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    BulkWhiz: Negotiating as a Startup Founder in the UAE

    Coffman, Katherine ; Exley, Christine L. ; Thapar, Alpana

    • Reference: HBS-919004-E

    • Number of pages: 14

    • Geographic Setting: Middle East

    • Publication Date: Oct 2, 2018

    • Fecha de edición: Nov 30, 2018

    • Source: HBSP (USA)

    • Type of Document: Case

    • Industry Setting: E-commerce

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    Description

    This case follows Amira Rashad as she founds BulkWhiz, a Dubai-based buy-in-bulk grocery delivery platform. Following its launch in September 2017, BulkWhiz experiences rapid growth of 30 percent per month in the United Arab Emirates. Despite this initial success, Rashad finds herself at a critical juncture just nine months later, with a number of internal and external negotiations awaiting her. First, she is eager to convince her Chief Technology Officer to come on-board full-time, and needs to finalize details on his transition and compensation. Second, she is wrestling with how to expand her business beyond the UAE market. Finally, she is seeking series A fundraising, to fuel the company's growth. How should she approach and sequence these negotiations, and what obstacles might loom?

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    Keywords

    Decision making Entrepreneurial management Entrepreneurs Entrepreneurship Expansion Female Founders Negotiation Organizational behavior Start-ups Startup Technology