Roland Berger’s Santiago Castillo on the firm’s 20 years in the region, vision-led moves and AI
Roland Berger is marking two decades in the Middle East with its strongest financial year on record — even as the global industry slows. The senior partner and MD Middle East explains why the region is bucking the trend, and what changes when clients stop asking for a vision and start asking you to deliver one
21 July, 2026
TT
16
The era of visioning is over. Across the GCC, and in the UAE and Saudi Arabia especially, the work has shifted from formulating strategy to executing it, performance improvement, organisation-wide transformation, and the hard business of turning national ambitions into outcomes. Threaded through nearly every engagement now is AI, and, more recently, the supply-chain and restructuring questions thrown up by regional conflict.
We spoke to Santiago Castillo, senior partner and MD Middle East, Roland Berger, about what’s driving the demand, where AI creates real value beyond productivity, and what the Gulf economy could look like a decade from now.
Roland Berger has reported its strongest financial year while the global consulting industry is facing slower growth and changing client expectations. What do you believe is driving demand in the Middle East, and how is the region reshaping the consulting business?
In the GCC, in particular, the UAE and Saudi Arabia are pursuing ambitious growth and economic diversification objectives. This drives demand for consulting. The era of visioning and strategy formulation is over, and buyers of consulting in the region are very much focused on executing strategy, performance improvement or organisation-wide transformation. A key driver for change is AI, which has become a topic that is embedded into practically every consulting engagement.
More recently, the conflict with Iran is generating demand for consulting around supply chains and logistics and restructuring.
Governments across the GCC are moving from strategy formulation to execution, particularly under initiatives such as Vision 2030 and economic diversification programmes. How has your role evolved from being a strategic advisor to becoming an execution partner?
The launch of programmes like Saudi Arabia’s Vision 2030 led to many visioning and strategy formulation projects. Buyers of consulting have in recent years moved towards strategy implementation, and therefore they expect consulting firms to support them in making things happen. This requires a different skill set, including deep knowledge of verticals, which is one of the strengths of Roland Berger
AI is rapidly changing both industries and professional services. Beyond improving productivity, where do you see AI creating the greatest value for businesses in the Middle East over the next three to five years?
Productivity is only the first chapter. The real value of AI in the Middle East will come from better decisions, new AI native business and operating models, and accelerating economic diversification. Organisations that use AI to augment expertise, optimise capital allocation, and create new revenue streams will generate far more value than those that focus solely on automation and cost reduction.
The region continues to invest heavily in sectors such as advanced manufacturing, defence, smart cities, tourism, and clean energy. Which industries do you believe are entering their next phase of growth, and where do you see the biggest opportunities for investors and businesses?
The Middle East is moving from a phase of asset building to one of ecosystem scaling. The biggest opportunities are where large investments are now creating second-order effects.
In clean energy, the opportunity is no longer just power generation but the industrial ecosystems around batteries, hydrogen and energy-intensive manufacturing. In tourism, the next wave is about experiences, hospitality platforms and supporting services rather than destinations alone. In advanced manufacturing and defence, the focus is shifting from localisation to export-oriented, globally competitive industries.
More broadly, the strongest growth opportunities are at the intersection of physical infrastructure and digital capabilities – AI, smart industrial systems, logistics and data infrastructure. Investors who target these enabling sectors will likely capture more value than those focused solely on individual projects.
With geopolitical uncertainty, evolving trade relationships, and fluctuating energy markets, business leaders are navigating an increasingly complex environment. What strategic priorities should CEOs in the Middle East focus on to build resilience while maintaining growth?
The most resilient companies in the Middle East will be those that combine agility with long-term commitment. In today’s environment, CEOs in the Middle East should focus on three priorities: diversifying supply chains and revenue streams, accelerating AI and digital capabilities, and maintaining the financial flexibility to invest when others pull back.
The region has shown that uncertainty need not slow growth. In fact, companies that strengthen resilience, talent, technology and capital allocation during periods of volatility are often the ones that emerge as market leaders. Resilience is no longer a defensive strategy; it’s a growth strategy.
The Middle East has faced geopolitical uncertainty for decades, so this is not new. Organisations in the region are used to this uncertainty.
Roland Berger is marking 20 years in the Middle East at a time when the region is becoming a global hub for capital, talent, and innovation. Looking ahead to the next decade, what do you expect the GCC economy to look like, and what role will consulting firms play in enabling that transformation?
Over the next decade, the GCC will be known not just as a global energy powerhouse, but as a global platform for investment, innovation and entrepreneurship. The foundations are already being put in place through investments in digital infrastructure, innovation and human capital. The next decade will be defined by the creation of globally competitive industries, powered by technology, talent and capital.
For consulting firms, the challenge will be helping clients move from ambition to impact, turning bold national visions into tangible economic outcomes.
Roland Berger will support clients in the Middle East in large-scale transformations, accelerating AI adoption, building new business models and helping organisations navigate increasing complexity.





















