Effective Business in the Gulf : Mastering Leadership Skills for Greater Success

Nicolai Tillisch

Description

ADMINISTRATIVE SCIENCES , BUSINESS , ARAB GULF STATES , EXECUTIVE MANAGEMENT , EXECUTIVES

Sujets

• BUSINESS MANAGEMENT

Informations

• Publié par: motivate
• Date de parution: 01 janvier 2013
• Nombre de lectures: 2
• EAN13: 9796500168135
• Langue: English
• Poids de l'ouvrage: 5 Mo

Extrait

Efective Business in the Gu

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Pubished by Motivate Pubishing

th Dubai: 34 loor, Media One Tower, Dubai Media City PO Box 2331, Dubai, UAE Te: ([phone], ax: ([phone] e-mai: [e-mail] www.booksarabia.com

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London: Acre House, 11/15 Wiiam Road, London NW1 3ER e-mai: [e-mail]

Directors: Obaid Humaid A Tayer Ian Fairservice Genera Manager: John Deykin Managing Editor: Simona Cassano Editor: Poonam M. Gangani Editoria Assistant: Aswathy Sathish Senior Art Director: Anita Eena Manoache Senior Designer: Cithade Francisco Designer: Noe de a Peña Pubishing Coordinator: Zeda Pinto

Iustrations by Le Lyhne Fischer

First pubished 2012 by Motivate Pubishing Reprinted 2013

© Nicoai Tiisch and Motivate Pubishing 2013

A rights reserved. No part o this pubication may be reproduced in any materia orm (incuding photocopying or storing in any medium by eectronic means) without the written permission o the copyright hoder. Appications or the copyright hoder’s written permission to reproduce any part o this pubication shoud be addressed to the pubishers. In accordance with the Internationa Copyright Act 1956 and the UAE Federa Copyright Law No. (7) o 2002, Concerning Copyrights and Neighbouring Rights, any person acting in contravention o this copyright wi be iabe to crimina prosecution and civi caims or damages.

British Library Cataoguing-in-Pubication Data. A avaiabe rom the British Library.

ISBN: 978 1 86063 340 9

Printed by Rashid Printers & Stationers LLC, Ajman, UAE

cataogue record or this book is

Efective Business in the Gu Mastering eadership skis or greater success

Nicoai Tiisch

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To Ida, my beoved wie, and a the great peope we have met and are meeting as we work and ive in the Gu

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Foreword

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Business in the Gulf will never be the same as it was when I got my first leadership position here in the 1990s. An important distinction for me has always been between “doing what is right” and “doing things right”. In retrospect, 80 per cent of my work has been about “doing what is right”. An example is when early on I decided to deviate from the common practice in technology of using exclusive dealers. The move was controversial. I did not, however, want single dealers to represent our brand but several to sell as much as possible. We were quickly able to outperform our competition due to the expanded distribution.

The Gulf has become a more competitive marketplace. To be successful in the future, executives must emphasize “doing things right”. The 80 per cent of one’s effort is now better invested here. I have observed how innovation, efficiency, and customer satisfaction are ruthlessly starting to separate the winners from the losers, which increasingly require a leader’s handson involvement.

Another mantra of mine is to “say what you do” and “do what you say”. This has a special connotation in the Gulf, as most organizations host a multicultural environment. Communication at all levels is an absolute must. Later in my career, I had larger international roles. The Middle East has been one of my geographies. I have had to be extra conscious here about how I articulate and follow through on my strategies. The key is to have clarity of actions from planning to implementation.

Effective Business in the Gulfis timely in helping executives and other line managers to define their personal approaches accordingly. Nicolai has written a muchneeded book that addresses the special conditions and important considerations for a business leader in the region. I hope you will also enjoy reading it and benefit from the many reflections, which it will certainly stimulate.

Dr Walid Moneimne Businessman Dubai

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6. Leading when you own the business 7. Leading with a distant global headquarters 8. Leading with superiors

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Part III. Consider your personal role

Endnotes Bibliography Acknowledgements

 138  140  144

Foreword List of illustrations Introduction

 63

Part I. Consider the region

65 75 81

15 22

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Part II. Consider your company

95 97 103 111 120 126

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7 9 10

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Table of contents

3. Best practices can be bad 41 4. Strategy can be both spontaneous and visionary 47 5. HR does not stand for ‘human resistance’ 55

Part IV. Put your personal mosaic together

1. The past is not a good yardstick for the future 2. The corporate culture is a melting pot

Final conclusions on your Leadership Mosaic

9. Your Leadership Mosaic 10. Ensure business smartness 11. What are your personal standpoints? 12. What are your goals? 13. How do you follow up? 14. How do you develop people?

List of illustrations

Figure 1: The GCC countries Figure 2: Comparison of selected cultural scores Figure 3: Business assessment Figure 4: Human Resources Figure 5: Good corporate governance Figure 6: Criteria to review your multinational position Figure 7: The Chameleon Figure 8: The WheelerDealer Figure 9: The Surgeon Figure 10: Leadership Mosaic Figure 11: Personal standpoints Figure 12: Goal definition Figure 13: The first hand of problem solving Figure 14: The second hand of problem solving

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