Ghada Ismail

Large investment opportunities often require more than capital. They demand industry expertise, strategic insight, and effective risk management. Through a club deal, investors combine resources and experience to pursue opportunities that may be difficult to access individually. This approach is particularly common in private equity and real estate, where high-value transactions often benefit from collaboration.

What Is a Club Deal?

A club deal is an investment transaction in which a group of investors joins forces to finance or acquire an asset, company, or business. Rather than relying on one investor to provide all the necessary capital, participants contribute funds and share the investment according to agreed terms.

Participants may include private equity firms, institutional investors, family offices, and high-net-worth individuals. Beyond capital, they may contribute industry knowledge, management experience, or access to new markets.

Unlike a traditional investment fund, which pools capital to build a portfolio of assets, a club deal typically brings together a select group for a specific transaction.

For example, three private equity firms seeking to acquire a company valued at SAR 1 billion could each contribute part of the purchase price. They would then agree on ownership stakes, decision-making responsibilities, and how future returns would be distributed.

How Does a Club Deal Work?

The process usually begins when an investor identifies an opportunity that requires more capital or expertise than it can provide independently. It then approaches other investors with similar objectives to form a group.

The participants assess the opportunity, conduct due diligence, and negotiate the terms, including each investor's contribution, ownership share, and management responsibilities. They also establish how major decisions will be made, how disputes will be resolved, and what happens if a participant wants to exit.

Once the agreements are finalized, the investors provide the necessary funding and proceed with the transaction. Depending on the structure, they may manage the investment jointly or appoint a team to oversee operations.

Why Do Investors Use Club Deals?

Access to larger opportunities is a major reason why investors would pursue club deals. Pooling capital allows them to participate in transactions that might otherwise exceed their individual investment capacity.

Risk sharing is another advantage, as each participant assumes only part of the financial exposure. However, this does not eliminate the possibility of losses.

Club deals also bring together complementary expertise. One investor may understand a particular industry, while another offers operational experience or knowledge of a specific market. Combining these strengths can improve investment assessment and management.

For private equity firms, this approach can also enable larger acquisitions without concentrating too much capital in a single transaction.

What Are the Risks of a Club Deal?

Despite their advantages, club deals can become complicated when investors have conflicting priorities or management approaches.

Participants may disagree on business strategy, additional funding, the timing of an exit, or whether to sell an asset. Such differences can delay decisions and create tension without clear agreements.

The structure also involves legal negotiations and coordination among multiple parties. Investors must assess their partners' financial capacity, experience, and willingness to cooperate.

Control is another consideration. Smaller investors may have limited influence over major decisions despite committing substantial capital.

Clearly defined ownership rights, voting arrangements, exit provisions, and dispute-resolution mechanisms are therefore essential before a transaction closes.

To Wrap Things Up…

Club deals allow investors to pursue larger opportunities by combining capital, expertise, and market knowledge. However, success depends on more than financial contributions. The quality of the investment, alignment among participants, and clarity of their agreements all play a role. Ultimately, choosing the right partners is just as important as identifying the right opportunity.

Noha Gad

Every product starts as an idea, but turning that idea into a profitable, sustainable offering requires far more than good design or effective marketing. Companies must coordinate research and development (R&D), manufacturing, supply chains, quality control, sales, customer support, and eventual retirement, often across multiple teams, markets, and systems. When this coordination breaks down, it can lead to delayed launches, inconsistent product information, rising costs, compliance risks, and lost customer trust.

This is where Product Lifecycle Management (PLM) becomes essential. PLM is a strategic business approach that manages a product throughout its entire life, from the initial concept and design stages through production, launch, growth, service, and end-of-life. Rather than treating each stage as a separate task handled by a different department, PLM creates a connected framework for managing product data, processes, decisions, and collaboration across the organization.

This approach is not important only for large manufacturers; it is also pivotal to consumer brands, technology companies, industrial firms, and even digital-first businesses that heavily rely on lifecycle management to bring products to market faster, maintain quality, control costs, and respond to changing customer expectations. 

Why does product lifecycle management matter?

At the core of PLM is the end-to-end integration of product data, processes, and systems along the entire value chain. Implementing PLM consistently can shorten decision paths, reduce errors cost, and bring innovations to market faster and more reliably. Increasing product complexity, shorter innovation cycles, and globally distributed value chains make structured PLM a decisive competitive factor that allows companies to manage product processes across departmental and site boundaries, while meeting regulatory, environmental, and economic requirements.

An integrated PLM approach creates the necessary transparency: development, production, quality assurance, sales, and aftersales all work from a shared data foundation. Therefore, decisions become faster, better informed, and more traceable. Also, a consistent, quality-assured product data landscape is a prerequisite for modern technologies such as AI, machine learning, and automation to deliver their full potential.

PLM approach also helps organizations keep up with the evolving complexity and engineering challenges of developing new products. It is one of the four cornerstones of a manufacturing corporation's information technology structure, alongside customer relationship management (CRM), supply chain management (SCM), and enterprise resource planning (ERP). 

For marketing, determining a product’s lifecycle stage guides the team’s strategy. For instance, a new product in the introduction stage needs to be explained, while a mature product needs to be differentiated.

Stages of PLM

PLM follows a structured sequence of phases that guide a product from its earliest idea to its eventual withdrawal from the market. Most PLM frameworks include the following core stages: 

• Concept stage. The concept stage involves initial ideas and planning for a new product, and includes market research, identifying customer needs, and determining the feasibility of the product. Often led by the R&D department, this stage kicks off the product lifecycle, as it is where the ideas are generated.
• Design stage. In this stage, the product is planned, developed, and tested. It involves creating product prototypes, refining the design, and ensuring that it meets all regulatory and safety requirements. 
• Production stage. This stage starts when the company feels confident in the new product and feels there is a market for it. This stage involves manufacturing the product, including sourcing raw materials, assembling components, and testing the final product. At this point, the company should have a fully completed product and should not be continually tweaking the design.
• Sales stage. After the product is made, it moves to the sales stage that involves promoting and selling the product to customers. This includes advertising, sales promotions, and pricing strategies. In many cases, the sales stage and production stage occur concurrently, as a company must try to forecast how many sales will occur.
• Support stage. The support stage involves providing ongoing support to customers after they have purchased the product. This includes customer service, warranties, and repairs. It may also include ongoing training or services provided to new owners to enhance user experience.
• Retirement Stage. Whether competitors have delivered a better product or the product is simply no longer demanded by the market, the product lifecycle ends with the retirement stage. This stage involves the end-of-life of the product, including disposal, recycling, or repurposing of the product.

Finally, product lifecycle management plays a pivotal role in providing companies with a structured approach to manage products from initial idea through design, production, sales, customer support, and retirement. By connecting teams, standardizing product data, and improving collaboration across the value chain, PLM helps businesses launch products faster, reduce errors and costs, maintain quality, and respond more effectively to market changes.

Ghada Ismail

As artificial intelligence reshapes the business landscape, founders are rethinking how they scale their companies, improve efficiency, and respond to market uncertainty. In an interview with Sharikat Mubasher, Benjamin Owen, Business Coach, discusses how AI is creating new opportunities for entrepreneurs, what distinguishes founders in the GCC from those in other markets, and why building a self-managing company requires more than technological innovation. He also shares his views on leadership, talent, and the qualities that will define successful businesses over the next five years.

How has the current business environment changed the way founders think about growth?

Current technological shifts have empowered business owners to do more with less. A true 10x transformation in a business can only be achieved through technological innovation or by creating a new world for customers. AI has given founders the power to do both.

Founders now have more opportunities to do less while achieving better results, thanks to AI, disruptive technology, and, somewhat unfortunately, geopolitical disruption. Sometimes, a scaling company needs to disrupt its own established ways of working; other times, change is forced upon it by the economy. My opinion is that founders need to disrupt themselves before the market does.

Has the AI boom created too many startups chasing the same opportunity?

In my opinion, there is plenty of room for competition in any market. Founders can choose which part of the market they want to serve and become a leader in. The surge in AI startups is simply a signal that plenty of opportunities are available. The technology is advancing so quickly that many of the ideas, products, and services being created today will become obsolete or significantly better within a matter of months.

Are AI startups solving real problems or simply adding AI to existing products?

I believe AI startups are both solving problems and adding AI to existing products. Integrating AI into certain existing products can solve significant problems and create tremendous value for many people.

One of the partners in my mastermind group has an app called Talktokaya, which provides a safe space for people to talk to a virtual companion when they feel lonely. It is exceptional and is genuinely helping people who have nobody to turn to in moments of need. It is a transformational AI companion.

What stands out to you about GCC founders compared with founders in other markets?

What stands out about GCC founders is their strong abundance and growth mindset. Perhaps I can explain this by contrasting it with the UK, where I began my business journey. There, it sometimes felt as though the more successful I became, the heavier the burden I carried because of the taxation system.

Another sentiment my clients report is the desire here to see one another succeed. This is a stark contrast to the experience in some other countries.

What role can AI play in helping companies in the GCC region scale faster?

The GCC is one of the fastest-evolving regions in the world, and AI gives founders access to significant leverage, data, and resources. It can also make testing ideas and exploring different approaches much easier.

I am a strong advocate of the idea that the founders who win are those who test and iterate the fastest. AI is perhaps the most effective tool for this process.

How can founders build companies that operate without them?

Building a self-managing company is really about operationalizing an 80/20 cycle in your business. This means finding the right people, processes, and platforms to execute the work, allowing you to elevate yourself out of the day-to-day running of the business.

It is also essential to start with the end in mind. Many founders build themselves into their company's processes. They become the key decision-makers, hold on to roles and tasks for too long, and prioritize work over leverage.

Building a self-managing company is not just about creating a leveraged model. It is also about having a sufficiently ambitious goal to attract individuals with the highest level of talent, who can drive the business beyond the founder's own capabilities.

What mistakes do companies make when responding to times of uncertainty?

There is a distinction I work on with my clients that I consider fundamental to coaching: the difference between being a victim and being an owner.

A victim sees themselves as subject to circumstances and reacts to what is happening. An owner takes responsibility for their state of mind and chooses how to respond to a situation.

I believe the mistake people in companies make during uncertain times is becoming reactive or allowing themselves to become victims of uncertainty.

Leaders can also fall into the "when-then" paradox, waiting for circumstances to change before taking action.

What do you think the strongest companies will look like five years from now?

Five years from now, the strongest companies will be those with goals that attract the best talent, cultures built around a strong sense of purpose, and the ability to create a new world for their customers.

I believe the defining trait of the strongest companies will be their ability to achieve outsized results with small teams. They will have leveraged technological innovation so effectively that they can make a disproportionate impact relative to their size.

Noha Gad

The small and medium-sized enterprises (SMEs) sector in Saudi Arabia is becoming an important part of the national economy, driven by Vision 2030’s objective of increasing SMEs' contribution to the gross domestic product (GDP) to 35% by 2030. According to the ‘Vision 2030 Annual Report 2025,’ SMEs' contribution to the national GDP reached 22.9% in 2024, surpassing the 2024 target of 21.1%. This milestone, the report said, was supported by continued expansion in non-oil activity and firm domestic demand. With more than 1.7 million SMEs in the Kingdom employing nearly 8.8 million people, the SME sector has become a key driver of private sector growth, backed by a stronger and more accessible business ecosystem.

Artificial intelligence (AI) has reinforced the role and contribution of SMEs to the national economy by offering practical ways to work more efficiently and compete in a fast-changing market, from handling routine tasks to improving customer service and supporting business decisions. Thus, conversations shifted from whether SMEs should use AI to how they can apply it to real business needs. This was backed by the efforts of government entities, such as the Small and Medium Enterprises General Authority (Monsha’at), the Saudi AI and Data Authority (SDAIA), and others, aimed at connecting entrepreneurs with practical applications and supporting the shift from learning about AI to using it in the workplace

Today, most SMEs in Saudi Arabia integrate AI into their operations rather than adopting complex systems, as the value of AI lies in its ability to help businesses automate routine work, understand customers better, make faster decisions, and manage resources more efficiently. When used carefully and responsibly, AI tools can help owners and employees focus on higher-value activities such as serving customers, improving products, and growing the business.

How could AI boost SMEs’ business?

Automating routine tasks

AI can handle repetitive administrative work, such as drafting emails, summarizing documents, preparing reports, or responding to common customer questions. This can reduce manual work and help SMEs handle more activity without necessarily increasing headcount. Generative AI can also help in transcribing text or generating images and videos, freeing up people to focus on more complex and critical decisions.

Improving customer service, communication, and marketing

AI-powered chatbots and virtual assistants can respond to customers any time, provide basic information, and direct more complicated requests to the right employee. This can help SMEs offer faster responses and maintain better service quality, especially when staff numbers are limited. Deploying AI in areas like content creation, digital avatars, optimization of bandwidth for video conferencing, and the formulation of sophisticated virtual collaboration environments can drive enhanced communication and cooperation.

For marketing, AI tools can help SMEs draft social-media posts, product descriptions, and customer messages; however, they must revise AI-generated content before publishing to ensure it is accurate, clear, and consistent with their brand.

Taking informed decisions

Many SMEs collect data through sales records, invoices, websites, and customer interactions, but do not always have the time to analyze it. AI and data-analytics tools can assist in making decisions by analyzing and summarizing multi-format data, such as text, audio, and video, and simulating scenarios that could impact strategic choices. This capability provides an additional layer of information, fostering a data-driven approach to decision-making in diverse areas such as crisis management, healthcare, and education.

Managing inventory and supply chains

SMEs can use AI to forecast demand, monitor stock levels, and identify possible delays before they affect customers. This is particularly useful for businesses that sell physical products, where excess inventory ties up cash and shortages can lead to lost sales.

Eliminating errors and reducing costs

Manual processes can be slow and prone to mistakes, especially in areas such as data entry, invoicing, scheduling, and record-keeping. AI-supported automation can help reduce these errors by applying consistent rules across repeated tasks. This will enable employees to spend more time and effort on activities that require experience, creativity, or direct customer contact.

Providing new products and services

SMEs can leverage AI tools to build new applications or services. For instance, retail businesses could use it to personalize offers or improve online search. In some cases, AI becomes part of the product itself rather than simply an internal tool. 

Enhanced accessibility and inclusion

AI solutions can produce materials adapted for individuals with special needs or disabilities, ensuring that platforms and communications are universally accessible. Also, generating content that aligns with local dialects and traditions promotes clear communication between people from diverse backgrounds.

Government support

Saudi Arabia is building an environment that encourages SMEs to understand, access, and use AI effectively and responsibly. This approach combines national strategy and guidance from SDAIA with practical support, training, and business-development programs from Monsha’at. The aim is not simply to promote technology, but to help businesses apply AI in ways that improve efficiency, competitiveness, and long-term growth.

Driving the Kingdom’s national agenda for data and AI, SDAIA’s National Strategy for Data and AI aims to develop and adopt data and AI technologies across Saudi Arabia, thereby reinforcing the Kingdom’s position as a global hub for practical, sustainable, and ethical AI applications. The strategy focuses on strengthening the AI ecosystem, developing local talent, improving data governance, supporting entrepreneurship, and encouraging investment. The authority also launched the official guidelines for adopting AI, helping SMEs achieve outcomes that depend heavily on the quality and security of the data used.

On the other hand, Monsha’at is committed to making AI more accessible to entrepreneurs and SME owners. In August, it launched the AI Week, in partnership with SDAIA, to help SMEs adopt AI technologies, explore practical solutions, and connect with technology providers and ecosystem enablers.

The authority also launched the AI Incubator Program to support AI-focused startups through various workspaces, incubation facilities, mentoring, workshops, training, and access to technology experts.

To prepare Saudi talent and businesses to use technology effectively, the Saudi government launched different initiatives, notably SDAIA’s National Occupational Standard Framework for Data and AI. This initiative provided a reference for developing AI-related career pathways, job descriptions, workforce planning, and professional development, ultimately creating a more consistent skills base for organizations seeking to hire or train AI-capable staff.

Main barriers

Although AI can offer clear operational benefits, SMEs face various practical barriers when adopting it. These challenges are not only technical; they also relate to:

• Cost and returns. For small businesses, the cost of adopting AI tools, software subscriptions, cloud services, training, and technical support can be difficult to justify, especially when the expected return is unclear. Some tools may require integration with existing systems, which can add further expense.
• Skills and internal capacity. AI adoption requires people who can use the tools, interpret the results, and identify when an output is incorrect or unsuitable. Many SMEs may not have in-house data analysts, IT specialists, or employees with experience in AI.
• Data quality. AI systems depend on data to produce useful results. If an SME’s sales records, customer information, or operational data are incomplete, outdated, or inconsistent, the AI output may be inaccurate or misleading.
• Privacy and data security risks. AI tools can create risks if employees enter sensitive business, employee, or customer information into external platforms. In its guidelines, SDAIA advised organizations to establish clear policies on AI use, prohibit the entry of classified or sensitive information into third-party tools, and train employees on data governance, cybersecurity, and personal-data protection. 
• Biased outputs. AI tools can generate inaccurate, outdated, or biased information. Therefore, SMEs should keep human review in place, particularly for customer communications, pricing decisions, hiring-related tasks, or any output that affects customers.
• Intellectual property and legal compliance. SMEs using generative AI should also consider intellectual-property risks. AI-generated content may unintentionally resemble copyrighted material, while businesses may face questions about ownership and permitted use of the content they create.

Finally, the question facing SMEs in Saudi Arabia is no longer whether AI matters, but whether they can turn it into a lasting competitive advantage. The technology will not automatically raise productivity or expand market share; its impact will depend on how each business chooses, applies. and manages it. The next phase of adoption will likely reward SMEs that think like builders rather than buyers. Instead of asking, “Which AI tool should we purchase?” they should ask, “Which part of our business needs improvement, and can AI solve it better than our current process?” That shift can turn AI from a collection of separate applications into a practical capability embedded in how the business operates.

For Saudi Arabia, the opportunity lies in building a broad base of SMEs that are not merely using AI tools, but using them well. If smaller businesses can transform AI into faster service, sharper decisions, and more scalable operations, the sector’s contribution to GDP could grow in a sustainable way, backed not by technology alone, but by stronger, more capable enterprises.

Ghada Ismail

When a company decides to enter a new market or expand its operations, one of the first questions it faces is whether to build from scratch or invest in an existing business or facility. This decision often comes down to two approaches: greenfield investment and brownfield investment.

Both strategies can help companies expand their presence, reach new customers, and increase their market share. However, they differ in how businesses establish operations, how much control they retain, and the costs and risks they take on.

Understanding these differences can help investors choose the approach that best fits their growth plans.

What Is Greenfield Investment?

Greenfield investment occurs when a company establishes a new operation from the ground up in a foreign or domestic market. Instead of purchasing an existing facility or business, the investor develops the project from scratch, which may include acquiring land, constructing buildings, installing equipment, and hiring employees.

One of the main advantages of this approach is control. Investors can design facilities, choose technologies, establish company culture, and structure operations according to their specific requirements.

Greenfield projects can also introduce new technology, create jobs, and support the development of local industries.

However, starting from scratch can be expensive and time-consuming. Investors may need to navigate licensing requirements, secure land, build infrastructure, and establish relationships with suppliers and customers before generating revenue. These challenges can become more significant when entering an unfamiliar market.

What Is Brownfield Investment?

Brownfield investment involves investing in an existing facility, business, or industrial site to expand operations or develop new activities. Depending on the project, investors may renovate an existing property, upgrade production equipment, acquire an operating company, or repurpose an underused industrial site.

This approach can offer a faster route into a market because essential infrastructure may already be available. Existing facilities may have access to utilities, transport networks, suppliers, and an established workforce.

Acquiring an operating business can also provide an existing customer base and established market relationships.

Nevertheless, brownfield investments come with their own challenges. Older facilities may require costly upgrades, while existing businesses can have operational inefficiencies or outdated technology. Investors may also face difficulties integrating employees, systems, and corporate cultures after an acquisition.

Greenfield vs. Brownfield Investment: Key Differences

The main difference lies in how the investment is established.

Initial costs: Greenfield projects typically require substantial upfront spending on land, construction, equipment, and staffing. Brownfield investments may reduce infrastructure costs, although acquisition prices and renovation expenses can be significant.

Time to market: Greenfield investments usually take longer because operations must be developed from the beginning. Brownfield projects can begin operating sooner when the existing infrastructure is suitable.

Control and flexibility: Greenfield investors have greater freedom to design operations and introduce new systems. Brownfield investors may need to adapt existing facilities, processes, or organizational structures.

Risk profile: Greenfield investments carry construction, permitting, and market-entry risks. Brownfield investments involve risks related to existing assets, legacy systems, environmental conditions, and potential hidden liabilities.

Local presence: Greenfield investors build their workforce and business relationships over time. Brownfield investors may benefit from established employees, suppliers, and customers.

Neither strategy is automatically cheaper or safer. The outcome depends on the market, the condition of available assets, and the investor's objectives.

Which Investment Strategy Should Companies Choose?

The right choice depends on what a company wants to achieve.

Greenfield investment may be more suitable for businesses that need specialized facilities, advanced technology, or complete control over their operations. It can also make sense when suitable existing assets are unavailable.

Brownfield investment may appeal to companies seeking faster market entry, existing infrastructure, or an established customer base. It can be particularly attractive when a business can improve an underperforming operation or modernize an outdated facility.

To Wrap Things Up…

Greenfield and brownfield investments offer different routes to business expansion. Greenfield projects provide greater flexibility and control but generally require more time and upfront investment. Brownfield projects can accelerate market entry by building on existing assets, although they may involve costly upgrades and inherited risks.

Ultimately, investors should evaluate total costs, expected returns, operational requirements, and market conditions before committing to either approach. The goal is not simply to build something new or acquire something existing, but to choose the investment structure that offers the strongest long-term value.