Abu Dhabi’s Integrated Infrastructure Strategy Drives Economic Growth

A global engineering and construction firm with expertise in large-scale infrastructure (highways, bridges, utilities). The company had a strong international track record but only a minimal presence in Abu Dhabi, aiming to secure major infrastructure projects in the region.

The client struggled to break into Abu Dhabi’s infrastructure market. The firm lacked deep local intelligence on upcoming projects and nuances of the procurement process. Their proposals were not well tuned to Abu Dhabi’s expectations – for example, they had no strong local partnerships and showed limited alignment with the emirate’s Vision 2030 priorities. These gaps led to repeated misses on strategic contract opportunities.

We developed a comprehensive market entry strategy for the client, tailored to Abu Dhabi’s infrastructure sector.

Our solution provided:

• Infrastructure Pipeline: Mapped upcoming infrastructure projects in Abu Dhabi (transport networks, utilities, etc.), including their timelines and key stakeholders, to pinpoint future tender opportunities.
• Procurement Guidance: Clarified local tender procedures and requirements (e.g., local content rules and prequalification criteria) to help align the client’s bid strategy with government expectations.
• Partnership & Positioning: Identified potential local partners for joint ventures to strengthen the client’s credibility. Also recommended differentiation tactics drawn from competitor analysis (for instance, leveraging specialized expertise or superior technology).

To formulate the strategy, we took a structured research approach:

• Policy & Plan Review: Examined Abu Dhabi’s strategic initiatives (e.g., Vision 2030 and master plans) to outline upcoming priority infrastructure projects.
• Stakeholder Engagement: Interviewed government infrastructure planners and industry experts to gain insider perspectives on upcoming projects and tender expectations.
• Competitive Analysis: Studied recent project awards to understand which firms won and why, identifying key success factors in bids and partnerships.
• Internal Workshops: Collaborated with the client’s team to evaluate their capabilities against local requirements and integrate the market insights into a tailored bid strategy.

We proposed a set of strategic initiatives for the client:

• Local Joint Ventures: Partner with reputable Abu Dhabi contractors via JVs or consortiums to meet local content requirements and strengthen bid credibility.
• Establish Local Footprint: Open a local office and recruit UAE-based talent to demonstrate commitment, and secure necessary certifications and prequalifications for government tenders.
• Leverage Niche Expertise: Emphasize the firm’s unique strengths (e.g., advanced engineering methods or sustainable practices) in bids to differentiate its offerings.
• Align with Vision 2030: Show explicitly how proposed projects support Abu Dhabi’s strategic goals (sustainability, innovation), positioning the client as a long-term development partner.

Within 12–18 months of executing the market entry strategy, the client achieved:

• Secured its first two infrastructure contracts in Abu Dhabi (including a multi-million-dollar highway project), marking a breakthrough into the local market.
• Formed a joint venture with a leading local construction firm, which significantly improved their tender prequalification scores and credibility with government clients.
• Prequalified for five major government tenders that were previously out of reach, expanding their bidding pipeline and future opportunities.
• Established a permanent Abu Dhabi office and local team, laying the foundation for sustained growth and stronger relationships with key stakeholders.