Retainer + Performance
Win the deals that matter most
Large deals in the Gulf are decided by committees, shaped by relationships and won or lost in the details of procurement and negotiation. When an important opportunity is on the line, we step in to manage it: mapping every stakeholder, guiding the committee process, shaping the proposal and negotiating to a signed contract.
This is for you if…
- You have a large opportunity in the UAE or KSA and no one locally to manage it.
- A deal has stalled in committee or procurement and you do not know why.
- You are responding to a major tender or RFP for the first time in the region.
- Your head office team is negotiating remotely and losing ground on terms.
What we work on
The scope
The exact scope is agreed with you after the strategy session. These are the areas we cover most often.
- 01
Stakeholder mapping
Who sits on the steering committee, who influences it and what each person needs to see.
- 02
Deal strategy
A clear plan to win, including competitive positioning and the order of engagement.
- 03
Tender and RFP support
Qualifying, shaping and coordinating responses so they meet requirements and stand out.
- 04
Executive engagement
Arranging and preparing the senior meetings that move decisions forward.
- 05
Commercial negotiation
Negotiating price, payment terms and scope with regional procurement teams.
- 06
Contract to close
Following through approvals, legal review and signature.
How it runs
Stage by stage
-
Week 1
Assess
Review the opportunity, history and stakeholders, and agree the win strategy.
Deal assessment · Stakeholder map
-
Weeks 2–6
Engage
Meet stakeholders, manage the committee process and shape the proposal.
Proposal or tender response
-
As required
Negotiate
Lead or support commercial negotiation within limits you set.
Negotiation plan
-
To signature
Close
Follow through approvals and contract until it is signed.
Signed contract
An example engagement
A software vendor with a stalled enterprise opportunity
Illustrative, based on situations we commonly see. Client names and details are kept confidential.
- The situation
A large regional organisation had shortlisted the vendor, but the deal had gone quiet for months and the head office team could not get a clear answer.
- What we did
We mapped the evaluation committee, re-engaged the sponsor and the technical team in person, and found that procurement needed a different commercial structure to approve the purchase.
- What changed
With a revised proposal and a clear route through approvals, the deal moved back into negotiation and through to contract.
At a glance
The terms
Every engagement is scoped after a free strategy session, and you receive a written proposal before you commit.
- Engagement model
- Retainer + Performance
- Typical duration
- Per opportunity, usually 1–6 months
- Best for
- High-value enterprise and government-linked opportunities
- How it is priced
- Retainer for the opportunity plus a success fee on signature
Questions
Ask us anything else in your strategy session.
Can you help with a single deal?
Yes. Deal management can be a stand-alone engagement for one important opportunity, or part of our full outsourced sales team.
Who has final say on price and terms?
You do. We negotiate within limits you set and bring every decision outside them back to you.
Do you work on government and semi-government deals?
Yes, subject to the procurement rules that apply to each buyer. We help you understand eligibility early, so you do not invest in deals you cannot win.
Related services
- Outsourced sales teamYour complete sales department on the ground — from first call to signed contract, without local hiring.
- Lead generationQualified meetings with C-suite and senior decision-makers across the UAE and Saudi Arabia.
- Go-to-market strategyA localised go-to-market framework for entering the UAE or Saudi Arabia: where to start, who to sell to, and how.
Talk to us about your deal management
Book a free 45-minute strategy session with a senior consultant. We will look at your offer, your target market and which of our two models fits, and you will leave with a clear first step whether or not we work together.