Interview differences - large corp. vs UHNW family startup

[x5tuu]

Quick question - I have a promising interview for a startup healthcare organisation in the UAE next week, it’s a COO position and the startup has its medical license and a premises but nothing more and part of the initial role is full setup, which is fine.

My query however is that I have never worked for an UHNW family before, only medium to large size corporates, and I imagine there will likely be some differences (other than cultural which are fine) with being interviewed by family members to “take on their new baby business” that I may be blind to and wondered if anyone had any experience or hints/tips to bear in mind?!

[x5tuu]

Strangley they decided they couldn’t afford me so cancelled the interview in favour of cheaper candidates without having any negotiation or conversation on this with me (told via the recruitment agent). Expressed my disappointment at lack of ability to discuss or negotiate.

However, they’ve now come back and said that the (cheaper) people they did interview are no good and lack the experience or the skills (well no st Sherlock).

So I’m back in the frame and while I was tempted to consider dropping my price but tempted to hold firm now they’ve started to recognise the value.

Very different beast dealing with an ultra high net worth family rather than a traditional corporate!

[CharlesElliott]

I think you are doing a good job of identifying the difference in approach. An UHNW family have a very personal and 'invested' approach to the people that they will work with, so you will need to do your best to build a deep level of trust.

[x5tuu]

Absolutely, good point and enamouring them and winning them over is my primary aim going forward - hopefully it should make it easier to negotiate then too(!)

[CrgT16]

Build trust but hold your ground. The family may be UHNE but you must not let that change how you would approach the job or negotiations. Your knowledge and experience have a value, it doesn’t matter who is hiring.

[djc206]

They’ve already shown you how you can expect to be treated in the future by cancelling and then back-pedalling.

Have you worked in the UAE before?

[x5tuu]

djc206 said:

They’ve already shown you how you can expect to be treated in the future by cancelling and then back-pedalling.

Have you worked in the UAE before?

Not substantively, only for (mostly) UAE government entities (DHA / HAAD) on behalf of UK based entities, consulting.

I get they have a desire at this point to keep the costs / commitments down as the business isn’t operational (yet) but they’ve hopefully realised that buy cheap buy twice really does apply here.

[rog007]

As touched on, be reassuringly expensive, but also be confident that you can deliver. Delivery expectations may rise in tandem to their costs.

Similarly, it may be ‘fit’ that’s just as important as ‘can you do the job’ in this instance. Exposing any household name links that you may be able to exploit in this endeavour may also add value.

Good luck!

[djc206]

x5tuu said:

Not substantively, only for (mostly) UAE government entities (DHA / HAAD) on behalf of UK based entities, consulting.

I get they have a desire at this point to keep the costs / commitments down as the business isn’t operational (yet) but they’ve hopefully realised that buy cheap buy twice really does apply here.

My father spent roughly 10 years in the UAE doing consultancy work mostly for the departments for transport in Dubai and Abu Dhabi. He still pops back from time to time to do a few bits for his old business partner. The one thing he’d laugh at in your comment is the word realised. His initial term out there was 2 years, they’ve still not really achieved what he was paid to help them achieve despite it being easily achievable in that timescale with the budget they had because they have a culture of knowing better at the top. The country has a modern facade but behind it lies a very old world tribal and hierarchical mentality that affects the way businesses operate. It’s one of those places you have to go into with your eyes open. That being said my best mate from uni runs a successful business out there without too many issues but he’s been navigating the culture for more than a decade and has partnered with an Emirati.

[shirt]

My price to work for a family owned local business would be very very high. Similar experience to dating someone with borderline personality.

[x5tuu]

Some reassuring perspectives here - thankyou all, its really helped crystalise my approach with them!

[Mr_Megalomaniac]

x5tuu said:

Strangley they decided they couldn’t afford me so cancelled the interview in favour of cheaper candidates without having any negotiation or conversation on this with me (told via the recruitment agent). Expressed my disappointment at lack of ability to discuss or negotiate.

However, they’ve now come back and said that the (cheaper) people they did interview are no good and lack the experience or the skills (well no st Sherlock).

So I’m back in the frame and while I was tempted to consider dropping my price but tempted to hold firm now they’ve started to recognise the value.

Very different beast dealing with an ultra high net worth family rather than a traditional corporate!

To add to CharlesElliott's point here, and moreso to the point DJC made - there are stark differences in how things work in the UAE (don't even get me started on the rest of the region), and the fact you'll have a few key decision makers with all the power will very quickly highlight how limiting a COO position is in that culture if you're used to a more Western, egalitarian mindset. They're incredibly top down. Militarily so. There's no latitude or independent approaches.
Good luck to you though. Fingers crossed.