When working with clients from the Middle East — particularly those who are ultra-high-net-worth (UHNW) — the line between service and relationship-building becomes a fine art. At Knightsbridge Property & Lifestyle Management, we’ve supported royal families, influential business titans, and tech billionaires across Saudi Arabia, Kuwait, and the UAE. We offer bespoke lifestyle concierge services — including travel arrangements, exclusive access to VIP events and hard-to-book restaurants— alongside discreet property management, covering everything from key holding to full maintenance and oversight of luxury residences. We are always just a text away, making us accessible, easy to reach, and personal in the way we support our clients, no matter where they are in the world. With a dedicated office in Dubai, our on-the-ground presence is key, it allows us to stay closely attuned to regional expectations, build deeper client relationships, and respond quickly to their evolving needs. One thing remains constant: cultural understanding builds trust, and trust unlocks everything.
Cultural Understanding Is Everything
Understanding Middle Eastern culture isn’t a luxury — it’s essential. That means knowing religious customs, respecting family dynamics, valuing hospitality, and mastering indirect communication. In many cases, building rapport takes time, but once you’ve earned trust, you’re treated as extended family.
We have a dear Emirati client who often praises our cultural awareness — whether it’s sending the right religious greetings, respecting prayer and family time, or simply knowing when not to message. One of the best compliments we received was: “You just get it — I don’t need to explain myself.”
It’s about understanding and respecting privacy, replying thoughtfully (even if that means after hours), and adapting to preferred communication channels. It’s also worth noting that weekends in some GCC countries fall on Friday–Saturday, not Saturday–Sunday, and that makes a difference when managing time-sensitive meetings or awaiting a reply from a client.
Middle Eastern UHNW clients don’t just work with you for what you do — they trust you with how you do what you do. Privacy is paramount. Whether we’re arranging private jet charters, last-minute five-star accommodations, or confidential medical appointments, discretion is non-negotiable.
Stay Informed: News, Social Media & What’s Trending
Clients in the region are highly engaged with social media, especially platforms like WhatsApp, Instagram, and Snapchat. A Saudi or UAE-based client might spot a restaurant opening in London or Paris before it appears in the news, often via influencers.
We make it our mission to stay ahead of what’s trending regionally. In one case, a client in Paris asked about a new restaurant they saw posted that same day by a Kuwaiti influencer. Because we were already tracking openings and demand, we secured them a table despite the waitlist. The client was impressed — not just by the booking, but by how well we stayed ahead of the curve.
Not to mention that being well-informed on what is new and up-and-coming in whatever sector you are working in allows you to contribute meaningfully to conversations — a key part of relationship-building.
Overdeliver
Your clients from the Middle East are used to the very best in luxury and service. To truly stand out and earn their lasting loyalty, it’s essential to consistently overdeliver — not just with grand gestures, but through careful attention to the smallest details. Trust is the foundation of any successful relationship with GCC clients. If they are seeking your expertise and services, it means they already trust you to some extent. Every request, no matter how small, is an opportunity to deepen that trust and build a stronger, more meaningful connection. Treating each need with genuine care and precision sets you apart from your competition and transforms a simple transaction into a valued and long-lasting partnership.
For example, we recently arranged a family holiday to Greece for a Saudi client. Beyond booking flights, transfers, and accommodation, we created bespoke welcome cards, briefed the onsite team on the personal nature of the trip, and made sure each family member’s preferences were considered. The client said: “This is why we trust you with our family.”
Small details, remembered over time, speak volumes.
Be Ready to Pivot
Flexibility is essential! Your Clients’ plans or already scheduled meetings can often change quickly — one moment they may be requesting restaurant bookings in Dubai, and the next, they are flying to the South of France with their entire entourage. To meet these shifting demands, you need a global network and a mindset of “whatever it takes.”
Being adaptable means you can respond instantly to last-minute requests and unexpected changes without losing your quality of service.
Going above and beyond in these moments is what sets you apart from the competition. It’s the ability to push boundaries, solve complex problems quickly, and deliver results even under tight timelines that earns the trust and loyalty of clients who expect nothing less than excellence.
Working with Middle Eastern UHNW clients is often labelled as challenging. But once you learn to fine-tune your approach, understand the culture, and gain deeper knowledge, it becomes a powerful advantage.
It demands cultural fluency, emotional intelligence, and meticulous attention to detail. When you apply these principles to your business, you’ll begin to see a shift — earning trust and generating loyal clients.
This approach can be applied to any sector.
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About the author:
Didi Basry is a Client Manager at KNIGHTSBRIGE Management, with expertise in luxury lifestyle service and property management for ultra-high-net-worth clients from the Middle East and beyond. She combines deep cultural understanding with attention to detail to build trust and deliver personalized experiences that go beyond expectations.
