UKTI - How to access the supply chain of major projects in Australia's gas industry


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This presentation served as part of a webinar to give British companies hints and tips on how to access the supply chain of major gas projects in Australia.

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UKTI - How to access the supply chain of major projects in Australia's gas industry

  1. 1. Australian Oil & Gas - Accessing the Supply Chain Linda Miles, Trade Manager, UKTI Perth Francis Norman, Senior Consultant, Xodus Group 30th January 2014
  2. 2. 2 Searching for projects in Perth Australian e-newsletters  Can be useful Australian media  Generally good, but often slow and/or late Client-sourced market intelligence  Best source, but time-demanding and often difficult when from overseas ProjectConnect  Almost entirely free, quite useful
  3. 3. 3 Perth – the relationship market “Be here to be accepted Stay here to be trusted Don’t come and go, don’t to and fro Give up early and your business is busted” The Perth market is a relationship market. Building solid relationships within the industry will take 2+ years, regardless of the quality of your product/service/offer. Be prepared for the long haul.
  4. 4. 4 Know your clients Many will have approved supplier lists  These are hard to get onto in mature sites  They are easier to get onto if you have a unique new offering, or if the site is new Their contexts are different  Clients prefer to see local or similar-to-local references, instead of references to an obscure and potentially irrelevant job in the North Sea They are picky  Clients have specific requirements which they expect to be met, sometimes these requirements are implied or assumed to be understood at point of tender.  Eg. Woodside generally follows Shell’s Design and Engineering Practice (DEP), but still has their own quirks
  5. 5. 5 Australia is not the UK Australia shares some similarities with UK standards, but also has differences that should not be overlooked  In some instances, Australian standards are mandatory, NOT optional  Eg. AS 3000, Hazardous Area standards, NOPSEMA
  6. 6. 6 Playing the game Be proactive in promoting yourself  Speak to engineers and procurement managers multiple times.  Speaking to the client/operator once will not automatically ensure that you will be on the bid list. Have patience  Getting onto projects will take time. It’s like playing Snakes and Ladders; don’t give up the first time you fall down a snake.  The procurement process, in particular, may be slow. Be prepared to wait. Think global  Very little is built in Australia, so you may need to ship to and support Australian standard goods into yards all over the world
  7. 7. 7 What’s next?  Feel free to ask questions after this presentation  Follow the conversation on LinkedIn  Follow the UKTI twitter account: @uktiaustralia  Keep yourself updated on the latest Australian business opportunities  Attend UKTI’s industry-specific webinars
  8. 8. 8 Questions? Francis Norman Senior Consultant – Xodus Group Email: Linda Miles Trade Development Manager Email: Chris Egan Trade Development Officer Email: Information and images courtesy of: ABC News, Arkay Career Services, Dennis Rutzou Public Relations, Francis Norman - Xodus Group, Living In The Land of Oz, Project Connect, TV Tropes, UK Trade & Investment, Vividus