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

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

3. 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 BUSINESS EXPERIENCE IN THE MIDDLE EASTWHO IS ELLISDON

4. BUSINESS EXPERIENCE IN THE MIDDLE EASTOUR EMPLOYEES… • …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

5. BUSINESS EXPERIENCE IN THE MIDDLE EASTSTRATEGY • 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

6. BUSINESS EXPERIENCE IN THE MIDDLE EASTSTRATEGY • 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

7. BUSINESS EXPERIENCE IN THE MIDDLE EASTSTRATEGY • 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

8. BUSINESS EXPERIENCE IN THE MIDDLE EASTOUR CHALLENGES • 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

9. BUSINESS EXPERIENCE IN THE MIDDLE EAST • RISKS = OPPORTUNITY • 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

10. BUSINESS EXPERIENCE IN THE MIDDLE EASTRISKS = 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

11. BUSINESS EXPERIENCE IN THE MIDDLE EASTRISKS = OPPORTUNITY Canadian business can provide fully integrated building programs to the MENA Region

12. BUSINESS EXPERIENCE IN THE MIDDLE EASTRISKS = OPPORTUNITY Doing Business in the Middle East through providing an Innovative Procurement Delivery Model (ie P3) Integrated Team Approach MINIMIZE RISK FOR MENA CLIENT FULLY INTEGRATED PROGRAMME FULL GUARANTEES = =