Saudi Arabia and its neighbours are building new cities, resorts, stadiums and entertainment districts. Riyadh will host Expo 2030, and Saudi Arabia will host the FIFA World Cup in 2034. These projects buy materials, technology and services from suppliers worldwide. This guide explains selling to mega projects in the Middle East.
How Mega Projects Buy
| Buyer | Role |
|---|---|
| Developers and project owners | Set the vision, budgets and approved vendor lists |
| Design and engineering consultants | Write specifications and recommend products |
| Main contractors | Buy materials and hire subcontractors |
| Operators | Run hotels, venues and services after opening |
You often need to reach all four. A product named in the consultant's specification has a much better chance of being bought by the contractor.
Priorities Change
Project plans change over time. In early 2026, reports said NEOM would be scaled back after a long review, and attention moved toward projects linked to Expo 2030 and the 2034 World Cup. Follow official announcements and reliable business news, and focus your effort on projects with clear timelines and budgets.
Vendor Registration
Most developers require suppliers to register and qualify before they can bid. Registration often needs company documents, financial statements, certificates and references. Many require a local company. Start early, because the process can take months, and keep your profile up to date on each developer's portal.
Local Content and Regional Headquarters
Saudi Arabia gives preference to local products and services. The Local Content and Government Procurement Authority keeps a list of products that government bodies must buy locally. Since January 2024, the government has also limited contracts for foreign companies without a regional headquarters in the Kingdom. Show your local investment, partners and staff clearly. This is general information, not legal advice.
Local Partners and Joint Ventures
Many global suppliers enter large projects through a local partner, agent or joint venture. A strong partner helps with registration, local content and relationships. Choose partners carefully, and present the partnership in your marketing.
Getting Into Specifications
Consultants and engineers write specifications early in a project. Give them technical data sheets, test results, design files and samples. Presentations to design teams, project visits and training sessions help them understand your product. Show references from similar large projects.
Working With Contractors
Main contractors care about price, delivery time and reliability. Show local stock, fast delivery and support on site. Many contractors keep approved supplier lists, so register with the large contractors working on the projects you target.
Case Studies and Pricing
Developers want proof that you have delivered at this scale. Case studies from stadiums, resorts, airports or large districts, with photos and numbers, are strong tools. Large projects also negotiate hard on price and payment terms, so be ready with clear pricing and delivery schedules.
Events and Exhibitions
Construction and design events in Riyadh and Dubai bring developers, consultants and contractors together, including The Big 5 shows. Plan meetings before each event, and use talks and demonstrations to reach decision makers. Our guide to trade show marketing covers event planning.
LinkedIn and Account-Based Marketing
Project directors, procurement managers and consultants are active on LinkedIn. Target the companies and projects you want with case studies, technical content and sales outreach. Our guide to B2B marketing on LinkedIn explains how.
Arabic Proposals and Company Profiles
Many proposals and documents are in English, but Arabic company profiles and summaries show commitment to the market. Government-linked bodies may require Arabic documents. Write them with native Arabic copywriters, and keep technical terms accurate.
Sustainability Requirements
Many large projects set sustainability targets, such as energy and water efficiency and building ratings. Show how your products support these goals, with data and certifications. Our guide to energy and sustainability marketing covers these topics.
After Handover
When projects open, operators need maintenance, spare parts and services for many years. Plan for this from the start, and keep in touch with operators. Our guide to facility management marketing covers this stage.
Following Project News
Track project announcements, tenders and contract awards through official channels and business news. Set up alerts for the projects and contractors you target, and act quickly when a contract is awarded. Venues and hotels linked to Expo 2030 and the World Cup buy early, so reach them during design.
Measuring Results
| Metric | What it shows |
|---|---|
| Vendor registrations approved | Your ability to bid |
| Products named in specifications | Influence with consultants |
| Invitations to bid | Your standing with buyers |
| Pipeline by project | Where future revenue will come from |
Common Mistakes
- Waiting for tenders before building relationships.
- Ignoring consultants who write specifications.
- No local presence or local content story.
- Chasing projects without clear timelines.
- No Arabic company profile.
Conclusion
Mega projects in the Middle East offer large contracts, but they reward suppliers who prepare early. Register as a vendor, get into specifications, show local commitment and build relationships with developers, consultants and contractors. GOTOMENA runs LinkedIn and social media campaigns for B2B suppliers through our Arabic social media marketing services. To plan your campaigns, contact our team.