Micro, small, and medium enterprises (MSMEs) in Qatar’s construction sector must move beyond visibility and adopt disciplined practices if they are to convert opportunities into lasting business, according to a business networking expert.
Mohammed Shabeeb, national director of BNI Qatar, told Gulf Times that “visibility is the cheapest part of the equation,” while conversion requires structured effort before, during, and after industry events.
Shabeeb was specifically referring to the 22nd edition of Project Qatar, which is slated from June 9 to 11 at the Doha Exhibition and Convention Centre (DECC). He explained how structured networking and targeted pre-event preparation, and not passive floor presence, will determine which MSMEs will secure high-value commercial deals during these events.
He explained that before an exhibition, MSMEs need clarity on who they want to meet and why. “Pre-event outreach to 20 target contacts, inviting them to the stand will outperform passively waiting for foot traffic by a wide margin,” Shabeeb pointed out.
The team manning the stand must also be trained, not just in product knowledge but in asking qualifying questions, “because not every visitor is worth a 30 minute conversation,” he emphasised.
During the event, discipline means capturing the right information rather than the most information, Shabeeb further explained, adding that taking notes about a visitor’s actual project, problem, and decision timeline are “worth more than a stack of business cards.”
He stated that MSMEs can strengthen their reputation by introducing visitors to each other, positioning themselves as connectors rather than passive exhibitors. “And the often missed move is to introduce visitors to each other; when an MSME becomes a connector on the floor, they earn a reputation that lasts beyond the show,” he said.
Shabeeb warned that the post-event is where most opportunities are lost. “A follow up sent within 72 hours, referencing the specific conversation, is the difference between being remembered and being forgotten,” he further said.
He emphasised the importance of balancing persistence with patience in nurturing leads over time. “Patience without persistence loses. Persistence without patience offends. The deals are built through both,” Shabeeb said.
Shabeeb also cautioned that exhibitions “are platforms, not solutions.” He noted, “They open doors, but it is the responsibility of the business owner to walk through them with strategy and discipline.”
He also said these dynamics are visible at industry exhibitions, such as Project Qatar, where MSMEs can meet procurement officers, consultants, and contractors in one venue, but only those who arrive with a plan and follow through after the event stand to benefit.
“Project Qatar is one of the few environments in the country where those three roles are physically in the same building at the same time. That makes it useful, but only if the MSME treats it as a vertical integration exercise by meeting the consultant who specifies, the contractor who installs, and the developer who pays, all in the same week,” he added.