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Origin Business Engineering Company Presentation

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Origin Business Engineering Company Presentation

  1. 1. OriginBusiness Engineering Company Introduction
  2. 2. 2010 | © Origin Business Engineering B.V. 2 Origin Introduction to Origin Business Engineering » Origin is a young Dutch company active in marketing, research and facilitation of new  projects in the energy and maritime sector.  » Origin Business Engineering has its business in Origination. The company develops on an  opportunistic basis business cases for companies cross regional and cross market on a fee  based economic model. The Business Engineering part includes all activities that are  necessary to develop and maintain an independent line of business. It is comparable with  starting a business, but includes the novel component. It means that there is no core  market yet or market opportunities need to be created.  » Added value is delivered to our clients through the skills of the people involved, creativity in  bringing up surprising angles, personality and determination in getting the deal done.  » Origin’s market intelligence combined with excellent networking capabilities and knowledge  provides an informed position to further develop opportunities. All associates in their  respective fields have worked at the heart of their business which brings the deepest  understanding of industry issues and growth potential. » A rational train of thought, a productive relationship and a lot of hard work in doing  extensive market and sector research will transform Client’s business opportunities to value  adding projects
  3. 3. 2010 | © Origin Business Engineering B.V. 3 Origin Three main activities form basis of OBE business model » Deal origination Opportunistic market approach, no cure no  pay revenue model To bring a client concept to the market  » BD, sales and marketing interim management Focus on oil gas energy and maritime  industries; Regional focus on Europe, USA, South East Asia  and Brazil; Typical project: Set up of specific campaigns,  process engineering and execution, filling of  pipeline for specific markets and regions » Representation Agency agreements Origin BE B.V. S&M Interim  Management Deal Origination Representation
  4. 4. 2010 | © Origin Business Engineering B.V. 4 Origin Deal OriginationI
  5. 5. 2010 | © Origin Business Engineering B.V. 5 Origin Commercial Deal Origination » Deal origination is the process of initiating and facilitating a commercial transaction between  two or  more parties on a no cure no pay basis. The approach is particularly well suited for  less conventional concepts/proposals that are outside clients day to day commercial  competencies or focus. » Step 1: Identify client goals and strategy. Get accustomed with the concept and value  proposition; » Step 2: Source acquisition candidates. Conduct detailed research. Assess critical stakeholders  interest and applicability to client criteria; » Step 3: Facilitate introduction. Establish initial call between prospect and Company. Facilitate  flow of information. Communicate and coordinate on an ongoing basis as appropriate; » Step 4: Facilitate deal contractually and financially. Execution phase.
  6. 6. 2010 | © Origin Business Engineering B.V. 6 Origin Origin’s primary role is in deal origination trough an extensive international network in energy and maritime markets in combination with specific local footholds Primaryrole OriginationExecution Origination of the commercial transaction Preparation of value proposition Deal pitch/proposal Continuous communication with management teams Making the deal Contractual & Financial support Closure Business Origination Concept
  7. 7. 2010 | © Origin Business Engineering B.V. 7 Origin Deal origination » The most significant sources for deal origination and deal flow are personal and professional  networks, profound sector knowledge and a first class reputation built over time in a dedicated  marketplace; » Clients situation: Is looking to find a partner or client for a project in the international oil/gas and  energy markets and would like to identify and develop potential deals. Reasons to approach outside  assistance instead of resolving internally: New product market combination needs alternative approach for which company BD force is not equipped; Project is lucrative however outside company’s primary business channels and focus; Based on good client relationship and knowledge (essential) Origin proposes deal on opportunistic basis as  upside is tangible. Reasons for lack of follow up by clients resources can be manifold (international business  requires BD force to work trough time zones, travel frequently ‐> lack of time and focus, BD teams have  luxury of picking projects due to abundance leave some profitable leads at sidelines. » Origin Business Engineering roll:  Deal origination service maintains a close partnership with the client in order to best fulfill its requirements   ‐> Have a key account approach is essential, build long lasting relationships; This means you cannot serve everyone. Our roll is very much trust based and can not be put at risk; Working with the client to identify key project criteria, in addition to availability, attractiveness and portfolio  synergy. Origin BE to select and mediate high potential deals. Commercial deal origination process needs to lead to new business, excellence in execution is vital.
  8. 8. 2010 | © Origin Business Engineering B.V. 8 Origin Deal Origination Success Factors » Specific sector knowledge, track record, personal relationships and ability to execute are  important factors in deal origination; » Key factors: Having a strong sector focus and network of contacts within particular industries to help generate  leads that have an advantageous angle in the process;  Bringing onboard industry specialists to assess opportunities and gain credibility within the  intermediate community and potential management teams. This helps to ensure the angle is  leveraged throughout the deal origination execution process; Long lasting client relationships built on trust and allow to gain a valuable insight in the company  that results in origination activities aligned with company strategy; Having dedicated resources on origination process. Origination is continuous process; “Cross selling” of contacts, key information and competences/capabilities from other firm service  portfolio activities is essential especially at the start.  Other factors: • Leveraging on advisory board members, investors, other relationships; • Developing the firms reputation in execution and ability to complete deals ‐> getting the job done is essential;
  9. 9. 2010 | © Origin Business Engineering B.V. 9 Origin Supporting services Primary role is in facilitating a deal and getting the critical stakeholders to join and consider a role  or participate Supporting services or processes to this main role are: » Gain market intelligence (customers, JV partners, competitors, M&A); » Critical stakeholder analysis; » Design or evaluate business model (value proposition, market entry, target customers, core  capabilities); » Assess marketing opportunities and target markets; » Formal proposal or presentation management and writing; » Pitch and presentation preparation; » Negotiations and contractual support; » Deal financing. Roles, competencies and capabilities are available within our organization or available through  our network. In each deal most relevant experts will be involved in order to assure  that no opportunity is overlooked and the deal is prepared in a proper way
  10. 10. 2010 | © Origin Business Engineering B.V. 10 Origin Business Development, S&M Interim Management II
  11. 11. 2010 | © Origin Business Engineering B.V. 11 Origin S&M interim management » Type of assignments: 1. Capacity scaling: We can offer to join S&M teams when short term capacity issues arise  and fit in companies sales process  2. From scratch: New branch, new market or products requiring set up of process from the  beginning. Origin to implement best practices, tools and systems but also to use those  and execute in order to actually deliver preset targets; 3. Intermediate: Process enhancement projects or specific campaigns in order to boost  particular market opportunities or refocus on specific areas; » Our disciplines and competencies in order to deliver are ranging from sales and  marketing, business development to contracts management and project financing
  12. 12. 2010 | © Origin Business Engineering B.V. 12 Origin Supporting Service Portfolio (1) Tender Support Support to tender  departments meeting tight  deadlines. Support can be  delivered on legal, technical,  financial and commercial  disciplines. • Document preparation • Method Statement • Qualitative and quantitative  risk management • Estimation Market Studies Origin BE is able to provide  market research services with  a sector focus on energy and  maritime industries and a  regional focus on Europe and  Brazil Business Development We approach the market  through interviews, carry out  desk research, organize  business meetings, build up of  market awareness for specific  product or company, and  more.
  13. 13. 2010 | © Origin Business Engineering B.V. 13 Origin Supporting Service Portfolio (2) Legal support Contracts management,  support in negotiations, JV  agreements etc. Furthermore we support  during arbitration. Origin BE  does not act as an arbitrator,  but does offer support to oil,  gas and maritime businesses  and their legal counsels who  have elected to utilize the  arbitration process to solve a  dispute. Commercial representation Commercial representation  services in following regions: • Brazil (Sao Paulo, Rio de  Janeiro) • USA (Houston) Feasibility studies Part of the introduction of an  existing or new product/  services in an existing or new  market. Starting from  strategic plan, goals,  objectives, business problem  or opportunity the study will  give answers to the feasibility  of the business, the  alternative solutions and  recommendations
  14. 14. 2010 | © Origin Business Engineering B.V. 14 Origin BD & market management process implementation and execution leading to business Understanding value Creating value Delivering value Market sensing Understanding firms as customers Crafting a market strategy Manage service portfolio New service offering realization Business channel management Gain customers Sustain customer relations Defining the market (segmentation) Mapping competition Determining customer value Understand their purchasing orientation Understand purchasing decision process Business strategy as starting point Determine resource based view of the firm  (core competencies, capabilities) Targetting Setting objectives Craft execution plan Construct flexible offerings Value based pricing Determine realization strategy Define realization process model  Design and configure value adding  market channels Create value oriented sales force  Learn about preferences and requirements Generate leads Demonstrate value for client Capitralize on CRM Think strategically about relationships Pre qualify
  15. 15. 2010 | © Origin Business Engineering B.V. 15 Origin Market approach to be aligned with company strategy is essential for success What do we know What do we want  to accomplish How will we do it Resources ‐ Core competencies ‐ Capabilities ‐ Partners’ resources Fundamental value  based strategies ‐ Product leadership ‐ Customer intimacy ‐ Operational excellence Marketing strategy Business strategy •Review current situation •Gather market intelligence •Construct scenarios •Targeting •Setting goals and objectives •Position in business markets •Build band •Develop execution plan •Allocate resources
  16. 16. 2010 | © Origin Business Engineering B.V. 16 Origin Safe operation at all times Quality assurance Low pricing, no cost escalation Engineering Procurement Fabrication Transportation Jacket  installation Topside  Installation Cleaning Demobilize Engineering Procurement Fabrication Transportation Pipelay  process Trenching Inline  structures Demobilize Supply chain approach – client value analysis An oil gas development campaign example Timely delivery Determine 15 most valuable clients based on current service portfolio ‐ Develop service portfolio in order to maximize value for cleint ‐ Target 15 most important customers in order to maximize hit rate
  17. 17. 2010 | © Origin Business Engineering B.V. 17 Origin CAMPAIGN CRM process from lead to contract LEAD OPPORTUNITY
  18. 18. 2010 | © Origin Business Engineering B.V. 18 Origin CRM process map Campaigns Leads Accounts Opportunities Contacts Lead Management Opportunity ManagementLead Generation Marketing  campaign Lead  Capture Lead  assignment Status Qualifi‐ cation •Data mining •Advertising •Trade Shows •Databases •Publications •News wires •Transform  rough data into  structured  framework •Rank and sprit  up into  manageable  packages and  distribute  •Status check  through: •Cold calling, •Public domain •Informal  network •Qualitative  data, •Quantitative  data •Relative  attractiveness •UPS’s Client  pre‐ qualificatio n Sales cycle Offering Won /Lost •First gate •Resource  allocation •Invitation by  client •First scope  analysis •ITT •Needs analysis •Commandmen ts to bid •Tender board •Bid no bid •Commercial  attractiveness •Tender  process Our added value, use of proven  concept/tools
  19. 19. 2010 | © Origin Business Engineering B.V. 19 Origin CRM Maturity elevated to a next level POOR • No clear definition of customers • Unreliable data on customers  held in disparate locations • No appreciation of customer  desires and expectations • Customer value not measured.  Blind investments in relationship  made • AVERAGE •Definitions exist, but no  consensus across the organization •Relevant but incomplete  information available but not used  to the maximum, not analyzed •Knowledge of customer  preference exists but held  separate. Offerings not tailored  enough •Current value understood. Future  value not actively considered and  hence opportunity lost • EXCELLENT • Agreed customer definition  linked to present and future  strategy •Comprehensive customer  information within single view – data analyzed to prompt action •Ability to remember and  recognize customers and tailor the  offering to their preferences •Clear understanding of customer  current value and potential value.  Guides design of relationship and  investment in general • Origin process facilitation is: • Down to earth; • Straight thinking; • Not about systems and tools • Result driven;
  20. 20. 2010 | © Origin Business Engineering B.V. 20 Origin Origin BE focus on implementation and execution of the lead and opportunity management process » Formalization of S&M process, use and implementation of relevant tool and alignment of  S&M approach with strategy lead to the execution of S&M activities; » Origin focus is on delivering value adding opportunities using this approach; Origin’s focus and added value is not in  implementing the tool nor process but use of  these in execution of S&M activities leading to  new business
  21. 21. 2010 | © Origin Business Engineering B.V. 21 Origin In more detail: Lead generation » Trade shows; » Industry news; » Commercial databases; » Data mining with use of specific search tools; » Network » Conferences » Cross selling/breading through informal contact Steady and relevant stream of leads into the sales funnel Increased return on investment in marketing campaigns Higher hit rates
  22. 22. 2010 | © Origin Business Engineering B.V. 22 Origin Campaign management is used to force specific results and to kick start or boost the S&M process » Campaign Management is a series of marketing tactics and programs that are all designed to  achieve a specific business goal (increase revenue, leads, customer adoption, etc).  » Campaign type marketing approach enables a structured approach to multi channel  marketing operations and allows for  Align campaigns with strategy Steering and monitoring during the campaign to achieve optimal results Measure performance (KPI’s, costs, revenues, etc) » A structured approach is required to will evolve in best practice campaign management for  particular service/market combinations » Campaign management prevents sales managers to “wander off” in directions that are sub  optimal to the company’s strategy
  23. 23. 2010 | © Origin Business Engineering B.V. 23 Origin Performance reports qualify and quantify campaign and lead/opportunity life cycle results » Workflow progress management » Accountability » Planning » Costs » ROI on campaign » Following leads through maturity in the sales  funnel
  24. 24. 2010 | © Origin Business Engineering B.V. 24 Origin From campaigns to lead management » Lead: the immature state of a business opportunity that could eventually result in a contract  for the firm; » Why important? Leads signify opportunities for new business or to cross‐sell and up‐sell products to existing or  former customers; First and foremost step for filling the sales funnel; Best Practice Lead Management enables the company to generate a steady stream of new leads and  consequently a continuous degree of sales funnel filling; Formalizing this process does not mean that creativity is jeopardized; » Lead management allows for capitalization on key configuration and process principles in  order to track the lead to cash process; » Generic challenges at hand: Insufficient lead generation due to blurred market focus; Poor alignment with sales process, leads are not tracked and proper follow up is not guaranteed; Money not well spend but is not visible due to lack of measuring marketing ROI;
  25. 25. 2010 | © Origin Business Engineering B.V. 25 Origin Lead management defined » Lead management is a business process which should: Align to customers’ buying process; Be documented to ensure understanding across cross functional teams; Be reviewed regularly to ensure the process is effective; Adjust as necessary; » Lead management includes: Data refinement; Lead assignment and distribution; Lead scoring, prioritization and qualification; Analyzing the value of your marketing efforts; » Clear lead definition is required: Establish a common definition of a Lead; Agree on the definition or event that defines a “Qualified” Lead; Determine the appropriate Lead Status to track and monitor the lead process; Identify the various sources of Leads; Collaborate during ongoing meetings to discuss Lead quality and performance; Consider configuring lead scoring or rating based on your business rules and priorities;
  26. 26. 2010 | © Origin Business Engineering B.V. 26 Origin From lead to opportunity » Track competitive information, next best alternative pricing; » Win/Loss analysis; » Identification of the “sweet spots” in wins; » Implementation of predefined workflows; » Make sure that the service and support organization operates with maximum efficiency and  accuracy; » Streamline complex customer service processes, automate workflow, and increase service  quality and consistency.
  27. 27. 2010 | © Origin Business Engineering B.V. 27 Origin Formalized opportunity management process through sales/opportunity funnel 1. Suspect ‐ Opportunity first time on the radar through database,  industry news, rumor, informal network, etc; 2. Prospect – First contact with client has been made and opportunity  has been confirmed; 3. RFI/RFQ– Client send an inquiry of some sort the required follow  up from tender or sales and marketing department. Mostly these  questions can be dealt with within few hours or days and require  an official answer though email or fax; 4. Prequalification – The official way for larger prospects/suspects  require in most cases a prequalification of Company with the  client. In most cases when prequalified an official invitation to  tender will follow. Elaborate answer is required taking on  significant resources (HSEQ, Control, Eng, etc); 5. Invitation to tender – Official invitation to prepare a bid. 6. MoU/LoI – Following the ITT and disclosure of prices client will  decide whether to proceed into negotiations which could follow to  an early commitment by LIO of MoU; 7. Contract 1 2 3 4 5 6 7 1. Suspect 2. Prospect 3. Request for Information/Request for quotation (RFI/RFI) 4. Prequalification 5. Invitation to tender (ITT) 6. Memorandum of Understanding/Letter of Intend  (MoU/LoI) 7. Contract
  28. 28. 2010 | © Origin Business Engineering B.V. 28 Origin Origin BE sector focus is on oil/gas and maritime industries » Origin Business Engineering focuses on the following segments in the energy and maritime  industry: On and offshore upstream oil and gas industry; On and offshore renewables industry; Offshore marine contracting and supporting service providers to oil and gas; Manufacturing industries to energy and renewable markets; Manufacturing industries to marine and offshore service providers.
  29. 29. 2010 | © Origin Business Engineering B.V. 29 Origin Petroleum value chain – focus on upstream activities Petroleum resources Exploration and appraisal Reserves and development Oil and gas production Transport and storage Gas Processing Transport and storage Gas marketing and  distribution Oil refining Transport and storage Oil Marketing and  distribution Oilfield  services and  equipment UpstreamDownstream
  30. 30. 2010 | © Origin Business Engineering B.V. 30 Origin Expertise and focus on E&P stakeholders Explore Appraise Develop Produce Abandon E&P Partners, concession holders Service companies Outsources providers Suppliers Manufacturers Governments
  31. 31. 2010 | © Origin Business Engineering B.V. 31 Origin Regional Focus » Strong focus on Europe and Brazil (local presence) » Secondary focus on Far East, South East Asia and the US
  32. 32. 2010 | © Origin Business Engineering B.V. 32 Origin Current project portfolio A mix of interim management assignments and one off projects no cure no pay » Huisman Itrec‐Bodewes ‐ Sales and marketing (Interim) » GSP (Grup Servicii Petroliere) – Sales and marketing (Interim) » Imtech Marine and Offshore – Representation Brazilian market » Ulstein SoS ‐ Hutton TLP decommissioning concept  » The Offshore Partners – SWEEP marginal field development concept (Shell)
  33. 33. 2010 | © Origin Business Engineering B.V. 33 Origin Contact Origin Business Engineering B.V. Sluisjesdijk 155 3087 AG  Rotterdam The Netherlands T: +31103409965 E: info@origin‐be.com www.origin‐be.com Registered at the Chamber of Commerce Rotterdam The Netherlands under number 24478262

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