Mark O’Donnell:
The Man Who Built Lusaka

Mark O’Donnell is a titan in the Zambian business scene, revered for building an empire that spans hospitality, construction, real estate, distribution, and retail. His success story has been 40 years in the making and is still unfolding. Among other accolades, he is credited with constructing Arcades Shopping Centre, one of Zambia’s first shopping malls, which was constructed in 2003. Since then, Mark has significantly contributed to Zambia’s infrastructure landscape by delivering world-class hotels that both local and international visitors enjoy.

I met Mark at the Protea Hotel by Marriott Lusaka Tower restaurant behind Arcades. This is one of many businesses under Mark’s Union Gold Group, a proudly Zambian and family-owned business, which encompasses his two brothers-in-law, Peter and Nick and their families. Throughout our conversation, Mark frequently credited his wife, Efi and his family for his business success, and I would be remiss to leave that out of his story. He describes himself as a family man who espouses family values from his parents.

Born in Lusaka and raised in Ndola, Mark ventured early onto the entrepreneurial path, establishing himself as a young entrepreneur in the 1980s. He describes the Zambian business landscape at the time as extremely challenging due to the socialist policies of the ruling government, which controlled about 80% of the economy. Mark pursued various business ventures, including trading, small-scale manufacturing, and exporting fresh produce. His business ventures grew and evolved through consistency and discipline as the country transitioned to free enterprise in 1991 with a new capitalist government.

Early in our chat, Mark laid out his business philosophy, which he referenced in one way or another throughout our conversation. If this is the only paragraph you read, you will be closer to understanding the man:

“Although our business has grown and evolved, the principles we abide by are the same. Running a business is about common sense and making the right decisions; there is no rocket science. If you want to be a successful entrepreneur, you must leave your resources in the business and allow them to work for you. Only when they are working for you do you take small amounts to support your needs. If you take excessive amounts, your business will not grow.”

The Protea Hotels Zambia brand is the jewel in the Union Gold crown. The hotel investments began in 1997 with a lodge in Chisamba that struggled for three years without much growth, hampered by a limited local market. In search of a new market, Mark and his team pursued an international franchise to give the fledgling hotel global reach, and the Protea brand of hotels was born in Zambia.

Today, the Group operates ten hotels nationwide, trusted for quality, comfort, and affordability. This includes the scenic Bonanza Resort, surrounded by a world-class 18-hole golf course, a convention centre, various restaurants, and a housing development. The estate is one of the Group’s latest developments.

A firm belief in the Zambian economy is at the core of the hotel expansion. Mark has seen many cycles in his 40-year business career and developed the resilience necessary to survive as an entrepreneur. He has built and nurtured a team that shares his values and vision for the business.

“In the hospitality industry, you must consider longevity—50 to 100 years into the future. We have survived in the industry through hard work, focus, and having a good team. Every member of our Group has something valuable to contribute, and we deeply appreciate their contributions. Our team is focused, and they can implement a plan with effective leadership.”

What struck me about Mark is his emphasis on his team’s role in the success of his ventures. From the beginning of our chat, he made it clear that he did not build this alone and reminded me at every turn. Whenever I praised his entrepreneurial prowess, he quickly deferred success to the work of his team of 1,500 across the Group. Intrigued by this, I wanted to discover his leadership principles and learn how he galvanises people to deliver large-scale success.

“Leadership is about leading from the front; my team doesn’t do anything I am not prepared to do or haven’t done myself. It is also about encouraging the team and nurturing them. I believe that any person with the right training and support can be successful; there’s no doubt about it. For me, business is about three things: people, people, and people. If you put like-minded people together, you can achieve wonders.”

Mark has been a leading voice in advocating for the growth of Zambia’s tourism sector, which has the potential to transform the economy if harnessed correctly. The industry could be a leading employer of Zambia’s youthful population, a foreign exchange earner, and a great marketing tool for the country, leading to economic opportunity. Countries like Kenya, Tanzania, and Botswana have leveraged tourism to grow their economies and boost foreign investment.

Mark has been a vocal advocate for transforming the sector through his seat on the boards of the Tourism Council of Zambia and other similar organisations. The sector has faced many challenges, including duplicative licenses that raise the cost of business and restrictive travel policies. For example, Mark’s hotels require more than 190 licenses to operate, which must be renewed at a cost every year.

However, there have been some wins. Collective advocacy efforts have resulted in visa exemptions for crucial source markets, facilitating increased travel for leisure and business travellers, into Zambia. For the first time in history, Zambia had more than 2 million passengers pass through its airports in 2023, a substantial jump driven by these visa exemptions. With increased Zambian participation in the sector from taxis, bus services, hotels, and restaurants, Mark believes we will see a sector that contributes to GDP and is given more credibility by the government to facilitate it.

Mark had a dream at the age of twenty to one day build a business. He had no idea where that path would lead him. The Mark O’Donnell I interviewed is 65 years old, vibrant, energetic, and filled with passion for what he does. While he is thinking ahead, he is not worried. The future of the family business is in good hands as Mark’s son, Christopher O’Donnell, is taking more of a leading role across the board, with plans to expand the Group’s hotel footprint, grow the construction arm under the Velos brand, and explore new ventures.

Before we wrapped up the interview, I glanced at my notes and saw two words I jotted: ‘common sense’. He elaborated on why he believes ‘common sense’ is the winning formula in business, “Business is not complicated, but simple. If it becomes so complicated that you don’t understand it, then you are doing something wrong. The processes within the business can be complicated, but the business principles are standard across the board, in my opinion. You produce something, sell it, collect your revenue, and manage costs. Those are the basic principles.”

This is the mind and story of Mark O’Donnell, a man guided by simplicity, focus, and discipline. With common sense, the support of his family, and a team devoted to implementing his vision, Mark will continue his single-minded mission to build Zambia.

Sharpening the Sword: Mark begins his day at 4 am to get a head start. He spends the early morning reading emails, catching up on global news, and exercising. He credits his strong work ethic to his mother, who is still working at 96 years old.

Looking Outward: Mark is a keen traveller who finds inspiration in new places. He credits “looking outward” as one of the keys to his success. By looking at the outside world, he has made new relationships and connections that have contributed to the success of his ventures.

A Wonderful Adventure: If he had to write an autobiography, he would title it A Wonderful Adventure. Mark’s incredible adventure has been 40 years in the making, and he is still excited about the future. Unfortunately, he says he is too busy to write a book now, but we will keep our fingers crossed.

Human Connection: Mark believes that every business is about people, people, and people. Any business is bound to hit hard times without people and good relationships.

Protea Hotel by Marriot Lusaka Tower

Situated in Lusaka’s Arcades Shopping Complex on Great East Road, Lusaka Tower is conveniently situated 5 minutes from shops, restaurants, and the Mulungushi Conference Centre. Merely 25 minutes from Kenneth Kaunda International Airport, it caters to corporate and leisure guests with 137 comfortable guest rooms and extensive conferencing facilities. Enjoy dining at The Steakhouse Restaurant and the Rooftop Cloud 9 bar in between meetings or excursions.