United Arab Emirates

International Reorganization and Expansion

Professional Services

Abu Dhabi, United Arab Emirates

Strategy

Challenge

In an increasingly competitive landscape, a European professional services firm needed to identify new growth areas as demand for legacy business offerings was diminishing. Opportunities for emerging market expansion appeared to be the best course of action but only if the firm could navigate the unique challenges of doing business in developing countries.

Solution

The project began with an inventory of the skills and abilities among the firm's consultant ranks. Market research was then performed to determine where the firm's capabilities could be applied supporting companies operating in rapidly growing emerging markets. From an initial list of promising countries where demand was high for professional services firms offering similar services as those of the client, the United Arab Emirates was selected as a pilot venture. Following  Madison Springfield's recommendation, the client established a business presence in Abu Dhabi using expatriates managing a small team of local consultants.

Result

Following a highly-successful pilot project in Abu Dhabi, the client took the lessons learned from the pilot and began to expand operations in similar regional markets. Ultimately, the firm's Middle East revenues exceeded those of its European operations. The firm had successfully repositioned itself as a leader professional services provider in the Middle East.