KBR
Doha Expressway in Qatar single , five year , project management consultancy ( PMC ) deals worth in the region of $ 400 million . That ’ s great if you are the winner , he says , but if you are not , then you are in the cold till the next round . In the UAE , the tendency is to issue separate PMC deals for each project – more work , more opportunities . He is used to widely differing types of negotiation , and insists that the really important thing in the Middle East is to be able to win long term relationships .
“ I have been in the Middle East for 21 years and I have seen it all ! One model can ’ t work
58 November 2015