An Interview with Gurminder Sagoo, Client Director WSP Middle East

Mar 13, 2023 | Key Client Management, Podcast


This is a fascinating interview with someone who has worked in the Middle East for more than 10 years. Gurminder shares some insights about winning work in the region as well as busting some myths about how the building industry works. If you work in the built environment in the Middle East or are planning to, this is for you!


You may think that there is a big cultural difference in business in the Middle East as opposed to the UK. Yes there are differences, but at the end of the day we are all people and we use the skills we’ve developed to find that common ground.


In the Middle East the pace of planning in the built world is so much quicker than the UK. There isn’t as much red tape and there is an ambition to grow and expand. For example Dubai wants to be twice the size it is now by 2040.
You will often find that in the Middle East there is a lot of communication and decision making between the top of your organisation and the ruling body of the country. You are essentially closer to the ultimate business decision maker and they are closer to the front line.
There is a desire from the clients to gain an access all areas relationship with your business.
Because workers move in and out of the country relatively regularly, people understand the importance of having multiple strong relationships across the business.


  • “You have to put yourself in the right position to take advantage of opportunities”
  • “Strong relationships build on a sold trust will come back to reward you”
  • “Let’s not make this more complicated than it is, it’s all about relationships”


Gary Williams

Gary Williams

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.

An experienced business development consultant, sales trainer and executive coach, Gary is the founder and CEO of Questas.

A former sales director in the fast moving telecoms and IT industry, he has spent the last 15 years working in the professional and engineering services sector, helping companies to transform their account management, client relationship and business development skills. Find out more about Gary here.

How to Cross-Sell without Selling!

e-learning course on laptop on desk with workerOur e-Learning Cross Selling Module is an interactive introduction to best practice.

Latest insights

Get in touch