BulkWhiz: Negotiating as a Startup Founder in the UAE
Citation:
Coffman, Katherine B. "BulkWhiz: Negotiating as a Startup Founder in the UAE." Harvard Business School Teaching Note 920-004, August 2019. View Details|
Case HBS Case Collection October 2018 (Revised July 2019) BulkWhiz: Negotiating as a Startup Founder in the UAE |
Abstract
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?
Keywords: entrepreneurial management; start-ups; Startup; Female Entrepreneur; technology; e-commerce; decision-making; negotiations; co-founders; fundraising; Entrepreneurship; Business Startups; Management; Online Technology; Growth and Development Strategy; Decision Making; Negotiation; Expansion; Middle East; United Arab Emirates;
Citation:
Coffman, Katherine, Christine Exley, and Alpana Thapar. "BulkWhiz: Negotiating as a Startup Founder in the UAE." Harvard Business School Case 919-004, October 2018. (Revised July 2019.)
