Nolan Grice is a business development leader and sales "hunter" with over 20 years of experience in the oil and gas industry. He is a strategic thinker who is passionate about enabling others to sell. He has a track record of successfully leading sales teams and closing deals with new customers. Nolan understands multiple areas of the oil and gas industry and is experienced in senior sales management. He is focused on identifying explicit business benefits for customers through technology solutions.

1. Nolan Grice
Business Development Leader
Sales “Hunter” Manager

2. Statement of Intent
Nolan Business Development Leader knows how to sell and can enable others to sell. A passionate business development
professionals that is a "hunter", strategic thinker and disciplined execution, guided by curiosity and creativity, and outcome
focused approach that will be essential to closing deals with new customers.
 Oil & Gas Industry from upstream, midstream and downstream: more than two decades upstream/midstream
experience with key relationships on multiple levels including corporate, operations, engineering and supply chain in
major E&P, Oil Field Service and Drilling companies
 Senior level business development and sales management: experienced selling to IT and business unit leader,
enlisting others, negotiating, resolving conflicts, and collaborating with others to plan strategically and fulfill of orders on-
time with quality. Customer focused (CRM), aligns with a customer-centric strategy, identifies best practices that get
results and execute with precision
 Technology focused business solutions: experienced in first platform of IT (mainframe/terminal), second platform of
IT (LAN/Internet- Client Server) and third platform of IT (cloud, mobile, social, big data). Focused on identifying explicit
business benefits (shareholder value) for leveraging technology
 Leadership and team player with high energy: a reliable self-starter committed to self-improvement, constructive
communicator, treat others respectful and supportive, focused on serving the customer and expanding business.
 Problem-solver and entrepreneurial: developing a roadmap to drive order intake and maximize revenue, adaptable,
and resourceful in my approach to leading the sales team with a genuine passion towards working with clients and
partners. Winning complex sales, “challenger sale”, de-personalize rejection and help others to win. Comfortable working
with hyper informed customers
Nolan knows how to drive multi-disciplined teams, adjust to various audiences, and how to integrate products and services
required to meet business needs. Nolan will lead multiple opportunities concurrently, although typically in different sales
stages and have assigned contract signings, expense, and customer satisfaction targets for the industry they support.
As “Sales Hunter” he leverages influence to build collaboration from his team for sustainable performance. Nolan’s success is
based on integrity, customer-focus, enthusiasm, shareholder value creation, and performance driven results.

3. Sales “Hunter” Business Development Leader Nolan Grice
10+ years’ experience in selling project/solution based consulting
services, ideally with experience in digital and innovative/ new
technologies using a mix of on-shore and off-shore resources.
With more than two decades of performance-based progression to senior-level business development
in Oil & Gas and other Industries, offers proven performance in leading and managing the entire
business development process to negotiate and close business. Life-long intuitive learner that
embraces change and best practices with integrity.
Have a deep understanding and domain expertise in Multi-Device
(Desktop and Mobile) Cloud Solutions and Business
Intelligence/Data Analytics.
Extensive relevant experience (see cover letter, resume and value proposition documents) Data
Cleansing, Data Mining, Business Analytics, Business Intelligence, Management Information Systems
Technology: first, second, and third platforms leveraging IT, explicit business benefits using technology
Have a clear hunter profile, with the ability to develop a strong
pipeline and manage many simultaneous sales processes.
Career history of meeting customer-focused business development and leading strategic sales and
marketing campaigns. Artful negotiator who converts strategic relationships into top and bottom line
results. Dependable, creative, responsible, and accountable to deliver measurable business benefits to
broad range of customers. Functions as model "hunter"; generates the G2 framework whereby
successful lead management process and proposal development is based on client needs intelligence.
Have prior experience in business consulting services would be a
major plus.
Experienced and able to build new relationships with leading clients in the energy industry, worked in
management consulting with global consultancy firms PriceWaterhouseCoopers, Arthur Andersen,
Sapient, Athens Group and Robbins Gioia. Increased annual revenues by over $10M in consulting
Build strong, long-term relationships with the clients & partners. Leader with ability to serve, lead and educate diverse team members. Strong relationship and
networking skills, client focused and goal oriented. Intergenerational leader, strong interpersonal
skills, ability to drive high performance teams.
Use a value based approach to drive sales process and win deals. Skilled as a trusted customer advisor at the C-Level have sold tangibles and intangibles (information
technology solutions, business and technical consulting services, drilling equipment and services).
Many of my clients have consistently achieved superior gains in sales, cost reduction, profits, safety
and environmental improvements and market share in both national and international venues.
Develop Multi-Device (Desktop and Mobile) Cloud solutions and
Business Intelligence/ Data Analytics.
Extensive relevant experience Business Consulting, Product Sales, Sales Leadership, Analytics,
Enterprise solutions (ERP, CRM), Value based selling, Mentoring/Coaching, Client relationship
management
Drive the recruitment and organizational development of the
sales force to drive profitable growth.
Built and ran entire sales organization focusing heavily on predictors of future outcomes, market and
account segmentation, buyer segmentation and sales activities to close sales
Develop proposals and solutions using a combination of on-shore
and off-shore resources.
Oil & Gas Industry: seasoned across value chain, key relationships, corporate, operations, engineering
Thoroughly understands and articulates strategy, technical direction, capabilities and product solutions
resulting in the ability to collaborate on company-wide sales campaigns, responds quickly and
effectively to RFP’s and to delivers technical and business presentations to all levels of decision makers.
Highly organized and seasoned sales expert with exceptional relationship development skills
Nolan’s Value Proposition
Solution Selling

4. Sales “Hunter” Business Development Leader Nolan Grice
Individuals should have a background selling consulting services
into the Oil & Gas vertical.
See projects and clients slide # 4, projects sold to E&P, drilling contractors, oil field service and
equipment manufactures. Titles of buyers include Operations Managers, VP, Directors. Mastery of the
oil and gas value chain, knows the players and their business-drivers and how to align the offering
“value proposition” to optimize developing business.
Proven executive-level Business Development experience
specific to the consulting/outsourcing with Oil & Gas companies
20+ years - including global consultancy firms PriceWaterhouseCoopers, Arthur Andersen, Sapient,
Athens Group and Robbins Gioia. See “Executive Profile” on resume for details
Contacts with C-Level executives in Oil & Gas industry. Excellent
relationship building skills and extensive client interaction
experience
Patterson-UTI, Precision Drilling, Nabors, Sidewinder, Independence Contractor Drilling, BHP Billiton,
Statoil, Halliburton, Weatherford, Cameron, National Oilwell Varco, Chevron, ConocoPhillips,
Marathon Oil, Shell Oil, Anadarko Petroleum, Transocean, Diamond Offshore, CANRIG, ENSCO
Positive attitude, desire to succeed, and self-motivation Entrepreneurial, problem solver, adaptable, and resourceful in my approach to leading the sales team
with a genuine passion towards working with clients and partners
Deep understanding of trends, challenges and solutions for the
industry.
See Hot Themes in Oil and Gas, additionally, production optimization, financial challenge of low
prices, debt management is a critical priority, intense cost cutting, potential for a ‘buyers' market in
M&A, IT services for the O&G industry continues to grow at a healthy pace, especially in upstream, IT
services is expected to grow to $18.4 billion in 2015 (IDC Energy Insight), attends CERA week and
other major O&G conferences
Skills in Strategic Analysis, Business Requirements Definition,
and ROI Justification experience
Customer- centric engagement, Global Distributed Delivery, Custom software development, packaged
software configuration, programming and computer science emphasis, program management office,
project management, lean six sigma
Experience in selling large multi-tower long-term solution deals Project sold and delivered include IT Services, Business Process Services, IT Infrastructure Services,
Energy Trading and Risk Management, Oil field efficiency, IT Strategy, Big Data Strategy, Managed
Security Services, Ideation, BI and Performance Management
Exceptional presentation skills and experience with public
speaking engagements. Excellent writing skills and extensive
proposal development experience
Proposal development, go-to-market plans, business case creation, sales strategy, product and
services solutions plan, website content, marketing literature, sales presentations, mapping and
management reporting leveraging sales dashboards.
Ability to direct business development initiatives Led numerous initiatives as Chief Sales Officer, Practice Director, VP Sales, Director Business
Development. Managed and motivated sales and marketing team including, consultants, SME’s,
business development directors, administrative staff and inside sales managers
Proven record of accomplishments Please review resume for detailed career accomplishments
Bachelor's Degree Bachelor of Business Administration, Accounting, emphasis Computer Science, Eastern Michigan
University
Nolan’s Value Proposition
Solution Selling

5. • Business consulting services
• Industry best practices, benching marking, studies
• IT strategy, IT infrastructure, business process reengineering
• Performance management, balanced scorecard
• Application development, software
• Joint ventures and strategic partnerships
• Mechanical handling drilling equipment, drilling rigs, drawworks
• Oil field services, completions, casing, machining, geological services
• Leadership training, project management, business unit strategies
• Overhaul and labor services, OEM equipment service and support
• Drilling control system assurance
• Accounting systems, ERP – Oracle, SAP, Accpac, CRM
• Gas accounting , pipeline accounting, joint venture accounting
Nolan’s Value Proposition
Projects and Clients

6. Value
Proposition
Oil & Gas
Industry
Entrepreneur
“Big picture”
Industry
“Rolodex”
Challenger
Sale
Sales
Management
Road Warrior
International
Strategic
collaborator
Passionate,
team builder
“I love selling quality services
and products that provide real
business solutions for the
customer”
Nolan’s Value Proposition
Leadership, Problem Solving, Passion and Results
Managing
Vision &
Purpose
Thought
Leadership
Leadership
Risk Taking
Coaching
Team Builder
Change
Management

7. •Segmentation – Markets, Customers, Buyers by Rep
•Value Proposition - Differentiation
•CRM – Sales Methodology
•Branding Strategy
Planning - Sales Plan /Go-to Market
•Branding – SME, speaking engagements, white papers
•Website – blogging, integrated social media, knowledgebase
•Social Media – blogging, LinkedIn, Twitter, Facebook
•Sales Collateral - presentations, brochure
•Lead generation - publications, advertising, conference support
Marketing & Advertising
•Solution education – services, software, commercial
•Lead generation - inside sales / tele-marketing
•Relationship building - social events, conferences Attendance
•Sales process – pitch, sales approach, proposal process / MSA
•Deal closure
Selling – Customer Facing
•Voice of the customer
•Upselling / crossing selling
•Project success
Customer service
“I love selling quality services
and products that provide real
business solutions for the
customer”
Nolan’s Value Proposition
Leadership, Problem Solving, Passion and Results

8. “I love selling quality services
and products that provide real
business solutions for the
customer”
Nolan’s Value Proposition
Leadership, Problem Solving, Passion and Results

9. Improve Corporate
Selling Performance
Customer
Focus
Drive for
Results
Social
Selling
Strategic
Skills
Managing
Processes
Dealing with
Ambiguity
Persuasion
Nolan’s Value Proposition
Strategic Solution Selling