01
Client context
The practice had won occasional projects abroad and was considering a permanent presence.
02
Business challenge
Licensing rules, client relationships and competition were unfamiliar.
03
Research objective & questions
Assess market attractiveness and recommend an entry model.
- How large is the pipeline of relevant projects?
- What licensing and local partner requirements apply?
- How do developers and government clients select design firms?
- Should the practice enter alone, partner or acquire?
04
Methodology & approach
- Project pipeline analysis
- Announced and planned developments.
- Developer and client interviews
- Selection criteria and preferences.
- Regulatory review
- Licensing and registration requirements.
- Competitor and partner mapping
- Local and international firms.
05
Sample & geography
- ~20 client interviews
- ~10 partner and expert interviews
- Geography — Middle East
06
Key findings
- Hospitality and mixed-use pipelines matched the practice's strengths.
- Local partner arrangements were required for public projects.
- Clients valued sustainability design credentials.
- Several local firms were open to partnership.
07
Business implications
- Enter through a partnership with a local firm.
- Focus on hospitality and mixed-use projects.
- Lead with sustainability design credentials.
08
Outcome
The practice received a market assessment, partner shortlist and entry plan.
Example engagement — Shows how Hoog approaches this type of question. Not a specific client project. Findings are directional.