The recent political unrest in Middle East and North Africa (MENA) countries has underscored the importance of boosting the region’s economic stability.

Small and medium-sized companies have an important role to play in securing the region’s economic future, and as a result, interest in entrepreneurship has surged. A recent Booz & Company survey illustrated that the face of self-employment is changing, shifting away from small shops and other relatively unsophisticated businesses toward the development of innovative products and services with the intention of building new large businesses.

This is a positive trend consistent with dynamic industrialized economies and suggests that a long-term change in the region’s economy is afoot. There was a 100 percent year-on-year increase in business plan submittals to the MIT Arab Business Plan Competition in 2010-2011. Several banks and finance centers are establishing programs aimed at appealing to entrepreneurs and start-up businesses. Many organizations, such as YallaStartup, INJAZ, Arabnet and Endeavor have created mentorship programs and other one-stop centers for entrepreneurs. Venture capital firms and banks have established specialized funding arms for small businesses.

Charting the challenges

But these initial activities and signals of interest are only modest steps in what will need to be a much larger and more sustained effort.

Booz & Company conducted a survey of more than 300 individuals, most of whom consider themselves entrepreneurs, and a series of focus groups to determine what must be done to remove the institutional barriers to entrepreneurship in the Middle East. This showed that for a number of reasons, it is difficult for entrepreneurs to establish themselves, secure necessary seed capital and family support, negotiate complex and lengthy bureaucracy and regulatory systems and then develop the necessary infrastructure to build self-sustaining businesses of their own.

The survey took place in Saudi Arabia (where it was conducted in collaboration with the National Young Businessmen Committee, associated with the Chamber of Commerce), the UAE and Qatar.

The key issue raised regarded financing; of those surveyed, 42 percent said that family, friends and government sources provided primary debt financing and 60 percent said that those same sources provided primary equity financing. Yet beyond those sources, entrepreneurs face an uncertain and challenging process to secure the capital needed to buy equipment, establish a payroll and meet ongoing needs during the startup phase. In particular, there are funding gaps in sectors such as education, technology, tourism and hospitality, which get less investment than the energy-intensive sectors that dominate regional economies. In addition, although there is funding in place for small and large businesses, few have addressed the “missing middle” — those business with an enterprise value between $500,000 and $8 million. Even financial institutions that do offer funding need to do a better job of broadcasting that fact: approximately nine out of 10 entrepreneurs we polled were not aware of financial institutions that provide entrepreneurial and small and medium-sized enterprise (SME) financing.

Meanwhile, entrepreneurs face considerable cultural barriers: in the MENA region, there is greater prestige in working in large and established businesses than in experimenting with an entrepreneurial idea. This is especially so as the fear and stigma of failure is a pervasive problem for entrepreneurs, more so in the region than in Europe and the United States, where most successful entrepreneurs routinely cite their first failed efforts as critical opportunities for learning. For example, 78 percent of those surveyed said their teachers did not encourage them to pursue entrepreneurial businesses; a similar percentage reported the same treatment from mentors. Among the major challenges facing entrepreneurs, those surveyed said lack of prestige and lack of support from family members were the biggest, outpacing competition, time, financial demands and regulatory hurdles.

Complicating the startup process even more is the difficulty of gaining access to market opportunities. In the US and other markets, governments and large enterprises reach out to small businesses and even reserve slots on tender opportunities; by contrast, in the MENA region, tender requirements tend to call for certain qualifications, financial records and business networks, all of which make such opportunities a remote possibility for startups.

At the same time, entrepreneurs have limited access to education and training in business management, such as how to develop business plans. Formal mentoring programs are not available nearly enough, judging by the fact that close to 70 percent of those polled said they resorted to mentoring from family or friends, rather than from colleagues, investors, consultants or others. This was true for training as well. While entrepreneurs reported seeking training in skills such as marketing, management, finance and planning, they resorted to training from friends and family, or self-learning, in 40 percent of cases — far more than any formal online or technical institute or university, which collectively helped 26 percent of respondents.

The way ahead

Taking on these challenges will require a multifaceted approach. Although MENA nations can’t be expected to immediately overcome certain challenges — such as cultural resistance to risk-taking and failure — they can put into place several programs and efforts to develop an active entrepreneurial ecosystem. Booz & Company, leveraging workshops with key stakeholders, has identified several opportunities to increase entrepreneurship.

One such method is the creation of entrepreneurial service centers to help start-up founders write proper business plans, learn where and how to apply for financing, understand key business financial concepts such as bookkeeping standards and income statements and master more informal but equally valuable skills such as client recruitment and retention.

In addition, such service centers could provide beneficial data and statistics for companies seeking to develop greater market awareness, which would help them to further sharpen their business strategies.

Finally, one of the most valuable offerings of such one-stop centers is informal meetings; the ability to network with other entrepreneurs gives business founders a way to share experiences, learn from others’ mistakes and connect with interested financiers.

Entrepreneurs would also benefit from a more formal mentoring process, featuring communities of advisers led by those who have succeeded in the region already. Ideally, each mentor “pod” would consist of five to 10 young entrepreneurs and one experienced and successful entrepreneur. Each pod would focus on business plan development, financing assistance, introductions to key networks and a regular review of emerging challenges.

While the region’s banks may already be launching financing arms with a focus on entrepreneurs, policymakers could streamline the financing process by establishing a one-stop shop for those seeking loans and those offering them. These may include both private lenders and government sources. Importantly, these centers will help early-stage businesses properly apply for financing and track applications so they do not stall unnecessarily. 

Regional entrepreneurs could also secure greater access to opportunities if large corporations and government-backed entities initiate programs to attract SMEs as potential suppliers. Such a program would call for these organizations to set aside a certain amount of tender contracts for entrepreneurs and small and mid-sized enterprises. This would greatly reduce the barrier to entry for such startups and elevate their visibility to key purchasers.          

Taken together, these actions will provide a powerful tool to support and fund startup founders and will provide a valuable outlet for those entrepreneurial individuals who have been frustrated in the past. Importantly, such a coordinated effort would demonstrate to the rest of the industrialized world that MENA countries are ready to move to the next major stage of economic development — one that is led by innovative and small companies focused on building value throughout the economy and which are seeking to compete regionally, if not internationally.

Ahmed Youssef is a partner, Chady Zein a principal and Raymond Soueid a senior associate at Booz & Company

Economy taking knocks

The political upheavals in Lebanon and around the region, coupled with a natural cyclical downturn, may signal the end of Lebanon’s economic honeymoon of the past several years. According to a statement issued by the International Monetary Fund, Lebanon will grow at just 2.5 percent this year — the worst rate since the 2006 war with Israel. To make matters worse, the inflation rate is also expected to climb to 6.5 percent this year. The IMF estimated the economy’s growth rate last year to be 7.5 percent. This year’s low growth rate was attributed to the cabinet’s collapse in January and the continuing political deadlock over the UN Special Tribunal for Lebanon investigation, according to investment bank Merrill Lynch. The bank cited the drop in the balance of payments to $2.6 billion in January along with $1 billion in capital outflows, an increase in dollarization and a deposit growth deceleration as the main reasons for the prediction. The central bank’s coincident indicator, an average of eight weighted economic indicators published on a monthly basis, echoed this sentiment, falling from 254.4 points in January to 243.2 points in February, the lowest since September 2010, indicating a deteriorating economic situation.

A dream of sanitation

The Ministry of Energy and Water last month released a new wastewater management plan entitled “Wastewater strategy: not to waste our water”. Lebanon creates more than 310 million cubic meters of wastewater each year, and while 60 percent of the population is connected to wastewater collection networks, only 8 percent of the generated wastewater is treated. The plan seeks to connect 80 percent of the population to wastewater collection networks by 2015 and 95 percent by 2020. It also seeks to achieve full operations and maintenance cost recovery in the sector within nine years. The ministry said that so far only four major wastewater treatment plants exist in the country. The total existing investment in the sector was set at some $1.5 billion. A further $1.69 billion is needed to complete all existing plants, while further investment is needed to fulfill all the objectives by 2020 was put at more than $3 billion. The plan will need to be passed through the cabinet to become policy; the money required must come from either a national budget, treasury advances or donors.

Damming the future

The Ministry of Energy and Water last month unveiled the new “Lebanese Strategy for Surface Water Storage,”part of the National Water Sector Strategy, which aims to build 30 dams across the country to address Lebanon’s water shortages. The document serves as an unofficial plan to invest $1.98 billion to build the structures, which will have a static storage capacity of 680 million cubic meters (MCM) and dynamic storage capacity of around 900 MCM. The plan is an updated version of a previous 10-year plan to build 27 dams, approved by both government and parliament over the last decade. Of those 27 proposed dams, only one saw the light of day.  A total of 10 were said to be ready for implementation while the remainder required further studies before they could be priced and implemented. Caretaker Minister of Energy and Water Gebran Bassil put the annual water deficit in 2010 at an estimated 426 MCM. In response to a commonly voiced objection to building dams Bassil admitted Lebanon’s geological formations were “not helpful,” but insisted that the projects go ahead. He added that even if all other reforms — including groundwater regeneration, network reconstruction and demand side initiatives — are enacted, it would only reduce the water deficit by 369 MCM as of 2015. Bassil declined to comment on a new tariff structure when asked how much citizens’ bills would increase as a result of the measure. He added, however, that citizens would be happy to pay one bill instead of three and that the reform would help the water establishments and relieve the public purse from having to cover their losses, which weighs on the public debt.

The cost of sectarianism

On the back of protests calling for the downfall of the sectarian system, a study by American University of Beirut Professor of Economics Jad Chaaban has put the accumulated cost of sectarianism to the Lebanese economy during the span of one lifetime at a minimum of 9 percent of GDP, or an estimated $3 billion. The report combined the costs of the sectarian system and its added costs from birth, to schooling, to housing, to marriage, to living expenses and old age, to arrive at a per capita burden of around $114,000. It identified the cost of residential segregation at $800 million and estimated that 16 percent of public servants are employed solely due to their confessional affiliation. Chaaban told Executive that the study was only preliminary and that he expected the actual cost to be much higher.

Suing to open the telecom market

Lebanese Internet Service Provider (ISP) and broadband operator Cedarcom is taking legal action against the country’s Ministry of Telecommunications (MoT) and government-owned GSM mobile network operators, Alfa and MTC. Cedarcom is mounting a legal challenge against Mobile Interim Company (MIC) 1 operated by Alfa, and MIC2 operated by MTC for monopolistic and unfair competition practices. Lebanon’s largest ISP claimed that the MoT, Alfa and MTC had breached telecom Law 431, ratified in 2002, by taking active steps to implement 3G networks and services without having received the required licenses from the Council of Ministers and the Telecommunications Regulatory Authority (TRA) in Lebanon. Cedarcom stated that the Lebanese Telecom Association, which includes a number of Lebanese ISPs, had repeatedly cautioned the MoT and TRA on the threat of a new monopoly in wireless broadband services if 3G services were introduced in the absence of proper licensing, unequal taxation and fair competition among government-owned and private operators. Cedarcom also argued that fixed-line and mobile GSM monopolies are already there, adding that private ISPs and data operators are kept on interim transitory yearly licenses, prohibited from increasing their DSL capacity and forced to pay up to 60 percent of indirect and direct taxes, all rules and regulations from which Alfa and MTC are exempt. VAT scandal

Al Akhbar newspaper last month reported millions of dollars had been stolen from government coffers by front companies claiming to be foreign import-export firms eligible to claim refunds for Value Added Tax (VAT) receipts. According to the newspaper, the finance ministry had paid out some $254 million in refunds to these companies,  which had accounts with the ministry, and that no inspections of the claims had been made to investigate any wrongdoing. In theory, the newspaper reported, these businesses had a right to file for refunds, while  the ministry has four months to check the legitimacy of their claims, otherwise refunds are automatically made. The newspaper claimed that this practice had been going on since 2005.  The finance ministry responded that such practices were common around the world and that it had uncovered the cases and forwarded requests for legal action to the general prosecutor’s office. The ministry added that its responsibility was not to inspect whether companies were truly established or not, but to inspect the financial statements it receives from companies. The ministry claimed inspections were in fact the responsibility of the commercial registry department at the justice ministry. In addition, the finance ministry refuted that $254 million was stolen, instead claiming that figure was the total amount refunded to all companies in 2010. The finance ministry did not reveal how much had been stolen by the front companies.

Tipping the scales

The balance of payments (BOP) continued its downward trend after registering a deficit of $668.8 million during the first two months of 2011, compared to a surplus of  $714.2 million over the same period in 2010. The BOP did post a surplus of $103.3 million in February, however, constituting a turn into the black after January registered a deficit of $772.1 million. The turnaround was attributed to a rise in the net foreign assets in Banque du Liban, Lebanon’s central bank, and that of other banks and financial institutions. This is the first time in the past three years that the first two months of the year did not see a BOP surplus.