What does it mean?
In Syrian markets, al-hajji is the respectful title for a senior, trusted merchant. "Hajji culture" is the way of doing business linked to that figure: a deal goes through someone you know, or someone they know, a spoken promise is enough, and reputation is the guarantee.
How does it work?
The parties meet through a trusted go-between or an old relationship, agree terms by word of mouth or on a short note, and money often moves through informal channels. Anyone who breaks their word loses their name across the whole market, and that is the main safeguard.
The culture brings speed, flexibility and the ability to keep trading when institutions are weak. Its limits are just as clear: outsiders struggle to get in, disputes are hard to settle when nothing is written down, and it leaves no record to show a new funder or partner.
Why does it matter?
Understanding hajji culture helps founders deal with Syrian investors and partners as they really are. The best approach is to use the strength of relationships and add written records and clear agreements on top.
In the Syrian context
AoSEn's reading of the Aram Lab and Riyada+ investment report 2025-2026 notes that hajji culture has come back in startup investing. Investors find deals through people they know, money sometimes travels through exchange offices or in cash, and a screenshot confirms it arrived. The report adds that investors found most deals through WhatsApp groups, referrals and personal networks, relying on openness and their own checks.
This matches the Entrepreneurship Observatory (October 2026): 99% of project owners ask for networking, and one wrote that investors "won't put their money in hands they don't know".
Example
The founder of a Damascus app for booking football pitches gets his first investment from an old friend of his uncle living abroad, after two meetings, a handshake and a WhatsApp message. His mentor advises him to follow up with a short written agreement stating the amount and the share.
Common questions
Is hajji culture a bad thing?
Not in itself. It builds trust quickly and works when institutions are weak, but it shuts out people without connections and leaves both sides exposed in a dispute if nothing was written.
How do I deal with an investor who prefers a verbal agreement?
Respect the way they build trust, then suggest summarising what you agreed in a short document you both sign. It protects both of you.
Can I reach investors without personal connections?
It is harder, but possible through Demo Days, investor networks and referrals from support organisations, which open the door to people outside the usual circles.