Family businesses are a vital part of the Middle Eastern economy, representing over 80% of businesses in the region. However, many of these businesses face unique challenges and require specialized consulting services to overcome them. To be successful in working with family businesses in the Middle East, a consultant must possess a unique set of skills and characteristics.
Here are the top six characteristics of a seasoned and good consultant who works with family businesses in the Middle East:
- Cultural sensitivity: Understanding and respecting the cultural nuances of the Middle East is crucial for any consultant working in the region. The consultant must be able to navigate the region's business customs, family dynamics, and social norms to build trust and establish strong relationships with family business owners. As Fadi Hammadeh, founder of consulting firm Proven, notes, "One needs to take into consideration cultural differences and sensitivities in order to work efficiently and effectively with family businesses in the Middle East."
- Strategic thinking: Family businesses face unique challenges that require a consultant to think beyond the short-term and develop a long-term strategy. A consultant must be able to analyze the business's strengths and weaknesses, identify opportunities for growth, and develop a roadmap to achieve the family's goals. As Farouk Al-Wahab, CEO of consulting firm Sami Al-Hinnawi & Partners, explains, "A good consultant must have the ability to think strategically, have a vision, and be able to communicate that vision to the family business owners."
- Communication skills: Effective communication is crucial when working with family businesses. The consultant must be able to listen actively, understand the family's values and goals, and communicate in a clear and concise manner. As Antoine Ghorayeb, founder of consulting firm Wansa Consulting, notes, "A good consultant must have excellent communication skills, both verbal and written, and must be able to communicate complex ideas in a simple and easy-to-understand manner."
- Expertise in family business dynamics: Family businesses operate differently than other businesses. A consultant must understand the unique dynamics of family businesses, including family governance, succession planning, and conflict resolution. As Hamza Abu-Hijleh, founder of consulting firm The International Advisory Group, explains, "A good consultant must have deep knowledge and understanding of family business dynamics, as well as the ability to navigate complex family relationships."
- Emotional intelligence: Emotional intelligence is crucial when working with family businesses. A consultant must be able to empathize with the family members and understand their emotions while remaining objective and professional. As Abdulaziz AlSulaiman, founder of consulting firm Phoenix Partners, notes, "A good consultant must have a high level of emotional intelligence, be able to manage their own emotions, and help family members manage their emotions to make sound business decisions."
- Results-driven: A good consultant must be results-driven and focused on achieving the family's goals. The consultant must be able to measure progress, track performance, and adjust strategies accordingly. As Faisal Husain, founder of consulting firm Synergy Consulting, explains, "A good consultant must have a track record of delivering results and must be able to demonstrate how they have helped other family businesses achieve their goals."
In conclusion, working with family businesses in the Middle East requires a unique set of skills and characteristics. A consultant must be culturally sensitive, think strategically, have excellent communication skills, understand family business dynamics, possess emotional intelligence, and be results-driven. As Hassan Al-Saleh, CEO of consulting firm Al-Saleh Group, notes, "Working with family businesses in the Middle East is not easy, but it is incredibly rewarding when you see the impact you can have on a family's legacy and the broader economy."
