Big 4 to 50 Employees

00:00:00: Very warm welcome here to the podcast Skillionaire at The Podcast that scales and with stories that stick.

00:00:14: Today's guest is someone who represents a very interesting side of Dubai's business world International Mindset, Strategic Growth Network and Modern Entrepreneurship.

00:00:26: Please welcome in this episode of Skillniers Mr.

00:00:30: Mohamed Kaleem.

00:00:31: we dive into business growth in Dubai international opportunities entrepreneurship positioning network And a really good take on long term success here in Dubai.

00:00:44: very Welcome Kaleeme.

00:00:46: Thank you so much.

00:00:46: thank you so my doctor.

00:00:48: it's a pleasure to be yours cleaners.

00:00:50: Yeah, I'm so happy that we could set this up finally after I was on your podcast The Boat Room.

00:00:58: That is something you guys have to check out.

00:01:01: Thank You

00:01:02: so much!

00:01:02: That's wonderful episode One of the first experiences for me as well because i was learning and then you are so cooperative and supportive.

00:01:10: thankyou so much for being co-operative in it once more

00:01:16: Do we?

00:01:18: We're having a podcast ping-pong then.

00:01:23: That's what you have to do because in the first episode, we talked about few of the skills which actually are offering and giving to your clients.

00:01:39: Let's do that, but first we are exploring your knowledge and you're sorry.

00:01:46: And if nobody would know you especially from my guess Kaleem who is this?

00:01:52: Mohammed Kaleeme when he's not in business?

00:01:55: Who was his person?

00:01:56: tell us

00:01:59: okay great!

00:01:59: That's a good question.

00:02:01: actually I will select somebody who is supportive whose cooperative or ambitious who is a doer, this what I said to lot of people.

00:02:15: And there's recently happened hearing and they say that if you have any kind of concept or you have an idea right?

00:02:23: So then it just abased

00:02:25: yeah You are entrepreneur already.

00:02:27: since when end here in Dubai?

00:02:29: In the industry business advisory?

00:02:34: Let us know.

00:02:37: So I started with one of the big four ordering firms in the world and that was obviously a very good opportunity for me, then i moved to top ten which is here in Dubai.

00:02:49: Then I started my own company on January twenty-twenty just before covid.

00:02:55: That's an interesting time!

00:02:59: because nobody was ready.

00:03:00: and then crisis management at his peak, I would say that time.

00:03:04: Because no one actually knew what exactly is happening how to react in those times especially for a startup.

00:03:10: And you know like most of the startups they fail their first years of operation In second year or third year.

00:03:16: They are all gone.

00:03:16: So

00:03:17: Kaleem What approach do we have here?

00:03:20: When you had already this crisis situation

00:03:24: How

00:03:24: long did

00:03:25: it take?

00:03:27: Before that, you can say like I was here.

00:03:29: I'm here since two thousand fourteen.

00:03:31: So it has got a long time and what brought me over here was obviously ambitions.

00:03:36: opportunities because everybody knows that Dubai is the place of opportunities if you have any kind of ambition.

00:03:42: so this is a place where you can actually bring that into reality.

00:03:46: exactly

00:03:47: That's in my mind as well.

00:03:50: when i came here I joined one of the top tens And then I got opportunity to start my business.

00:03:55: And then all of the challenges learned.

00:03:57: how to you know maneuver through those challenges?

00:04:00: and yeah, I have to cope with them.

00:04:01: What kind of strategies a business requires?

00:04:04: In such situation especially being an a business owner.

00:04:08: So how do we have to control your nerves?

00:04:10: sometimes in

00:04:11: order as a mindset

00:04:12: that's a positivity.

00:04:13: You have to bring it.

00:04:16: So there is war going on inside you, like what exactly do have to and what should be done if taken the right step or not.

00:04:22: Businesses are war isn't it?

00:04:23: Businesses

00:04:24: were inside.

00:04:25: so yeah that was a very good learning for me once I was through those times then good time actually waiting for me.

00:04:36: Then one employee two ten twenty thirty forty and going on made some really good connections built my network online, offline and different platforms.

00:04:52: And that has been journey so far?

00:04:55: Tell us exactly again and what industry you're working.

00:05:00: You are business consultancy, helping businesses to grow especially with my dark spot the numbers right?

00:05:09: And I think this is the darkspot of a lot of people isn't it!

00:05:12: Yeah... ...you just mentioned that third year is always the hardest where we can see if our business sustain or not.

00:05:22: tell us little bit out your experience.

00:05:25: So

00:05:25: first part of the question, so I started being an auditor.

00:05:28: That was my background.

00:05:29: So I used to help companies with preparation or financial statements and then auditing them and making sure that numbers they're reporting are accurate.

00:05:37: And then I use to have companies with tech strategies, accounting business valuations had a team.

00:05:43: They were taking care off all of that.

00:05:45: Now it is personally working with different entrepreneurs because i feel like gap A lot people especially talking about the business owners.

00:05:54: So most of them, they're not financially literate right?

00:05:59: Right.

00:05:59: so when numbers come in front of them it's really difficult for them to correlate those numbers and understand and tell the stories behind those numbers because numbers are telling you stories that I'm telling

00:06:10: a story

00:06:11: telling your pasts And there are pointing you towards your future like where exactly You're going.

00:06:15: They are telling me Exactly what decisions you made went right?

00:06:18: Exactly!

00:06:19: So one I usually say.

00:06:20: therefore Business Owners two things matter.

00:06:24: Like it's one thing, which is divided into two things with just decisions right?

00:06:28: But I divide into to which is timely and right decision.

00:06:34: so if you are making a right decisions but they're not timely decisions then there's no use of taking any kind or decision.

00:06:41: And If You Are Taking The Timely Decision But That'S Not Right that's gonna even cost more.

00:06:47: So the decision has To Be Timely And Right Decision.

00:06:50: Then You Can Grow.

00:06:51: And that's where I help now most of the entrepreneurs to understand those numbers.

00:06:55: And even otherwise, I've been a huge advocate of telling accountants and finance managers and finance professionals not just number crunchers.

00:07:05: you're not data entry operators or bookkeepers.

00:07:07: your actual job is to translate and bring those stories in front of your the entrepreneurs, business owners decision makers.

00:07:16: So they can take those decisions.

00:07:17: And that's how you add value to a company.

00:07:20: so just putting data into an accounting software is not enough now for accountants.

00:07:25: You

00:07:25: need help Decision Makers make those timely decisions.

00:07:30: You mentioned exactly this big part about making decisions, helping those entrepreneurs.

00:07:36: Making decisions and around the tax decisions especially you must have a lot of people on uh around kind of international landscape right because yeah people who come to Dubai are having also not always but also very strong tax saving and transition motivation.

00:07:58: And does your stuff always have the expertise in looking all of these different infrastructures of countries with their specific text situation?

00:08:11: me coming from Germany.

00:08:12: This is per se very complex, how do you figure this out and help the client to get their numbers right?

00:08:20: And make based on that decisions?

00:08:23: so first of all obviously we helped them with local understandings what exactly's happening within in this market.

00:08:29: So they have to understand and We made sure that they understand the whole process.

00:08:33: How did I have to enter?

00:08:35: What are other things They Have To Take Care Of especially from the financial point of view and tax point-of-view.

00:08:40: And then it's all about strategies connecting those companies, if they have a group so connect in that group?

00:08:47: Then telling them how is earning any kind income over here going to impact taxes on their home countries?

00:08:55: or if there are operations somewhere else taxes are going to impact within UAE.

00:09:01: So there's a lot of strategies over there, and most people they don't really understand.

00:09:05: so just say oh that their less tax is over here?

00:09:08: So let's go over the end put all of our investments there.

00:09:12: Yeah It's good because obviously you have opportunities.

00:09:15: But if you were trying to avoid any kind of taxes anywhere else That's not gonna happen Because these tax authorities even hear the tax authority show much efficient And systems correlated with each other, that they know what exactly is happening and how funds are moving around.

00:09:35: So it's not just about less taxes but strategies And thats why people have to understand.

00:09:42: even if their going somewhere else or getting any kind of services from anyone.

00:09:47: just make sure that person is knowledgeable and giving you the right advice.

00:09:52: And sometimes, I can... Make you happy by saying that I can save you taxes- fifteen percent taxis, twenty percent taxes in your home country are paying thirty percent here but only nine percent.

00:10:03: Obviously this makes me happy!

00:10:05: But there's a different story behind it.

00:10:07: There're different strategies.

00:10:08: either you are resident or non-resident.

00:10:11: so where were taking decisions?

00:10:13: A lot of things actually matter And what you have to understand and that your tax advisor has, how the whole group structure is going to happen.

00:10:23: What's impact of taxes sitting in those strategies?

00:10:29: That's very interesting and helpful for people who wanted a decision.

00:10:34: To make the right decisions it is crucial.

00:10:42: I feel always a little bit, you know like failure and entrepreneurial failure if i'm not getting the numbers right.

00:10:50: But there are people out like that uh...like YOU!

00:10:55: And um..you help with that.

00:10:57: on professional side How much do you feels to educate your client?

00:11:07: also important points besides, you know putting a strategy behind the numbers and story behind the number.

00:11:15: First of all thank you so much for asking this question.

00:11:16: I've been waiting long time just with America to ask me these questions.

00:11:20: yeah that's true lots people they don't really realize.

00:11:24: Sometimes you're just looking for cheap services, right?

00:11:28: I don't say like this.

00:11:29: This service cannot be if we are getting cheaper prices and that could not a good service.

00:11:34: but it's the professional If he is knowledgeable or not.

00:11:37: And sometimes what do We take?

00:11:40: some decisions big business owners But when it comes to advice in a very much cheaper prices, right?

00:11:48: The price should be really cheap.

00:11:50: You face this obligation from... You should take it as else training for me!

00:12:00: That happens a lot and that's where most of the entrepreneurs.

00:12:02: they have to understand that This is about their business.

00:12:05: so if somebody helping them in growing their business It means that there are people who actually taking care off

00:12:13: Exactly.

00:12:14: Nobody really

00:12:15: should not be cheap and that person.

00:12:16: obviously if I'm giving you kind of advice, And i'm confident That this advise is going to help You grow your business so i will Not just give it away like for free.

00:12:42: I would not say stupid but yeah, i like to ask questions.

00:12:48: I think who is able to place a good question?

00:12:52: Is leading the conversation.

00:12:53: therefore...I'm not having any crunches of uh..having a question!

00:12:58: But sometimes with people that advise me they are sometimes getting annoyed over my questions.

00:13:05: so How are you dealing for example with that?

00:13:08: And I think those people who seek some services, some valuable knowledge and reflection from your side.

00:13:16: They're not having any kind of questions off if it's expensive or if its cheap service.

00:13:24: they only understand the benefit comes with your advice to their questions.

00:13:30: Yeah, how you do

00:13:35: this.

00:13:35: True true obviously it's about the communication as well.

00:13:39: so if the communication is very much clear to people they understand the value and that's what most entrepreneurs have to understand.

00:13:46: That It's About The Right Person The right Advice And Obviously That Comes With The Right Price As Well.

00:13:52: So Its Just Sometimes Because Your Whole Business Is Dependent On That Kind Of Advice.

00:13:59: Yes

00:13:59: If You Are Looking For Such Kind of Advice So you need to find that right person.

00:14:05: You need to connect with our person and the person who is selling those services, obviously That person even has to connect With that person.

00:14:11: it has to give their personalities this what I'm bringing in This are kind of value i am giving bring again And other person also understand What kind of values sitting infront Of me.

00:14:25: All these things matter a lot but I believe that especially for entrepreneurs and business owners, this matters the most because they are the ones who is actually on their receiving side.

00:14:37: So they have to take a decision like which person they have bring in as an advisor or coach?

00:14:44: As a helper... ...as guide.

00:14:47: so it's there call And thats where i believe that most of the entrepreneur sometimes lags Or maybe small medium size company owner.

00:14:56: So they make such mistakes that don't bring in the kind of person who can actually help them.

00:15:01: Sometimes I just tell you a lot stories, this is what i do but in substance there's nothing.

00:15:09: so I have to bring it into that substance which helps my company grow and being business owner has to be very much vigilant always on top of mind if this person can really help me or not.

00:15:24: Yeah, I think if you were reflecting as a business owner that uh...you have some weak parts in business then it's such a good thing to have somebody on your team who is even stronger and helps you pick up.

00:15:40: I always picked the tax advisors and mentors when they visit me or my business website For me to understand if they, first of all are eagerly enough wanted to understand my kind of business and most of our workflows.

00:15:59: because yeah.

00:16:00: And nowadays it's everything is like kind of digital.

00:16:04: you don't have really manual work flows If you don' t have a physical store but back then in Germany that was very precise place where I chose or didn't choose.

00:16:19: If the tax advisors didn't make their effort to understand that kind of business, and if you mentioned just now then it is something Then they are open to take your advice, right?

00:16:47: So tell me something Kaleem.

00:16:51: You said in the beginning of our interview you had one two three employees where it started to take over.

00:16:59: To be more than how many?

00:17:02: and preparation off.

00:17:04: I have here One hundred that we drop this one hundred people or even More.

00:17:08: help me with the numbers.

00:17:09: How many employees do you have now?

00:17:11: it is

00:17:11: other women around fifteen

00:17:13: Fifty?

00:17:13: Yeah.

00:17:14: Fifty employees, okay so you skate.

00:17:17: what happened between three and fifty?

00:17:20: yeah So I had one thought in my mind that i have to grow right.

00:17:27: And if i have To grow i need the right team who can support me with execution because i'm providing services Right, so i need somebody Who can actually help Me With execution and delivery of That service.

00:17:38: so i found that right person for every business owner who starts that business.

00:17:44: So sometimes some of the steps are really hard to take, right?

00:17:47: You're thinking a lot once you take one step and then you think a lot if you wanna take another step.

00:17:54: And even now I have seen a lot people come me in say we want to hire other person but don't know whether or not they've got budget.

00:18:02: That's where... See If feel like enough employees can at least pay that person but you can go out and even earn more, we have to take that decision.

00:18:15: And bring in the person who actually flows automatically

00:18:20: happens.".

00:18:23: That was with me obviously as a first employee or second employee.

00:18:26: okay fine now I'm bringing some junior accountants, some trainees.

00:18:32: then that kind of situation happened, COVID was there... And my focus was now more on business development.

00:18:40: and that's where sometimes I say, entrepreneurship is actually a fancy name for Business Development.

00:18:47: Yes yes!

00:18:48: So we have just given it different names.

00:18:50: but otherwise being the business owner i have to grow up in my business.

00:18:54: ,i need to bring in more clients.

00:18:56: .I am the best person who can sell my business not anybody else.

00:19:01: Anybody else cannot sell my businesses or maybe they could sell me really my business, like they can tell how good of a person I am.

00:19:08: How good professional I am but they cannot actually tell what kind of services do I provide and how do i deliver those services?

00:19:14: so this is... This is where I feel most entrepreneurs have to understand that some these decisions are difficult.

00:19:24: Your basic job is to bring in business, and you should develop a team.

00:19:29: And that team should be helping

00:19:31: you in

00:19:31: execution.

00:19:32: That's how you grow.

00:19:34: otherwise I have seen a lot of Business owners that they are involved in the delivery

00:19:39: daily operations.

00:19:43: They get stuck.

00:19:44: Another point of view, like most of the businesses I tell them.

00:19:47: Let's see you have to focus more on your business and let somebody else handle your accounting and taxation.

00:19:54: You have people in the market And they're ready to help you?

00:19:57: If you are just sitting there taking care off all the notes Like what exactly happened and putting all the description that made this expense for this thing For this thing and then drafting all the invoices.

00:20:08: So you're wasting time so you'll have to weigh if that's worth it or not.

00:20:17: Because maybe, just to save three thousand four thousand five thousand dirhams a month may be at the cost of fifty-thousand dollars per month.

00:20:26: you can focus on building those connections and building businesses And your focused on something which is not even worth.

00:20:35: so we have get that direction right from beginning.

00:20:40: You will definitely grow.

00:20:41: That is something you mentioned earlier.

00:20:44: I think always this is such a big mindset shift of entrepreneurs when i hear what you just said we wanted to grow, but we don't know if you have the budget.

00:20:58: And then I'm thinking of what do you think is the budget for an employee?

00:21:03: How much will it cost not to employ somebody, how much does it take to help or execute someone

00:21:23: else?

00:21:25: by not making those connections, bringing people in building the trust with your potential clients and network.

00:21:36: And if this is all not happened no employee can do that job of you so it's always working on your business much more valuable.

00:21:44: nobody else can do That.

00:21:46: You have to Do This Yourself!

00:21:48: I find myself in a situation when i hear People saying Oh my god, let me educate you and give your mindset session because this is something totally misunderstood.

00:22:04: only think that employees are coming with those kinds of, you know expenses but not the kind of opportunities.

00:22:14: So I never count my employees as an point-of-expenses always as investment.

00:22:21: and Would I lose if i would have to do this job now?

00:22:31: Yes,

00:22:32: you're actually calculating that opportunity cost.

00:22:34: Exactly and a lot of people are fainting sometimes thinking they don't know or taking it out on consideration.

00:22:44: They simply put this as an excuse there because fear is still too big to make a decision.

00:22:51: And then it's important to have somebody like you who's talking over numbers, Because on some people minds that are only these logical reasons they have to understand the logical part To Make A Decision Not Only The Feeling

00:23:13: entrepreneurship.

00:23:14: that's getting over some of the fears.

00:23:17: Because you're not exposed to those kinds things or obstacles, right?

00:23:22: You are not exposed for them.

00:23:23: so once we have done it as an opportunity So bring these opportunities and now I can make those opportunities convert into business success.

00:23:38: So that's what you need to understand.

00:23:40: And if I'm bringing in one employee, let's say I am paying ten thousand dirhams.

00:23:43: so now...I should know like this is my target market and i have to focus on the target market..and I don't want this much money!

00:23:50: I have to bring in this much business so we can cover all of these costs?

00:23:54: That's my job and that's how I grow.

00:23:56: yeah it's-it's all about the mindset.

00:23:59: see if I wanna grow.

00:24:00: um If You Don't Know The Path towards a success, obviously then people like me who can come in.

00:24:07: People like you will come and as an advisors And we cannot just Especially if I talk about my side.

00:24:14: don't this help my clients.

00:24:17: Just understand numbers, but I tell them to see this.

00:24:20: This is how you manage your employees and this Is How You Manage Your Staff Members or?

00:24:24: Or Your Clients.

00:24:26: That's How You Can Grow Your Business And These Are The Platform Which You can Use And This Is What Exactly You Have To Do.

00:24:32: You have to build the trust and Why How You can Build Those Trusts and This Is The Platform and ThisisTheWayHowYouCanDoThat And that'S My Job Right To Give You That Direction Obviously those directions because i've been through all of those things.

00:24:48: I have been exposed to different kind of threats and obviously opportunities as well, so how to gain on those opportunities?

00:24:57: So that's what you have to learn.

00:24:59: Very good.

00:25:00: Kalim when you just said that you're scaling your own business.

00:25:04: You helping people to scale businesses also with strategic exits involved, right?

00:25:15: So you also help your clientele how to have a good exit strategy doing it yourself.

00:25:23: With several businesses who are involved in many other things.

00:25:27: so tell us a little bit what is.