Expanding into a new market is never straightforward – especially when that market operates on a completely different set of business norms, cultural expectations, and industry dynamics. When I set out to explore opportunities in the UAE, I knew I couldn’t take the same approach I had used in Australia. I had to rethink my strategy, challenge my assumptions, and be willing to adapt.
Resilience: Stepping into the Unknown
Breaking into a new market requires persistence, and Dubai was no exception. I started by partnering with the South Australian Department for State Development, seeking guidance on how best to approach the region. Their advice was clear: being on the ground would be critical. Success in the UAE isn’t built through cold outreach alone—it’s built through presence, credibility, and personal relationships.
Taking their advice to heart, I committed to the process. I knew this wasn’t going to be a quick win and that meant preparing for rejection, unanswered emails, and the challenge of navigating a business culture where trust is earned over time.
Adaptability: Learning to Work Differently
With my next steps clear, I shifted my mindset and approach. Instead of assuming my existing network would be enough, I took a structured approach to learning about the market. I built a targeted list of property companies and decision-makers, leveraging LinkedIn and my connections to understand who I needed to meet.
Adapting also meant adjusting to new ways of doing business. The pace, the expectations, and even the logistics of getting to meetings differed from what I was used to. Rather than expecting immediate traction, I embraced the long game – focusing on learning, building relationships, and demonstrating value over time.
Cultural Intelligence: Understanding the Importance of Presence
One of the most important lessons I learned was that business in the UAE isn’t just about credentials – it’s about showing up. Setting up meetings from Australia was an essential first step, but I knew that physically being there would make the difference.
When I first landed in Abu Dhabi, I had a full week of back-to-back meetings across the UAE. Every conversation reinforced a key lesson: trust is built face-to-face. In a region where relationships are paramount, being present signaled commitment, credibility, and respect for the way business is done.
Finding Local Partnerships: Meeting the Market’s Needs
As I engaged with companies in the region, a consistent question emerged: “Where is your office, and how would you provide support in this region?” It became clear that entering the market successfully meant more than just making connections – it required a local presence.
Instead of viewing this as a roadblock, I saw it as an opportunity. We identified and partnered with a company based in Dubai, ensuring we could meet local expectations for service and support. I worked closely to build a strong relationship with our partner, reinforcing trust with both them and our prospective customers. This step was critical – not just in securing opportunities but in demonstrating that we understood and respected the way business is done in the region.
Embracing Continuous Learning and Innovation
This experience reshaped how I approach business on a global scale. It reinforced that resilience isn’t just about persistence – it’s about being open to change. Adaptability isn’t just about strategy – it’s about being willing to unlearn and relearn. And cultural intelligence isn’t just about understanding differences, it’s about respecting and embracing them.
As I look forward, I carry these lessons with me. Whether working in the UAE, Australia, or beyond, success in international business comes down to the same core principles: invest in relationships, stay flexible, and always be willing to step outside your comfort zone.
At TCPinpoint, we are committed to leveraging technology to bring property people together, creating amazing spaces that people want to spend time in. Our platform transforms the property delivery process, fostering collaboration, transparency, and efficiency.
By embracing resilience, adaptability, and cultural intelligence, and by leveraging innovative technology, we can navigate the complexities of international markets and drive success in the property, or any, industry.
The Power of International Experience: How Exploring One of the World’s Most Ambitious Regions Taught Me Resilience, Adaptability, and Cultural Intelligence. Report by Rachel Kidwell.