GOGC Future State
Brainstorming Map

How to Win

Approach

Oil, Gas & Petrochem

Approach notes:

End users - key account management

End users - knowledge partnerships - value add problem solving and expertise (4 drivers)

Steam system

Processes

Service capability

First Fit Customers = EPC Contractors, Feed Contractors (Process Licensors)

First fit - key account management (EPC level 1 relationships)

First Fit - Opportunity management; inc. relationships with specific project teams in EPCs (EPC level 2 relationships)

First Fit - project execute

First fit - partnership - problem solving throughout project, knowledge recognition and ability/trusted to take work (value add) [meet schedule and minimise risk

In FEED: steam system and process

At EPC stage: more product/steam systems

Aftermarket INITIAL - EPC Contractor (for early site access/commissioning - leads to end user maintaining that relationship with contracts).

Product knowledge

Aftermarket ONGOING - service capability with end user.

Product, system and process knowledge

Chemicals

ML: Projects needed

ML: Alliances/partnerships

Competitive Advantages

CVPs

Success Drivers

Shared

Market Applications/Process Experts

Focused Marketing and Customer Training

Gap analysis? Existing, but spread across functions?

Standardised & Consistent Service Offering

Alignment with Sakis's service strategy

Market Aligned Product Portfolio/Processes (inc. Digital)

Evolution from product to process solutions?

Leveraging Brand Synergies (Inc. MIC Maturity)

Oil, Gas & Petrochem

“First Fit” Customer/Opportunity Management

As above

Chemicals

Market Expert Sales Force

Not just about the existing knowledge - how do we get fast knowledge transfer

Mix of KAMs and SMEs

Sales Excellence process - how to leverage? How to build around the key accounts

Key Strategic Initiatives

Shared

Oil, Gas & Petrochem

“First Fit” Approach - Develop detailed, coordinated strategy, X-Chart & annual improvement priorities

Chemicals

Market Expert Sales Force – Sales team training: industry, applications, customer pain & solutions

Vision

Financial Objectives

Where to Play

Focus Sub-Segments

Focus Applications