The myth of the pitch
Outside the Gulf, people assume the meeting is where you “win” a deal. In the GCC, the meeting isn’t where conviction is built—it’s where it’s confirmed. By the time you’re in the room, key people already know if they’re leaning yes or no.
Why conviction matters more here
Numbers are the price of entry, not the reason for the decision. Conviction is built over time: relationship equity, cultural fluency, and proof over promises.
How conviction is actually built
Quiet conversations months (sometimes years) before a raise. Showing up when you don’t need something. Making the right introductions without trying to monetise every interaction. Protecting relationships so people trust you with theirs.
The role of positioning
In this region, credibility is demonstrated, not declared—by who introduces you, where you’re invited, and the quality of the conversations about you when you’re not in the room. Spray‑and‑pray outreach erodes conviction.
The pre‑deck work
Map allocator fit. Shape the mandate to GCC expectations. Build awareness quietly. Validate the narrative informally before you formalise it. Do this and the meeting becomes the natural next step—not a cold leap of faith.
What GPs get wrong
Optimising decks while under‑investing in trust. In this market, access isn’t granted to opportunity—opportunity is granted to access.
The payoff
When conviction walks in before the deck, the conversation is sharper, engagement is higher, and close rates are materially better.