Government relations in business are often misunderstood. Some see them as bureaucratic hurdles, while others recognize them as essential to unlocking major investment opportunities. Eva Kazanskaia, an expert in structuring large-scale deals across the UAE, Saudi Arabia, and Central Asia, knows that success in this field comes down to strategy, patience, and understanding the decision-making process.

Why Government Relations Matter More Than Ever

In regions like the Middle East, the government is not just a regulatory body—it is an active economic player, investor, and policymaker. Whether it’s securing funding from sovereign wealth funds or navigating complex regulatory frameworks, businesses that neglect government relations often struggle to scale or even survive.

“People assume that governments are slow, but they don’t realize that officials are managing national wealth, not just corporate revenue,” says Kazanskaia. “If you want to succeed, you must create long-term value—not just a business transaction.”

How to Succeed in Government Relations:

Understand the Hierarchy – Knowing who the decision-makers are is crucial. Successful negotiations require working through multiple layers of authority.

Be Patient & Strategic – Large government contracts and partnerships take time to develop. A rushed approach will likely fail.

Align with National Development Goals – The most successful companies ensure their projects fit into the broader economic, social, and technological vision of the country.

Kazanskaia’s experience in securing $1.5 billion in government-backed deals is a testament to the fact that government collaboration is not just about connections—it’s about presenting the right value proposition at the right time.