They said it couldn't be done

Much has been written on these shared LinkedIn pages regarding Sales & Marketing and peoples lack of ability or commitment to promote a product. The ease by which the younger generation now has the ability to communicate with e mails, internet, web sites etc is still no excuse for 'Pressing the Flesh' of face to face meetings with clients and prospective clients. On leaving the Merchant Navy I was indoctrinated into the finer points of selling Xerox Photocopiers and attended like many the Rank Xerox 'Brain Washing[ training centre. So you think you can sell? - Xerox training consisted of 3 weeks of product knowledge, billing systems and the finer points of salesmanship which included FAB and YCSSOYA - or to the uninitiated - Feature, Advantage and Benefit (and YCSSOYA - You cant sell sitting on your A**).

I look back at those days in the early 70's and think how lucky I was. As life progressed I headed out to the Middle East - The Modern Day Klondike of Opportunity - Tax Free Salaries and the Sun. After three years in Bandar Abbas and being rescued by the Royal Navy (HMS Herald) due to the Iranian revolution I landed on the shores of this little Country called the UAE and a City called Dubai. Thereby started the most amazing opportunity afforded to anyone. Four years with Sharjah Ports was then followed by being headhunted to join the Team running the Dubai - Jebel Ali Port - The Worlds Largest man-made deep water port 67 Berth and covering 150 sq.kms.

I recall everyone criticising the old Ruler of Dubai for even constructing Jebel Ali Port and USD $2.5 Billion Dollars that left the Dubai Government with very little in the bank balance. Even when I joined leaving a wonderful jobs at Sharjah Ports everyone said I was mad and stupid leaving a good job to join a predicted 'White Elephant Project'. Driving through the Jebel Ali Port Gates in 1984 I did i have second thoughts at the remoteness of Jebel Ali from Dubai City and the even bigger emptiness of Jebel Ali Port - NO SHIPS - NO CUSTOMERS and nobody wanting to get out of their comfortable life in Dubai City. Even influential locals (The Big Business Players) were against Jebel Ali and threw complete fits of anger when the Free Zone was announced in 1985. NO LOCAL PARTNER and 100% Foreign ownership. I was party to the attempts to scuttle the launch of Jebel Ali Free Zone and how they nearly succeeded.

A tough talking full on redneck American called Jim Scott (CEO of PAJA and later JAPCO) asked me "Can you sell this"? I accepted the challenge and was supported by the now Chairman of D P World - Sultan Bin Sulayem and a great bunch of pioneering guys (which Dubai should acknowledge) as it was these guys that 'Made it Happen'. We don't issue mobile phones in Jebel Ali Port voiced Jim Scott accept that is Tony Restall" - I want him out on the streets cutting deals. And that I did, it is part of a very long story of failures and ultimately success. What you see today - 92 Deep Water Berths - 24 Million TEU'S throughput and turning over USD $140 Billion per year.

My point in sharing this, is if you are truly determined to succeed so it will happen - you will get knocked back many times and have to pick yourself up and keep going against all the odds. Even when Jebel Ali was first conceived by the late Ruler of Dubai His Highness Sheikh Rashid Al Maktoum (Father of the present Ruler H Shk Mohammed Bin Rashid) even he didn't realise just what he was creating, Dubai and the Rest of the World owe him Big Time. As do many expats that have been employed in Dubai (Tax Free) in the UAE /Middle East. Just imagine MUSLIMS helping Non Muslims?

After Jebel Ali I was called back to Sharjah by HH The Ruler (thinking I was going to get a lecture but instead he said - Now that we have sent you to Dubai to set up their Port & Free Zone) now we will go ahead in Sharjah - "Mr Free Zone"- after-which we established Sharjah SAIF Zone (at the Airport) and Hamriyah Free Zone further along the coast from Sharjah City. Do dreams come true? I like to think so - Who??? (let alone a guy from Portsmouth) get the opportunity to run with such projects. Just wouldn't happen in the UK.

I went onto to provide the Business Plan for Ras Al Khaimah Free Zone (Now 17,000 FZ Investors), Set up the Ajman Free Zone (8500 Investors) for HH Shk Ammar the Crown Prince and Fujairah Free Zone. The two Free Zones in Sharjah now host around 17,000 Investors generating Multi Millions of dollars in admin fees and Billions of dollars going into the National UAE economy and local Sharjah economy.

So, in summary - If anyone ever tells you "It Can't Be Done" - remember this story. Today I run around the world consulting for the World Bank, The EU and many National Governments wanting to emulate the success of the UAE Free Zones but I still remember that First Day in Jebel Ali Port driving through that massive gate complex into a lot of nothing...