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Partnering for Gulf ProjectsAugust 2011vB4   T2VC EiR Partnering for Gulf Projects
Proposed Agenda•   Gulf right time, right place•   Waves of opportunities•   Gulf opportunities•   Major project market•  ...
Gulf Right time, Right Place• Much of region is fuelled by natural resources• Region is transforming – infrastructure, nee...
So what?• This is a time of accelerated CHANGE• More opportunities for those with solutions• Cross border opportunities ar...
Gulf Opportunities in Waves• Natural resources has been the first wave    oil, gas, rare earth• Infrastructure is second ...
Gulf Oil & Gas – wave 1• Ras Tanura Integrated Project (TIP)• Pearl GTL• Petro Rabigh Refinery Upgrade• Shah Sour Gas Fiel...
Gulf Projects – wave 2Gulf governments are using sovereign wealth fundsbursting with oil revenues to build large infrastru...
Gulf Opportunities - LOTS• Major projects – non military     KSA – Riyadh, Jeddah, utilities, new cities     UAE – Dubai...
GCC Partnership ProjectsPartnership project contracts between GCC public andprivate sectors awarded in the infrastructure ...
Major Project Market• Major projects are typically tendered in stages      assessment ~ typically engineering groups    ...
Major Projects           One Lead, Many needs• Most clients prefer single supplier (prime)• Prime typically are:      con...
Role of Prime Contractor•   Build relationship with customer – all levels•   Offer single interface to the customer•   Hub...
Partners ElementsAugust 2011vB4       T2VC EiR Partnering for Gulf Projects
Vendors, Suppliers, Partners• 3 classes of providers   Vendor ~ fixed product/price, low value add, sold once   Supplier...
Top MEP Gulf Contractors•   ARABTEC: est. 1975, UAE & Gulf, 50k team•   ORASCOM CONSTRUCTION: Egypt & North Africa.•   THE...
Windows for Palestinian SMEs• 2-3 phases of major projects could fit      design ~ to propose innovations/solutions from ...
Why are we interested• To demonstrate Pan Arab innovations/solutions    to much is bought globally that could be done loc...
Power Project•   Customer – Ministry of Energy (tender) for BOT•   Project – 5 100MW power plants in <18 months•   Prime –...
BLC Project•   Customer – Ministry that owns project site•   Project – development of logistics city•   Prime – bid and ca...
Opportunities for Pal todayAugust 2011vB4   T2VC EiR Partnering for Gulf Projects
Major Project + Interactive•              Solutions ~ WIP    Major projects     needs for selling, delivery, communicatio...
Reasons to           Partner for Gulf Projects•   Solve important problems ~ big needs•   No one party has all the solutio...
Readiness checklist• Business ready – easy to view on web   Google your venture, website is from buyer’s eyes• Product re...
Ready for Contractor criteria August 2011vB4   T2VC EiR Partnering for Gulf Projects
Potential Next Steps• Develop Palestinian ready ventures/innovations    package innovations so easy2understand & consider...
•      Ray Ishaq•      T2VC EiR•      x or ray@t2vc.com•      T2VC team @ www.t2vc.comAugust 2011vB4   T2VC EiR Partnering...
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Partnering for Gulf Projects

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Partnering for Gulf Projects

  1. 1. Partnering for Gulf ProjectsAugust 2011vB4 T2VC EiR Partnering for Gulf Projects
  2. 2. Proposed Agenda• Gulf right time, right place• Waves of opportunities• Gulf opportunities• Major project market• Prime contracting• Partnering• Opportunities for Palestine• Ready?• Next steps August 2011vB4 T2VC EiR Partnering for Gulf Projects
  3. 3. Gulf Right time, Right Place• Much of region is fuelled by natural resources• Region is transforming – infrastructure, needs,..• Shifting from regional traders to global traders• Region has ~250m consumers, with more $$• Shift in leadership, older generation handing over• Region is young ~ average age is 24 August 2011vB4 T2VC EiR Partnering for Gulf Projects
  4. 4. So what?• This is a time of accelerated CHANGE• More opportunities for those with solutions• Cross border opportunities are becoming routine• Next decade will shape next 50 years August 2011vB4 T2VC EiR Partnering for Gulf Projects
  5. 5. Gulf Opportunities in Waves• Natural resources has been the first wave  oil, gas, rare earth• Infrastructure is second wave  power, water, waste, roads, airports, sea ports• Human services will be third wave  health, education, social services• Fourth wave will be commercial and personal  center of excellence, trade, clusters  quality of life for those that make home August 2011vB4 T2VC EiR Partnering for Gulf Projects
  6. 6. Gulf Oil & Gas – wave 1• Ras Tanura Integrated Project (TIP)• Pearl GTL• Petro Rabigh Refinery Upgrade• Shah Sour Gas Field Development• Khurais Oilfield• Manifa Offshore Oilfield• Saudi Kayan Petrochemicals Complex• Hassyan Power & Desalination Plant• Ras Girtas Power Project• Shaybah Phase 2 Expansion total planned investment >$115BSource : Arabianoilandgas.com August 2011vB4 T2VC EiR Partnering for Gulf Projects
  7. 7. Gulf Projects – wave 2Gulf governments are using sovereign wealth fundsbursting with oil revenues to build large infrastructureprojects such as railways. The networks of Saudi Arabia,the UAE and Qatar are at the most advanced stage. Thetotal value of rail projects in the region over the next 10years is estimated at $109b Source: Business Monitor International August 2011vB4 T2VC EiR Partnering for Gulf Projects
  8. 8. Gulf Opportunities - LOTS• Major projects – non military  KSA – Riyadh, Jeddah, utilities, new cities  UAE – Dubai, Masdar, Jebel Ali/Airport  Kuwait – World Cup, infrastructure,  Iraq – rebuild, infrastructure, new cities  Jordan – utilities, airport,  Afghanistan – rebuild, infrastructure, new cities  Syria – infrastructure,  Lebanon – commercial, industry  Egypt – infrastructure, agribusiness  Sudan – rebuild, infrastructure  Libya – rebuild, infrastructure August 2011vB4 T2VC EiR Partnering for Gulf Projects
  9. 9. GCC Partnership ProjectsPartnership project contracts between GCC public andprivate sectors awarded in the infrastructure sector,during the last ten years is worth more than $628 billionThe UAE and Saudi Arabia represent the largest marketsfor partnership models particularly in the energy andwater projectsSince last September; over 50 partnership contracts weresigned in the Gulf region. These projects requireinvestments of more than $60B. Source KFH Research Ltd, (subsidiary of Kuwait Finance House) August 2011vB4 T2VC EiR Partnering for Gulf Projects
  10. 10. Major Project Market• Major projects are typically tendered in stages  assessment ~ typically engineering groups  design ~ typically design and contractors/groups  pilot ~ proof of concept (POC), by contractors/groups  project ~ typically by contractors/groups, in phases• Each ‘stage’ is lead by a prime contractor/group  sub contractors provide majority of the deliverables  proposals are mainly fixed price, some T&M (fewer)  prime develops team and proposal detailed before bid  RFP process includes multiple bids, may be 3-18 months August 2011vB4 T2VC EiR Partnering for Gulf Projects
  11. 11. Major Projects One Lead, Many needs• Most clients prefer single supplier (prime)• Prime typically are:  contractor with track record  sells and project manages  often has 1-2 key elements of the project delivered  balance is subcontracted – prefer few, trusted, experts• Subcontractors typically are:  specialist in their field  easy to work with – part of the proposal(s)  align their delivery behind prime August 2011vB4 T2VC EiR Partnering for Gulf Projects
  12. 12. Role of Prime Contractor• Build relationship with customer – all levels• Offer single interface to the customer• Hub for partner offerings to customer• Identify customer needs ~ engineer solutions• Deliver highest customer satisfaction• Increase customer ROI• Build partner team of HIGH quality to deliver• Project manage the delivery, communication and change control ~ job 1 is customer service August 2011vB4 T2VC EiR Partnering for Gulf Projects
  13. 13. Partners ElementsAugust 2011vB4 T2VC EiR Partnering for Gulf Projects
  14. 14. Vendors, Suppliers, Partners• 3 classes of providers  Vendor ~ fixed product/price, low value add, sold once  Supplier ~ proven, flexible price/product, multiple sales  Partner ~ integrated with customer, solution driven Tony Lendrum © August 2011vB4 T2VC EiR Partnering for Gulf Projects
  15. 15. Top MEP Gulf Contractors• ARABTEC: est. 1975, UAE & Gulf, 50k team• ORASCOM CONSTRUCTION: Egypt & North Africa.• THE ARAB CONTRACTORS: 60k staff in 29 countries.• ARABIAN CONSTRUCTION CO: specializes in turnkey• ARABIAN CONSTRUCTION CO: est. 1967, Lebanon• ETA STAR INTL: in power, oil and gas,• HABTOOR: est. 1970 largest ME construction• 8. Al JABER GROUP: based in Abu Dhabi source MEP contractors in the Gulf July 2011 August 2011vB4 T2VC EiR Partnering for Gulf Projects
  16. 16. Windows for Palestinian SMEs• 2-3 phases of major projects could fit  design ~ to propose innovations/solutions from Pal  pilot ~ to showcase Pal innovations/solutions  pilot ~ to be part of the pilot  project ~ be part of delivery• Keys for Palestinian SMEs to be ready  product/solution ready with documentation  demo ready to see (video/collateral/where?)  have policies/procedures in place for compliance  easy to include solutions for tender/proposal August 2011vB4 T2VC EiR Partnering for Gulf Projects
  17. 17. Why are we interested• To demonstrate Pan Arab innovations/solutions  to much is bought globally that could be done locally  to SHOWCASE talent, innovations, capabilities locally• To create regional economic engines  major projects have $/needs – regional demand, now  talent, innovations, early stage ventures with real solutions exist regionally but hard to sell globally without showcase  to encourage major projects to commit to local/regional jobs  to create a PULL engine (that has briefs/specs) to bid on August 2011vB4 T2VC EiR Partnering for Gulf Projects
  18. 18. Power Project• Customer – Ministry of Energy (tender) for BOT• Project – 5 100MW power plants in <18 months• Prime – bid and capture >12 mo + relationship• Key points  Prime has relationship with customer  Prime has funding , project management, & delivery  Subcontractors 5 majors, 12 secondary  Winning bid and future bids requires points of difference – can be showcase for innovations• Opportunities for Palestinian innovators  showcase solutions for utilities  showcase solutions for sales, delivery, project mgmt,.. August 2011vB4 T2VC EiR Partnering for Gulf Projects
  19. 19. BLC Project• Customer – Ministry that owns project site• Project – development of logistics city• Prime – bid and capture, 40 year vision, mandate• Subcontractors – decades of needs• Key points  25% built – site continually changing to market  25% infrastructure ready for build out  Subcontractors from electrical to security required• Opportunities for Palestinian innovators  showcase solutions for built – wide range of needs  Solutions for sales, delivery, on going support, security August 2011vB4 T2VC EiR Partnering for Gulf Projects
  20. 20. Opportunities for Pal todayAugust 2011vB4 T2VC EiR Partnering for Gulf Projects
  21. 21. Major Project + Interactive• Solutions ~ WIP Major projects  needs for selling, delivery, communication• Pal interactive solution provider  has 10 interactive solutions that bring projects to life• Brain storming/collaboration  major project shares needs ~ known + would like  Pal venture shares potential solutions ~ known + ideas  fusion process of ‘what if’ explored, can this be done?• Pal venture gets briefs based on working session  Pal venture works up ‘soft proposals’ with scenarios/$$  major project lead circulates/shares proposals August 2011vB4 T2VC EiR Partnering for Gulf Projects
  22. 22. Reasons to Partner for Gulf Projects• Solve important problems ~ big needs• No one party has all the solutions ~ add new• For projects, that have money ~ real needs• Who have multiple projects ~ press copy• Innovators can help differentiate proposals ~ value• Regional ventures/innovators can be an important source of innovation & solutions for major projects• Delivery resource major projects & as specialist• Showcase of innovations in major projects August 2011vB4 T2VC EiR Partnering for Gulf Projects
  23. 23. Readiness checklist• Business ready – easy to view on web  Google your venture, website is from buyer’s eyes• Product ready - easy to show  on line/web? collateral? Demo? Video?• Proposal ready – easy to bid  templates? Collateral? FAQ? Compliance? Track record? Third party certification/validation? Support? August 2011vB4 T2VC EiR Partnering for Gulf Projects
  24. 24. Ready for Contractor criteria August 2011vB4 T2VC EiR Partnering for Gulf Projects
  25. 25. Potential Next Steps• Develop Palestinian ready ventures/innovations  package innovations so easy2understand & consider  create review panel for ventures/innovations to prepare• Trial major project process  identify 2-3 contractors that can pilot process with Pal  contractors do panel review of Pal ventures/innovations  contractors identify projects they can develop briefs for August 2011vB4 T2VC EiR Partnering for Gulf Projects
  26. 26. • Ray Ishaq• T2VC EiR• x or ray@t2vc.com• T2VC team @ www.t2vc.comAugust 2011vB4 T2VC EiR Partnering for Gulf Projects

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