Issuu

NOVEMBER 2018

THE JOURNAL BUSINESS // TRAVEL // POLITICS // CULTURE // LIFE PRODUCED BY

ALEA GLOBAL GROUP

Welcome, from Alea Global CEO Mohammad Alduaij

Geopolitical change and Middle East investment

Insider knowledge: Building business links with Italy

MOVEON - a fitness revolution

Investment trends in the Middle East

Retreat: Ananda in the Himalayas

Lauren Berger Collection

City Focus: Hamburg

CONTENTS

What gives me strength - by Leah Zveglich

Women's roles in family offices - with Rozana Altayyar

Make your message hard to ignore - by Baldwin Berges

27 31

Ethical hunting and its lessons for business

Specialist industry conferences

WELCOME to the very first issue of The Alea Journal

Inside This Issue

INTERNATIONAL COMMENTARY TRAVEL AND HUNTING FEATURES MIDDLE EAST FAMILY OFFICE NEWS INVESTMENT TRENDS CONFERENCE TIPS

Alea Global CEO, Mohammad Alduaij

Dear friend,

It gives me very great pleasure to present to you the very first issue of new magazine The Alea Journal, produced by the Alea Global Group. This is a new venture for Alea, but I hope you will find the information inside both useful and interesting. Although this is our first journal, it is produced by a family office of many generations' standing, so we share many of your interests, concerns and thoughts – which we have begun to reflect in this publication. 2018 has been an incredible year for Alea Global Group, and I am very grateful for the challenges and the rewards it has brought so far. I hope you have had similar success, and I invite you to share it with me for future issues of this journal. Among the news we have been honoured to share with the world is the success of Alea Global Group's first family office investment summit in the Asia-Pacific Region, and we will continue to reach out to even more family offices around the world.

In this issue we explore the Middle East's relationship with Italy and all the potential this has for growth on both sides, thanks to the insight of the wonderful and wise Andrea Raimondi. We also take a look at the booming reputation of the German city of Hamburg, and its economic past, present and future. You can find out the best places in the world to go hunting, delve into a palatial Himalayan spa, and find the best industry-specific conferences around the world. The vital role of women in family offices is examined in detail, as well as the ever-present influence of geopolitics on all of our business endeavours.

We endeavour to cover many topics related to business, but also to life in general, with travel and lifestyle features as well.

How do family offices in the Middle East compare with those around the world? This is a question we will attempt to answer in this issue, as well as paying attention to investment trends among Middle Eastern family offices.

If you have suggestions, news or ideas for future issues, please contact me at info@aleaglobalgroup.com

Enjoy, and I look forward to covering your news in future issues.

Mohammad Alduaij

Geopolitical changes and Middle East investment While international politics may be out of your control, it pays to be informed

One of the biggest enemies of a successful business is a

But it’s not just between nations in the Middle East -

precarious market, and nothing causes forecasters to

outside interests can also significantly influence geo-

quiver quite like geopolitical uncertainty.

political discourse in the region. Increasingly it is said that Turkey, Russia and Iran are becoming key in

Issues such as the impact of Brexit and the new

shaping the area’s political landscape.

unpredictability of US politics have made it difficult for analysts to draw long-term market predictions.

Nowhere is this more evident that in Syria - where the conflict is now in its eighth year. Russia and Iran have

One example can indeed be found in the United States,

already pledged their support to the country’s Ba’athist

which recently imposed heavy tariffs on aluminum and

government, while Turkey supports the country’s official

steel on the European Union, Canada and Mexico. The

opposition, along with Saudi Arabia.

decision was made to boost jobs and domestic supply in the US, but experts warned it could lead to job losses in

Despite this, Russia and the Saudis still have important

major industries.

trade allegiances. A recent agreement between the two to cut back on oil production has seen oil prices rise

This is an example of how a single political decision can

and looks set to lead to increasing diplomatic ties

cause shockwaves throughout entire industries, and

between the two nations.

nowhere should investors be more aware of such risks as in the Middle East.

Previously, the USA was the dominant external influence in the Middle East but again, changes in

Last year, Saudi Arabia led a four-nation group which

foreign policy have led to its dwindling presence in the

severed diplomatic ties with Qatar over what they

Middle East.

claimed was the state’s support for terrorism. As a consequence, Qatar’s debt was downgraded from AA to

An exciting and recent international development,

AA-, and its stock market plummeted by almost 10

however, is the strategic partnership between Kuwait

percent, with stocks of oil and gas among the worst-hit.

and China, agreed by President Xi Jinping and Kuwaiti Emir Sheikh Sabah Al-Ahmad Al-Jaber Al-Sabah. This

Although diplomatic ties have been restored since the

heralds new opportunities for the region and it could

crisis, such a precarious mish-mash of competing

be worthwhile for entrepreneurs to pay particular

relationships and interests on the Arab Peninsula makes

attention to these new developments.

for difficult deal-making between nations.

Insider knowledge: Building business links with Italy "The creativity that is typically

Andrea Raimondi has been an international advisor for more than 21 years and works all over the world, London, Bulgaria, Kuwait and Dubai.

of Italian entrepreneurs and

He spoke to us about his native country of Italy, why

their capability in solving

including Italy, Malta, Hong Kong, New Zealand,

problems are very effective in

it has a growing relationship with the Middle East, and how to navigate the differences between the

the Middle East."

two regions. He also has some insider tips for places to visit while you’re in Italy on business.

How did you first become involved with Alea Global Group and CEO Mohammad Alduaij?

- Andrea Raimondi

I met Mohammad for the first time around five or six years ago, at a conference in Barcelona where we were both speakers, and we started our business relationship then. We are developing the possibility for Italian entrepreneurs to make good business links in the Middle East, and I also support Mohammad’s family office in Italy.

Why do you think there is a good relationship between Italy and the Middle East? The affinities between the two countries are many, and are focused on the speed of development that the Middle East is experiencing now, and the capability of Italian entrepreneurs to react to this speed of development.

Recently, Mohammad was a speaker with me at Ca' Foscari University in Venice.

The creativity that is typical of Italian entrepreneurs and their capability in solving problems are very effective in the Middle East. On the other hand the cultural gap is huge, therefore it is mandatory to fill this gap before starting the business. The bridge that we have to construct between the two countries must be built up effectively on both sides, so it is important that someone is capable of teaching Italians how to deal with the Middle Eastern business community and it is also very important that a trustworthy person learns how to deal with the Italian business community. The main thing is the difference between effectiveness and trust. For Italian entrepreneurs they are focused first on the effectiveness of the business, and in the Middle East they are focused on the trust. The most important thing with the Middle East business community is to create trust, and this takes time, while the Italian may be seen as losing this time. The habit of our culture is that we start to do something effectively together and then we create the trust, but in the Middle East they need to create the trust before they begin to do something together.

Andrea Raimondi

Florence, Italy Does Italy have a Family Office network? The Italian family office network is very small. Yes you can find some institutions that are trying to create the culture of family offices but it takes time, so up to now my answer would have been ‘no’. But in the last 15 years this culture has changed, and nowadays the term ‘family office’ is a common term and many familyies are thinking about the reputation of the family office. Actually the services they have in Italy are the same services as those of the family office, but they parcel the services up, so they have some advisors who work as a family office even though they don’t have the same titles.

What kind of businesses or industries in Italy do you think are good investment opportunities for Middle East family offices? For Middle East entrepreneurs the main focus should be know-how. If I were a Middle Eastern businessman I would come here to Italy to buy know-how, and a way of doing things, so I am more than confident that the unique proposition that Italians offer is related to our capability to create something. Italian products are very well recognised and very well known in the Middle East and around the world. I could of course tell you some beautiful locations for real estate, but this is not the main thing Italy has.

What are some good examples of the Middle East and Italy working together successfully in business? Italian label Gucci has a global fashion brand that was bought by an important family in Bahrain some years ago and then sold for a huge profit. There is also the joint venture Ferrari World theme park on Yas Island in Abu Dhabi.

What other European countries do you think Middle East investors should be looking at? It really depends on what they are searching for, so I will try to summarise. If they are looking for European stability but with the approach of a frontier market – with rapid growth and cheap labour costs and possibility to develop and manufacture – probably the Eastern countries are the best, such as Bulgaria, Romania and Slovenia. If they want real estate and they have a long-term view, probably the UK. If they are searching for new technology, probably the northern part of Germany and some parts of the Nordic regions. If they are looking for agriculture, Italy is fine but also Spain. France too, but it’s so difficult with the legislation there. If they are looking for tax stability, probably Luxembourg is the best, as well as Malta. If they are looking for high-tech IT technology, probably the northern part of Italy.

For Italians, the Middle East can create real and concrete opportunity to learn something new because of the cultural gap, and they can also expand their horizons into a new business market. .

What attractions do you recommend Middle Eastern visitors see in Italy?

What values do you think Italy and Middle East Family Offices share? Family is one point that the Middle East and Italy agree on – the strength and importance of the family. Italy is also based on family business, just as in the Middle East, and they believe so much in trust as well.

Italy is full of amazing places for leisure time. If they like the sea and the coast, Sardinia is the best place to go, and if they like mountains they should visit the Dolomites. For countryside, Tuscany and the Ponte Arche region are probably the best. If they love ancient art, more or less the most famous city everybody knows – Rome.

As soon as trustability has been created, Italians feel comfortable. The difficulty is in making them see that any Raimondi time spent building trust in the Andrea beginning with Middle Eastern family offices is not lost time - once they understand this and can give importance to this time, there is very much in common with the two cultures.

You can find some very beautiful places close to Rome, for example Viterbo, Modena and Reggio Emilia. There are also some great cities that are not as famous as Rome, Florence or Venice such as San Gimignano, which is a small town in Tuscany. I could talk about Italy all day, there are so many beautiful places to see.

MOVEON A

FITNESS

REVOLUTION

After organising spectacular events including the largest ever Italian flashmob, and working to create innovative training programmes alongside well-known international fitness brands, Luca Amitrano decided to take everything he had learned and turn it into one complete package. That’s when Luca created the MOVEON fitness programme, which uses a combination of new technology and tried and tested physical fitness knowledge to form one exciting and effective workout. MoveOn is a real cardio workout aimed at tapping into the body’s reserves of fat - all with a playful music element which makes it as fun as it is effective. Designed to bypass our natural inclinations for laziness, MoveOn has elements of a dance class, combined with postural activities, strength training and even meditation to make it a complete workout for mind and body which helps to combat stress as well as meet your fitness goals. One of the most novel and unique aspects of MoveOn is the way it uses modulating BPM music through integrated technology. The rate of the music changes to fit with the pace of the session, which helps to keep you pumped up as well as slowing you down for a varied workout. New integrated technology is also in development so that MoveOn participants can share their progress and interact with the programme in many different ways - even outside the exercise studio in virtual spaces which include interaction with health and fitness experts. Explaining how such an all-round fitness class came to be, Luca explains: “Everything that man elaborates is often the fruit and synthesis of all his experiences. "As a result I have merged my personal experiences into this unique product.” The programme is suitable for anyone and everyone who wants to challenge and train their body, as well as dissolving their daily tensions.

For more information about MOVEON you can visit AleaGlobalGroup.com 9

INVESTMENT TRENDS in the Middle East

STARTUPS, SHIPPING & SOCIAL GOOD

What's going on in the world of Middle East investment

The looming spectre of the 2008 financial crisis still dominates market forces around the world. Since then, banks and investors need to understand the increasing importance the public places on trust. One way banks can do this is by proving they are a responsible steward of the money that is entrusted to them.

With this in mind, it is expected that an increasing number of investors in future will have an interest in the social good their money can contribute towards, rather than just the baseline numbers. Another interesting trend in this region is around real estate, in particular in what way the money is spent. At the recent PERE conference, fund managers from the UAE welcomed movement in Abu Dhabi and Dubai to encourage more indirect investment through real estate investment trusts (REITs). Mike Clark, a partner at Berkeley Assets, told Forbes earlier this year: â€œGlobally, we are experiencing an increased demand for UK-based property investments, asset-backed fixed income and higher-risk investments that offer better growth potential than equity and bond markets. â€œAs governments reduce fiscal stimuli and interest rates rise to combat inflation, it is important to focus on innovative businesses that offer tangible value to end users and therefore are more resilient to changes in global market conditions.â€?

But the top asset class for investment was logistics. Reasons for this vary widely, but it is thought that the most obvious of which is the growth of online retail, which has led to a boom in warehousing, logistics and delivery. Start-ups can also be attractive to investors for two reasons. Firstly, companies realize that partnering with startups gives them access to new ideas to help their business, and to give them a role in helping stimulate growth in other communities - feeding back into investorsâ€™ need for money to contribute towards social good. But also, members of the World Economic Forumâ€™s Regional Business Council (RBC), which includes some of the leading businesses in the region, are pledging to allocate 10 percent of their procurement budget to SMEs, start-ups and entrepreneurs by 2020. This shows that there is also a political will to support this area of business. Itâ€™s all well and good knowing which sectors the money is flowing in and out of, but where, geographically, are the flows of capital in and out of the Middle East? Interest at the moment seems to be focused around Europe, with Germany and London seen as attractive propositions. But with this interest comes a premium - and the colossal capital from China and Hong Kong means Middle East investors are often outbid. Speaking of London, investment in the city is said to be resilient, despite continued uncertainty around Brexit. It is expected that London will remain a dominant gateway city for investment despite the instability Brexit is expected to bring. However, it is thought this could open up interest in opportunities in Germany and France, and how they might develop over the next few years.

All images: Ananda in the Himalayas

ANANDA In the Himalayas This Himalayan retreat is quite literally palatial, situated in 100 acre former Maharaja's Palace. Travelling here will give you some indication of just how remote the spa is and how spectacular a view you can expect as you climb the Himalayan foothills.Â Once you arrive, you can expect to be greeted and treated like family, with warmth and a welcoming home-fromhome. The beautiful weather, total peace and quiet, and the dramatic natural surroundings make Ananda as much a retreat for your mind as a rejuvenation for your body. Speaking of rejuvenation, wellness treatments are tailored to the individual, and you will see a consultant for a health check-up and goal-setting at the beginning of your stay. This is followed by regular appointments to follow your progress and to continue customising your treatments. Treatments include traditional Indian massage which will begin to transform your body within a couple of days.Â And it's not just the massage that will make you want to stay here; the food is also incredible, balancing peak nutrition with a gourmet menu that gives no impression of a diet or strict regime. In case you might be concerned that all this peace and wellness will leave you bored, fear not. With multiple treatments and meals each day, the time will fly by even as you take a well earned rest. anandaspa.com

ADDRESS TO IMPRESS

LAUREN BERGER COLLECTION 15

In the world of luxury travel, certain things are a given – lavish accommodation, extensive amenities, and excellent service. But, for Lauren Berger, the hospitality offered to guests of Lauren Berger Collection goes far beyond this. “Hospitality is really what I’m made of,” she says. “This is not just my business, it’s my life. If I only had a day to live, I’d spend that day taking care of my guests.” With around 300 select properties in more than 20 locations worldwide, Lauren prides herself on finding the perfect home for each guest; homes that are not only elegant and sophisticated but also the perfect fit for the guests staying there.

“Hospitality is really what I am made of,” she says. “It’s not just what I do for a living. I take care and decorate for my guests to make them feel like they never left the comfort of their own home.” details Lauren Berger Collection is underpinned by the philosophy of personalised hospitality, where a guest’s every whim is fulfilled, and the team combines discretion with efficient service.

A 20-hour day is not uncommon for New Yorkbased Lauren, as she responds to emails and requests from guests from around the world, including Europe and Brazil. However, the most important thing is that individual touch. “I try to spend as much time as I can getting to know my guests before their arrival,” she says. “Detailing in my homes is not just about comfortable beds, pillows, and blankets. It’s about paying close attention to their needs, whatever they might be.” From the Hamptons to the Caribbean, from Paris to the Adriatic, the international properties offered by Lauren Berger Collection are spectacular.

These include the magical vacation home in Westhampton Beach, New York (pictured, opposite, with Lauren Berger and her husband Dr Sidney Berger). One of the latest luxurious additions is Chalet des Sens in Megeve in the French Alps, whose unique quality, copious splendor, and unrivaled level of comfort make for an unforgettable stay and a devoted clientele. “This outstanding chalet is truly one of a kind, with an appearance that’s worthy of a piece of art,” says Lauren. “A ski-in, ski-out chalet, it’s one of the most extraordinary and most elegant homes in the world for rent. Its quality, location, and offering of a service so caring and respectful that it makes every guest feel like royalty mean there is no competition. We couldn’t be more proud of our collaboration with the Chalet des Sens – a winter haven that’s fit for a king.” Lauren Berger Collection offers membership programmes, while regular guests and those enjoying lengthy stays are rewarded with VIP Ambassador Concierge Service and the option to include yachts, luxury vehicles, and classic sports cars. No request is too difficult, be it private-jet services, a 24-hour butler, an in-house chef and sommelier, or a crew for a luxury yacht. “There’s nothing I love more than taking care of my guests,” says Lauren. “There are no limitations whatsoever, no boundaries. If it’s legal, if it’s possible, it’s done.” The collection is expected to expand, enabling more guests to experience these outstanding levels of service and hospitality. “Some of the grandest families from around the world would like Lauren Berger Collection to represent their properties,” says Lauren. “They own outstanding properties that have never been on the market.”

Whether these properties belong to royalty or the tech elite, Lauren ensures every guest is given a welcome to prove the truth of her motto – “never leave home.”

www.laurenbergercollection.com

CITY FOCUS

Hamburg HOW THIS HISTORIC GERMAN CITY IS REINVENTING ITSELF WHILE STAYING TRUE TO ITS HERITAGE

The German city of Hamburg has always been an international force to be reckoned with, thanks to its historic port (the third biggest in Europe) and all the prestige and financial benefits that brings. There are still almost 12,000 logistics companies in the Hamburg metropolitan region, and in 2016 the city turned over more than 137,8 million tons of cargo, making it the third largest port in Europe. But in recent years the city has also stretched out in new economic directions, becoming a cultural hub, with much on offer in the way of entertainment, as well as being praised for its liveability. Now the third biggest economic powerhouse in Germany after Berlin and Munich, Hamburg was responsible for a total GDP of $172 billion in 2016. This has, in part, been down to its focus on tourism as well as a slow increase in rents, making it a desirable place to live as well as to visit. In fact, The Economist named Hamburg as one of the top 20 most liveable cities in the world in 2017, particularly citing its co-working spaces and its start-up culture - with 640 recorded startups last year alone. So whether you’re looking to invest in constant industries such as logistics, or find out what’s happening in the worlds of entertainment or green energy, Hamburg is the perfect barometer. And if you want to take in some history and culture while you’re there, you will not be disappointed.

The Port The port is still central to Hamburg’s fortunes, despite these newer developments, and it’s the country’s main point of delivery for coffee, tea, sugar, cocoa beans and spices. As a result, Hamburg is a major destination for food manufacturers such as Unilever, as well as for foodies who want to experience its culinary offers first hand.

The Reeperbahn Even the city’s famous Reeperbahn was born from Hamburg’s maritime industry, beginning as a place where ropes were made (the name means, literally, ‘rope walk’) and becoming a place where sailors would spend their shore leave seeking entertainment of various kinds. It’s also a place filled with pop culture history, not least because of its influence on The Beatles who spent a great deal of time here. Nowadays, the mile-long strip is full of bars, shops and music venues. While it still retains some of its sinful elements, it’s also the location of the Reeperbahn Festival which brings music-lovers and musicians from all over the world, as well as those who want to follow in the footsteps of The Beatles.

Transport

Tourism

From a vehicular point of view, it’s not merely ships that are associated with Hamburg, as it’s also a major centre for the aviation industry too. There are 300 aviation-related SMEs as well as big players like Lufthansa and Airbus in the city, plus much in the way of related research. This makes the city one of the main aviation locations in the world.

While it might not have the ultra-hyped fame and edgy cool image of Berlin, Hamburg’s tourism industry is not to be underestimated. Almost 100,000 jobs in the city are related to tourism in some way. The historic architecture, cultural attractions, public spaces and nightlife all combine to create something for everyone during a visit to Hamburg’s 104 districts.

New Technology And when it comes to new digital innovation, Hamburg is at the forefront. With gaming, software and online companies including Google, Adobe, Twitter and Facebook all headquartered in Hamburg, the city has also invested in Europe's largest virtual reality prototyping lab which has recently opened in its historic warehouse district. Goodgame Studios, Bigpoint and InnoGames are also located in Hamburg, between them accounting for more than 760 million users around the world. Renewable energy is another area in which Hamburg is excelling on the world stage. The home of wind turbine giants such as Senvion and Siemens, it’s a place where new green power solutions are being developed at a rapid rate.

The underground system is easy to navigate, and the waterfront is both a practical site of industry and a scenic attraction in itself. Football club FC St Pauli has fans all over the world, thanks in part to its riotous games, punk ethos, a stadium covered in street art, and its community ownership. At the other end of the cultural spectrum, Elbphilharmonie concert hall is a shining beacon of architecture perfect for the classical concerts it hosts. It was considerably over its initial timescale, taking 10 years to build rather than the forecast three, but its opening in 2017 has been worth the wait, and this futuristic yet classically beautiful ship-like structure has become a new huge draw for the city, bringing together its past and future as well as its culture and maritime roots in symbolic fashion.

WHAT GIVES ME STRENGTH WRITTEN BY LEAH ZVEGLICH, MANAGING PARTNER, THE ASTER CLUB

Do you ever wish that life was simple and easy? Wouldn't it be nice if everything happened the way I wanted and everyone was super nice to me all the time? How marvelous a life be without stress, frustration, and rush! Unfortunately, our life is not static. Even when we plan everything to the last detail in perfection, things don’t go exactly as planned. Countless statistics and studies show that our life is becoming ever more complex, and unpredictable. People are becoming more complicated and sophisticated. We have to accept that life is dynamic and change is constant. So how do we manage a life well when things are constantly changing and unpredictable? How do I prepare for unknown challenges? Intelligence, skills, and experience are not enough.

LEAH.ZVEGLICH@THEASTERCLUB.COM WWW.THEASTERCLUB.COM

There is an old Korean saying, “Keep the happiness to yourself as others might get jealous. Share your troubles as you never know who has a solution.” People intuitively know how valuable it is to have the whole world behind you. There has been a lot of studies on social resilience. When you have a deep relationship with a diverse group of people, it is the same as having extra brains and extra resources. They know things you don’t, see things differently and can help you manage difficult situations better. “We cannot solve our problems with the same thinking we used when we created them,” Einstein said. Building your support network requires planning and takes time and efforts. We tend to socialize with people who are easy to meet such as our school friends, neighbors and colleagues.

Among those people, we tend to spend more time with people who are similar to us. It is our nature that whenever we meet new people, we get excited and feel close when we have common factors. We both like to golf; we are the same age; we like the same music band, etc. Similar people tend to think the same. That’s why it is easy to build the relationship because you don’t need to explain everything you are saying. They understand you easily. The downside of this kind of relationship is that they are a copy of yourself, different versions. When you are out of ideas, they are out of ideas too. It is not very helpful when you need a breakthrough solution. It does not add much value when you need to be creative and innovative. It does not broaden your perspectives. Today, go through your phonebook. See who are the people you interact frequently. See how deep the relationship is. See how diverse they are. You will be surprised. Most people have a homogenous social network. You know 1,000 versions of you. Try to meet completely different people. Try to build a relationship with people you don’t understand well, and people who don’t understand you. You will be amazed at what you learn and discover from these relationships. The Aster Club is a private global community of business families for learning and collaboration to build sustainable businesses. It is based on the concept of building social resilience for family businesses by providing a diverse global network of family-owned businesses. We regularly meet to build a relationship, exchange ideas, learn new things and grow business together by building social resilience.

WOMEN'S ROLES IN FAMILY OFFICES

WITH ROZANA ALTAYYAR OF SETTLEMENT SOLUTIONS

A Q&A WITH ROZANA ALTAYYAR We ask Rozana Altayyar of Settlement Solutions a few key questions about the changing roles of women in family offices. What is your own role and how does it relate to family offices? I am an accredited Corporate Mediator and founder of Settlement Solutions Consultancy in Saudi Arabia. I specialize in resolving family business disputes. What can you tell me about the role of women in family offices historically? In the past, not many women were encouraged to join family businesses due to cultural and religious barriers. These barriers created a complex process to hire women where they needed to be segregated from their male colleagues and have separate entrances. This limited their role to back office jobs. How have things changed for the role of women in family offices today? First, inclusion of women as decision makers and as part of the management and not only back office or partners. Second, equal opportunity on all levels and being members of the board. In the past 20 years family businesses in Saudi have been working to move away from a family business centralized management to a growing sustainable organization based on corporate governance ensuring women are recognized.

What do you think the catalysts have been for any changes you have seen? The Kingdom’s 2030 vision focused on increasing significantly the participation of women in the labor market. Are there particular qualities and skills you think women bring to a business environment that makes their role particularly valuable? I believe that both men and women can bring the same set of skills to any organizations. Are there any instances today of general or specific opposition to women being involved in business in the Middle East? There is no opposition today. On the contrary businesses are encouraged to include women in their workforce to benefit from diversity ad adhere to the principles of the 2030 vision. What progress do you think women can or should make in family offices or business in general in the future? To empower other women by providing all the necessary facilities to make it easy for other women to grow in the organization by providing regular training courses in management and leadership, sufficient maternity leave, flexible times when necessary and child care services to enable them to pursue their careers while taking care of their family. What advice would you give international entrepreneurs when meeting with women in prominent Middle East family office roles? Cultural awareness is something I always recommend for anyone meeting a business partner from a different country or background. It’s important that we educate ourselves on what’s considered acceptable and what’s not in a specific culture to preserve the relationship and show respect.

MAKE YOUR MESSAGE HARD TO IGNORE You are probably wondering if you should just skim through this article, read it, or ignore it altogether. We do this all day long. We peek at things to make sure we are not missing out on anything as our attention span just keeps on crumbling into small and smaller chunks. Then there is that buzzing device in our pocket. It keeps on prompting us, constantly knocking us out of focus. We like to believe that it is indispensable. It’s even terrifying to leave the house without it. We tell ourselves it helps us stay on top of things. And because we are social creatures, we certainly can’t resist the connectivity it gives us. But when you think about it, they are the trojan horses that have invaded and divided our attention span. Our phones run our lives, not the other way around. If you are reading this article, it probably means that you work in the investment industry. And if so, it may also mean that you are faced with the constant challenge of trying to get people to understand and adopt your investment ideas. To do so, you need people’s attention which also means that you also need to earn their time so they can listen. I guess it’s needless to say that this has become very difficult in this ongoing distraction epidemic that we are all living through. So, how do we get our message across when nobody has the bandwidth to listen anymore? Here’s something that I would like you to think about for a moment: Despite the fact that everybody is busy, starved for time, trying to keep up with their emails and struggling to work through to do lists, how is it possible that most people manage to find the time to spend hours watching TV series? From a rational perspective, this makes little sense but the reality is that most people will find plenty of time to pay attention to something that yields little to no return on the time invested. The thing is that the people who make these shows understand something that most businesses ignore. The people who produce TV shows have a secret that allows them to keep our attention for as long as they like. It almost seems as if they can cast a spell over us on demand.

That secret is a formula that works every time. It is an ancient, time-tested formula and it is actually very simple to apply: storytelling. For most businesses, storytelling is nothing more than cute little soft skill. Something fun you may want to include on the agenda for an offsite. In finance, storytelling is often regarded as too wishy-washy for its more rational and buttoned-up nature. But storytelling is a serious business and a key skill that can help any idea, product or company earn the attention it needs. The reason why we can’t resist a good story is that it provides us with clarity. We take refuge in stories because they help us make sense out of all the confusion around us. The way I like to look at it is that great stories are the password to anyone’s full attention. The most successful businesses understand this very well, especially those that tell us stories that connect with us at an emotional level. A great example is Apple. Initially, it was a struggling challenger in the personal computer space. And despite the fact that its marketing was all about the technological superiority of its features, it just kept lagging behind its competitors. In those early days Apple’s message was complex and its ads often looked like they came straight out of a user manual. During the period after his ousting, Apple’s founder Steve Jobs, acquired Pixar, an animation company. This is where he learned the secrets of storytelling because, after his return, it helped him drive Apple to eventually became the world’s largest corporation without ever even having to offer a discount on its expensive product range. What changed? It certainly wasn’t about the innovation because Apple had been reinventing its industry from the day it started. What did make the difference is that, despite the fact that Apple is a technology company, it’s message was all about an emotion that we were all in touch with. Apple’s message wasn’t about the features but rather all about how it made us feel special. It goes to the point that it is hard to open an Apple product to see what is inside without breaking it. It is a fascinating case of how using an intuitive message can provide so much clarity and earn the level of trust that people don’t even care about the details. They don’t need to know what’s inside the box even though they are paying top dollar to have it. That entire story is summarised in 2 only words ‘Think Different”. So ask yourself the following: is your pitch all about the features or is it about something that people can easily feel and understand? Is your message hard to ignore?

About the author Baldwin Berges is a Business Development Strategist. He has been active in the investment business for more than 25 years. His entire career has always been about positioning ideas and investment propositions so they can be understood and most importantly, to make it easy for people to convince others about the ideas. Over the years, he has developed the 'Clarity' method: a process that will help you get the attention and the business of your clients in a distracting world. For more about Baldwin’s work, visit www.baldwinberges.com

ETHICAL HUNTING AND ITS LESSONS FOR BUSINESS

The concept of ethical hunting may sound like a strange one, and one which has nothing to do with business. But in fact, hunting can be something which is both beneficial to the natural environment and which can teach us much about business, if it is done correctly. In our technology driven world, hunting can provide a chance to connect with nature in a meaningful way, as well as exercising key human instincts which can be sharpened for use in business. Here are just some of the ways ethical hunting works, and how its key principles can be used in business.

Knowledge and respect The first and most important aspect of ethical hunting is to know and obey the laws of the territory in which you are hunting. This ensures that your actions are aligned with the area’s morality and chosen priorities, which shows respect for the area in which you are hunting. In addition, you should be knowledgeable about the wildlife you’re hunting, the habitat and every other aspect of the activity. Ethical hunting means knowing the difference between a two-year-old deer which has physical strength and much breeding time ahead of it, and a four-year old deer which is unlikely to survive or breed in the wild for much longer. Leaving the twoyear-old deer alive strengthens the whole population, while shooting it would weaken that population. This principle also covers knowing which species it is not lawful or ethical to hunt and refraining from doing so.

Lessons for business As with hunting in any region of the world, when doing business in any region of the world you should take care to research and respect the guiding laws of the land as well as the culture, history and current events. Being well prepared and ready to meet the expectations your host country has of you is the baseline level of respect you will need to show when doing business there. A working knowledge of the industries, organisations and issues relating to your business activity is a must, not only for your benefit but also for the benefit of the whole sector or region.

Fair and decisive action Fairness in hunting can mean a number of things, but from a practical perspective it means giving the animal the chance to run and escape, as well as keeping a level playing field. That means no tracking devices or additional technical help for the hunter, only the necessary weapon and your wits. Not only is this fairer on the animal, but it also increases the satisfaction for you. There is little excitement in finding and shooting game with a 100% success rate in very quick time because you have had some technical help. Fairness also means ensuring that if you have shot but not killed an animal, you finish the task as quickly as possible. No animal should be in unnecessary pain for any prolonged amount of time, as this is neither ethical nor respectful. Â

Lessons for business As with hunting, using your educated intuition and nose

The right companions

for business is always better than employing any underhand tactics which give you an unfair and unethical advantage. For the sake of international relations and the business community as a whole, respectful practises are the only tools you should employ.

Hunting can be extremely dangerous for the hunter as well as the animals being hunted, because of the

Likewise if you must make a move which you know will

presence of weapons, the high levels of adrenaline

result in damage to a company, you should act decisively

and the frequent lack of visibility. The wrong shot

and in the knowledge that real lives are affected by the

from one hunter can wound or even kill another, so

prolonged uncertainty around jobs and an organisationâ€™s

choosing a skilled companion who is cool under

survival. Stress can be a terrible thing for anyone to

pressure is essential. You will also find that you will

endure, and your actions should aim to minimise the

have the most success if you have different but

period of any time of stress for any individual or group

equally important skills, for example if one has a very

that your actions may affect.

precise shot, and the other has a greater working knowledge of the prey and habitat.

Lessons for business Lessons for business: Business partnerships are not simply about money and data, they are human relationships which require a great deal of trust. Going into business with the wrong person can drag you and your endeavours down, but going into business with the right person

With thanks to Hannes Pirker for his time and knowledge on this subject

can benefit you both enormously. Choose those you work with wisely.

Specialist industry conferences Whether you’re experienced in a particular sector, new to that industry, or simply curious about what’s going on in the world, there are some conferences and summits that are considered vital international events depending on your area of interest. Here are just a few highlights from some of the most popular investment sectors.

Tech and digital CES (Consumer Electronics Show) Location: Las Vegas, USA Attendees: 182,000 Next event: January 8-11 2019 https://ces.tech/ Web Summit Location: Lisbon, Portugal Attendees: 70,000 Next event: November 5-8 2018 https://websummit.com/ CEBIT Location: Hanover, Germany Attendees: 120,000 Next event: 24-28 January 2019 https://www.cebit.de/en/

Agriculture Agritechnica Location: Hanover, Germany Attendees: 458,000 Next event: 10-16 November 2018 https://www.agritechnica.com/en/ International Green Week Location: Berlin, Germany Attendees: 400,000 Next event: 18-27 January 2019 https://www.gruenewoche.com/ Agrishow Location: Ribeirão Preto, Brazil Attendees: 159,000 Next event: 29 April - 3 May 2019 https://www.agrishow.com.br/en/Home.html

Gitex (Gulf Information Technology Exhibition) Location: Dubai, UAE Attendees: 100,000 Next event: October 14-18 2018 https://www.gitex.com/ SXSW (South By Southwest) Location: Austin, Texas, USA Attendees:75,000 Next event: 8-17 Match 2019 https://www.sxsw.com/

Pharmaceutical MEDICA Location: Düsseldorf ,Germany Attendees: 123,000 Next event: 12-15 November https://www.medica-tradefair.com/ Arab Health Location: Dubai, UAE Attendees: 100,000 Next event: 28-31 January 2019 https://www.arabhealthonline.com/en/Home.html CMEF (China International Medical Equipment Fair) Location: Shenzhen, China Attendees: 110,000 Next event: 14-17 May 2019 http://www.cmef.com.cn/g1225.aspx

Real estate The National Association of Realtors Conference and Expo Location: Boston, USA Attendees: 20,000 Next event: 2-5 November 2018 https://www.conference.realtor/ Expo Real Location: Munich trade-fair center, Munich, Germany Attendees: 40,000 Next event: 8-10 October 2018 https://exporeal.net/index.html MIPIM Location: Cannes, France Attendees: 23,000 Next event: 12-15 March 2019 https://www.mipim.com/

Family offices Alea Global Group organises gatherings of prominent family offices all over the world. These events are an opportunity for high quality investment opportunities to meet equally high quality investors, and for family offices to build and strengthen their relationships with each other. In 2019 we will hold family office summits in Dubai, South Africa, Brazil and Hong Kong. For more information, visit AleaGlobalGroup.com

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