieve their busi-
ness goals?
JB. It can boost employee productivity. Users now have one location to
access and manage the many ways they communicate. This means no
more wasted time checking various voice mail, email and instant messag-
ing (IM) systems. With presence information indicat-
ing when colleagues are available, you can eliminate
unproductive phone Lag.
It also allows you to stay in touch wherever you
are. You are no longer chained to desktop phones,
and mobile workers can answer voice calls on their
laptops wherever they have network connectivity,
such as in airports and hotels. Callers don’t have to
remember separate home and on-the road numbers.
Voice calls are delivered over cost-effective IP con-
nections and your existing telephony infrastructure.
And it dramatically reduces communication
costs. Nomadic workers can take full advantage of
broadband connections to make and receive calls
when away from the offi ce. There will be no more ex-
pensive calls from hotel rooms. No need to use a home phone for business
calls. No need to run up the wireless minutes. Yet you maintain consistent
voice quality and accurate presence status (on/off phone).
NI. All businesses aim to improve productivity and cut costs. However,
mobility is the key factor in many businesses today and with employees
spending much of their time outside the offi ce some costs are increasing
instead of decreasing. Travel and communication costs including equip-
ping employees with the various mobility tools they need to stay in touch
and mounting phone bills can quickly take their fi nancial toll on a fi rm.
As many enterprises are moving towards a fl exible and mobile envi-
ronment unifi ed communications help by providing a competitive edge via
seamless mobility and more effective communication tools in economical
and scalable solutions. This can drive communication costs down by 30
to 40 percent.
HEAD TO HEAD
“It is very important to analyse why the business needs UC and identify these
needs clearly in the project preparation”
While unifi ed communications (UC) has been around for some time, it seems that the time is now ripe to embrace it head on. Business Management gets the views of two industry experts, Jim Brindley of Nortel and Nik Ismail of Green Packet, on the UC solutions currently on offer.
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Green Packet’s strength is in our research and development and our
fi rst-to-market experience. Our research and development centres are
located in the USA, Malaysia and China. We know what employees need
and what employers require to keep in touch with their employees and
maintain productivity.
BM. How are companies managing risk when using UC?
JB. Here are the areas that I would advise require careful consideration.
Business drivers: It is very important to analyse why the business needs
UC and identify these needs clearly in the project preparation. It is not the
same as implementing another router or pbx, for example. These projects
will change the way people work. At Nortel we have consulting teams
working at the CIO/CEO level to help fi rms get the most business value out
of their UC investments.
Architectural design and vendor selection is vital. Selecting the best
design and the best products for the solution will ensure it is right fi rst
time. We often help customers integrate non-Nortel products as well.
Network Assessments: For those fi rms migrating to UC we fi rmly
recommend the assessment of your network infrastructure before adding
the potential stress of a UC service on top. The analogy here is that build-
ing the tower of Pisa on poor foundations will not stand the test of time
as well as the Pyramids in Egypt. We are able to do this for our customers
regardless of the infrastructure vendor.
NI. With employees communicating from all ends of the globe across
different media, data security is of the utmost importance to fi rms.
Green Packet’s solution for enterprises offers seamless mobility, se-
cured connectivity and UC. Our UC is securely connected via a Mobile
Private Network (VPN), a combination of two powerful technologies
– Mobile IP and IP Sec VPN.
It enables users to securely connect to their offi ce’s LAN even
while on the move, connecting to various access networks such as
WLAN, 3G, Wi-Fi, or even WiMAX without having to worry about the
integrity of the data that is being transmitted
or received.
BM. What do your solutions offer companies?
JB. Simply put. I offer my customers the best
possible UC experience. From the advisory
stage through to on-going support we have
made the strategic investments in R&D and
services. We also have a global footprint with
trained engineers and project teams all around
the world to support our customers. We have
a proven track record and have delivered well
over 600 projects.
If you are considering IP Telephony and Uni-
fi ed Communications then I would be delighted if
you consider Nortel.
NI. Green Packet’s UC solutions operate on a
‘one-click-access’ mode to provide utmost con-
venience and effi ciency to companies. Users
need only access a single client interface, apply a single login, and a single
authentication control to conduct their day-to-day communication needs.
Our UC solutions allow companies to be connected seamlessly at all
times and across all access networks including LAN, WLAN, Wi-Fi, 3G, and
WiMAX. The switch between networks is intelligent and is an auto hand-
off based on the best available and best pricing factors.
Our solutions offer improved productivity and cost savings by unify-
ing fragmented communication channels. Users do not have to attend to
different communication channels can be managed via one client. The
UC platform can be integrated with corporate telephony system (IP PBX)
to allow overseas-based employees to call their fellow colleagues without
incurring international roaming charges. Our UC solutions are modular
and scalable to suit the needs and size of any company. Green Packet’s UC
is represented by our product known as the ‘Interact’ series for consum-
ers, enterprise and operators. With Green Packet’s UC, employees can
communicate with their colleagues in real-time and with customers more
effi ciently when they are on the move.
“In 2007, unifi ed communications witnessed a growing demand,
with 50 percent of enterprises reporting that they are evaluating,
installing or running UC solutions,” says Henry Dewing at Forrester
Research. So what should we expect in 2008? “Mobility will
become an expected part of UC, video will come of age for multiple
purposes, communication-enabled business processes will start
providing ROI, and hosted and SaaS UC offerings and demand will
grow. Don’t expect federated presence to break out of the pack just
yet though; interoperability and user-confi guration tools remain
roadblocks to adoption in the near term.”
WHAT THE ANALYSTS SAY
Nik Ismail is the Director and Vice
President of Business Development for
Green Packet.
THE PANEL
Jim Brindley represents Nortel as Middle
East Innovative Communications Alliance
Prime.
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ANALYST VIEWPOINT
The promise of unifi ed communications
Senior Research Analyst at IDC, Nora Freedman, demystifi es UC adoption challenges and discusses when and why companies should make the move to UC.
“In terms of trusted partners that people
can turn to, there are obviously heavy
vendor biases,” suggests Freedman. “So
don’t be afraid to seek out the system
integrators. Tier 1 system integrators like
IBM Global Services or HP Services have
well-established UC practices. These
systems integrators and some other tier
2/3 resellers have been on the frontlines
of making this stuff work. For those
customers who are particularly wary of
vendor hype and bias, trusted partners
can be crucial in helping serve as a key
solution advisor and/or the prime project
deployment lead.”
TRUSTED PARTNERS
BM. What do you think the promise of unifi ed communications (UC) is
for companies who are prepared to do it right?
NF. The essence of unifi ed communications is really about stream-
lining business processes that are already voice intensive, but not
making them separate exercises. You want to minimise navigation
between multiple applications. With UC, you’re trying to reduce time
to ‘X’ – whether it be for an approval, fi nding out about available sup-
plies, or locating a person or artifact.
If there was a way to do that within an ERP application or within a
CRM application, then you could automatically launch those searches
to make a phone call and get the right people. This
is particularly relevant in emergency and alert no-
tifi cation scenarios, where the onus of fi guring out
who is the right person and where he or she might
be located is embedded within the application, as
opposed to leaning on your own mental directory as
to who does what and where.
BM. There’s been some confusion around UC, in terms
of the number of vendor offerings, different implemen-
tations, etc. How should fi rms clarify the decision-
making process as to where to begin with UC?
NF. You have to understand that UC is more of an architecture, as op-
posed to a point solution. All of the major IT vendors are hoping to capi-
talise on the attention being paid to this market. But putting the term
‘unifi ed communications’ or UC in front of their product names, without
additional product engineering, doesn’t automatically make those prod-
ucts UC-enabled.
The future direction of a company’s unifi ed communications strat-
egy has a lot to do with its current infrastructure, because some of the
steps in the process can be leapfrogged. Certain enterprise environ-
ments – dependent on which vertical
market they are in – are just not relevant
in others. For example, some of the re-
quirements and regulations in fi nancial
services are very different than, say,
federal governments. So you have to un-
derstand what the security implications
are, who the essential personnel to be
notifi ed are, which regulations need to
be adhered to, and then what the gen-
eral business culture is, because a lot of
the work can be done in theory but not
achieved in reality.
People can often be the biggest
obstacle. Because UC is so new, there is
still a limited amount of people who are
trained and adept at training end-users,
as well as installing and maintaining the
system. There is still a lot of confusion
and there are limitations on that. En-
terprises will have to do their own due
diligence to determine if their internal staff is skilled and equipped. If
they are not, then the enterprise will have to identify which partners can
help fulfi ll those project gaps.
The development of unifi ed communications practices among con-
sultants and systems integrators is very much akin to 10-15 years ago
when we saw the emergence of internet and e-business practices. A lot
of companies were very focused on e-business enabling, developing
websites and providing web services. But now it is just a general busi-
ness expectation that you’re going to have at least a website and some
web services available. I think the same thing will apply here. Over the
next three to fi ve years, we’re going to see a lot of initiatives focused on
what organisations are doing in terms of unifi ed communications.
I think we’ll evolve to the point where if you can’t automatically
locate people within the key business applications you’re using or be
able to access certain applications through whatever device you choose,
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tion are rarely those who are forced to use it every day in order to
complete their job.
The best-use case scenarios emerge from conversations between
someone from IT, someone from the line of business and someone
from the executive level across the organisation.
These groups tend to welcome explorations into
what the real business issues are that need to be
addressed and how UC can solve them.
Consumer-based Web 2.0 applications
have also increased the expectations among
business users about what their organisations
should provide them. For example, most of us
became more adept at instant messaging from
AOL and MSN Messenger, as opposed to using
the Microsoft Exchange or Lotus Sametime.
Only after security breaches occurred did enter-
prises learn about the corporate vulnerabilities
exposed through the use of consumer apps
into the enterprise. And thus, enterprise grade
applications were deployed to displace those consumer applica-
tions. Now, many consumers are expecting the same level of usabil-
ity coming from their Apple iPhones as from their enterprise devices
and smartphones.
then it is going to be seen as unsatisfactory. Expectations of baseline
functionality are going to be much higher, and UC is not going to be a
strategy in isolation.
BM. How do organisations determine if their infrastructure is ready
for UC?
NF. Their internal IT department can do the pre-deployment assessment.
If they’re large enough, they can also go directly to the vendor or hire a re-
seller to do some of it. There are certain aspects about the infrastructure
that simplify the move to UC; for example, we usually use IP telephony as
a leading indicator about how prepared certain companies are. A lot of
times in the preparation for IP telephony, companies have completed the
network upgrades and some of the network management. They’ve done
some assessment of the kind of connectivity required and the service-
level agreements (SLAs) so that they will not have to worry about service
degradation when the bigger applications or more comprehensive busi-
ness processes are accessing multiple things, from multiple locations,
across multiple geographies.
BM. Can you discuss the heightened attention on security needed
as these disparate pieces of technology become part of a unified
solution?
NF. The security part has to do with the fact that there are just so many
more devices connecting to the network. Does your organisation have
device-specifi c authentication policies? Or can users authenticate
themselves across a variety of applications and devices? Are these
identities consolidated into one directory service or multiple ones?
Because there may be multiple directories within the organisation, it is
crucial that all user information is consistent. Otherwise, the promise of
UC may be compromised.
If we look at US, government regulations may also highlight new
business requirements, especially in fi nancial services and health-
care. Due to Sarbanes-Oxley and HIPAA, organisations must be
acutely aware of who is accessing customer and patient information
and must also be able to provide an audit trail. Be-
cause new UC solutions may introduce a new level
of auditing exposure, some organisations have
decided to disable certain features. For example,
some fi nancial organisations have disabled the
voicemail capabilities of their unifi ed messaging
solutions, since they don’t want these voice mes-
sages to become subject to SEC regulators and/or
they lack the appropriate mechanisms to capture,
archive and retrieve the voice messages to iden-
tify any policy violations.
BM. Can you talk about some of the best practices
for making sure that communications are inte-
grated with processes, workfl ow, applications
and so forth?
NF. Some of the best UC examples or UC success stories have come
from those companies that have built UC steering committees with
their organisations. Traditionally, those who purchase the IT solu-
Nora Freedman is a
Senior Research Analyst
with IDC’s Enterprise
Networking group. In this
role, Freedman provides
research, market analysis
and consulting services
about enterprise IP
telephony equipment,
unifi ed communications
and telepresence.
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94% Survey respondents
experiencing latency as a result of waiting for information
from unavailable colleagues
CHANGING THE WAY
WE INTERACT
While the term ‘unifi ed communications’ is now being used by
many CIOs, they often lack real understanding of the many
ways it can help their businesses and the key requirements
they should seek in a unifi ed communications (UC) solu-
tion. There are enormous pressures on businesses today to reduce costs,
deliver higher levels of service and be environmentally responsible. UC
can answer these issues, but before CIOs can determine the right solu-
tion for their business, they need to evaluate and understand how UC can
help achieve their goals.
Eliminating fragmented communications Despite the advances in communications technology – or ironi-
cally, possibly because of them – business users face a complex and
fragmented communications environment. While the variety of de-
vices and media provide fl exibility, they also
add to communication latency, friction and
overload. The ability to ‘connect’ in real-time
suffers, duplicate and redundant communica-
tion attempts proliferate, and key business
processes that rely on communications are
slowed (or even stopped altogether) because
of fragmented communications.
But how does this impact business? A
study done by Insignia Research set out to
measure the nature and impact of communi-
cation friction, latency and overload, based
on the real-world experiences of end-user
employees.
The study estimated the full fi nancial impacts of doing nothing
about fragmented communications by calculating the cost of lost pro-
ductivity and avoidable expenses incurred as a result of poor commu-
nications. The study identifi es these costs for varying sized companies
– ranging from several thousand to several millions of dollars.
Clearly, there’s a large opportunity for improvement and stream-
lining, which in turn has a positive fi nancial outcome. The communi-
cations status quo must be addressed for companies looking to stay
competitive and productive, eliminate redundancies, speed business
and improve their expenses and bottom line.
The answer, in large part, is unifi ed communications. UC enables
enterprises to automate and embed communications into business
processes resulting in faster, more effective decision-making. In a
typical business workfl ow process, each time human intervention and
decisions are required, the process slows or stops if the appropriate
person can’t be reached– adding minutes, hours or even days to the
process, detrimentally impacting the com-
pany’s bottom line and customer satisfac-
tion. Using UC, these workfl ows can be
automated to use rules-based routing to
reach the appropriate person on their de-
sired device, or forward to their designated
alternate, so decisions can be made quickly
and the workfl ow kept on track.
Another study by an independent re-
search organisation examined the total cost
of ownership (TCO) of communications solu-
tions including traditional PBX, IP PBX, Man-
aged IP PBX and Siemens OpenScape Voice
Application (formerly known as HiPath 8000). The scenario looked at a
Global 1000 enterprise with 25,000 total users with applications including
contact centres, messaging and conferencing.
COMMUNICATION FOCUS
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The study found an IP PBX the most expensive solution, with Open-
Scape Voice Application offering the least expensive TCO over fi ve years.
Siemens designed OpenScape Voice with TCO in mind, with features
and functionality to improve operational effi ciency, reduce costs and
eliminate unnecessary business expenses. By consolidating nodes and
servers, network and operational costs are also reduced. Its modular
architecture provides nearly unlimited scalability and allows IP, TDM and
analog networks to co-exist, protecting legacy investments while intro-
ducing IP benefi ts to the enterprise.
Supporting green efforts As CIOs consider the economic impact of productivity and owner-
ship costs, they should also understand how UC can aid their efforts
to be more environmentally conscious. In traditional TDM technol-
ogy, the intelligence resided primarily in phone systems comprised of
proprietary hardware and discrete components. It provided most of
the computing power and consumed the lion’s share of energy. It also
required convection cooling, which has a big appetite for power. The
total electrical connected load of phone systems with 1000 extensions
ranged up to 5.4 kilowatts, and their cooling systems consumed at least
as much power. For networked phone systems, the overall power con-
sumption is signifi cantly higher when you consider that every site had
its own system.
Software-based VoIP solutions (such as Siemens OpenScape Voice
Application) that run centrally on standard servers in the data center
can signifi cantly reduce power consumption. Far fewer computers are
needed for a communications system centralised in a data center. Just
two servers are all it takes to provide phone service to as many as
100,000 subscribers.
IP systems spanning many sites can decrease overall power
consumption by up to 38 percent, depending on the confi guration.
Furthermore, these sophisticated systems can be installed, operated,
and maintained remotely. Service engineers need not travel to different
locations, further reducing CO2 emissions. Thus a centralised commu-
nications system residing at the data center reduces energy consump-
tion directly as well as indirectly.
Companies can further reduce their carbon footprint by leveraging
technologies such as HD video and telepresence that eliminate the need
for travel. Connected by multimedia-enabled internets, employees at
different sites can collaborate in virtual meetings. Modern videoconfer-
ence capabilities allow them to work together as if they were in the same
room, rendering many business trips superfl uous. And with the video
application using the same directory as voice and all other media, the
complexity of the video call of the past is replaced with the ease of a
click-to-dial videoconference, from the boardroom to the desktop.
Modern telecommunication solutions have also made the home
offi ce increasingly viable and reduced the need for daily commuting. With
innovative teleworking tools, companies can commit fewer resources to
on-site work places while maintaining productivity and effi ciency. Smart
desk-sharing schemes allow enterprises with a sales focus to operate
with up to 70 percent fewer workstations. With less offi ce space to lease,
maintain, heat and air-condition, companies save on capital expenditures
and energy costs.
Open communicationSo with unifi ed communications established as the way to go, what
kind of solution is best? That’s where open communications comes in.
Siemens believes that an open, software-based approach is key because
it allows customers to evaluate, design, integrate and support multi-
device, multi-media and multi-network solutions easily and effectively,
as opposed to bolt-on proprietary approaches.
Because Siemens solutions such as OpenScape Voice Application
and OpenScape UC Application use open interfaces and standards-
based technologies, they can converge seamlessly with your existing
infrastructure to make the most of legacy investments. This provides the
freedom to evolve your communications environment to meet current
and future needs.
Siemens has worked with a number of other business software
vendors to integrate with the OpenScape UC Application. By seamlessly
embedding real-time presence information into commonly used busi-
ness applications, enterprises can accelerate decision-making, reduce
process latency and improve collaboration.
Today’s businesses are rapidly changing and adapting in order to
maximise productivity at the lowest costs. Unifi ed communications and
Siemens can help them achieve a more streamlined, effi cient commu-
nications infrastructure that results in a more productive and effective
workforce and better customer satisfaction and bottom line.
A white paper that reviews the complete fi ndings of Insignia Research’s UC survey can be downloaded from www.siemens.com/us/open
SURVEY FINDINGS
The most common and costly pain point (experienced by 94
percent of respondents) was latency resulting from waiting for
information from unavailable colleagues. The average delay directly
attributable to the use of disjointed systems is 5.3 hours/week,
resulting in an average annual cost of over $9000/user. This delay
is indeed troubling, particularly in customer-facing roles.
Business travellers estimated spending 11 days in the past
year on avoidable business travel, equating to an annual waste
of at least US$3400/person in travel expenses. This happens
when collaboration through existing communications systems
is ineffective, forcing teams to synchronize through expensive
face-to-face meetings.
A majority of respondents reported spending at least 10 percent of
their time working remotely, reporting reduced productivity by an
average of 7.8 hours/month because they lack the communications
tools off-site that are available in their main offi ce.
75 percent incurred incremental communication costs on up
to four business trips within the previous six months, with an
average annual expense of $1488 per business traveler.
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BM. Oracle and SAP are the market leaders.
How does Infor expect to make a mark?
PH. Infor has evolved over the last six years
and we are already established as the 10th
largest software company in the world.
Perhaps more importantly, Infor is already
recognised as a leader and innovator, with a
different strategy that really does offer the
market a viable, unique alternative.
Infor’s strategy is to make business
software better. We’ve made 35 astute, stra-
tegic, major acquisitions while annually we
invest millions of dollars in R&D to further
improve the software; to make our business
software better.
Fundamentally, Infor has already fi lled a
huge gap in the enterprise software market.
This gap has been left by the giants you
mention who typically provide stability and
a global presence but have generic, one-
size-fi ts-all solutions. The drawback is that
these type of solutions are expensive and
resource intensive to implement and require
substantial customisation, just to meet basic,
business specifi c needs.
Until now, the only other choice has been
to look at smaller niche vendors who provide
feature-rich, industry specifi c solutions. We
know this, as Infor has acquired some of the
best players in the market. However, on many
occasions these niche vendors lack fi nancial
stability and global reach – quite often they
simply disappear off the map – that’s not good
if you are building your business around their
technology. At Infor we have taken the very
best of both choices to successfully fi ll the
dilemma between the one-stop-generic-shop
giants or the risky niche vendor with great
functionality. Our strategy is proven. We have
grown to having 70,000 customers worldwide
and we’re continuing to gain brand new cus-
tomers organically in all regions – 2200 new
name customers last year.
BM. What about Infor’s successes in the
Middle East?
PH. EMEA accounts for 41 percent of Infor’s
revenues – nearly US$1billion and we have a
very successful and growing business here
in the Middle East, and I’m delighted to have
joined Infor as the General Manager to further
this success. The Infor brand name is actu-
ally relatively unknown in the region; however
some of our acquired brands are very well es-
tablished in the market, such as Baan (ERP),
DataStream (Enterprise Asset Management),
SunSystems (fi nancials) and Epiphany (CRM)
amongst others.
We have a very broad portfolio of business
specifi c solutions that are widely deployed
amongst our 800 plus customers across the
region, comprising Enterprise Resource Plan-
ning (ERP); Supply Chain Management (SCM);
Warehouse Management (WMS); Product Life
Cycle Management (PLM) Enterprise Asset
Management (EAM); Human Capital Manage-
ment (HCM), Performance Management (PM)
Financial Management (FM), Expense Manage-
ment (XM) and of course Customer Relation-
ship Management (CRM).
BM. In which areas has Infor been most suc-
cessful?
PH. Taking the hotel market, just as one ex-
ample, our Infor FMS SunSystems accounting
software is sold in partnership with MICROS-
Fidelio International a leading provider of
information technology solutions for the
hospitality and retail industries, to over 2000
of the world’s fi nest hotels. It is an integrated
solution that has been adopted by hundreds of
hotels here in the Middle East.
One of the most pioneering companies in
the region is a household brand hotel chain,
which has embarked on a project to deploy
part of our human capital management solu-
tion in order to improve customer service
through improved management of its staff.
Another incredibly exciting area we see in
the region is in enterprise asset management
(EAM). One of our most fascinating projects is
supporting Nakheel where we have success-
A “leader and innovator” for the Middle EastPaul Hammond, General Manager and Regional Vice President for the Middle East at Infor, talks to Business Management about how his company provides innovative business software to the region.
Paul Hammond joined Infor in 2008
as GM and Regional VP for the Middle
East. Having 20 years of Global IT
experience, Hammond comes from
webMethods where he established the
company’s Middle East operation. Prior
to this, Hammond spent seven years
in international sales at Veritas (since
acquired by Symantec), his latter years
heading up the oil & gas sector.
EXECUTIVE INTERVIEW
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fully deployed Infor EAM Enterprise Edition to
provide them with the tools to better manage
their assets – from bridges, cranes to pumps,
air conditioning systems and property mainte-
nance requests. These can all now be serviced
with an improved turnaround time to maximise
productivity whilst minimising costs.
We’re seeing incredible interest in these
EAM solutions right throughout the region
from Civil Aviation Affairs (CAA) Bahrain to
SWCC in Saudi Arabia; it’s a real sweet spot for
any asset intensive industry.
BM. What is your go-to-market strategy for
the Middle East, and is this likely to change?
PH. We sell both direct and through the
channel, and we are about to embark upon
a channel partner enhancement and recruit-
ment campaign to bolster our offering in the
region. Our approach to channel recruitment
is focused on quality over quantity. We are not
looking to take on dozens of partners and risk
dilution of our focused approach, but a smaller
number of partners that are well aligned with
our products and company ethos and can ar-
ticulate our unique ‘making business software
better’ value proposition to customers.
Infor has also developed a series of
‘business edition’ suites for many of its enter-
prise software solutions. These are in effect
template-based and designed for rapid imple-
mentation and setup – we are talking days and
weeks here–whilst providing rich functionality
and built-in best practices, making them ide-
ally suited to the SMB market, regional, divi-
sional or departmental level. They are equally
ideal for those cases where an enterprise
customer wants a rapid implementation to
fulfi l a pressing business requirement. At the
customers’ own pace they can then transition
to the enterprise version at a later date to add
advanced functionality to support their contin-
ued growth and evolving business objectives.
This rapid time to value implementation will
really resonate in the Gulf markets.
BM. What are the crucial areas for Middle
East companies to concentrate on in the
coming year?
PH. Focusing on becoming ‘green’ by being
more energy effi cient. Not just paying lip
service to this current topic or turning out the
occasional offi ce light switch.
Most companies we talk to are still in
the planning phase, trying to formulate their
energy conservation or ‘go-green’ plans. It is
staggering that so much still needs to be done.
According to a recent Plant Services survey,
80 percent of executives ranked energy as the
most impactful variable on operating costs,
yet many executives do not know where their
energy is being spent. Energy and utility re-
sources here in the Gulf cannot support the
growing demand, hence costs will continue
to rise and companies need to manage these
costs carefully. Nakheel is a great example of
this – implementing ‘green’ initiatives as a key
business differentiator.
Energy costs are all part of a necessary
effi ciency drive for every organisation. For
energy conservation, businesses need to
select technology that gathers information on
all facility assets that consume energy, such
as AC chillers, generators and lighting. They
then need to provide intelligence regarding
optimal maintenance and replacement based
upon energy consumption. By incorporating
energy management into asset management,
companies can now account for more than 90
cents of every dollar of operating cost.
BM. Where else should companies be looking
for effi ciency savings?
PH. Infor would also encourage Middle
Eastern companies to take a holistic review.
Replacing a machine may save hundreds
of dollars on an electricity bill; altering a
warehouse layout can save thousands; but
optimising the fl ow of goods from freezone to
delivery can save millions.
We feel one of the most signifi cant ‘green’
opportunities is in relation to the total supply
chain and here it is critical to work with sup-
pliers and customers to devise new ways of
effi ciently getting products into consumers’
hands. All across the supply chain there are
opportunities to reduce energy consumption
and emissions. Reduce, rework, re-cycle,
renew are becoming watchwords for the way
to re-think supply chain strategy.
More strategically, companies will re-as-
sess their sourcing strategies through newer,
green tinted glasses and perhaps reverse
some of the trends towards mass outsourcing
that have been experienced in recent years.
To contact Infor’s regional Middle East HQ telephone +97143914438 or email middle.east@infor.com. Alternatively, visit www.infor.com/middle_east
Infor’s solutions focus on a whole host of business-critical functions.
70,000 Infor’s
customers worldwide
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message about the KPC’s wealth, the recent rocketing price of black
gold has, of course, swelled the coffers further.
A founding OPEC member, Kuwait is the oil cartel’s second largest
exporter, and its reserves account for 10 percent of the world’s total.
According to offi cial data, the land here holds the fourth largest oil
reserves in the world. Its state-owned business, KPC, and its stable
of subsidiary companies currently produce around 2.6 million bpd.
However, the Kuwaiti government has ambitious plans to ramp up pro-
duction to three million bpd next year – 12 months ahead of schedule.
Looking further ahead, Al-Shuwaib, who was appointed CEO last year,
says production will hit 3.5 million bpd by 2015 and four million bpd
by 2020. These are bold targets but ones that will have to be achieved
if world supplies are to meet soaring demand. Indeed, OPEC predicts
that consumption could reach 118 million bpd by 2030.
“Expanding economic activities in the world and especially in
China and India are the main drivers for continuous rising demand for
Perched on the 19th fl oor of KPC’s
headquarters in Kuwait City, Saad
Al-Shuwaib’s plush offi ce stands as
a shining example of what petro-
dollars can buy these days in this en-
ergy-rich emirate. Panoramic views
over the stunning Arabian Gulf Coast can be seen
through its expansive fl oor-to-ceiling windows and
a beautifully crafted infi nity pool greets visitors
at its entrance overlooking Kuwait Bay. Offi cially
opened in February, the gleaming Kuwait Oil Sector
Complex, which is also home to the country’s oil
ministry, has two fan-shaped glass towers spouting
from the front and an opulent lobby which offers a
welcome respite from the searing heat outdoors.
While this state-of-the-art facility sends out a clear FIE
LD
OF D
RE
AM
S
Kuwait is ploughing tens of billions of dollars into an expansion plan that will see production eventually hit four million barrels of oil a day (bpd). But will it meet its targets? Julian Rogers meets Saad Al-Shuwaib, CEO of Kuwait Petroleum Corporation (KPC) to fi nd out.
OIL AND GAS
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12 years time, the plan is to pump 750,000 barrels of heavy oil a day.
However, this cannot be achieved without the help of the international
oil companies (IOCs) who have been involved in the country’s operations
since the industry was nationalised in the 1970s through basic techni-
cal service agreements. But now, for the fi rst time ever, KPC is involved
in negotiations with foreign majors for performance-related contracts –
dubbed “enhanced technical service agreements”. These new deals allow
overseas companies a greater role in operations and key projects. “These
technical service agreements are still working, however, we are work-
ing to improve and strengthen such relations,” Al-Shuwaib comments.
US heavyweight ExxonMobil has signed a preliminary deal for the
north, while BP, which already holds service contacts, is in talks re-
garding oil fi elds in the West. Fellow global player,
Chevron, is negotiating an enhanced technical
service agreement for the oil-rich Burgan fi elds
to the southeast. More than two-thirds of the
country’s oil production comes from the greater
Burgan area – considered to be the second larg-
est oilfi eld in the world. Unfortunately for the
IOCs, the fl y in the ointment continues to be the
Kuwaiti parliament’s reluctance to allow foreign
companies any operational control over its prized
reserves. So for the time being the multi-billion
dollar Project Kuwait (originally drawn up in the
1990s to award IOCs 20-year “operating services
contracts”) appears to be no closer to being re-
solved. The political disputes and objections
to Project Kuwait, by some MPs, has stunted
progress, whilst the country was left without an
oil minister for six months until acting oil minister
Mohammad Al Olaim was appointed to the posi-
tion on a permanent basis earlier this year.
But when you consider that the oil sector ac-
counted for 60 percent of Kuwait’s gross domes-
tic product (GDP) in 2007, it’s not hard to fathom
why some hostility exists. Despite the opposition
to partnerships with foreign companies, for Al-
Shuwaib the advantages are abundantly clear:
“The desired benefi ts from foreign participation
includes extracting maximum value from the res-
ervoir assets, adding reserves, optimisation of
energy,” says Al-Shuwaib when quizzed on global supply and demand
fears. “We adopt the view that there is suffi cient petroleum resources,
conventional and non-conventional liquid fuels, to meet growing
demand for decades to come. However, key players in the market need
to make timely investments to expand oil and gas supplies.” This in-
cludes Kuwait. “We in Kuwait will pursue with our long term plans to
sustain enough supplies to the market according to strategies set for
KPC until 2020”, says Al-Shuwaib.
Strategies Leaning back in his leather chair, Al-Shuwaib explains how his vision
for the business will become a reality, in a country that is seeing home
energy demand rise 10 percent annually. First, he says KPC will spend
US$55 billion between now and 2013 to fi nance production, refi neries
and new tankers. At least half the investment will be needed for new
drilling and enhanced recovery technologies. Tapping into undeveloped
areas of the country will also be a priority. Earlier this year Al-Shuwaib
told reporters how KPC was exploring in “less than one-third” of the
country’s total area. KPC plans to exploit diffi cult fi elds in the north
and west of the country, holding vast reserves of heavy oil. Indeed, in
KUWAIT OIL FIELDS
Abdeli Field
Ratqa Field Sabriyah
Raudhatain
Bahrah
Kra’ Almru Field
Minagish
Dharif
Abduliyah
GreaterBurgan
Khashman
Medina
Failaka Island
BubiyanIsland
Umm Gudair
“Capital project management is becoming a big obstacle as projects are becoming more complex and at the same time exceeding their costs
and not meeting their deadlines”
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Zour is up and running, KPC plans to close the
Shuaiba refi nery.
But it’s not only at home that KPC is ex-
panding; the company is fl exing its muscle on
the international stage too – Asia especially.
Al-Shuwaib earlier this year and a delega-
tion from KPC, travelled to Vietnam to sign
contracts on a deal between KPC’s subsidiary
Kuwait Petroleum International (KPI) and the
country’s national oil company Petrovietnam,
Japan’s Idemitsu Kosan Co. and Mitsui Chemi-
cals to build the socialist republic’s second
refi nery and petrochemical complex. The
planned facility, 200 miles south of the capi-
tal Hanoi, is expected to produce 10 million
tonnes per year.
Vietnam’s neighbour, China, is also a
country that KPC is involved with. Indeed, the
country’s fourth largest oil company, Sinochem
Corp, will be processing Kuwaiti crude at its
proposed refi nery in East China in around 18
months. This will be through a joint venture
with KPC and Royal Dutch Shell that will see
the refi nery process 240,000 bpd. As well as
this, KPC is progressing with plans to build a
huge refi nery-petrochemical complex in the
southern Guangdong Province, while KPC hopes to sign agreements
with India in the future. Al-Shuwaib stresses that these overseas deals
are all about securing long-term outlets for Kuwaiti crude.
Green credentials When the conversation broaches the issue of climate change, the
boss is quick to point out how Kuwait is not shirking its ‘green’ respon-
sibilities. Al-Shuwaib talks openly about how the business will invest
US$100 million in new energy technologies, including hydrogen fuel
cells, carbon capture and storage, and hydrogen generation from oil.
“KPC has been very conscious to the dilemma of climate change and
invests to improve energy effi ciency, reduce emissions and to continu-
ously monitor its carbon footprints. Furthermore, carbon capturing
and storing (CCS) is one of the industry’s main objectives at the time
being.” Naturally, technology is a required necessity.
“A stated objective of KPC is to promote the development of new
technologies which will maintain oil’s long-term competitive position
by making it a more effi cient and environmentally-friendly energy
source through an active investment policy,” Al-Shuwaib states.
He also enthusiastically explains how KPC adopted a zero fl aring
policy in 2002 for both onshore and offshore operations This is set
to be reached in 2011. KPC also supplies low sulphur gas oil for the
local market and low sulphur fuel oil for the Ministry of Electricity
and Water Power stations. “Our role is to be proactively managing
the environment, and health and safety aspects related to KPC’s
businesses and become a regional leader in HSE (health, safety and
environment) performance.”
capital expenditure, cost savings, the application of new technology,
acquisition of improved management systems and creation of job op-
portunities for Kuwaitis.”
Like a lot of the national oil companies (NOCs), KPC needs outside
help, particularly as easy-to-reach oil is dwindling – creating the need
for improved technologies to extract hydrocarbons. Indeed, fi eld ma-
turity is a problem with most in the country being more than 60 years
old. “Production is moving to increasingly diffi cult locations as easy oil
is diminishing and the high oil price makes previous exploration and
complex asset maximisation economically viable,” Al-Shuwaib explains.
“A very important challenge in this area is to improve technologies to
respond to these complexities and at the same time improving technol-
ogy application capabilities.”
Downstream, the organisation plans to drastically improve capac-
ity with new refi neries and petro-chemical plants. As much as US$30
billion is being allocated. In May it was announced that KPC had
awarded US$10 billion worth of contracts to construct the grassroots
615,000 bpd Al-Zour facility – the largest single-phase refi nery project
ever built. Situated near the border with Saudi Arabia, it is due to be
complete in 2012 at an estimated cost of US$15 billion. Al-Zour will also
produce 200,000 bpd of low sulphur fuel oil for electricity generation.
In the pipeline too is a large-scale upgrade of current refi neries in the
country “to enable us to produce cleaner products and meet environ-
mentally friendly fuel specifi cations”, Al-Shuwaib notes. Kuwait also
plans to upgrade two of its three existing refi neries, Mina Ahmadi and
Mina Abdullah. With Al-Zour on line, Kuwait’s total refi ning capacity
will swell to 1.4 million bpd. It currently stands at 930,000. After Al-
KPC FACT FILE
• Established in 1980
• Acts as the umbrella organisation to 10 oil and gas
subsidiary companies
• Operations spanning six continents
• Currently producing 2.6 million barrels of oil a day
• Has around 1600 producing oil wells
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92 www.busmanagementme.com
issues that need addressing are “magnifi ed” by the scale of capital
needed. “Capital project management is becoming a big obstacle for
the oil industry and KPC in particular as projects are becoming more
complex and at the same time exceeding their costs and not meeting
their deadline. This is a competency that needs to be nurtured and
developed to ensure the strategic objectives are met on the medium
and short-terms” he remarks. And it is only going to get worse for the
energy companies; according to the IEA, energy demand growth will
require US$800 billion of investment per year over the next 25 years.
As the lift whizzes back down to the lobby from Al-Shuwaib’s
offi ce, I can’t help but wonder what impact Kuwait’s energy targets
will have on the nation’s future prosperity. After all, this is a crucial
period for Kuwait if it wants to keep pace with the rampant economies
of fellow Arab countries. However, according to the Energy Information
Administration in the US, the nation’s reserves may only last another
50 years if production reaches four million bpd by 2020. Whether or
not this outlook is true, only the Kuwaitis know for sure. Then there is
the fear that the country may have already reached the dreaded Peak
Oil scenario. Question marks remain, but this is certainly one OPEC
producer to keep a close eye on in the next few years.
None of this can be achieved without a strong workforce, he as-
serts. Indeed, KPC faces a universal challenge affecting both the NOCs
and IOCs – the talent war. As projects get larger and more complex, the
need for experienced staff across the many facets of an oil and gas gi-
ant’s operations is only going to intensify. Indeed, the industry is having
to replace experienced and skilled workers approaching retirement age,
while more and more students are choosing to shy away from the oil and
gas industry.
“A skilled and motivated workforce is becoming increasingly
scarce,” he muses, “so the HR, learning and development depart-
ments are therefore becoming increasingly important.” And with
Kuwait’s expansion plans, HR is intensifi ed: “The need for such
talents is increasing as projects become more complex and manage-
ment becomes more diffi cult,” Al-Shuwaib points out. He says KPC
is developing and will continue to develop advantageous
remuneration and compensation packages in addition to
extensive training and development schemes for its cur-
rent and new employees.
OutlookFor KPC and its subsidiaries, the next few years will
be an interesting but challenging period in terms of oil
production; but what about that other highly-sought
after commodity – natural gas? Kuwait is going to
need more gas to fuel refi neries and other industries
– a signifi cant chunk of these hydrocarbons will
come from imports from Qatar, Iran and Iraq.
However, KPC is about to start production of
free gas (not a by-product of oil exploration). Two
years ago 35 trillion cubic feet of free natural gas
was discovered in the northern oilfi elds. Al-Oliam was quoted
in June as saying that the target was to produce a billion cubic feet of
free gas a day by 2015 but for the time being, KPC is set to produce 175
million cubic feet a day.
So gas production is looking good and imports have been secured,
oil production is being ramped up, alliances are being forged with the
IOCs and KPC is spreading its tentacles into emerging markets. As our
meeting comes to a close, Al-Shuwaib is keen to reiterate that KPC’s
tageous
ition to
ts cur-
will
oil
ht
to
s
was quoted
illion cubic feet of
Oil was fi rst discovered in Kuwait in 1938 by Kuwait Oil Company
(KOC), a London-based joint venture of the Anglo-Persian Oil
Company (now BP) and Gulf Oil (now Chevron Corporation), under
a concession granted by the then Amir of Kuwait, Sheikh Ahmad
Al-Jaber Al-Sabah. KOC had been formed in 1934 following more
than a decade of concession negotiations. However, development
of this bounteous natural resource was delayed by World War II
starting the transformation of Kuwait from a largely impoverished
desert sheikdom into the modern nation-state it is today.
Over the next three decades, extensive developments
occurred both in the upstream and downstream elements of
the industry. A key turning point came in 1974 when Kuwait
acquired 60 percent of KOC from BP and
Gulf Oil. In addition, the Supreme
Petroleum Council was formed to
oversee the country’s oil interests.
The following year, the Ministry of
Oil was established in its own right,
separate from the Ministry of Finance.
On January 27th, 1980, Kuwait Petroleum
Corporation was formed, which brought
together all elements of the industry under
one holding company, thus enabling greater
and more effective control. Throughout the
1980’s, expansion and integration occurred
continued. Today, the country is a major
oil exporter with an estimated 190 years of
reserves a current consumption levels.
A BRAND ABROAD
Outside Kuwait, the international arm of the KPC’s oil and gas
operations refi nes and markets fuel, lubricants and other petroleum
products under the distinctive “Q8 sails” logo. Founded in 1980,
Kuwait Petroleum International’s network of more than 4000 Q8
branded service stations extend across seven countries – Italy,
Germany, Sweden, Denmark, Holland, Belgium and Luxemburg.
KPI also holds signifi cant interests
in Asia, while Q8 Aviation
supplies jet fuel to many of
the world’s major airports.
HISTORY OF OIL IN KUWAIT
In 1946 His Highness Sheikh Ahmed
Al-Jaber Al-Sabah turned a wheel
to signal the fl ow of the fi rst Kuwaiti
oil exports
KPC Al-Shuib-4pg.indd Sec2:92KPC Al-Shuib-4pg.indd Sec2:92 15/10/08 15:51:2615/10/08 15:51:26
AMD.indd 1AMD.indd 1 7/10/08 14:51:407/10/08 14:51:40
to the implementation of middleware projects.
In the area of system integration it is particular-
ly useful to be able to view first hand how a ven-
dor has approached and implemented features
and standards with access to source code.
There is also the benefit of rapid product in-
novation with a global team of contributors work-
ing on the JBOSS product enhancement and
assisting each other in projects. On many occa-
sions the community will also provide its own
technical support and troubleshooting to resolve
issues encountered in a development project.
The open source subscription model also
offers a major incentive to the vendor to pro-
vide excellent support services since it is this
and not the software itself for which fees are
being received.
Finally, freedom from software license fees
reduces the cost of JBOSS middleware projects
considerably. For example, a portal implemen-
tation using JBOSS can be achieved for less
than half of the cost of the same project using
one of the proprietary competitive products.
So if you are faced with a decision on where
to go for your next enterprise middleware pro-
ject first look in-house and then contact us to
further your evaluation. �
JBOSS technologies could be deployed with
confidence by enterprise customers. This is
made available on a subscription basis where
the software continues to be free but the cus-
tomer pays for support testing and quality as-
surance.
Since the acquisition, Red Hat has come
across many customers whose software devel-
opers were working with JBOSS for proto-typing
but chose to go with one of the proprietary sup-
pliers when it came to production implementa-
tion. If CIOs from large enterprises checked with
their development team, they might be sur-
prised to see their exposure to JBOSS.
However, whether or not they already have
the in-house skills CIOs may derive many other
benefits from a move to JBOSS. The open
source model plays out particularly
well when it comes
JBOSS is the leading open source middle-
ware software supplier and competes in
a market traditionally dominated by
Websphere (IBM) and Web Logic (BEA/Oracle).
CIOs considering this critical area of the enter-
prise computing may think that JBOSS repre-
sents an unknown and unproven alternative to
their more traditional suppliers. However, we
have seen evidence that these organisations
are (quite often) sitting on JBOSS expertise that
they did not know about.
Earlier this year, at JBOSS World, it was an-
nounced that JBOSS had recorded 20 million
downloads of its products. Ten million of these
were recorded in the last five years and a fur-
ther 10 million after its acquisition by Red Hat
in 2006. As an open source company, JBOSS
has a very large development community and
continues to make a free version of its prod-
ucts available to this (open source) communi-
ty. However such a huge number of
downloads indicates that there are many
Java developers (and not just in the
open source community) using this
enterprise middleware solution
spread across the market.
Its acquisition by Red Hat
led to the creation of an
enterprise-ready version
of JBOSS, which was
fully documented
and fully tested
so that the
widely ac-
claimed
Tapping your hidden David Allinson gives Business Management the lowdown onopen source middleware software.
development resources
David Allinson is the General
Manager for Opennet MEA, the au-
thorised master distributor and certi-
fied training centre for Red Hat
products in the Middle East and
Africa. Allinson is responsible for the
running of its Middle East operations.
He brings over 25 years’ experience
in growing and developing business-
es and creating winning strategies to
strengthen their position in their indi-
vidual markets. For further informa-
tion email sales@opennet.ae
94 www.busmanagementme.com
ASK THE EXPERT
OPEN NET ATE:5oct 15/10/08 15:49 Page 94
OpenNet.indd 1OpenNet.indd 1 7/10/08 15:09:087/10/08 15:09:08
Over half of the banks in the Middle East and Europe plan to in-
vest in CRM technology in a bid to keep customers happy, ac-
cording to a study by the European Financial Management and
Marketing Association (Efma).
Increased competition and the need to improve their brand images
were the two key drivers behind the decision to invest in CRM, a sur-
vey of 108 banks entitled Achieving Customer Centricity Throughout
the Enterprise found.
Efma collaborated with SAP and Datamonitor to conduct the on-
line survey, the results of which highlight the growing importance of
CRM to Middle East and European banks, particularly given the current
economic climate.
Commenting on the study Martha Bennett, Research Director for
Financial Technology at Datamonitor, said: “In the current economic
climate, it is more important than ever for banks to have as much in-
sight as possible into the financial needs and behaviours of their cus-
tomers and prospects.
“Providing a level of service that makes the client feel well looked
after and valued is as critical as the ability to offer the most optimal
product at the right time,” she goes on to say. Bennett added that in
order to provide the best service to their clients, banks should have
systems in place, which allow for an overall view over distribution
channels, to avoid organisational silos.
Four key findings were highlighted from the study. The first is that
while banks recognise the strategic importance of CRM, they face
many challenges in the implementation of this, including price com-
petition, pressure to lower operating costs, fragmentation of customer
segments and channel proliferation. The study also found that banks
are moving towards a more customer centric approach but that this is
a slow and gradual process.
According to those surveyed, CRM is implemented by individual de-
partments and as a front-end process rather than across the whole en-
terprise. And while they are increasingly realising the importance of
CRM technology to the success of their businesses, banks have limited
access to information to analyse the impact of the technology.
Overall, the banks were aware of CRM as a key strategic driver but
admitted that they had not been able to address fragmented customer
segments using the technology.
The reason why so many banks plan
to invest in new CRM technology, accord-
ing to the study, is because many of the ex-
isting packages they have are based on
outdated legacy systems which lack the flex-
ibility and the scalability required to allow the
banks to have a strong enough overview of the
whole organisation and connect customers
from different departments together. Deploying
technology with these capabilities will not only
improve customers’ experiences but will also in-
crease the productivity of the employees at the
bank and will increase return on investment. Patrick
Desmares, Secretary General of Efma, said: “The re-
sults from the survey show that a high percentage of
banks see the ability to differentiate their brand and
products as strategically important by offering superi-
or customer service. “But additionally these findings
emphasise the importance of well-chosen staff with the
right attitude through all distribution channels.”
Of those surveyed 50 percent of the banks said they
had invested or would be investing in CRM technology.
These investments, said Julian Johnson, SVP, Industry
Business Solutions, Global Field Operations, SAP, are evident in the
purchases of its technology by financial institutions across Europe
and the Middle East.
“In recent months, SAP has experienced the investment banks are
making standardised software for their core processes. As the survey
results support a bank’s customer facing activities are now an inte-
gral part of its business and included in its criteria for selecting stan-
dardised software. The value this brings to a bank is seamless
integration of its back-office functions, which will provide a true end-
to-end view of the customer.”
However, while banks are certainly adopting a more customer
centric approach, the survey found that their key focus remained on
operational issues rather than strategic ones. This, the study found,
was due to growing pressure on banks from the increasingly compet-
itive environment they are working in, particularly in less mature mar-
96 www.busmanagementme.com
CRM technology has become a vital tool in the battle for banks towin and retain customers. Business Management reports on a studywhich reveals how many banks are deploying the software.
SATISFIED CUSTOMERS
CRM FOCUS
CRM:5oct 15/10/08 15:41 Page 96
Cultural issues, such as internal politics, were not however a bar-
rier to CRM, according to the survey. It concluded that banks recog-
nise the strategic role that CRM has to play but that they realise that
enterprise-wide adoption of the technology will not be easy. It states
that major progress must be made in order to achieve the internal
process changes necessary to gain the maximum effect from CRM im-
plementations.
But as global economic conditions continue to increase the pres-
sure on banks to improve their customer satisfaction levels, it has be-
come imperative for them to ensure that progress takes place. �
kets which are experiencing rapid growth. One major issue faced by
banks is the pressure to drive down operating costs – with 56 percent
of banks having listed that as their biggest challenge. Within this con-
text therefore it is no surprise that banks are adopting a customer
centric approach – in order to attract more customers.
However, the market pressures they face mean the banks’ prima-
ry focus is on tackling operational challenges, and in the execution of
goals rather than deciding on their vision for future goals. With re-
gards to how, specifically, CRM technology can help banks to adopt a
more customer-centric approach. The study highlighted the fact that
the credit crunch means it is more
important now than ever before for
banks to be discerning in their
product sales and to target specif-
ic customer segments. CRM tech-
nology allows them to do this more
effectively.
CRM technology also enables
banks to offer the right products to
their customers by providing staff
with instant access to real-time in-
formation about the different prod-
ucts on offer. According to the
study, the lack of integration of
CRM technology within some
banks’ limits their ability to assess
the lifetime value of their cus-
tomers and the return on invest-
ment (ROI) that they are receiving
from the technology.
In those situations, the survey
claims, the benefits of the CRM
technology will be undervalued.
But while emphasising the value to
banks of implementing CRM sys-
tems, the study also acknowledges
that the complexity involved in im-
plementing the technology remains
a major inhibitor to banks deploy-
ing it across their enterprises.
Other barriers to the technolo-
gy actually being deployed include
low take-up by the business and
the need for process engineering to
take place.
“Both of these issues have ad-
versely affected past efforts at
rolling out CRM, and are indicative
of banks’ unwillingness, or inabili-
ty, to address the business and
process issues fundamental to
CRM success,” the survey noted.
0% 10% 20% 30% 40% 50% 60% 70% 80%
97www.busmanagementme.com
Source: Datamonitor and Efma European & Middle Eastern banking study
In 3 years
Europe and Middle East
1.0 1.5 2.0 2.5 3.0 3.5 4.0
Now
Average (4-very important, 1-not important)
Percentage of respondents
2.66
3.23
Figure 1: How important would you say CRM is to your bank, and how important doyou expect it to be in three years’ time?
Figure 2: How does your bank measure CRM successs?
Customer satisfaction
Customer retention
Increased revenue
Customer acquisition
Increased profitability
Employee productivity
Customer lifetime value
Return on Investment
Faster processing times
Reduced costs
Increased win rates
CRM:5oct 15/10/08 15:42 Page 97
98 www.busmanagementme.com
BM. How can companies achieve successful
return on investment through CRM Projects?
AH. The key objective for CEOs is to maximise
the ROI for shareholders in the business and to
achieve this objective, they must focus on maxi-
mising the profi tability of their customers.
In any business, fi nancial performance
from CRM projects ultimately depends on
whether the business ‘captures customer
value’ (CCV) as effi ciently as possible. For
many companies CRM is a powerful tool for
creating CCV.
PA’s research across 500 organisations,
and our own experience shows time and again
that the most successful companies are those
with the highest CCV. The analysis reaches
the conclusion that CRM is not a panacea, but
that in the right areas it has the potential to
create large amounts of value. Whilst busi-
nesses have undertaken CRM related initia-
tives, they are still not fully utilising customer
information to create business benefi ts.
Well implemented CRM systems should
lead to a virtuous circle of dialogue with the
customer, in which a good set of offerings
leads to a greater share of the market and
more and better customer information. This
allows additional tailoring and improvement
of the offerings - leaving competitors further
and further behind.
This is the route to maximising CCV, and
thereby ROI of CRM projects.
BM. How can effective CRM solutions provide
companies with a competitive advantage?
AH. The goal of CRM solutions is to identify,
win, retain and expand customer relation-
ships – in the most profi table way – across
the complete spectrum of points of contact
with the customer, from sales force to call
centre to the Internet. New technological de-
velopments are making it possible to deliver
CRM effectively across a company’s many
channels to market.
However, although the CRM technology
plays a vital role, it is only an enabler. The
smartest sales system is only as effective as
the quality of the salesperson and the set of
processes that govern how they operate. In-
tegration of all the company’s CRM elements,
along with other aspects of the manufactur-
ing and supply chain, is essential when seek-
ing competitive advantage. Attitudes and
procedures in dealing with customers must
also be consistent, particularly across chan-
nels. If it was up to the CRM systems alone to
deliver competitive advantage, it would fade
away when all the competitors had imple-
mented the systems.
BM. How do you think companies will change
the way they use CRM in the future?
AH. The businesses that have experienced
disappointing ROI on their implementations
need to ensure that their systems are best fi t to
purpose and that the processes are optimised.
After all, CRM is still about product excellence,
good communications, helpful staff, good ser-
vice and all those things that depend on com-
pany culture and the ethos of leadership.
BM. How do you think CRM technology will
evolve in the future?
AH. The internet has forever changed the way
customers want to be served. Customers want
service across a variety of channels and the
CRM technology that helps deliver this must
be as easy to use as Google.
In a discredited CRM market beset with
stories of costly failures, new approaches are
rising. Framework technology applications
(middleware integration products with tools
to develop workfl ows and screens from busi-
ness processes), combined with best of breed
applications, are emerging as a new wave of
innovative technology that, when combined
with the business imperatives of CRM, offers
the best hope yet for delivering CRM technol-
ogy that adds value.
BM. What factors should companies look for
when choosing a CRM package?
AH. The key to success is to break CRM proj-
ects into fl exible, manageable chunks and de-
velop a process-led approach. Use of fl exible
solutions, such as framework technologies,
is an emerging and highly successful alterna-
tive to implementing complex CRM packages.
PA Consulting Group is independent of the
major CRM software vendors. As such, our
client experience and research indicates that
a process-led approach to capturing customer
value, independent of software solutions and
with uncompromising attention to delivering
rapid results, provides the greatest benefi t to
companies and their customers.
Putting your customers fi rstBusiness Management speaks to Adam Hughes of PA Consulting Group to discover how organisations can implement CRM initiatives that will identify, win, retain and expand customer relationships.
Adam Hughes is a partner in PA’s
Solutions and Infrastructure practice and
heads up PA’s IT Gulf operation. He is one
of PA’s leading experts in IT development
and is a recognised CRM specialist. Hughes
focuses on the delivery of enterprise CRM
solutions across multiple sectors and
technologies. His experience ranges from
providing expert client side advice on the
selection and implementation of CRM
solutions to developing projects both within
the public and private sectors.
EXECUTIVE INTERVIEW
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EXECUTIVE TRAINING
Frank Brown:5oct 15/10/08 15:47 Page 100
Ayear has passed since the international busi-
ness school INSEAD opened its first Middle
East branch in Abu Dhabi and already it has
smashed its own targets by signing up over 500
students so far. INSEAD Dean Frank Brown, who
worked at PricewaterhouseCoopers for 26
years before taking on the role, is understandably excited about
training the business leaders of the future in one of the world’s
fastest growing economies. And he says, one of the main aims
the school hopes to achieve through the campus in Abu Dhabi
– its third globally – is to encourage an entrepreneurial spirit
among the local population. “I think that right now, a lot of the
business environment in the Middle East is driven by expatri-
ates. “I think that’s fine but I also think that locals need to play
more of a role going forward. So education for all levels of the
indigenous citizenry is really what’s important.
“I think entrepreneurship is one area that we need to
teach. But I also think marketing and finance and the inter-
personal side of business are critical needs as well.”
He goes on to say that given how fast
the economy in the region is growing, there
is also a need for a greater focus on planning
and strategy. “When you travel in the Middle
East and you look at the enormous property
development that is taking place, you realise
how the planning of organisations and in-
frastructure and that kind of thing is cru-
cially important.”
He acknowledges that achieving these
aims and encouraging the local business com-
munity to change won’t be easy, particularly
in a region with as rich a history as the Middle
East, where many businesses have been run
by the same families for generations: “In soci-
eties that have developed over generations
and generations, resistance to change is a big
issue,” says Brown. “Entrepreneurship is
about innovation but it’s also about being
open to change.”
101www.busmanagementme.com
Executives from across theMiddle East are going back tothe classroom to be putthrough their paces at INSEADbusiness school’s Middle Eastcampus. INSEAD Dean FrankBrown tells BusinessManagement about thelessons they are learning.
Frank Brown:5oct 15/10/08 15:47 Page 101
The credit crunch and ensuing turmoil in Western financial markets
means it is more important now than ever before to coach business people
in how to avoid making bad decisions or investments. Brown says that one
of the most important lessons that INSEAD teaches its students is the im-
portance of remaining sceptical and not adopting a herd instinct: “I have a
very simple view on this and maybe it’s because I used to be an auditor. But
my view is that what people need to do in business is to
make fact-based decisions. Don’t go with the crowd. You’ve
got to do your homework and rely on facts to make deci-
sions as opposed to relying on somebody’s sales pitch.” It
was a lack of adequate levels of scepticism that led to the
credit crunch, according to Brown. “If you look at the melt-
down in the dot.com area and you look at the meltdown of
today, there really is very much a crowd instinct of not think-
ing on one’s own or having the healthy scepticism to make
business decisions,” he says. “There is naivety across the
board. We’ve seen it in London. We’ve seen it on Wall Street
and I think that’s something we’ve got to make sure doesn’t
get repeated in the next generation of business.”
But while he is keen for students to learn the art of good decision mak-
ing, Brown says the school also encourages them to accept and learn from
mistakes along the way. “You’re never going to make 100 percent right de-
cisions, 100 percent of the time,” he explains. “I always tell people that if
three out of four decisions they make turn out to be winners and they recog-
nise their mistakes the other 25 percent of the time then they have the po-
tential to be great leaders.” As well as teaching future and existing business
leaders about the art of successful entrepreneurship, INSEAD academics
102
FRANK BROWN’S BIOGRAPHY
Frank Brown is the second American Dean since the founding of
INSEAD and for the first time in the school’s history, was appointed
on the basis of his professional experience rather than his
academic credentials. Before joining INSEAD he spent 26 years
working at PricewaterhouseCooper in various roles
including as leader of the firm’s US$3.5 billion
Advisory Services practice. His role also involved
developing leadership programmes within the
company. Brown is the author of The Global
Business Leader: Practical Advice for Success in
a Transcultural Marketplace. He is a member of
the American Institute of Certified Public
Accountants and the New York, New
Jersey and Connecticut State
Societies of Certified Public
Accountants. Brown is also a
member of the Bridgepoint
Capital Ltd Board, the European
Academy of Businesses and
the European Executive
Council (EEC).
www.busmanagementme.com
are undertaking a number of research projects in the region, looking into
the key issues affecting the economies of the Middle East. Among the top-
ics it will be researching will be alternative energy, sustainable supply
chains, health management and women in business. “I’m delighted to say
the research so far has been very well supported in Abu Dhabi,” says
Brown, adding that the school is also involved in ongoing research projects
aimed at strengthening the African economy. “We have
an initiative focussing on Africa and helping to not make
Africa still the forgotten continent. And I think there’s an
interest in that from the Middle East in terms of impacting
on healthcare and other similar issues in Africa as well.”
With regards to the research on women in business,
Brown says this is a particularly hot topic in the Middle East
given the significant gender gap within many regional or-
ganisations and the noticeable absence of women from
many of the GCC’s boardrooms. “First of all women in busi-
ness is an important area of research for us at INSEAD and
for the business world in general,” he says. “I talk to so
many business executives that say, they initially bring in a balanced team that
is split equally between men and women. But within five years that balance
starts to slip away. And by the time you get to management level the balance
goes from 50/50 to 80/20 or even 90/10. One of the things we’re focussed on
is why this happens and what you can do to change it. There’s something very
wrong with that and it goes back to resistance to change and using different
ways of rewarding and managing careers.”
He goes on to say that the research the company has conducted so far
into women in business in the Middle East has been well received in the re-
gion. “It has been very much been welcomed in the Middle East. The Middle
East in general does not have a very great history in terms of women in the
workplace, Abu Dhabi in particular is
very focussed on this.”
Frank Brown at theinauguration of
INSEAD in Abu Dhabi
“You’ve got to doyour homework and
rely on facts tomake decisions asopposed to relying
on somebody’ssales pitch”
Frank Brown:5oct 15/10/08 15:47 Page 102
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Brown says students from a wide range of backgrounds have been
taking part in coaching at the school including executives from major
Middle Eastern organisations. “We’re getting very junior people from
companies like Mubadala and others. We’re working with businesses that
are indigenous to the region and global companies that have operations
there. If you look at some of the regional businesses we’re working with,
we’ve had the likes of Qatar Telecom, Aramco and Mubadala.” The school
likes to use a novel approach to teaching, including running boot camps for
executives to help them brush up on their core skills. Describing one such
camp, Brown says: “We do a boot camp for Mubadala’s analysts which has
been a lot of fun. We do a bit of finance, a bit of marketing. You run into peo-
ple on that programme that are as young as 21 who are very sharp, eager
and fun to be around.”
It’s no surprise that so many aspiring and current UAE business
leaders are keen to sign up to one of the world’s most prestigious busi-
ness schools. There is a huge demand for skilled business profession-
als in the country and for those with the right qualifications, the rewards
are lucrative. It is against the backdrop of these market conditions that
INSEAD has seen demand for its services higher than it ever expected.
Describing how the school has signed up over twice the number of stu-
dents it had aimed for since opening last year, Brown says: “It’s way
over our targets. I’m almost embarrassed to say it’s almost two and a
half times over what our targets were. And we’re not shy about the way
we estimate. �
• INSEAD was founded in 1957
• There are INSEAD campuses in Abu Dhabi, Singaporeand Fontainebleau in France
• INSEAD formed a strategic alliance with the US-basedWharton School in 2001
• Standing and affiliate INSEAD faculties total 138spread across 32 countries.
• There are 512 staff working across INSEAD’s threecampuses
• INSEAD MBA students currently total 887 – made upof 76 different nationalities
• Over 95,000 people from 100 countries and 2000different companies are taking part in INSEAD’sexecutive programmes
• The school has 54 PhD students from over 21nationalities
• There are over 36,000 INSEAD alumni from 160countries
INSEAD FACT BOX
Frank Brown:5oct 15/10/08 15:47 Page 104
104 www.busmanagementme.com
Brown says students from a wide range of backgrounds have been
taking part in coaching at the school including executives from major
Middle Eastern organisations. “We’re getting very junior people from
companies like Mubadala and others. We’re working with businesses that
are indigenous to the region and global companies that have operations
there. If you look at some of the regional businesses we’re working with,
we’ve had the likes of Qatar Telecom, Aramco and Mubadala.” The school
likes to use a novel approach to teaching, including running boot camps for
executives to help them brush up on their core skills. Describing one such
camp, Brown says: “We do a boot camp for Mubadala’s analysts which has
been a lot of fun. We do a bit of finance, a bit of marketing. You run into peo-
ple on that programme that are as young as 21 who are very sharp, eager
and fun to be around.”
It’s no surprise that so many aspiring and current UAE business
leaders are keen to sign up to one of the world’s most prestigious busi-
ness schools. There is a huge demand for skilled business profession-
als in the country and for those with the right qualifications, the rewards
are lucrative. It is against the backdrop of these market conditions that
INSEAD has seen demand for its services higher than it ever expected.
Describing how the school has signed up over twice the number of stu-
dents it had aimed for since opening last year, Brown says: “It’s way
over our targets. I’m almost embarrassed to say it’s almost two and a
half times over what our targets were. And we’re not shy about the way
we estimate. �
• INSEAD was founded in 1957
• There are INSEAD campuses in Abu Dhabi, Singaporeand Fontainebleau in France
• INSEAD formed a strategic alliance with the US-basedWharton School in 2001
• Standing and affiliate INSEAD faculties total 138spread across 32 countries.
• There are 512 staff working across INSEAD’s threecampuses
• INSEAD MBA students currently total 887 – made upof 76 different nationalities
• Over 95,000 people from 100 countries and 2000different companies are taking part in INSEAD’sexecutive programmes
• The school has 54 PhD students from over 21nationalities
• There are over 36,000 INSEAD alumni from 160countries
INSEAD FACT BOX
Frank Brown:5oct 17/10/08 11:14 Page 104
Inspiring People. Shaping Success.
Successful businesses are shaped by their people.
Innovative HR Solutions has been supporting Middle East organisations identify and develop talented employees for the past decade.
We support our clients:
• Select the right people • Grow leaders • Transform teams • Retain talent • Build HR capability • Maximise potential
Contact us:Innovative HR Solutions+971 4390 2778info@ihsdubai.comwww.ihsdubai.com
InnovativeSOLUTION.indd 1InnovativeSOLUTION.indd 1 7/10/08 14:54:207/10/08 14:54:20
BM. How can encouraging the education of em-
ployees help companies achieve their own
goals?
FK. To achieve business success, an organisa-
tion must ensure that its workforce is produc-
tive, efficient, motivated and, above all, well
retained. This perspective towards the work-
place talent continues to lead organisations into
taking a more proactive, dynamic and effective
approach towards personnel management
with learning and development being a major
pillar of such approach. Continued education,
when adequately implemented, can ensure
that experienced talent is properly transferred
through peer to peer mentoring and coaching
educational programs and that new talent is
effectively motivated by drawing learning
paths that simultaneously meet business ob-
jectives and personal growth.
BM. How can online education institutions en-
sure that the right dynamic between students
and tutors is achieved?
FK. When we address learning requirements at
the workplace, we take a hybrid approach that
blends face-to-face classroom work with online,
personalised learning in order to achieve the
best of both worlds. With our partners, we make
sure we use the most optimal learning tech-
nologies to achieve that. Such technologies
combine both synchronous tools such as virtual
classrooms, chatting and video conferencing
and asynchronous tools such as discussions,
podcasts, wikis, emails and online simulations.
This provides an environment that not only
matches face-to-face interaction but, in many
cases, even supersedes it.
BM. Students can ‘attend’ a course at anytime,
from anywhere, and course material is often ac-
cessible 24-hours-a-day, seven days a week.
How important are these factors?
FK. In a typical classroom environment, it is es-
timated that the retention percentage of any
taught material among learners does not ex-
ceed, at best, 30 percent. One of the main rea-
sons for this is the relevance of the material for
the learner. This necessitates that we develop
learning solutions that are able to not only make
learning material available to the learner any
time, but that are also capable of tailoring the
right learning material to the right learner. With
online learning environments learners do not
only have unlimited accessibility to learning ma-
terial, but can also have personalised, engaging,
interactive and relevant material that they can
associate with while still maintaining the collab-
orative, social and mentored experience of face-
to-face learning.
BM. How is UKS aiding e-learning across the
Middle East?
FK. We have successfully managed to overcome
many of the misconceptions and inhibitions that
were prevailing with regards to the notion of e-
learning by implementing comprehensive, ef-
fective and all encompassing e-learning
initiatives. We have always taken a strategic
partnership approach with our clients. It is an
approach that is mainly vendor agnostic, focus-
ing on how best to achieve the specific learning
objectives of our partners rather than selling
them a long list of products and services. It is an
approach that focuses on the learning rather
than the ‘e’ using technology as a tool rather
than as an objective on its own.
In order to make sure that technologically en-
hanced education continues to achieve its desired
objectives, we continue to focus on building the
capacity of the tutors. We have developed, jointly
with well-recognised academic institutions, some
very solid and comprehensive teachers’ education
and capacity building programmes that would en-
sure the overall success of any education en-
hancement initiative on any level.
BM. What do you think the future for the online
learning space holds?
FK. Pure online learning has had its pitfalls in the
past and will continue to lack the necessary mo-
mentum both regionally and globally. Our ap-
proach has been more focused on hybrid
(blended) learning and this is where the majori-
ty of the effort will continue to be. It is not about
the new technologies developing as much as it is
about our ability to cope with such technological
developments. Our focus on capacity building,
teachers’ education and strategy development will
ensure just that. �
The power of education
106 www.busmanagementme.com
How e-learning is enriching employee development and boosting business performance.
Fadi Abdul Khalek is the President and CEO of UKS, one of the leading e-
learning organisations in the Middle East with extended operations in Europe,
Asia and North America. Prior to joining UKS, Khalek had
more than 12 years’ experience in both academic and
corporate education and has been involved in a
variety of research, development and implementation
of various knowledge based technologies. More
recently, he has been spearheading UKS’ efforts in
the research and development of innovative and
advanced learning technologies that are
capable of transforming education into the
21st century and beyond.
To contact him please telephone +971 4 3910171 or emailfakhalek@uks.ae
EXECUTIVE INTERVIEW
UKS ED:5oct 15/10/08 15:35 Page 106
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108 www.busmanagementme.com
viding a record of each learner’s performance.
Third, each course has an online interactive
simulator, like a computer game, where the
learner can practise their new skills. This
allows them practise and the opportunity to
make mistakes, learn from them and continue
to perfect their skills in the safe and cost ef-
fective environment of a simulator.
Certifi edVermont Technical College has certifi ed
all of our safety modules and so all courses
automatically carry US standards – a major
advantage for the petroleum and manufactur-
ing industries.
We are converting Vermont Technical Col-
lege’s electrical and plumbing apprenticeship
programmes into online courses using our au-
diovisual animations and interactive simula-
tors. This is only the beginning, in addition to
our safety, petroleum, electrical and mechani-
cal training, we will continue to add accredited
apprenticeships to our online portfolio.
This is real interactive safety, engineer-
ing and vocational training, available world-
wide online 24/7.
‘seeing, hearing and doing’. Trainee pilots are
fi rst taught the theory of aviation audiovisu-
ally by instructors. Then their knowledge of
the subject matter is checked using evalua-
tions. Finally, when they are deemed to have
suffi cient knowledge of the subject matter,
they are permitted to practice their fl ying
skills in a safe, cost effective environment
using interactive simulators.
In 1988 our associate company, Carey
international, started using interactive simu-
lators in instructor led ‘fast-track’ training for
engineers and technicians in the international
petroleum industry. At our clients’ request,
we further adopted the use of simulators for
fast-track training of electricians, mechanics
and instrument technicians.
Following on from 15 years of success in
training engineers, technicians and manag-
ers, our company thru-u.com applied the
same philosophy of seeing, hearing and
doing when converting our engineering,
safety and technical training programmes
into online modules.
We have patented our dynamic audiovi-
sual, interactive training technology and in
so doing, we have delivered the three phase
learning cycle online. How do we do this? First,
our course content is delivered audio visually
using an onscreen mentor and 3-D graphics
and animations. Second, the learner’s com-
petence is tested with online evaluations, pro-
V isualisation using dynamic 3-D anima-
tions and interactive simulators to prac-
tise skills is the secret to enhanced and
accelerated learning for engineers, techni-
cians and operators. Better training outcomes
will be achieved in less time and at a lower
cost by using interactive audio visual training
and this will result in a rice in profi ts due to in-
creased productivity, reduced quality failures
and reduced safety incidents.
To understand how this can be achieved
we must start by looking at how we learn.
Human beings acquire more new knowledge
and skills in the fi rst four years of their life
than they do during the rest of their lives.
This is before they learn to read. As children
our brains are programmed to adapt quickly
to our surroundings. How is this accom-
plished? From our earliest childhood we are
mentored by those closest to us to learn from
what we see and hear around us. Our men-
tors also quiz us to see if we understand what
we have just been shown. When our mentors
are satisfi ed that we fully understand what
we are being taught, we are encouraged to
practise the new skills safely under their
supervision.
CycleThis training method is quick and suc-
cessful because it encompasses the complete
learning cycle: First, knowledge acquisition:
The learner is given the information they
need to learn audio visually (by seeing and
hearing). Second, competence testing: The
learner undergoes evaluations to check that
they have suffi cient command of the subject
matter. Third, practice: The new skills are
practiced in a safe, controlled environment.
Pilots are an example of a profession to
avail of this prolifi c learning mechanism of
SEEING IS BELIEVINGHow to speed up learning using 3-D visual training techniques.
Tadhg Carey is CEO of
thru-u.com. He started Carey
International in 1987, using
simulators, for ‘fast-track’ training
of engineers and technicians for
global markets. Carey developed
and delivered the fi rst ever Western
Petroleum Engineering Training for
the former Soviet Union, scoring a
Triple ‘A’ rating in a report by the
EU. Thru-u.com holds patents on
its revolutionary technology.
“Vermont Technical College has certifi ed all of our safety modules and so
all courses automatically carry US standards”
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110 www.busmanagementme.com
THE TALENT WARFIGHT
HUMAN RESOURCES
The oil industry in the Middle East is witnessing an unprece-
dented boom. Driven by a mix of rising international oil de-
mand and geopolitical uncertainties about supplies, crude
prices and refining margins have surged in the past four years, pro-
viding abundant liquidity to government and oil companies alike.
This liquidity and positive outlook on world oil demand has triggered
a wave of new investments aimed at boosting oil production and pro-
ducing higher value products that can also meet the more stringent
environmental specifications. The petrodollar was also aimed at new
projects to enhance the countries’ infrastructure that previously suf-
fered from the long recessions of the 1980s and the 1990s.
To draw a scale, the total value of active and planned projects
in the Gulf region was estimated at over US$1.8 trillion for the peri-
od 2006 to 2012. The value of projects at Saudi Aramco alone, the
world’s largest oil exporter and reserves holder, was estimated at
around US$500 billion. The value of projects at Saudi Aramco was
estimated at US$70 billion in 2007, requiring a workforce of about
23,000 engineers in 2007.
In an ideal world, the government agencies responsible for de-
velopment industries should be able to invest time and money in
training an army of local engineers and other professionals.
But this is far from an ideal world. Training engineers and pro-
fessionals for example takes time, and with the US$1.8 trillion-
Large-scale oil and gas projects requireskilled workforces but, sadly, a dearth ofexperienced engineers – both upstreamand downstream – is hampering theenergy companies’ efforts. BahrainPetroleum Company (Bapco) CEOAbdulkarim Al-Sayed says the MiddleEast needs to tackle the problem head-onor face falling behind the rest of the world.
SKILL FOCUS:5oct 15/10/08 15:54 Page 110
A global problem The present shortage of skilled manpower for the oil and gas sector is
felt equally by the IOCs (international oil companies) and NOCs (national
oil companies). They were all unprepared for the over US$100 per barrel
crude price which brought about this flurry of major investment projects re-
quiring professional manpower. In the West, for almost two decades now,
engineering colleges and universities have suffered from a lack of interest
on the part of indigenous school leavers in joining these institutions. Many
engineering departments faced closure due to this – they only survived by
throwing open their doors to foreign students (mainly
from the Asian sub-continent).
The present shortage of qualified manpower is not
the result of any normal supply-demand internal ad-
justment between various branches of science and en-
gineering. The cut in the supply side is far deeper and
is the result of no new candidates entering for a long
period of time. The demand, on the other hand, has in-
creased tremendously over the past two years. A major
US oil company has declared that all their current pro-
jects will build-in a manpower cost escalation of 20-30
percent per annum to cater for the higher wages that
will have to be given to engineers and technical staff in
the years to come. In some cases the situation is rather comical when the
client company, the EPC contractor, and the technology licensee all try to
lure away each other’s staff working on the same project.
The skilled manpower crunch in the oil and gas sector this time is not
a short-term phenomenon. The supply-side might be able to mount a con-
certed effort and we could see some improvement in the situation in about
five years time. The NOCs in the Middle East employ Western expatriates
and Eastern expatriates in their organisations.
111www.busmanagementme.com
worth of projects planned or under way in the Gulf region alone, time is the
one asset that the region’s clients and contractors do not have.
So, the only immediate solution is to look overseas, to Europe, the
US and Asia. But those regions are also facing an engineering and skilled
workforce capacity crunch. Coupled with the still common misperception
outside the region, that the Middle East is a dangerous place to work, it
is somewhat difficult to attract foreign professionals to the region. The in-
evitable result is that employers in the region are going to have to pay in-
flated prices to attract the necessary resources, driving up the cost of
projects and further restricting the development
of indigenous talent.
The cause To learn from the past, the present crisis goes
back to the oil price collapse in the early 1980s
through the 1990s when the oil process indus-
tries experienced a tidal wave of re-engineering
and down-sizing in an effort to mitigate the tide
of rising costs. Tens and possibly hundreds of
thousands of engineers were laid off worldwide.
Recruitment in the global oil industry slowed and
students, turned off by the bleak job outlook in
the sector, opted for other disciplines. Training and development pro-
grammes targeted at the indigenous workforce suffered. All of this caught
us unguarded against the current surge.
One of the most worrying aspects of the current skills shortage in the
region is the likelihood that the response to the problem will repeat the
mistakes of the past, which led to the crisis in the first place. With the
Asian regions, traditionally suppliers of the needed resources, also fac-
ing shortages, we need to give a more serious long term look at depend-
ing on our own indigenous talents.
At Bapco, we felt the pinch in many ways. We have lost over 30
Western employees through resignation since January 2006. From a sit-
uation where the Eastern employee turnover rate was traditionally very
low, Bapco has lost over 40 such employees through resignation since
January 2006, mostly engaged in critical jobs. It has become increas-
ingly difficult to attract and retain expatriate design engineers, geo-sci-
entists, production, drilling, and refinery process specialists. India,
which was Bapco’s most effective source of such recruits for profes-
sional jobs, is now in similar need of engineers and skilled manpower
to meet its ambitious industry development needs.
A “Quick Hit” committee consisting of all the senior management
members was immediately put in place to address short- and long-term
solutions. The committee introduced a number of measures to address
difficulties in attracting and retaining both Bahraini and expatriate –
workforces in the face of rising expectations. Bapco however, success-
fully completed a number of projects on its strategic investment pro-
gramme. The Low Sulphur Diesel Production (LSDP), at a cost of US$725
million, is one of the most complex projects undertaken in the history of
Bapco and it was successfully commissioned in 2007. The project used
many innovative ways to alleviate risks through sharing manpower
shortage problems with the E, P & C contractor by selecting a fitting con-
tracting strategy.
Demand in home countries has increased tremendously.
The IOCs have launched a recruitment blitz that hassucked up the supply pool.
Demand by the non-oil sector has mushroomed.
The perception about the security situation in NOC coun-tries has worsened.
Spouses have become more demanding; many of them areprofessionals in their own right and wish to pursue ca-reers. This facility is often not available in NOC countries.
Sayed Abdulkarim Al-Sayed says there are several reasons whyit is difficult to attract and retain qualified and experiencedWestern expatriates:
THE WESTERN DRAW
“A major US oil companyhas declared that all their
current projects will build-ina manpower cost escalationof 20-30 percent per annum
to cater for the higherwages that will have to be
given to engineers andtechnical staff”
SKILL FOCUS:5oct 15/10/08 15:51 Page 111
other items such as fringe benefits, living conditions and other social ac-
tivities should also be stressed or considered.
The NOCs, especially those in the GCC countries, must launch serious
awareness campaigns aimed at the headhunters and the potential Western
expatriates to highlight the fact that many places in this part of the world, for
example Dubai and Bahrain, are fast becoming bet-
ter options to live from the standpoint of a Western
life style (climate, housing, standard of living,
amenities, entertainment, sports, schooling, do-
mestic help and servants, low crime rate…).
Construction of luxury villas and plush apartment
complexes is at its peak. These are aimed at not
only the currently working high-income profession-
als, but also to lure rich expatriate retirees to make
a home-away-from-home in this part of the world
Eastern expatriatesIndia is the primary country that currently has
a pool of English-speaking technical and manager-
ial professionals that is large enough to supply the
immediate need of the NOCs. It would take Poland
and the Czech Republic at least 10 years to intro-
duce English into their technical and engineering
colleges to the extent that they would have surplus
manpower in this category to meet the needs of
NOCs (currently the trend is migration to the UK).
But this pool of technical and engineering man-
power resources (like India) is also drying up rapid-
ly. The oil and gas sector in India is giving serious
consideration to the problem created for them by
the sudden, en masse flight of their experienced
personnel to pastures greener. In the recent past
the eastern expatriates started moving within Middle East due to considerable
difference in the pay packets offered. The NOCs need to implement some kind
of a ‘no poaching’ code of conduct to prevent the luring away of each other’s
expatriate staff. �
Western expatriatesFor most of the NOC’s in the Middle East, the English-language trained
pool of expatriates is the only one that presents workable options. Even in the
face of dwindling supplies, the Western expatriate can provide good value for
money. In addition to a tremendous rise in demand in their home countries,
the demand for Western expatriates has also
grown from some new and unexpected regions:
Russia, oil-rich former Russian states, China,
Africa, Pacific Rim, and even India. This factor,
along with some real and imaginary personal se-
curity concerns, has made it difficult for NOCs’ HR
departments to attract the requisite number of
Western expatriates (who have the technical/
managerial skills to deliver value for money).
As far as pay packages are concerned, there
have been many salary surveys conducted by pro-
fessional institutions and several other non-gov-
ernment organisations from time to time; a well
qualified (PhD level) geologist with good working
experience earns considerably more than what the
NOCs are currently prepared to pay.
The first factor to grab their attention is an
attractive salary. Like it or not, the whole Middle
East is seen as a dangerous place from the North
American perspective. If they do not see a sig-
nificant financial benefit to working in what they
perceive as a risky area, there will be little inter-
est. We can assume that a 10-15 year experi-
enced engineer in the oil industry in North
America will earn a yearly base salary of
US$80,000 – US$100,000. From this perspec-
tive, why would they leave the relative safety and
comfort of North America to move to the NOCs and earn less? On top of the
base salary that they can earn in North America they would probably be
looking at a premium of 30-40 percent to be an expatriate in this part of the
world. Once you have their attention with an attractive salary offer, then the
112 www.busmanagementme.com
“An experienced engineer inNorth America will earn a
yearly base salary ofUS$80,000 – US$100,000. Whywould they leave the relativesafety and comfort of North
America to move to the NOCsand earn less?”
SKILL FOCUS:5oct 15/10/08 15:51 Page 112
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BM. What are the benefits for organisations that choose to outsource this crit-
ical function of the business?
SA. Outsourcing HR may involve all domains: payroll, recruitment, training, com-
pensation and career development. Making the outsourcing decision is usually
guided by two goals – saving costs by outsourcing the majority of low-level tasks
and gaining expertise for some tasks that HR can’t
handle. The first choice is usually made in a global
company strategy: outsourcing database admin-
istration, printing payslips, distributing payslips,
managing payroll programmes and maintenance
(even legal), recording applicants’ resumes, print-
ing applicants’ letters and so on. The second choice
is made when HR wants to be able to really focus
on strategy and services delivered to its employ-
ees. Outsourcing becomes a way to deliver those
services. The efforts are focused on talent man-
agement, training path proposals, assessment of
specific profiles and so on.
BM. How are your services and tools helping or-
ganisations with their HR needs?
SA. HR Access is a complete HR solutions tool that
gives an HR team the ability to help deliver more
services and advice than just purely administrative
tasks. Our new release, HRa Suite 7, is a full web
solution delivering all services HR may expect from
a Human Resource Information System (HRIS):
guided processes based on HR best practices, document management system,
HR information space, key performance indicators, HR process tracking tools
and also personnel administration and payroll, recruitment, training, career man-
agement, compensation and benefits, time and attendance, expatriate assign-
ment management, risk management, HR warehouse and more. Thanks to its
architecture, HRa Suite 7 is able to communicate with every other information
system in the market. Our customers choose HR Access for its leadership in
HRIS, our HR services offering and our excellent customer references. The in-
vestment decision is usually driven by a reduction of low added-value tasks and
a strengthening in delivery of talent management advice such as individual train-
ing path, compensation and benefits programmes. We also deliver business con-
sulting advice on organisation, training, skills assessment plus specific advice
on how to manage change in HR services. HR Access Solutions also provides
outsourcing services and now owns a dedicated outsourcing platform: HR
Access ESP. In addition to HRa Suite 7, the platform delivers a range of tools and
‘best practice’ processes that enhance the value and efficiency of each cus-
tomer’s outsourcing solution. �
THAT HUMAN TOUCHOnce seen as a back-office function, HR has burst forth into a key business driver that candeliver real benefits. Saïd Aïdi believes investment in employees can make a real difference to a company’s performance.
For more information please visit www.hraccess.com.
BM.Why has HR become such an important function for organisations today?
SA. Organisations have noticed that investing in materials is not the only route to
competitive advantage in today’s business environment. The people who are in
charge of those materials need to be trained, have a competitive salary but and
have certain expectations of their company. Moreover, we are talking now of a job
market. That means that we also have an investment
in the employee. People are more flexible now in our
worldwide business market and have no hesitation in
seeking what they expect: career and evolution, salary
perspective and training to increase their skills.
Organisations now consider HR as a critical function,
thanks to the employees, and that people are more
added value they can offer to their customer.
BM.How can good HR practices deliver a competitive
advantage?
SA. In order to deliver good HR practices, the organi-
sation has to understand what its employees’ expec-
tations are. On the one hand, common language like
retention, motivation and giving visibility of the future
are normally used to implement HR practices. But it
also concerns the way a manager manages, the ser-
vices offered, and the benefits proposed that make
people stay in the organisations and be confident in
it. Evolution is also critical; an organisation can include
long-term career perspectives for their employees. For
example, internal mobility is another way to ‘keep’
people in the organisation and capitalise on their skills and knowledge. The com-
petitive advantage can be better quality products and/or better services. But
those goals can only be achieved if the employee is committed to them.
Saïd Aïdi is Managing Director for HR
Access Solutions Tunisia, tasked with
managing the company’s roll-out in the
Middle East and Africa and with building up
a large and strong added-value team in
Tunisia to support the global development
and the services activities of HR Access.
Aïdi joined the business in 2006 after his
own company, ATLASYS, was acquired by
HR Access Solutions.
EXECUTIVE INSIGHT
HR ACCESS:5oct 15/10/08 15:44 Page 114
HRAccess.indd 1HRAccess.indd 1 7/10/08 14:53:247/10/08 14:53:24
LEISURE
Leisurecorp ED:5oct 15/10/08 15:49 Page 116
WITH demand for golf facilities soaring in the
Middle East and the likes of Greg Norman
and Sergio Garcia designing its courses,
Leisurecorp is on a winning streak. So much so
in fact that earlier this year the company
achieved the ultimate coup when it acquired
the historic Turnberry golf course and resort in
Scotland, one of the world’s leading golfing destinations and host to the
2009 Open Championship. That’s a pretty impressive achievement for a
company that was set up just two years ago.
Part of Dubai World, Leisurecorp is regarded as a serious player in
the world golf tourism market which is estimated to be worth US$17.5bil-
lion. As well as acquiring Turnberry it also owns South Africa’s prestigious
Pearl Valley Golf Estates and is months away from the completion of the
Jumeirah Golf Estates development, which includes luxury residential
properties and courses in four different neighbourhoods: Fire and Earth
designed by Greg Norman, Water by Vijay Singh and Wind by Sergio
Garcia, Pete Dye and Greg Norman.
Describing the demand for golf facilities in the Middle East,
Leisurecorp’s CEO for golf, David Spencer, says: “What we have in
Dubai is a situation where the demand for golf far outstrips the supply.
“We do not have enough golf courses to fulfil the current demand let
alone the future demand.” Furthermore, he says, demand for golf-re-
lated real estate is even greater, meaning that the luxury properties
on the Jumeirah Golf Estates have sold out before the development
has even been completed.
117www.busmanagementme.com
Golf and real estate have proved a
lucrative combination for
Leisurecorp, which is developing a
multi million dollar residential
golfing community in Dubai. Diana
Milne meets the company’s CEO
for golf, David Spencer to find out
why all homes on the Jumeirah
Golf Estates have sold out.
Leisurecorp ED:5oct 15/10/08 15:49 Page 117
“The demand for golf property, particularly quality golf real estate,
is intense,” says Spencer. “If you took a one million dollar house in a
non golf development you could probably get 1.2 to 1.3 million dollars
for the same house in a gated residential golf community. In the Middle
East region though, I think the premiums are ranging from between
30% and 50%.”
But Spencer says that it is not just golf enthusiasts that are willing to
pay a premium to live alongside the fairway. Around 70% of those that
buy properties in gated residential golf communities do not in fact play
golf, according to Spencer. “Only 30% of the buyers play golf,” he says.
“But these sorts of developments provide a very nice lifestyle. Obviously
I’m biased when I speak about the development I’m involved in. But with
118 www.busmanagementme.com
the green spaces, parks, indigenous flora and fauna and the birdlife, it’s a
very pleasant place to live in and these developments are very sustainable
from an environmental point of view.”
Spencer admits that building golf communities in the Dubai desert
poses unique challenges because of the region’s climatic conditions.
“Building golf courses in this region is actually quite expensive and that
is because of the amount of water required to keep those golf courses in
pristine condition,” explains Spencer. “It’s about having to get the right
amount of water in what we call a watering window. So we have to put
out, say, 7mm of water over 130 plus acres of green space in a four-hour
watering window.”
Leisurecorp has counterbalanced these costs and boosted the ROI of
the Jumeirah Golf Estates development by including prime real estate prop-
erties in themed neighbourhoods. Fire is built with a Tuscan Italian theme,
Earth in a European and North American parkland style, Water in the style
of the Pacific Islands, Florida with a waterfall centrepiece and Wind, which
Clockwise: An artist’s impression of the Jumeirah Golf Estates FireVillas; Pearl Valley Golf Estates; David Spencer with Leisurecorp’sGroup CEO, Alan Rogers.
Leisurecorp ED:5oct 15/10/08 15:49 Page 118
follows the course of the Arabian Canal: “What’s
happened here is that we’ve used golf courses to
help us in assisting to drive real estate sales and
that has worked very well,” says Spencer.
While acknowledging the appeal of
Leisurecorp’s developments to the non-golfer,
Spencer is keen to emphasise how serious the
company is about the game, particularly when it
comes to holding international tournaments. On its
golfing calendar the company will be hosting the
Dubai World Championship at the Jumeirah
Golf Estates, the South African Open
Championship at the Pearl Valley Golf
Estates and now the 2009 Open
Championship at Turnberry.
Having its name associated
with such major events will make
Leisurecorp a major player in the glob-
al golfing world, according to Spencer: “I
think the fact that Leisurecorp was able to ac-
quire the Turnberry project was absolutely mind-
blowing. It’s one of the greatest venues in the world
and it helps us to create this unusual trilogy where
we have the world’s oldest golf tournament
being played at Turnberry in 2009, the sec-
ond oldest golf tournament in the world at
Pearl Valley Golf Estates and the newest,
Dubai World Championship, being played
at the Jumeirah Golf Estates.”
Spencer goes on to say that he be-
lieves further international golf events will
eventually take place in other parts of the
Middle East, where the sport is growing in pop-
ularity: “There are plenty of events for our com-
pany to handle. But I think the focus on golf in Europe, the Middle and Africa
is firmly on the Middle East. I wouldn’t be surprised if a tour event came to
Bahrain, Morocco or Oman because there is room for growth in the region.æ
The golfing champions Leisurecorp has enlisted to design courses
have added considerable kudos to the Jumeirah Golf Estates development
leading to increased interest from buyers.“The fact that you can buy a
house and have someone like Greg Norman landscape your backyard has
been very well accepted by the real estate buying public in this region,”
says Spencer. But he adds that the company must now work to attract the
world’s most up and coming players in order to appeal to a younger gen-
eration of potential buyers. “There are some fantastic new names in golf
such as young fellows like Justin Rose. That’s great because golf to a cer-
tain degree has been fuelled by baby boomers and the baby boomer gen-
eration when it comes to golf hasn’t really moved on and it’s become a bit
vanilla. To make our industry relevant to the next gen-
erations we need vibrancy, colour and we certainly
have that coming through.”
As well as signing partnerships with coming golf
stars of the future, Spencer says the company is eye-
Sergio Garcia who helpedto design the JumeirahGolf Estates
ing possible other acquisitions and that there are several potential new
purchases in the pipeline. “Part of our business plan is acquisitions. We
are absolutely looking at a lot of different properties. We’re not partic-
ularly close to announcing any. But we are 50% down the track of due
diligence with a lot of acquisitions.”
His words follow the announcement at the start of this year by
Leisurecorp’s Group Chief Executive Alan Rogers that the company plans to
broaden its portfolio over the next two years. Speaking at the time of the an-
nouncement in January, Rogers said: “Over the next two years, we will con-
Leisurecorp ED:5oct 17/10/08 14:08 Page 119
120 www.busmanagementme.com
solidate and develop existing investments – and look to broaden and deep-
en our portfolio into other leisure-related business sectors. You will see fur-
ther investments in golf, which is the powerhouse sector within the leisure
industry, but you will also see us reaching into other target sectors.”
But while Leisurecorp is continuing its expansion, Spencer says he is
well aware of the potential impact of the turmoil in Western financial mar-
kets on the leisure industry in particular. “I think anyone who is not aware
and somewhat concerned about what’s going on in the world at the mo-
ment would be a very cool customer. What one has to do at times like this
is go back to your business plan, always review your business plan and
make sure it has enough elasticity in it to go through strong times and
weaker times. We have a very strong business plan that we work to. We re-
view that business plan when things are going great. And we also review
that business plan when various things happen.”
As well as its golf estates, Leisurecorp has stakes in several major
businesses, including: Island Global Yachting, a manager and owner
of luxury marinas; Troon Golf, the world’s leading luxury brand golf
management company; GPS Industries, a provider of WiFi enabled GPS
systems for golf communities; and Snowmass Colorado, a 2.8million
square foot redevelopment of one of North America’s premier ski re-
sorts. But with the company’s CEO Alan Rogers having described golf
as the “powerhouse” sector of the leisure industry, Spencer is at the
forefront of driving the company’s most lucrative business forward and
ensuring that it both serves and fuels demand in the Middle East. �
ABOUT DAVID SPENCER
David Spencer joined Dubai World in September 2004
to spearhead its foray into the golf development
business through Istithmar Leisure, which has now
become Leisurecorp.
David has a wealth of experience in golf course
development and management, in Australia and the
Middle East.
His achievements in Australia include The Grand Golf
Club; Pelican Waters; The Glades, Brookwater; The
Vintage; and The Golf Club at Kennedy Bay – and all of
the Australian developments in which he was involved are
now rated in Golf Digest’s Top 50 courses in the country.
Spencer was also a Director of Troon Golf in Australia.
In Dubai, David was an integral part of the
development of The Montgomerie course at Emirates
Hills and The Desert Course at Arabian Ranches, before
joining Leisurecorp to set up Jumeirah Golf Estates.
David’s knowledge and influence in the world of golf
helped to secure the partnership between Leisurecorp
and The European Tour in November 2007. This deal
resulted in the Dubai World Championship, the world’s
richest golf tournament; the new European Tour
international headquarters to be built at Jumeirah Golf
Estates; and the re-naming of the European Tour Order
of Merit to The Race To Dubai.
David Spencer with Greg Norman
Leisurecorp ED:5oct 15/10/08 15:49 Page 120
PAconsulting.indd 1PAconsulting.indd 1 7/10/08 14:55:487/10/08 14:55:48
BM. How did MEBAA come into existence and what is its mission?
AB. MEBAA was established in June 2006. During my time with Royal
Jet as VP of Sales and Marketing during 2005, we decided to check
the market and organise a conference to handle this industry in par-
ticular – not the major airlines or national carriers.
We wanted to see how feasible the project was so needed to get
some data from the market. However, it was very difficult to get some
data on the industry, the types of aircraft flying, operators, handling
agents, airports available and so on. Overall, it was very hard to get
information. It a very successful conference (held at the Dubai Air
Show) and afterwards we announced the formation of MEBAA. The
response was great and companies, operators and manufacturers
were very enthusiastic about setting up something that would han-
dle their issues, their concerns and promote this industry. And hence,
16 founding members – probably the biggest names in the industry –
122 www.busmanagementme.com
Private jets are soaring in popularity in the Middle East as executives and the wealthy ditchcommercial carriers in favour of the ultimate in luxury air travel. Ammar Balkar, co-founderand CEO of the Middle East Business Aviation Association (MEBAA) believes the industry ison course to reach even greater heights.
established MEBAA. Today, this figure has grown to 95 members. The
whole purpose is to have one single platform that can communicate
the concerns and the needs of the operators to the authorities, to the
regulatory bodies and governments, as well as promote the industry
to the media.
BM. You spent your whole career working in aviation in the region.
How have you seen private aviation rise in prominence and what do
you think is driving this growth in the Middle East?
AB. The growth has been tremendous because the region was a virgin ter-
ritory for the industry. Between 1975 and 1999 there was only one opera-
tor covering the whole region. From 1999 onwards there has been 22 new
operators in the region so this gives you an indication of the growth.
Also, back in the 1970s there were probably one or two handling
agents. Today, there are more than 20. The reason why is because back
ARRIVINGin style
EXECUTIVE TRAVEL
MEBAA 2:5oct 15/10/08 15:48 Page 122
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124www.busmanagementme.com
in the 1970s there was no need for people to move around as quickly
as possible. Time wasn’t really an important issue because everyone
was in less of a hurry.
Privacy and confidentiality were not really of concern to the high
net worth individual or the businessmen either.
However, around the late 1990s we saw the economic develop-
ment of the region and multinational companies moving in and set-
ting up regional offices here. Suddenly business people realised they
needed to fly quickly to places like Bahrain or Qatar
and come back on the same day because they had
other meetings to attend. Of course, the petrodollars
have meant that governments can spend a great deal
on infrastructures and safety and security in the region.
I would say that it is a combination of factors that has
led to the growth of the industry.
BM. What effect did 9/11 have on business?
AB. The events of 9/11 actually increased the demand
on business jets worldwide by almost 40 percent due to
the safety issues. These are international figures, not
MEBAA’s own statistics.
BM. What obstacles has MEBAA had to overcome since its concep-
tion?
AB. We have not really had that many problems because the Dubai
government helped us in setting up a non-profit association. In the
past 18 months MEBAA has come along very quickly. We became mem-
bers of IBAC, the International Business Aviation Council, which holds
13 associations worldwide. All of the associa-
tions come together to discuss their needs,
concerns and challenges.
It’s also worth mentioning the advan-
tages of becoming a MEBAA member. It is
not only an umbrella organisation where all
these members come together to address
concerns and issues, but it also communi-
cates with the civil aviation authorities in
the region about our concerns, our needs
and about any issues with any of our mem-
bers. MEBAA also has purchasing power for
bulk fuel or insurance, which cuts tremen-
dously the costs for operators and service
providers. Also, MEBAA shows the authori-
ties the importance of a private jet cus-
tomer because they are more likely to invest
in a country.
BM. You mentioned about buying fuel in bulk. How did the rise in
crude oil prices this summer affect members?
AB. It has been very minimal actually. If you tell a businessman or a
customer that instead of paying US$40,000 a flight it has to be
US$41,000 or US$41,500 the impact is really minimal. He will not
cancel the flight because of an extra US$1000 when he’s already
paying US$40,000. It definitely affects those flying on a commercial
airline where previously you had to pay US$1000 and now it’s
US$1300. I cannot say that crude prices have affected the demand
for business jets.
BM. How seriously does MEBAA take the issue of security?
AB. Of course, it is one of our major issues. The members get together
in meetings and discuss safety issues. We also pass
our concerns to civil aviation authorities and vice
versa. It is one of, and probably the most important as-
pect, of the business as far as MEBAA is concerned.
BM. For those considering using a business jet, what
benefits would you say it offers customers compared
to flying with a commercial airline?
AB. When flying on a private jet you can arrive 10 min-
utes before departure. You don’t have to be at the air-
port 90 minutes or two hours beforehand. It’s just 10
or 15 minutes maximum and you are on board an air-
craft that gives you privacy and confidentiality. You can also conduct
several meetings in two or three countries all in the same day. You
can have your own guests on board and it’s your flight. You decide
when; you decide how long; you decide your destination; you decide
on the catering; you decide on the entertainment on board – the
videos, the DVDs, the magazines on board. And, as I said, time is very
important and that’s why 90 percent of our flights are for business
purposes. It is becoming a more affordable form of transport, rather
than a luxury.
BM. How big can the business jet industry get
in the next few years and how much will the
market be worth?
AB. The 2005 figures show US$500 million
worth of business sold. Our estimates state
that there will a 20 percent yearly increase so
by 2010 or 2012 we are targeting a US$1 billion
worth of private jet business being sold.
BM. And do you have any targets or goals for
MEBAA over the next 12 to 18 months?
AB. We need to promote MEBAA as much as
possible. We need to increase the number of
members because the more members you
have, the more power this gives you to push
for certain rules or regulations. MEBAA also
held its first show in 2007, which was very successful because it was
about promoting this industry. This year we have tripled the size of the
MEBAA 2008 show – an important event worldwide with 150 compa-
nies participating and almost 60 aircraft on static demo. This shows
the demand for this type of industry and I believe that we are on track
to hit our targets. �
of MEBAA passengers are
business travellers
90%
Ammar Balkar has spent his entire
working career in aviation through-
out the Middle East. Starting with
Royal Jordanian Airlines, he has a
wide range of experience in com-
mercial airlines, corporate jets and
helicopters. This experience in-
cludes assisting in the formation of
a number of business jet start up
companies, the most recent being
Abu Dhabi’s Royal Jet where he
was Vice President, Sales and
Marketing and sat on the executive
management board.
MEBAA 2:5oct 15/10/08 15:48 Page 124
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126 www.busmanagementme.com
luxury The hospitality industry inthe Middle East is thriving –none more so than in Dubaiwhere Jumeirah is the home-grown king of luxury resorts.Bold and extravagantexpansion plans are in thepipeline for this precociousgroup as it matures into atruly global brand, as MarcoNijhof, SVP for the MiddleEast, Africa and South Asiatells Julian Rogers.
For a man charged with overseeing the
smooth running of some of the world’s
most extravagant hotels, Marco Nijhof is
in a jovial and relaxed mode when we meet in
the lobby of the Burj Al Arab hotel. His diary is
chocker block full of meetings and people to
see, but as we sit down for his first meeting of
the day, he’s still smiling. “It’s certainly given
me some more grey hairs,” he jokes. This is an
exciting period for the 48-year-old Dutchman as
the group’s wealthy backers forge ahead with
HOSPITALITY
JUMEIRAH ed:5oct 15/10/08 15:45 Page 126
their grand vision to increase
Jumeirah’s stable of luxury re-
sorts across the Middle East
to 23 by 2011 (60 in total
worldwide by 2012). Jumeirah
currently manages 11 hotels,
including eight in Dubai. “This
is a major goal when you con-
sider that we only had a hand-
ful of hotels a few years ago,”
Nijhof enthuses. In fact, he
says the group would like one
day to have a presence in all
countries throughout the
Middle East.
“The growth that we are
seeing in the Middle East is fantastic but the potential is enormous and
we are growing in Asia, Europe and the Americas. It’s a great situation
to be in.”
Although the hotel chain only opened its first hotel in 1997, the
group has since burst forth as one of the world’s most recognised Arab
brands. And with hotels in London and New York, as well as properties
earmarked for China, Bermuda and Europe, Jumeirah is muscling in on
the turf of global five-star players like the Ritz Carlton and the Four
Seasons chains.
Home champion However, it’s in Dubai – the birthplace of Jumeirah’s first hotel
(Dubai’s Jumeirah Beach Hotel) – that the business is most recognised
for its stylish and iconic hotels; none more so than the 321-metre high
all-suite Burj Al Arab.
This unique hotel is synonymous with sumptuous surroundings
and first class service and facilities, says Nijhof, who has worked at
some of the world’s finest hotels and resorts during his career. “When
you have a hotel of this nature and calibre, everything revolves
around the attention to detail and the focus on your
customers.” He says the sheer number of staff make a
crucial difference. “We have around eight staff per
suite in the Burj Al Arab, which is unheard of. In Europe
it might be 0.7 per room. So I would say that this hotel
is made very special because of the people who work
there. And, of course, we spend an extraordinary
amount of time and effort training our employees.”
The extravagant hotel is known the world over for
its distinctive sail-shaped design, opulent interior and
first-class restaurants. The Burj Al Arab also whisks you
to and from the airport in a chauffeur-driven Rolls
Royce. And as Nijhof remarks, not many hotels in the
world have a helipad on the roof for the ultimate in luxury transfers.
He says it sees no shortage of demand. “I was in the swimming pool
with my children the other day when we spotted one helicopter land-
ing and two in the air waiting to land but unfortunately I didn’t have
my camera. That was an unbelievable sight.”
A significant number of the customers arriving by helicopter, as
well by slightly less glamorous means, are on business or holiday from
Europe, Russia and Asia, while Americans are increasingly making the
long-haul trip to bask in the year-round sunshine. And,
of course, the Burj Al Arab attracts its fair share of
Middle Eastern guests. This is also the case for
Jumeirah’s other hotels. “We have a fantastic customer
base that comes from a truly international market.”
Nijhof comments. “What they expect is great service, a
great product and friendly people and this is what we
are able to provide our guests.”
Nijhof says rapidly growing airlines like Emirates
and Etihad Airways help to raise the profile of Dubai, as
well offering excellent service levels. New routes are
bringing increasing numbers of visitors to the emirate
to sample what it has to offer. The experience is what
brings guests back, says Nijhof passionately. “We have guests staying
at the Jumeirah Emirates Towers Hotel (located in the heart of Dubai’s
commercial district) who have come for the 48th time. It’s the same at
Jumeirah Beach Hotel. The repeat booking rate there is very high too –
we find that people come to stay for Christmas and immediately book
127www.busmanagementme.com
Marco Nijhof
of Jumeirah’sguests come fromEurope, the US and
the Middle East
75%
JUMEIRAH ed:5oct 15/10/08 15:45 Page 127
ferent products – not only from a tourist point of view but also in
terms of investment opportunities. “Whether it is Education City,
Media City, Healthcare City or Internet City, there are so many ini-
tiatives that are taking place in order to bring new customers. That
won’t stop; Dubai will keep developing different
things which are essential to the growth of the
emirate.” Nijhof describes the government’s sup-
port of new projects and initiatives as “exem-
plary” and says that it is keen to see new
businesses being set up and allowed to develop.
However, Dubai’s drive for greatness will create
competition for Jumeirah. Just look at the stunning
Atlantis resort and flagship development on The
Palm, Jumeirah: it is up there with the world’s very
best hotels but Nijhof is unperturbed about it af-
fecting business. “When the Atlantis opens what will it do? It will bring
more visitors to Dubai. It won’t take business away from us because
it is actually catering for a new market within Dubai.”
Another potential threat to bookings is the knock-on effect of
for Easter. You can only achieve this if you have good products and fan-
tastic service. This is where we can make a difference.”
Ambitious goals Jumeirah’s vision to turn the group into a recog-
nised global brand relects the Dubai government’s de-
termination to transform the emirate into a premier
tourist and business destination. The developments
that currently exist (as well as those on the drawing
board) are mind blowing. This creates a great oppor-
tunity for Jumeirah and Dubai as a whole. “We truly
believe that the vision that the government has put
forward is working,” Nijhof muses. “The Middle East
is where most aeroplanes are sold today. The Middle
East is where most hotels are being developed today.
In Dubai I believe there are 50,000 new residents arriving per month
– an unbelievable statistic. And Dubai as a destination keeps coming
up with new attractions and developments with its out of the box
thinking.” He adds that the vision is all about creating new and dif-
128 www.busmanagementme.com
“In Dubai I believe there are50,000 new residents
arriving per month – anunbelievable statistic. And
Dubai as a destinationkeeps coming up with new
attractions anddevelopments with its out
of the box thinking”
Left to right – images from Jumeirah’s luxury hotel portfolio
JUMEIRAH ed:5oct 15/10/08 15:45 Page 128
the credit crunch and economic slowdown that is gripping the US
and Europe. On the face of it the hospitality industry in the Middle
East, appears unaffected but is Nijhof panicking? “There may be
an economic recession or downturn in Europe and the US but look
at the Middle East: nothing whatsoever is happening in terms of re-
cession.” So is Nijhof ignoring the economic worries elsewhere and
the potential impact? “No. I would be a silly businessman if I did.
We are keeping a very close track of it but we are still experiencing
double-digit growth figures over last year,” he acknowledges
proudly. “I am not as pessimistic as the Western world.”
Vision This optimism is reflected in the group’s impressive plans to fat-
ten its global portfolio over the next few years, For instance, it plans
to open its first resort and spa in Europe’s Port Soller while a third
London hotel on the banks of River Thames is on the cards. Plans are
also afoot for resorts in Thailand, the Maldives, Mexico, the US and
the Caribbean. Asia too is looking to be hot growth area (the group’s
first hotel in China will be opened soon) while future projects will in-
clude mixed residential developments under the Jumeirah Living
brand. It’s reported that staff numbers will mushroom from 11,000 to
around 55,000 to cope with the expansion effort. “We are very ambi-
tious with our goals because we are not purely a Middle Eastern com-
pany,” Nijhof remarks.
Nijhof says he believes Jumeirah is playing a major role in raising
Dubai’s profile as a global tourism destination: “It’s about keeping
Dubai up there with London, Paris, Singapore and so on. And it’s
working because we still see very good growth levels this year com-
pared to 12 months ago.” He adds: “The economic force of Dubai is
very important for the well being of the country.”
As our interview draws to close, I am keen to discover what gives
this hotel boss the most satisfaction from his role. After all, there are
worse hotel chains to be in charge of. A smile develops. “I love to
spend time with managers to see how they grow and take on greater
levels of responsibility,” he responds. “It’s great to see that you can
make a contribution to somebody’s life and their career. It’s extreme-
ly rewarding.” As is, no doubt, the opportunity to spend his working
days in some of the world’s most luxurious hotels. �
129www.busmanagementme.com
JUMEIRAH ed:5oct 15/10/08 15:46 Page 129
www.busmanagementme.com130
as is usually the case with activities that
merely cost money.
Strategic analysis is about under-
standing the relationship between differ-
ent forces that affect an organisation’s
ability to realise its goal(s). Given a corpo-
ration’s goal (often to increase its profit),
one needs to understand how the organi-
sation has internal resources and compe-
tencies to overcome obstacles and
capitalise on opportunities in its external
environment. Corporations are usually
well tuned towards the activities that
occur in the markets where they compete,
but many are less aware of the social and
130What is the current state of
Corporate Social Responsibility
(CSR) in the GCC and how does
it compare to CSR in the West? During the
past five years CSR has quickly become a
topic of great interest among business
leaders and government officials in the
region, but its current practices differ
starkly from Western practices.
CSR has been defined in many ways,
but most would agree that it means corpo-
rations should assume responsibilities to-
wards society beyond merely the
production of goods and services at a
profit. In other words, corporations should
act in a manner that not only takes into
consideration shareholder interests, but
also considers the interests of a broader
group of stakeholders. Usually these
other stakeholders are employees, cus-
tomers, suppliers and the general public.
The companies in the GCC that have
started to engage in CSR have primarily
done so through corporate philanthropy.
In other words, they have aimed to satis-
fy the interests of a broader group of
stakeholders through donations to local
charities and interest groups. This is an
“easy” form of CSR engagement in the
sense that it requires little managerial ef-
fort beyond the signing and posting of a
cheque. In the West where the notion of
CSR has been around much longer, many
corporations have moved past philan-
thropic donations and have instead start-
ed to integrate CSR into their corporate
strategies and managerial practices.
The reasons for this growing shift to-
wards strategic CSR in the West largely
centres around “the business case” for
corporate activities more generally, and in
particular, the belief that corporations
can better contribute to the public good
by focusing on their core competences. On
the one hand, it is easier to convince share-
holders to engage in CSR activities when they
are regarded as investments that aim to fur-
ther business goals, rather than engage in ac-
tivities that are simply regarded as costs. On
the other hand, corporations’ relative advan-
tage in society compared to other factors lies
in their core competences, and by harnessing
these in a socially strategic way, they can do
more good than by simply donating liquid as-
sets. Furthermore, by integrating CSR into the
business of the organisation, the activities
become sustainable in the long term because
they will not disappear in times of recession
LEADERSHIPCorporate Philanthropy vs. Strategic CSR in the GCCBy Dr. David Ronnegard, Post-Doctoral Fellow, INSEAD, The Abu Dhabi Centre
LEADERSHIP:feb08 16/10/08 08:31 Page 130
political circumstances in which their
business activities are embedded. To re-
gard CSR from a strategic perspective is
largely about paying greater attention to
political and social risks and opportuni-
ties. It is important to note that there is
no “one-size-fits-all” model for CSR strat-
egy; as with any strategy decision it will
depend on the particular circumstances
of the organisation.
From a political perspective, a new en-
vironmental regulation might pose a risk to
a business with a large carbon footprint, but
this could be turned into an opportunity if
the corporation adapts and positions itself
ahead of its competition- as we have seen
in the car industry. For example, Toyota has
led the way in fuel efficiency with its hybrid
technology and is now widely considered
the leader in an industry beset by emission
regulation. From a social perspective, a
corporation that not only understands
the technical product requirements of
its customers but also their social
values, might find that it matters
to them how the products are
produced which might present
an opportunity as well as a risk-
as we have seen in the clothing in-
dustry. For example, Nike did not suf-
ficiently take heed of the social
concerns of its customers, but has
now set up strict guidelines for working
conditions in the factories of its suppliers
following a public uproar against sweat-
shop conditions.
Much discussion about CSR con-
cerns the corporations’ affect on soci-
ety which sometimes leads to its
internal stakeholders being forgot-
ten. For example, a corporation’s em-
ployees are perhaps its most
important constituency in part because
of the pervasive influence that the corpo-
ration has over their lives, but also strate-
gically because they are the holders of
the organisation’s core competences. This
is particularly relevant to companies in
the GCC who during the current boom,
find it incredibly difficult to attract and re-
tain employees with the right skills.
A good example is SAS Institute which
is one of the world’s biggest software com-
panies. The company regularly wins
awards as “Best Employer” in many countries.
At the corporate headquarters in Cary, North
Carolina, the employees receive many bene-
fits, such as onsite healthcare, sports facilities,
and daycare for their children. SAS Institute
does not have the highest salaries in the in-
dustry, but is nevertheless a very sought after
employer and has an enviably low employee
turnover. The industry has an average employ-
ee turnover of about 20 percent, while at SAS
Institute the turnover is merely three percent
according to Jeffrey Pfeffer, professor at
Stanford University. He estimates that the cor-
poration easily
saves
US$60-80
million per year only from reduced recruitment
and training costs. Within the field of CSR, the
employees are seen as a very important stake-
holder group and SAS Institute shows how one
can be mindful of their interests in a manner
that also benefits the corporation.
The benefits of well executed CSR strate-
gies are clear, both from a corporate and a so-
cial perspective. It might therefore seem
natural that corporations in the GCC will
move in this direction as well. Although
this shift seems likely to occur over time,
there are also important local character-
istics that will influence the CSR activities
of corporations in the region.
Firstly, most managers in the GCC be-
lieve that their governments should be in-
volved in guiding corporations with
regard to CSR activities. Managers think
that the government should indicate what
areas corporations should focus on in
their CSR activities and provide incentives
to guide them in that direction. For exam-
ple, the government could sub-
sidise corporate practices that
it wishes to encourage and tax
other practices that it wishes to
discourage.
Secondly, religious values per-
meate the societies of GCC coun-
tries far more than in the West,
especially compared to Europe.
In the non-secularised societies
of the GCC region, religious val-
ues are seen in all facets of life in-
cluding business. The tradition of
giving is very prominent in Islamic
societies and this has a particular in-
fluence on the current and likely future
shape of CSR in the region.
Corporations in the GCC are mostly fam-
ily owned which characteristically allows
family values to influence the con-
duct of enterprises. These or-
ganisations may often take
stakeholder interests into con-
sideration when making busi-
ness decisions, but may not
think of calling it CSR.
Moreover, many regional
managers regard the concept
of CSR to be a corporate form
of Zakat (the charitable per-
centage of wealth that Muslims
of means are expected to give), which
helps explain the current focus on corpo-
rate philanthropy.
Although CSR in the GCC may move
towards becoming more strategic and or-
ganisationally embedded, in the near fu-
ture it is likely to maintain its focus on
corporate philanthropy due to its deep
cultural and religious underpinnings. �
131www.busmanagementme.com
LEADERSHIP:feb08 16/10/08 08:34 Page 131
www.busmanagementme.com132
other aspects of your business, such as in-
voices being paid on time, admin being effi-
cient, payroll being excellent.
Ask yourself also why morale is low.
Great leaders pay close attention to the en-
vironment they create and sustain within the
organisation. How are you creating an envi-
ronment where people are unhappy? How
can you create an environment were people
can be more motivated and feel loyal to your
business? Cash is only one way, developing
people’s skills for their (and your) long term
benefit is another excellent way.
There are also things you can do that
encourage people to feel part of a team, feel
they belong, that they matter. It is very moti-
vating for people to feel proud of their com-
pany, feel that it is a team/brand they
actively want to belong to – like a football
team. So if you spend some time with your
senior leadership team creating events and
opportunities for people to take part in
something together, to build their sense of
loyalty and belonging, that will be an excel-
lent investment.
Individuals spend much of their waking
life at work – they deserve and will seek an
experience that makes them feel part of
something really worthwhile. Speak to peo-
ple – listen – find out what would make a
real difference to them. Seek first to under-
stand them and they will feel important and
valued, they will want to take part in sustain-
ing a good working environment.
Dear Business Doctor,I am CEO of a Qatar based technology company, which, like so many other firmsin the region, is facing a skills shortage.
It has become very difficult to recruit staff from outside the country becauseof the rising cost of living, and the situation means that the work burdens of ex-isting staff have increased significantly.Morale within the company is low and I fear that unless something is done toprovide incentives for staff, they will leave to join rival companies.
Short of offering pay rises and promotions – what else can I do as CEO toshow my existing staff how much I appreciate their hard work and encouragethem to stay on board?
Regards,C Peters, Doha.
The lack of skills would be the obvi-
ous thing to tackle. By investing in
your people and developing them,
you show them that you value them
and that you are prepared to give them some-
thing of much more long term value than
cash. You also provide yourself at the same
time with a better workforce with greater
bench strength. Offer your key staff develop-
ment in management and communication
skills so that they are better able to motivate
and inspire their teams.
Performance management is vital, as
people like to know that they are doing well
and what they need to do better in order to be
more successful. Make sure you have a sim-
ple and robust performance management
process – so that all staff receive and under-
stand specific, individual objectives and get
regular, high quality feedback on how well
they are doing, with training or coaching pro-
vided in areas where they need some learning
or improvement. Have awards for particular
areas where you want to show what great per-
formance looks like, not necessarily just the
obvious sales targets being met but also in
“People like to knowthat they are doing welland what they need todo better in order to bemore successful”
132BUSINESS DOCTOREcecutive coach Natalie Gillam answersyour business dilemmas.
BUSINESS DOCTOR ED P132-133:feb08 16/10/08 08:54 Page 132
133www.busmanagementme.com
Dear Business Doctor,I have recently been promoted to the position of Senior Vice President of the company where I have worked for three years.
While I was delighted to have been selected for promotion it has meant that my relationship with some colleagueshas deteriorated as a result.
A long-term colleague had hoped to be made Senior VP himself and he is making his feelings about having beenpassed over very clear – as are his closest associates.
Their behaviour is making my job difficult and creates an awkward atmosphere in departmental meetings.I would very much appreciate it if you could advise me on how to tackle this situation.
Regards,Florence Biggs, Bahrain.
Clear objectives are one aspect of this,
which should be set by the business and
cascaded down in very specific terms for
each and every individual, including you.
One reason this is important is that it
means that everyone should be very clear
on what they are there to do, how they add
value and what they need to do in order to
be successful. Your relationship with oth-
ers at work, whilst it is great and enjoyable
if you can also be friends, should be based
on this clear sense of purpose.
Make sure you express very clearly in
departmental meetings what your purpose
is, how that relates to others and that you
are very positive about that. If your energy
is focused and positive on what you are all
there to do – make the business successful
– then you remove the personal ‘awkward-
ness’ from the meetings. As a leader, your
positive energy and focus will also be an in-
spiration for others to get on and do well, so
that they too might be promoted in future.
In other words, be a model of how
you want the relationship to be – posi-
tive and focused on what will bring suc-
cess. No need to feel bad or apologetic
for being successful. Nor is there any
need to gloat. Reward the organisation
for their trust in you by doing a great job
and the rest will follow.
It is always tough to be passed over
for promotion. Can you imagine or
perhaps remember how that feels?
Empathy is a great tool for helping us
to sustain good relationships. However, if
they had a good relationship with you be-
fore, they should be able to be happy for
you now and to celebrate your success.
The key thing here to recognise is that
your relationship is now different. You may
be in transition, but essentially you now
have different status – and you also have
new responsibilities in relation to them and
their performance. You have accepted a
leadership role within the organisation and
part of your new role must be to do what-
ever you can to ensure the highest levels of
performance from your teams. This means
that you must quickly establish with each
of them how you would like the relation-
ship to be in order to get the best possible
success for them, which will mean success
for you and for the business.
Natalie Gillam works for
NG Coaching, an executive
coaching company based in
Dubai and London. NG
Coaching provides
executive coaching and
leadership master classes in
the UAE.
To find out more about
how NG Coaching contact
Natalie Gillam by Email on
coachmenatalie@yahoo.com.
BUSINESS DOCTOR ED P132-133:feb08 16/10/08 08:54 Page 133
134 www.busmanagementme.com
134ON THE SHELFThere is no shortage of executive self-help guides claiming to reveal the recipe for success in the workplace. Here is a quick look at what the latest management book releases have to offer.
The Game-ChangerHow Every Leader Can Drive Everyday Innovation, by A.G Lafl ey and Ram Charan
The Secrets of CEOs150 Global Chief Executives Lift the Lid on Business, Life and Leadership, by Steve Tappin and Andrew Cave
Why Women Don’t AskThe High Cost of Avoiding Negotiation – and Positive Strategies for Change, by Linda Babcock and Sara Laschever.
Co-author A.G Lafl ey is Chairman and CEO of Proctor & Gamble, a company that has tripled its profi ts in the
past seven years. In this 336-page book he and Ram Charan guide you through how the likes of P&G, Nokia
and Lego have become today’s game changers. This book claims to help you redefi ne your leadership style,
whether you are running a company or in your fi rst management job.
The book is packed with thoughtful insight and advice on how and why certain strategies employed by
multinationals have succeeded or failed.
BM says: The sections devoted to P&G’s organic revenue growth offer a fantastic insight into how the company
has outstripped its rivals. The book also demonstrates how an innovation curve should be an achievable goal,
not just wishful thinking. Recommended.
In this fascinating, authoritative book, 150 of the world’s top chief executives share their advice for getting
to the top, and, once there, how to be successful leaders and still have a happy life. The book reveals frank
discussions with some of the West’s most infl uential CEOs and incorporates radical and thought-provoking
comments from the heads of companies in India, China and Russia and well as the US corporate giants.
BM says: The Secrets of CEOs contains a wealth of strategies that individuals and organisations alike can use to
encourage a new standard of leadership. It could well be an essential guidebook for those wanting to know what
its really like to be a CEO – and the health warning that should come with the job.
According to this new book, by neglecting to negotiate the starting salary of her fi rst job, a woman may
sacrifi ce over $400,000 in earnings by the end of her career. From career promotions to help with child
care, studies show that time and time again women don’t ask. Babcock and Laschever draw on research in
psychology, sociology, economics and organisational behaviour to explore why women seldom ask for what
they need, want and deserve at work and at home.
BM says: This book will strike a chord with modern women and will encourage them to pluck up the courage to
ask for more.
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www.euinfrastructure.com136
CITY GUIDE
of a giant shell holding a larger than life
pearl. On your way down the corniche
stop in at the Rumeilah Park to escape the
sun under the shade of the palm trees
among picnicking local families.
Dine: For spectacular views over the
Doha skyline dine at the 23rd floor La Mer
restaurant in the Ritz Carlton which offers
superb French cuisine in opulent
surroundings. For a more down to earth,
authentic experience, join Doha’s local
populations at Al Khariss in the Souq
Waqif where you can enjoy a traditional
thyme pie and a mint tea. After dinner
smoke sheesha on the rooftop of
neighbouring coffee shop Eshairiq Coffee.
Party: Doha does not have a reputation
as a party hot spot and the variety of
venues available for night owls isn’t great.
However, the Admiral’s Club at the Ritz
Carlton offers guests a chance to hit the
dancefloor in stylish surroundings. The
club is designed with a nautical theme and
overlooks the marina. A resident DJ
provides the music and signature cocktails
are served.
Doha is Qatar’s capital city and it hous-
es around 80 percent of the country’s
population. Located on the Persian
Gulf, it was brought to the world’s attention
in 2006 when it hosted the Asian Games.
While far quieter than the nearby UAE,
work is underway to develop the city’s
tourist attractions and to construct major
new commercial and residential develop-
ments. The biggest of these will be the Pearl-
Qatar, a man-made island covering 400
hectares of reclaimed land which will feature
three five star hotels, luxury homes, marinas
and two million square metres worth of
leisure facilities.
Check in: For the ultimate in
comfort book a room at Doha’s most
prestigious hotel, the Four Seasons.
Located on the waterfront it offers
luxurious rooms overlooking the
Arabian Gulf and a top of the range spa.
Alternatively, for a stay with a
difference, book into the Sharq Village
and Spa, a low-rise seafront resort,
which has been designed in the style of
a traditional Qatari village where guests
stay in secluded courtyard homes.
Shop: No visit to Qatar is complete without a
visit to the Souq Waqif, one of the GCC’s most
traditional and atmospheric bazaars. Shopping
at the souq is a little like stepping back in time
with artisans using traditional methods to make
intricate ornaments and the smell of traditional
Arabian perfume drifting through the wide
covered lanes. To pick up some authentic Qatari
pearls shop at the Gold Souq.
Visit: Qatar National Museum was founded
in 1975 and includes displays with rare
photography showing the country’s past and
a model lagoon filled with models of Qatari
sailing and pearling vessels. The museum
also has a large aquarium.
Due to open in November this year, Doha’s
Museum of Islamic Arts will be the first of its kind
in the Gulf. It has been designed to reflect tradi-
tional Islamic architecture and will feature an ex-
tensive collection of Islamic art.
Walk: Take time out to join the locals for a
stroll along the palm tree lined corniche.
Enjoy the breeze from the Arabian Gulf and
see the working boats in the Dhow Harbour.
The corniche also features a tribute to the
country’s pearl fishing heritage – a sculpture
136 DohaYour essential guide to Qatar’s capital city, from shopping hot spots towhere to find the best coffee.
CITY GUIDE:feb08 15/10/08 15:33 Page 136
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www.busmanagementme.com138
THE KNOWLEDGE
Business hotelsThis issue we bring you the insider guide on where to stay when you are travellingon business.
LONDONLondon Hilton on Park Lane
Situated on one of London’s most
fashionable streets, the Hilton on Park
Lane offers rooms and suites with spec-
tacular city views and extensive business
facilities. There are 13 function rooms and
a grand ballroom with the capacity to
host up to 1250 guests. Wireless internet
access is available in all public areas
within the hotel and after hours, trav-
ellers can dine at the famous Galvin at
Windows restaurants, which has 360-de-
gree views over London.
138
NEW YORKThe Four Seasons
The Four Seasons is where New York’s
biggest movers and shakers broker deals and
take power lunches so it’s the ideal place to do
business and impress clients in the Big Apple.
Featuring 11 private boardrooms and conference
rooms, including two ten-person executive meet-
ing suites with dramatic city views, the hotel has
368 terraces including two with fully furnished
terraces. Dining options include the high-ceiled
American restaurant, 57 and L’atelier de Joel
Robochon, a fine dining French-Asian inspired
restaurant with an open plan kitchen.
CAPE TOWNCape Grace
When on business in Cape Town, experience
the ultimate in luxury at the five star Cape Grace
hotel. The hotel is situated on its own private quay
on Cape Town’s vibrant Victoria and Alfred
Waterfront and provides top notch facilities for
work or play. Its business facilities include a 24-
hour communications centre, board rooms and
private spaces for meetings of any size while staff
can arrange plasma presentation monitors for
PCs, broadband internet connections and courier
services. After work watch the African sunset from
the quay or enjoy a spa treatment that has been
specially designed for busy business travellers.
THE KNOWLEDGE:feb08 16/10/08 08:56 Page 138
139www.busmanagementme.com
DUBAIJumeirah Emirates Towers
There is no shortage of luxury hotels in
Dubai but when it comes to the best choice for
business travellers, the Jumeirah Emirates
Towers is number one. The unique design of the
hotel’s two towers, has made it an architectural
icon on the Dubai skyline. Situated in a prime
position on the city’s main highway, Sheikh
Zayed Road, it is a short distance away from the
Dubai International Financial Centre (DIFC). The
hotel’s business facilities are top notch and in-
clude 12 boardroom-style congress rooms, three
24-hour boardrooms and a high tech video con-
ferencing system, which delivers telepresence
quality. There is also a private dining room suit-
able for seating up to 70 people.
HONG KONGThe Peninsula
With a reputation as the grand dame of
the Hong Kong hotel scene, The Peninsula
has been serving business travellers visiting
the island since 1928. Its lobby is renowned
as the best place in the city to meet busi-
ness associates for afternoon tea, and its
impeccably styled meeting rooms show
clients that you really mean business. The
hotel’s concierge service can service busi-
ness travellers’ every need, from booking
helicopter flights across the city to reserving
tables at Hong Kong’s best restaurants.
SINAGPOREShangri-La hotel
Having been voted the world’s best busi-
ness hotel in the 2008 Business Traveller
Awards, there’s no better place to combine
work and play when in Singapore than the
Shangri-La hotel. Located just 30 minutes from
the international airport, it is just a 15 minute
drive away from the central business district
and features a 24-hour business centre
equipped with full secretarial services, three
private meeting rooms and an interview room.
And when work is over, the hotel offers plenty
of ways to unwind including a spa, three all-
weather tennis courts, an indoor rock climbing
wall and an outdoor free-form swimming pool.
SYDNEYPark Hyatt Sydney
For the ultimate room with a view – and broadband connection – check into the
Park Hyatt in Sydney. Most of the hotel’s rooms feature private balconies overlooking
the Sydney Opera House and all have a direct dial telephone with two lines and desks
with modem dial-ups. The hotel has its own private wharf with a water taxi, which is
the ideal way to beat the city traffic. It is situated close to Sydney’s business district
and is within the historic Rocks District. Its function rooms cater for up to 120 guests
and its harbour rooms have spectacular views over Sydney Harbour and cater for up
to 50 guests for a sit-down dinner.
THE KNOWLEDGE:feb08 16/10/08 08:58 Page 139
www.busmanagementme.com140
GADGETS
Gold rushImpress your colleagues with this selection of opulent mobile phones thatare guaranteed to give you the Midas touch.140
iPhone24 carat gold, unlocked3G iPhone customised byGoldstriker US$2000
Nokia E6518 carat gold and diamondencrusted Nokia designed byPeter Aloisson US$44,000
Vertu SignatureYellow gold handset with4.75 carat ruby bearingsUS$35,000
Motorola MOTORAZRLuxury EditionSnakeskin embossedultra slim phonefeaturing 18 caratgold plated accentsUS$700
GADGETS:feb08 16/10/08 09:36 Page 140
gdsinternational www.gdsinternational.com
US E
ditio
n
MEN
A Ed
ition
Your World. CoveredFrom the people you hire to the products you sell, if you’re in business, we’ve got it covered...
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CXO brings together a range of voices with one sharedvision: to develop a strategy that considers business needsand technology’s role in moving your company forward.
Available for: US, Europe, Asia-Pacific
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NGP is written by pharmaceutical experts from the discovery,technology, business, outsourcing, and manufacturingsectors. It is committed to providing information for everystep of the pharmaceutical development path.
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Can it be done? Read FST to find out…
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HRManagementHR needs three eyes: one on the past – don’t lose sight ofthe systems that generate value; one on the present –determine if current processes are efficient; and one on thefuture – be proactive in meeting new challenges.
HRManagement concentrates on the development of HRstrategies, directions and architectures.
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CATALOGUE PAGE:oct08 15/10/2008 16:29 Page 141
www.busmanagementme.com142
142HOT WHEELSSwedish sizzlerLooking for that special something to get your heart racing withlightning acceleration and an eye-popping price tag? Then take a look atthis issue’s star car, the Koenigsegg CCXR Edition.
Sweden – the land of Volvo, ABBA and
flat-pack furniture is, as strange as it
may sound, also home to a company
building ridiculously-fast supercars.
Koenigsegg (it doesn’t exactly roll off the
tongue like Ferrari or Lamborghini) has been
producing high-performance cars since
1993 from its base in Margretetorp. But
don’t be fooled by its lack of pedigree – the
eponymous carmaker Christian von
Koenigsegg sure knows how to give his cus-
tomers the thrills they crave from a supercar
brand that is heralded in racing circles. The
CCXR Edition (pictured) houses a twin-su-
percharged V8 engine under the bonnet that
kicks out over 800 bhp. But there’s more:
this supercar can also run on biofuel that
produces more than 1000 bph, making this
the most powerful production car in the
world. From a standing start you’ll hit
100km/h in a shade over three seconds,
while the car’s top speed is a nerve-jangling
400km/h. It’s unlikely that you will ever to
get to test this top speed claim but it is still
satisfying to know that all that power is at
the mercy of your right foot.
This Koenigsegg, which has stiffer chas-
sis settings and a lower ride height than pre-
vious models, has an adjustable wing stuck
on its back in order to stop the car from tak-
ing off. Inside, the cockpit is futuristic but
minimal, while the speedometer dial has to
be seen to be believed. It’s not exactly spa-
cious but then not many supercars are. This
is s rocket on four wheels that will excite
and terrify but is also kind on the environ-
ment. Shame it’s not so friendly on your wal-
let; prices start from around US$1,500,000.
Koenigsegg plans to produce just six exam-
ples of the CCXR Edition and 14 of the slight-
ly less powerful CCX Edition. Better get your
name down quick then.
CARS 2:feb08 15/10/08 15:33 Page 142
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LAST WORD
144“What Dubai obviously needs is that 25-year plan to seewhere the global economy is going, how the balance ofpower is shifting, what industries would have risen andfallen and how Dubai can exploit that in the best possible way” Former London mayor Ken Livingstone tells an audience at the Cityscape exhibition inOctober what he thinks Dubai should do next.
“The Arab world is the Hindi film industry’s strongestforeign market. Shah Rukh Khan Boulevard is my tributeto the love and affection shown by the people of the UAEto Indian cinema”Bollywood superstar Shah Rukh Khan on the luxury residential development that is beingbuilt in his name in the UAE emirate of Ras al Khaimah.
“Our customers tasted the fruit of years of planning,investment and commitment. While we were quiteconfident in the robust systems and facilities, today was a day of reckoning” Emirates Airline chairman Sheikh Ahmed bin Saeed al-Maktoum declares theopening of the new Terminal 3 at Dubai Airport a success.
“All I can say is that it will be more than 1km tall. It willbe ambitious, creative and innovative” Chris O’Donnell, CEO of Nakheel, describing the Nakheel Harbour & Towerdevelopment which aims to be the world’s tallest building at one kilometer high,beating the Burj Dubai which, it is thought, will be 900 metres tall.
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