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Development impacts presentation for 2013 AOG conference

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Development Impacts Pty Ltd recently presented at the Australian Oil & Gas Conference held in Perth in February 2013. The session focused on Best Practice – Early Engagement – What Works?

These slides provide an overview of the key findings of this project and highlights of some of the currently effective approaches and strategies that work for SMEs seeking to win work in the resources sector.

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Development impacts presentation for 2013 AOG conference

  1. 1. Best Practice Early Engagement What works?Pia Turcinov - Development Impacts Pty Ltd www.devimp.com
  2. 2. What sets successful local firms apart in supplying the resources sector?Q1 Q2 What can be learnt from high performing suppliers? How can these lessons inform other Australian firms Q3 seeking to win work in the the resources sector? Development Impacts Pty Ltd © 2013
  3. 3. Department of Industry Innovation Science Research and Tertiary Education engaged Development Impacts to examine current best practice strategies by those Australian SMEsthat are successfully supplying into the resources sector and determine how these companiesengage with and meet the needs of project proponents and EPCMs Development Impacts Pty Ltd © 2013
  4. 4. Best Practice Actions & Commercial Strategies that substantially increase an SMEs likelihood of repeatedlywinning work in the resources sector Development Impacts Pty Ltd © 2013
  5. 5. Best Practice SMESs are on par or outperforming against expectations when it comes to…On Time/ On Budget Financial CapabilityPrice Risk ManagementCapacity to Deliver Tender Preparation CapabilitySuperior Quality Contract/Project ManagementSuperior Flexibility Effective MarketingSuperior Variety Effective Customer ServiceSuperior Design After Sales ServiceQA Systems InnovationReliability Deliver work on timeTechnical Capability Focus on niche marketsPrior Experience Environmental Management Development Impacts Pty Ltd © 2013
  6. 6. Clear Capability Statement Access External Strategic Marketing SupportUse Industry Strategic links Networks to Primes & EPCMs Best Practice SME Access Tender writing support Innovative Proactive & Externally Collaborative Focused Development Impacts Pty Ltd © 2013
  7. 7. Challenges, even with Best Practice! Tight Timelines Pre-QualificationKnowledge & Visibility Development Impacts Pty Ltd © 2013
  8. 8. “THERE IS CONTINUOUS NEED FOR BUSINESS IMPROVEMENT. THE RULES ARE ALWAYS CHANGING AND WHILE OUR COMPANY MAY HAVE BEST PRACTICE STATUS TODAY, IF WE ARE NOT CAREFUL ABOUT CHANGING PROJECT REQUIREMENTS, WE CAN BE EASILY DOWNGRADED”!“Trust is really important so networking and relationship building are key” “INNOVATION FOR US IS ABOUT HOW WE DO THINGS” Development Impacts Pty Ltd © 2013
  9. 9. Continuous Improvement Access Support Innovation & Diversification Align Commercial Skills Nurture Strategic Leadership Skills Build Strategic Networks & Alliances Create Sound Financial Model & Risk Profile Optimise Business Structures & SystemsKeep up to date with Regulatory Environment Development Impacts Pty Ltd © 2013
  10. 10. Research & Development Industry AccreditationStaff Training Industry Benchmarking Focus on Internal Management & Cost Control Best Practice Avoid reactive & short term approaches Development Impacts Pty Ltd © 2013
  11. 11. “We need to be persistent. A lot of SMEs don’t have the systems or the culture, as the people who own them usually run them. These owners donot necessarily have the skills. They need to stand back and let people who know what they are doing do the work. They need expertise in managing the risk and the commercial realities if they are to compete with overseas companies” “The advantage that we have as an Australian SME is that we understand the regulatory environment and what it takes to operate within it.” Development Impacts Pty Ltd © 2013
  12. 12. QuestionsDevelopment Impacts Pty LtdCreating Capacity Through Strategic Collaboration www.devimp.comPia Turcinov, DirectorOffice: Perth, WAEmail: Pia.Turcinov@devimp.comMobile: 0432 641 951 Development Impacts Pty Ltd © 2013

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