Qatar Construction Review

The valued information and structures already in place for success in Qatar

Naturally the Qatari construction industry continues to attract new entrants into its market from all over the world. However for companies that are already working in Qatar, what happens next is just as important as winning that first contract. None the less, what is common to both new entrants and companies already in the Qatar construction market, is the significance of networking – equally as key in deliberations concerning how to establish in a country or what sort of base to setup. Vital contacts made through exhibitions and trade associations are essential marketing elements towards being awarded with a contract in Qatar. This Qatar Construction Review Special Report is inspired by a specialist French engineering company.
The chamber of Commerce and Industry (CCI) Seine et Marne was created in 2004 and figures among the top 10 official chambers of commerce in France. Its primary role is to accompany firms at each stage of their development, whether starting up, expanding company activity or wining contracts in new international markets. In 2012, the CCI ranked Qatar as one of their top priorities embarking 11 specialised French companies, in collaboration with UBIFRANCE (the French Agency for Export promotion), for a visit to seek new business opportunities in the Middle East. Then in 2013, the Qatar Chamber signed an agreement with MEDEF International (Movement of the Enterprises of France) to launch the Qatari French Joint Business Council. Shortly after this a contract was signed between QDVC (Filiale Vinci Qatar Diar) and Qatar Rail worth €1.5 billion, over a 5 year project involving 3000 employees.
EURETEQ, a company specialised in pipeline engineering, is one of the French companies that was assisted by the trade associations. Mr. Francois Clement, Export Manager at EURETEQ said, "In a new country you need to create and develop your network. You need to generate your contacts and find your partners and clients. UBIFRANCE has been supporting us with advice in how to find these potential clients and partners. I have also met a lot of people through the Qatari French Business Club (QFBC). So definitely it is useful to be part of a trade organisation". Mr. Clement was asked about what were the important first steps for companies seeking entry into the Qatari market and he underlined the importance of utilising structures that were already in place, for example with the economic services of embassies, trade associations and industry events.
EURETEQ won their first contract in Qatar in 2010 due to their specialist expertise and previous partnerships with a major pipeline operator, world leader in industrial gases. "We worked with them to develop their pipeline structure in Ras Laffan and were awarded a contract since we had a long history of collaboration with this group in Europe for developing their network of industrial gas facilities. They knew our expertise in pipelines", states Mr. Clement. Other construction companies in Qatar have used this same route to gain Qatari work.
Following that, EURETEQ's work in Ras Laffan gave them a base and a platform in Qatar but as well the project added a big value to the company. Mr Clement noted that, “We developed an expertise in managing projects (in Ras Laffan), adding value and expertise towards others projects. This gave us unique experience for other contracts, in particular in the rules and regulations of working in this particular area."
EURETEQ is now well established in Qatar and regularly works with large engineering companies in their specialist area of pipeline expertise, facilitating the completion of complex elements within certain projects. Indeed, Mr. Clement also explained how the company had attended other trade exhibitions in the Middle East to widen their client base. He noted how such events were an ideal place to meet potential clients and partners. Further, it was clear that time spent on the proper assessment of each contact made through attending industry events was an important aspect to realising the business opportunity.
Visiting trade shows and exhibition will give one an excellent overview of the buyer and seller markets and attendance is a crucial first step for those vital contacts. Mr Clement stated that EURETEQ had “found partners and made a lot of contacts exhibiting and attending trade shows. It is a good way to get exposed". New international companies in Qatar should liaise closely with their respective government trade organisations in Qatar. Further information can be obtained from www.qatarconstructionreview.com . Qatar business directory | Qatar construction | construction in Qatar | Construction companies in Qatar | companies in Qatar | Qatar construction companies