With over 20 years of experience in strategy and business development, Archana Mahajan is Director at Savills Middle East, a global real estate service provider. Her focus includes delivering innovative solutions through new business development, key account management, and financial analysis. Currently, she leads the regional account management and business development team for the Middle East at Savills, covering 14 locations, driving revenue growth by exploring new business opportunities and selling across service verticals. She covers clients across UAE, Bahrain, Saudi Arabia, Muscat, and Egypt. She is an active member of CoreNet (Corporate Real Estate Network) Global in Middle East since 2023.
Over the course of her career, Archana has been honored with multiple awards including DIKSHA DEO award in July 2024, Radisson Hotel New Delhi, Construction & Real Estate Leadership Conclave held in Dubai in October 2023, Jerry Maguire Award – Savills India in June 2022, South Asia trust & refer award – Colliers international, 2019, and British airways – South Asia award 2006. She is deeply passionate about relationship building and customer service.
Recently, in an exclusive interview with CXO Outlook Magazine, Archana shared insights into the role of business development and strategy evolving in the future, personal sources of inspiration, her favorite quote and much more. The following excerpts are taken from the interview.
Hi Archana. What drives your passion for strategy and business development, and how do you stay current with industry trends and insights?
One of the main motivations for working in business development is the passion for problem-solving. I enjoy finding solutions to complex challenges, generating innovative ideas, and testing different approaches.
My role involves identifying leads, expanding to new markets or opportunities, offer proposals to new clients, and build strong relationships with clients.
Passion for Business Development gives me the motivation and confidence that I need to deliver my goals and helps me network with the right people who share similar perspectives.
To stay updated with real estate trends and insights; I suggest the following:
- Subscribing to industry publications
- Leverage online platforms
- Engaging and following experts on social media.
I attend Real estate events and forums on a regular basis. I recently travelled to Singapore to attend the CoreNet (Corporate Real Estate Network) Global Summit in March 2025.
I believe that networking is an important part of my role and many successful deals often come from referrals and word of mouth.
What do you love the most about your current role?
My role involves meeting and interacting with clients from different cultures, nationalities, and countries. It is a multifaceted role that combines elements of sales, marketing, and strategic planning to expand Savills reach and profitability in the Middle East.
Strong relationships with customers, partners and other industry stakeholders are a key to successful business development professional and I take the time to build and nurture these
How do you see the role of business development and strategy evolving in the future, and what implications will this have for organizations and leaders?
Business development is the process of identifying and pursuing opportunities that align with your long-term goals. It can involve researching new markets or audience segments, innovating products or services, forming strategic partnerships, or adopting any other activity designed to help your business grow.
The goal of the business development process is to create long-term value. Although near-term growth opportunities can yield quick wins, business development involves figuring out what you want your business to look like in the future. It is about looking beyond daily operations and implementing sustainable growth strategies to help you move in that direction.
Business development and sales both target revenue growth, but they’re not the same. Sales focuses on directly selling products, like a sales rep pitching to potential clients over lunch. Business development, on the other hand, more broadly prioritizes relationship building and understanding client needs through strategic interactions. For example, a business development representative exploring potential partnership opportunities during the same lunch meeting.
Here’s an overview of each:
Sales. The sales process is tactical. Your sales team identifies new leads, nurtures them through the sales funnel, and encourages them to convert.
Business development. Business development is strategic. Business development representatives are responsible for providing target audience insights and leveraging market research to help your sales department generate and qualify leads, but they don’t nurture prospects or convert leads into customers.
Can you share your perspective on the importance of innovation and disruption in the real estate sector, and how you encourage a culture of innovation within your team?
In today’s dynamic real estate market, traditional real estate companies face formidable obstacles. Traditional company models have been shaken by the emergence of digital platforms, shifting consumer tastes, and economic uncertainty. These businesses frequently find it difficult to compete with tech-savvy companies that provide cutting-edge solutions like virtual property tours and online markets. Additionally, businesses who do not prioritize green activities face challenges from the growing demand for energy-efficient and sustainable assets.
Experienced real estate firms have responded with creativity and strategy. In order to develop entrepreneurial expertise and develop their own unique technology, some have chosen to set up internal innovation labs. Others have eschewed competition in Favour of cooperation, partnering with Pro Tech entrepreneurs to jointly develop hybrid models that include the best features of both.
The real estate industry is dynamic, constantly evolving in response to economic shifts, technological advancements, and changing consumer preferences. Forecasting these trends is crucial for investors, developers, and policymakers. Key trends to watch include the ongoing impact of the COVID-19 pandemic on remote work and urban living, the increasing demand for sustainable and energy-efficient properties, and the potential disruption caused by emerging technologies like blockchain and artificial intelligence.
The real estate industry is increasingly leveraging predictive analytics and artificial intelligence (AI) to gain a competitive edge, improve decision-making, and enhance overall efficiency. These technologies offer powerful tools for analysing vast datasets, identifying patterns, and forecasting future trends.
Key Applications of Predictive Analytics and AI in Disruptive Innovation in Real Estate:
- Property Valuation: AI algorithms can analyse various factors, including property characteristics, location, market trends, and economic indicators, to provide accurate property valuations. This helps investors, appraisers, and lenders make informed decisions.
- Market Forecasting- Predictive models can forecast market trends, such as price fluctuations, demand shifts, and rental rates. This enables stakeholders to anticipate changes and adjust their strategies accordingly.
- Investment Analysis: AI can analyse historical data and identify investment opportunities based on risk and return. By evaluating factors like property type, location, and economic conditions, AI can help investors make data-driven decisions.
- Lead Generation and Sales: AI-powered tools can analyze customer data to identify potential leads and personalize marketing efforts. This helps real estate agents and brokers increase conversion rates.
- Property Management: AI can automate tasks like rent collection, maintenance scheduling, and tenant communication, improving efficiency and reducing costs for property managers.
What are your thoughts on diversity and inclusion in your field? How important is it to have authentic conversations with leaders, professionals, and changemakers to create more acceptance across the globe?
In today’s globalized and interconnected world, the importance of diversity and inclusion (D&I) cannot be overstated. As industries evolve, the real estate sector stands at a pivotal juncture where embracing D&I is not just a moral imperative but a strategic business advantage.
Diversity and inclusion significantly enhance business performance. Diverse teams bring a plethora of perspectives and ideas, fostering innovation and creativity. According to a McKinsey report, companies with greater ethnic and cultural diversity are 33% more likely to outperform their peers in profitability. In the real estate sector, this translates to more innovative property solutions, enhanced customer service, and better market penetration. Diverse teams are better equipped to understand and cater to the needs of a multifaceted client base, leading to increased customer satisfaction and loyalty.