DOING BUSINESS IN THE MIDDLE EAST STRATEGIES, CHALLENGES AND RISKS OPPORTUNITIES

BUSINESS EXPERIENCE IN THE MIDDLE EAST WHO IS ELLISDON  In 2012 EllisDon celebrated 61 years of success in delivering construction services  EllisDon completes USD $3 Billion of construction annually throughout the world with close to USD $7 Billion backlog  EllisDon is proud to be employee owned with over 1,500 salaried employees  900 employee shareholders  Key Markets in the Middle East we are participating in include: -UAE - Qatar -Saudi Arabia - Afghanistan -Kuwait

 …voted us as one of the top company to work for in Canada (last 10 years running) EllisDon has achieved these rankings for a number of reasons:  …love what they do (Less than 5% annual voluntary turnover)  …have Trust, Complete Openness, Mutual Accountability, Integrity, and Mutual Respect  Individual Leadership  Entrepreneurial Enthusiasm BUSINESS EXPERIENCE IN THE MIDDLE EAST OUR EMPLOYEES…

Starting up…  Lots of Calls in Canada  No Business in the Middle East  One Entrepreneurial EllisDon Engineer took on the Challenge  In 2006, EllisDon opened up our first office in the UAE.  By 2008 we employed more than 250 employees – office and site staff …evaluate every opportunity, every region, every project BUSINESS EXPERIENCE IN THE MIDDLE EAST STRATEGY

 Build Relationships  Clients / Business Partners in the Middle East want to know you  TRUST  Select regional joint venture partner when beneficial  Watch your Risk Profile  Know your Clients and Understand your Obligations  Promote, Sell and Deliver what you’re BEST at BUSINESS EXPERIENCE IN THE MIDDLE EAST STRATEGY

In EllisDon’s Case…  World Class Design & Build Techniques  World Leaders in Healthcare, Research, Airports, High-rise Office Towers, Infrastructure  Collaborative alternative forms of procurement -Integrated Team Delivery -P3 -Project | Construction Management BUSINESS EXPERIENCE IN THE MIDDLE EAST STRATEGY

 The Middle East = Many Countries | Many Different Cultures -Establishing our company takes patience, time, human financial resources  Large demand for Canadian Expertise in the MENA Region but harder to find Canadians (with the required experience) who want to move -Often expensive  Strong Client relationships are critical -Often contractual terms in the region are challenging BUSINESS EXPERIENCE IN THE MIDDLE EAST OUR CHALLENGES

 The Middle East is Accessible to Canadian Business -Canadian Government Agencies are well represented, knowledgeable and eager to promote business in the Middle East  The Middle East is embracing much of the specific expertise Canadian businesses can bring to the region  In our sector – Design, Construction and Operating Buildings – the Middle East can benefit from collaborative and progressive procurement delivery models as well as the opportunity for knowledge transfer BUSINESS EXPERIENCE IN THE MIDDLE EAST RISKS = OPPORTUNITY

 With the federal and provincial government organizations, Canadian businesses and institutions working together, Canada can export the expertise to provide complete and competitive Project Delivery on the most complex programs -Healthcare | Research Laboratory Institutes -Academic | Higher Education Facilities -High-rise Office Towers -Infrastructure | Transportation Anything can be built and built to the most advanced technical standards BUSINESS EXPERIENCE IN THE MIDDLE EAST RISKS = OPPORTUNITY

Canadian business can provide fully integrated building programs to the MENA Region BUSINESS EXPERIENCE IN THE MIDDLE EAST RISKS = OPPORTUNITY

Doing Business in the Middle East through providing an Innovative Procurement Delivery Model (ie P3) Integrated Team Approach FULLY INTEGRATED PROGRAMME FULL GUARANTEES MINIMIZE RISK FOR MENA CLIENT ==