Exporting Tips From U.S. Commercial Service Experts

It's hard to believe I've been here less than a year. It's been an amazing whirlwind of activity. While Qatar is a small country geographically, it's unmatched in terms of its government and commercial spending — an investment that is transforming this country. As a commercial officer, I couldn't ask for a better assignment than Doha to support President Obama's National Export Initiative and contribute to the American economic recovery. On a personal level, I've found it's also a great place to live and raise a family. It's very safe, the weather is good (most of the year!), and the schools are excellent. And with so many expats here from around the world, it's easier to make new friends. 

Qatar's National Vision 2030 document lays out a vision to grow a "knowledge-based economy" in the country, independent of hydrocarbons. The country's leadership is attracting and retaining world-recognized talent who can create and preserve artistic and cultural capital, market their creations, and establish Qatar as an international center for artistic, sporting and cultural events. For a country with approximately 250,000 citizens and fewer than 2 million residents, Qatar has already successfully forged long-term relationships with top talent and hosted top-tier sporting, film, literary and cultural events and festivals, and is quickly becoming a world repository and center for the preservation of the artifacts of Arab and Islamic history.

Oil and gas have historically represented the major commercial industrial sector for development in Qatar. While this sector is well-established in Qatar and well-represented by U.S. companies, there are still great opportunities here. But the trend over the next several years is the downstream side — such as petrochemicals — rather than upstream, along with oil and gas services, and emerging renewable technologies.

Today, the infrastructure sector dominates Qatar's economic priorities. Already a focus of the National Vision 2030, improving Doha's physical infrastructure is now an even higher priority as a result of Qatar's winning hosting rights for the 2022 FIFA World Cup. Subsequently, Qatar announced it would bid on the 2020 Summer Olympics, moving the schedule up to meet 2020 requirements. Accordingly, Qatar projects spending $100 billion to $200 billion to support a new international airport, a new seaport, roads and the rail system, among others. Related to these projects, opportunities exist in engineering services, construction, and building products and services.

Other major commercial sectors with potential include information and communications technology [ICT], health care, education, automotive and the service sector.

Based on my experience in the region, I think the business culture in Qatar is similar to that of other Gulf States, with an emphasis on establishing long-term relationships and building trust before talking specifics on commercial activities and cooperation. This is sometimes difficult for Americans who are focused on "making the deal" quickly, rather than putting in the time to nurture a partnership from the beginning.

Think long-term and develop partnerships:

• Establish a local presence and show your commitment to Qatar. Don't try to do business in Qatar from a third country.
• Bring your best. These are once-in-a-lifetime opportunities with intense worldwide competition. You don't get a second first impression!
• Be prepared for tough price negotiations. Technical aspects are ranked high, but low price still matters.
• Contact your local U.S. Department of Commerce Export Assistance Center.