Doing Business in the Oil Sands Industry
Presented by:
Clark Grue
Founder and President, Rainmaker GBD
Getting ready to supply to the oil sands industry
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What is our unique value proposition?
Market space: is there room for us here?
Where do we fit in the supply chain?
Who are the right buyers?
Is my company ready?
Who Are We?
Founded in Alberta in 2007, Rainmaker is a recognized leader in
strategic business development in the energy industry.
We work closely with our clients to develop comprehensive market entry strategies,
enhance their market exposure and expand their reach internationally.
Our team of professionals has assisted hundreds of companies as they explore new
markets around the world. Understanding the nuances of each market has been
key to our success to date.
Western Canada Market Challenges
Access to markets for end product
Shortages of professional talent (PM’s, Engineers, etc.) –
work share becoming the norm (people and costs)
Qualified trades personnel – becoming increasingly
scarce
Western module fabrication facilities will reach capacity –
industry exploring alternative solutions (China, India, US,
other regions of Canada, etc.)
Material and equipment costs rising – industry looking
for additional suppliers (offshore and locally)
Industry Evolution
As the industry evolves so does the supply chain
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From highly engineered to modularization
From insulated to collaboration
From silos to open innovation
From local to international
From impossible to probable
From dirty to green?
Where are the opportunities in Western Canada?
EVERYWHERE
Find Them
Listen
Learn
Presentation
Path to success
 Information
 Maps, projects, owners, technologies, supply chain,
transportation, production, environment, etc
 Relationships
 Owner project leads, Engineering leads, Executives, Field
leads, Associations, Government officials, etc
 Trust
 The industry operates on trust; positively and negatively
 Success
 Define success before you begin and use the above factors
to arrive at success
Strategy development & who you need to know.
Market
Intelligence
Supply/Value
Chain
Data Test
Executives
Tweak Strategy
Strategic
Business Plan
Execute Plan
R&D Groups
EPCM’s
Associations
etc…
Supply Chain Breakdown
PROJECT OWNERS: EXPLORATION AND PRODUCTION COMPANIES
Conventional
Unconventional
- Exploration
- Mining
- Drilling
- In-situ
- Processing
- Shale Gas
PRIMARY SUPPLIERS: CAPITAL PROJECTS
PRIMARY SUPPLIERS: OPERATIONS
- Engineering Firms
- Oilfield Service Companies
- Construction Companies
- Engineering Firms
- Fabricators
- Project management
- Financing/public markets
- Maintenance
Tiers of Suppliers
Tier 1:
Direct
Tier 2:
Indirect
Tier 3:
Other
Supports activities for exploration and extraction – engineering & construction –
professional, scientific and technical services. Reliant on capacity of the
fabrication/manufacturing sector.
Power generators, boilers, heat exchangers, metal tanks, steel pipes and tubes,
mining and field equipment, pump and compressor manufacturing. Directly
support Tier 1 Suppliers. Construction, transportation, downhole etc.
Transportation engineering and engine turbine, power transmission and
communication cable manufacturing etc. Encompasses machine shops,
warehousing and storage and truck transportation.
Key Players
Concerned with
Set rules of
strategic purchasing engagement (ROE)
to drive positive
with suppliers
returns
Develops the
specifics of each
project (meeting
challenges)
Defines the
ultimate needs and
challenges of
operations
Value proposition
Product
Innovation
Warranty
Design
Service
Delivery
Support
Quality
Price
Supplier pre-qualification – General steps
1. Registration
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Provide in-depth information on the supplier
2. Company information
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Organizational framework
3. Appropriate certificates & qualifications
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Proof of health, safety and overview of quality assurance
4. Compliance with company policies
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Work with the buyers to reach their goals
5. Current workload
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Outline of projects the supplier is currently undertaking
6. Review of Company Systems
- Site visit to supplier’s facility
Information/resources
www.rainmaker-gbd.com
Supplier Readiness Survey:
Oilsands – Blueprint for Supplier Success:
https://docs.google.com/a/rainmakergbd.com/forms/d/1H7in6QWxDORutzsQ
GXDIAgbfTx7DB8oRvbjW5xfazo/viewform
http://www.rainmaker-gbd.com/wpcontent/uploads/2014/02/An-Introduction-toAlbertas-Oilsands-Suppliers_-Dec2013.pdf
Oilsands projects map:
CURRENT PROJECT INFORMATION:
Oilsands Review Navigator
http://navigator.oilsandsreview.com/listing
Top 10 secrets to success in this market
10. Learn about the challenges of the resource
9. Understand the climate
8. Respect the expertise in the market
7. Learn to sell to engineers
6. Understand the decision maker hierarchy
5. Build support from influencers
4. Establish a presence/ Be in the market
3. Don’t wait
2. Bring solutions, not just products
1. Build trust by delivering what you promise
Clark Grue
clark@rainmaker-gbd.com
+1.403.515.6080
What does this mean?
There are lots of
opportunities in
Alberta but..
You need to have a value
added solution...
Differentiate
12 to 24 months before
first PO... Patient
You need a local
strategy/investment ...
Boots on the ground
learn to love and play
hockey!... Relationships