contax partners brochure

Final Copy.indd 1 2/25/15 4:20 PM

About Contax Partners Message from the CEOOur Vision, Mission and ValuesOur Value PropositionOur ServicesManagement Profiles

Our ClientsBeyond Corporate Social ResponsibilityMedia Coverage

Table of Contents


Since our establishment in 1985, Contax Partners has been the advisor of choice for companies operating within the constantly evolving Middle East energy industry.

Having operated in the Middle East energy market for over 25 years, we have a track record of empowering our customers to win business. Contax Partners is well placed to understand the challenges, and what impact these can have on your growth plans for the Middle East.

Contax Partners works with business leaders across the entire supply chain in the oil, gas, refining, petrochemical, metal, mining, renewables, power, and water sectors. We provide an unparalleled set of professional services to support our customers Middle East strategies which include:

Fact-based market analysis and insights, elevating the quality of business decision making Developing growth strategies to address market requirements Supporting new companies to enter the MENA region and helping existing ones to achieve

their full potential

Increasing the probability of successful project acquisition Accelerating value creation to facilitate synergies through formation of new joint ventures

Contax Partners customers benefit from our ability to meet these needs through a unique set of integrated services providing market insights, business advisory, business development and business investment support.

Our teams of advisors, consultants, market analysts and business developers work with our extensive network of industry and market relationships to bring global perspectives to regional challenges.

We are passionate about what we do. This enthusiasm is reflected in the continuum of achieving our goal to gather the rarest strategic intelligence on the energy market and converting the data into competitive advantage for our clients.

Contax Partners mission is to empower our clients to succeed, and we work hard to identify and maximize business opportunities. We believe in our mission and stand by our projections by assuming accountability alongside our clients. To do this, certain beliefs are critical for the success of any initiative, both in business and in private.

25 years ago, we set our goals high and persevered. Contax Partners today is regionally renowned for its expertise in the energy projects and infrastructure arena. We are the partner of choice for all energy related companies operating in the Middle East and beyond.

We build to last. Working as a team, we extend this philosophy to include not only our clients, but our environment at large. We give back to our community through a number of socially responsible initiatives.

We network, we connect, we communicate, and we love what we do.

I look forward to doing business with you

About Contax Partners Message from the CEO

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Our Mission:To empower our clients to succeed in the Middle East energy market and beyond.

Our Value Proposition Contax Partners provides end-to end Business Advisory, Business Development and Business Investment solutions through:

Unique proprietary dataExtensive data on the MENA Capex market for energy and energy related projects, enabling our research team to deliver superior fact-based market analysis and insights.

Unique integrated business model Our clients benefit from end-to-end advisory solutions involving project teams made up of analysts, consultants, on-site business development managers and advisors.

Fact-based analysis We focus on bringing fact-based insights combined with market intelligence, gathered and developed over 25 years, to support our clients in making better and more informed decisions.

Market and sector knowledge Our ability to access key decision makers such as project owners, contractors, ministers, and other business leaders enables us to test and validate our findings and assumptions of the market.

Innovative commercial model Our objective is to empower our clients to succeed, and we often share our clients risk through a success-based fee structure.

Our Vision:To be a consultant of choice for all companies operating in the Middle East energy and energy-related industries by providing measurable benefits through our end-to-end strategic advisory services.

Our Values:Contax Partners business is built on the relationships and the trust we develop with our clients, which is largely attributed to our business ethics. We value knowledge, partnership, pragmatism and delivery of measurable benefits to our clients.

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We Serve the Following Sectors in theMENA Region:

Our Services:

Business Advisory Our consulting practice provides project related market intelligence, risk assessment and due diligence, market entry and growth strategies for project owners, contractors, suppliers, and other energy related service providers within the Middle East region.

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Power

Water

Oil

Gas

RefiningPetrochemical

MetalMining

Renewables

Business Development AdvisoryOur business development team assists contractors and equipment suppliers to improve their chances of winning the right projects, and to reduce their bidding risks through informed market intelligence and a customized bidding strategy.

Business InvestmentA model through which we provide market entry support and create greenfield business in return for a sweat- equity in the newly formed company.


Project Tracking and Monitoring Business Case StudyContax Partners has been gathering and delivering Middle East market intelligence for over 25 years to support company corporate strategies and business development. Today, through our extensive database of projects and a team of dedicated researchers and analysts, we are transforming information and data into actionable knowledge and insights that drive decision making.

Gain a unique advantage over your competitors through superior market insights Our consultants have real time access to the most comprehensive breadth of information,

data for over 5,000 energy and energy related projects across the MENA region which value in excess of US$1.5 trillion.

Analytic tools which enable our consulting team to perform the following:

Market Capex and Workload Overall market Capex report and analysis of workload including peaks and troughs

Tiering Analysis Segregation of projects based on likelihood of proceeding Market Forecast Future project activity by country and sector Award and Execution Schedule Schedule of awards of different contracts and specific

project action plans and timelines

Benefits to your businessRely on quality data that can be trusted The quality and integrity of our data is of utmost priority to us. All data gathered goes through a rigorous series of checks and validations before it is released for use by our analytics team. We are fortunate to have an extensive list of close contacts that can be trusted and have on-ground presence in order to provide the most reliable data in the market.

Minimized risk of decision making through provision of customized information Our market analysis team will customize the information that you require in a detailed and structured report that will help you make better informed decisions for your business.

Client SituationA top tier international EPC (Engineering, Procurement, and Construction) contractor with substantial presence in the GCC was struggling to make any substantial traction with project owners and was unable to develop a sizable opportunity pipeline that its business development team could pursue.

The client was looking to support its business development and customer account management process with a source of trusted and fact-based market intelligence.

How We HelpedOn a quarterly basis, Contax Partners supported the client in assistance with understanding the GCC market trends, new project announcements, delays to existing projects of interest and project awards. Contax Partners conducted an assessment of the project Capex and contractor related trends evolving in the GCC that were likely to drive future project announcements. Industry updates on relevant sectors and players were researched and compiled on a timely basis and exposed to rigorous analysis to derive up-to-date project, competitor and market related knowledge.

ImpactThe client was able to obtain detailed, synthesized analysis and insights into the GCC project Capex landscape that helped the client in quick and informed decision making. Contax Partners was retained as the principal provider of detailed and timely market intelligence whilst the client won contracts in excess of US$20 billion over 8 years.

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Project Life Cycle SupportThere are numerous challenges that project owners may face from the study to the commissioning phase of any project. Contax Partners, through its in-depth market assessment on resources and contractors, makes project owners aware of the risks that may have a significant impact on project execution.

Tailored research to drive and support critical decision making Market Analysis Trends, dynamics and drivers of the market and its implications to project

owners

Project Feasibility Study Factors that would affect the overall viability of the project Project Contracting Strategy Most appropriate contracting strategies in order to develop win-

win scenario

Prequalification Support Identify and develop key evaluation criteria in order to short list contractors

Project Benchmarking Analyze best practice project execution features in order to support world class project development

Project Risk Assessment Assess market related risks associated with projects Demand/Supply Analysis Current market situation in relation to key construction commodities

and services (e.g. steel, cement, Highly Consumable Goods (HCGs), Long Lead Items (LLIs), heavy equipment, labor etc.)

Contractor Benchmarking Competency Fit for Purpose and Ability to Execute benchmarking methodologies to identify the best suited EPC contractors to execute the project

Contractor/ Subcontractor Due Diligence Identify contractor/subcontractor strengths/weaknesses in terms of capability, existing commitments, reputation on previous projects and access to labor and suppliers. Conduct thorough due diligence on contractors to understand any financial risk or capability risk that they may pose to a project

Labor Rates and Productivity Track labor rate movements by discipline and the impact of project activity on productivity levels

Benefits to project ownersIdentify and mitigate project risks - Get a thorough understanding associated with future workload peaks and impact on critical inputs which can affect project execution. Contax Partners closely tracks market movements, and can identify and forecast labor and material swings and imbalances that can help project owners take proactive measures to minimize risks.Identify and evaluate the best contractor - Our market intelligence team closely monitors contractors and subcontractors, and can help project owners identify and evaluate the right contractor for a project.Plan for a successful outcome - Develop a criteria of critical success factors for successful project execution, and provide on-going support throughout the project execution journey in order to ensure an effective outcome.

Business Case StudyClient SituationA JV formation (the client) between a National Oil Company and an International Oil Company (IOC) was in the testing phase for undertaking a mega onshore gas exploration project. The client was looking to assess the in-country infrastructure, resources, contractors and service providers within Saudi Arabia to understand the capabilities and constraints available within the country. The client wanted to conduct this detailed study as part of its planning and risk mitigation exercise to model potential risks which could impact the successful delivery of the project.

How We HelpedContax Partners supported the client by conducting a detailed assessment of the entire Oil & Gas landscape within the country (specifically Eastern Province) including: planned

Capex and Workload, in-country infrastructure and resources (construction commodities, labor, equipment), EPCs, engineering and construction companies and consultants, procurement providers, oil field service providers and other associated service providers.

Through a rigorous on-the-ground research approach, Contax Partners conducted over 100 interviews with market experts within all the specified categories and collected, analyzed and cross validated information on a real time basis.

In addition, Contax Partners conducted a detailed analysis of future workload patterns of competing large, and mega projects within the country and the GCC at large, and identified sweet-spots on when the client could commence the award process for the project to be in a better place vis--vis its competition.

ImpactBy conducting an exhaustive study, Contax Partners was able to collect critical information about the market, resources, capabilities and risks prevalent within the Kingdom which ultimately helped the client in developing a well thought-out execution strategy.

With Contax Partners inputs, the client was able to access fact-based analysis of the latest local trends and data, which fed into the clients proprietary Risk Mitigation Model. The client was able to take necessary steps ahead of time to make adjustments to its procurement, and execution strategies in order to ensure timely commencement of the project, and ultimately resulted in a Capex saving of US$ 40 million.

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Strategic Support for Market Entry and Developing Winning Growth StrategiesContax Partners has developed an unparalleled reputation for helping companies enter and thrive in the competitive Middle East energy market. Using our widely recognized market intelligence platform, knowledge across various industry verticals and key relations with a variety of business experts, Contax Partners is able to provide a full-range of advisory services for companies looking to enter or grow in this market.

In addition to helping new companies enter the region, our clients typically reach out to us when they need support on their most critical growth challenges. We help clients dominate their core businesses, identify and capture new opportunities, and consolidate their markets where appropriate.

Leverage our expertise, resources and connections to identify opportunities and to establish business relationships Country operating procedures and documentation requirements

Entry and execution strategies to gain market share

Market intelligence and helping to size the market

Customer procurement habits

Competitive landscape and strategies

Partner identification, due diligence, introduction and negotiation

Physical office setup and recruitment support

Organisational structure and definition of world class processes

Opportunity identification and business development support

Competency building to generate sustainable long-term success and competitive advantage

Benefits to your businessEnd to end solution Contax Partners has the expertise and experience in helping new companies setup and grow their businesses. Right from market assessment to going live and beyond, Contax Partners can provide an entire gamut of services that quickly help new businesses establish themselves in the market.

Relationships Our strong network of relationships within the industry and outside can assist companies through introduction, partnership or investment.

Growth strategies Companies already present in the region look to Contax Partners to assist them in identifying and developing strategies for new markets and offerings. We have a deep understanding of all major energy related verticals that can be leveraged upon.

Business Case StudyClient SituationA global renewables company was looking to penetrate the GCC market and wanted to understand the renewables space in the region. The client wanted to track competitor and contractor activities, and to develop relationships with key government entities in order to prequalify for upcoming renewables projects within the region.

In addition, the client was also looking for initial administrative support with licensing, office setup, recruitment, payroll, and other administrative related procedures.

How We HelpedUsing Contax Partners proprietary database of market intelligence, we monitored and tracked current and future developments within the regional renewables market on a monthly basis. Contax Partners monitored the activities of different project owners and contractors, and helped the client to develop an opportunities pipeline that matched the clients competencies. In addition, Contax Partners helped the client understand the selection criteria of various project owners, and assisted in developing a strong bidding strategy for several of its opportunities.

Additionally, Contax Partners also helped the client with initial administrative support and registration procedures with major project owners across the region.

ImpactWith the help of our proprietary market intelligence database, Contax Partners was able to provide current news and opportunities to the client on a monthly basis which ultimately helped the client to prioritize its resources to pursue the most appropriate opportunities.

Through a laborious exercise of vendor registration and documentation support, the client was listed to the approved vendor list of many of the major project owners in the region. Post approval, Contax Partners has continuously supported the client through assistance on its bidding strategy helping it prequalify for over US$700 million worth of projects.Additionally, by assisting the client with its initial setup, administrative support and registration, Contax Partners helped significantly reduce the clients go-to-market time by 9-12 months.

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Business Development AdvisoryThere is a fine line between winning and losing. The complexity of developing winning strategies to acquire new business is something that we at Contax Partners know well. Whether you are an EPC contractor or equipment supplier of boilers, heat exchangers, compressors or other critical products or services, Contax Partners can help advise you on how best to increase your success rate in winning projects.We understand that every project is unique and therefore selecting the right business development partner who has the right expertise within the local market, relationships with customers and clients, and a deep understanding of client selection processes will make a difference between winning and losing. Our team of seasoned business development experts is backed by comprehensive support from researchers and analysts to ensure that our clients benefit from up-to-date and accurate market intelligence.

Empowering you throughout the project developmental cycle

Act as your market sensor to identify the right opportunities

Match customers strength to appropriate opportunities

Competitor monitoring and understanding their value proposition

Develop winning strategies aligned to your business priorities

Strong understanding of the decision making structure

Detailed analysis of the bid evaluation process

Network of relationships to help create value

Advise during contract negotiation process

Benefits to your businessIncrease the rate of success and reduce risk In a competitive market place where numerous companies are bidding for one project, having a market expert such as Contax Partners helps companies to be informed on upcoming opportunities and ensures that they are ahead of their competition.

Improve efficiency in your business development process Our world class business development team has over 25 years of experience working within the regional energy space. We understand the documentation, decision making and bidding processes that could be invaluable to your business acquisition process.

Business Case StudyClient SituationA European manufacturer of material handling systems for the energy, mining and industrial sectors wanted to explore business opportunities within the GCC region.

The client was looking for a local agent with accurate market intelligence, strong insight into projects and contractors activities within the GCC and a strategic network of relationships to help them pre-qualify with project owners and get short-listed with leading EPC contractors.

How We HelpedContax Partners was selected as the local partner for the company in the key territories of Abu Dhabi and Saudi Arabia. Given our strong focus on market intelligence and keeping a close pulse on the market trends, we were able to develop a robust opportunity pipeline for the client.

Our strategic relationships and our history of working with project owners and contractors allowed us to guide the client in registering with all the major project owners within the two markets. As part of the on-going business development support, Contax Partners helped the client understand the projects bidding structures and facilitated in developing a successful bidding strategy.

ImpactContax Partners helped the client pre-qualify with most of the large project owners within Abu Dhabi and Saudi Arabia. In addition, Contax Partners provided the client with regular market intelligence of the EPC packages, competitor actions (within GCC) and the know-how of the bidding process pertaining to the different project owners which ultimately helped the client stay ahead of the game in its bidding and pre-qualification strategy.

As an on-going exercise, Contax Partners is helping the client connect with the project owners and the winners of different EPC packages as part of its registration and relationship building exercise.

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Business InvestmentContax Partners Business Investment division has established a proven track record of empowering its clients to achieve successful partnership creation in the MENA market. We are committed to actively identifying new and innovative technologies worldwide, and to enable their successful launch and rollout within the region, working closely with patent rights owners, financial institutions and local partners as they grow into profitable ventures.

We have developed an innovative sweat-to-equity model through which we provide on-going advisory and business development support for a predefined stake in the newly formed entity.

Proven track record in creating strategic alliances for innovative companies looking to enter the region Development of business plan and opportunity feasibility

Identification of strategic partners and assessment of strategic and organizational fit

Partnership negotiation support and courtship

Assistance with company registration, business sponsorship, management agreements and visa applications

Initial administrative support (introduction to banks, recruitment firms, government formalities, etc.)

Recruitment and logistical support (office search, staff accommodation, etc.)

Joint venture maintenance and on-going operational support

Benefits to your businessEnd to end solution Contax Partners has a successful track record in bringing new concepts, incubating the ideas into tangible entities, forming strategic alliances with carefully selected partners and providing on-going business support to help grow these companies to their maximum potential.

Relationships Our strong network of relationships within the industry and outside can assist companies through introduction, partnership or investment. Our aim is to align the company with the right business partner that would provide it with the necessary support in developing a strong and profitable venture.

Business Case StudyClient SituationA unique and innovative technology company with a US-patented process for water disinfection had an exclusive right for its proprietary technology within the Middle East. The client was looking for a strategic partner that could help set up within the region, and further size the opportunity, ultimately helping to market this technology within the region.

How We HelpedContax Partners saw a large potential for this technology within the region, and decided to partner with the client as part of its market entry strategy. After conducting a market study and sizing exercise, we realized that bringing the technology to market was essential, and therefore took charge of the registration, licensing and administrative work, while the client focused on developing its sales and marketing strategy.Using our network of relationships within the local market, the technology was initially tested on a few residential establishments and after receiving positive feedback a full scale rollout ensued.

ImpactContax Partners provided the client with a strong platform on which the company was able to showcase its capabilities to its target market. By eliminating the hassles relating to company incorporation, government paperwork, office and administrative procedures and other business related formalities, the client was able to concentrate on its core business of marketing its innovative technology.

By assisting the company in a structured manner, Contax Partners was able to help take the concept to a commercially successful level, and also to develop a successful model of market entry that can be rolled out into other Middle Eastern markets.

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Management Profiles

Filippo is the Chief Executive Officer at Contax Partners. He has over 20 years of business development, project management, business operations, and market strategy experience across MENA, Europe and Russia. He has a strong background in the energy, utility and construction sectors, and holds a PhD in the field of engineering from the University of Florence.

Filippo started his professional career with F.Fochi in 1992 as a Project Control Manager in Iran, and was involved in the reconstruction of Bandar Imam Petrochemical Complex. Filippo has held senior positions at several leading engineering and construction companies including Bonatti where he set up the companys first branch in Abu Dhabi. Later in his career, Filippo joined FM Construction as an Area Manager responsible for setting up the companys operations throughout the GCC.

Since joining Contax Partners in 1999, Filippos leadership has helped Contax Partners grow into a leading provider of strategic intelligence to the energy and energy related industries. Contax Partners is now recognized as a trusted partner to major companies operating in the Middle East and beyond.

Wendy is the Chief Operating Officer of Contax Partners. While Wendy joined Contax Partners in 2006 to manage the commercial and financial aspects of the company, her role has since evolved into many areas, directing not only the business operations and various corporate restructuring activities, but also actively supporting the strategic direction and expansion of the company. Wendy obtained her Bachelor of Commerce degree from the University of British Columbia, Canada after which she obtained her professional accounting certification.

Wendy started her career in areas related to Finance, working in various roles and organizations in Canada, particularly in the Oil and Gas sector, before moving into international business. Wendy has since worked in various consulting roles in Eastern Europe and the Middle East. Prior to joining Contax Partners, Wendy was managing the commercial aspects of a reputed international property development company in Dubai.

Ann-Marie is the Director of Business Advisory Services at Contax Partners. She has over 10 years of strategy development and implementation, project management, corporate transformation, risk management, and EPC contracting experience within the Middle East and Europe. Ann-Marie holds a Ph.D from the University of Manchester in the discipline of Biochemistry. Ann-Marie started her career as a Consultant with Accenture, serving a range of International Energy clients including Shell, Petroleum Development Oman, Kuwait National Petroleum Company, EDF Energy, and others. She has led significant transformation programs ranging from design and implementation of a journey management initiative for high value strategic mega projects to development of a risk management strategy for the execution of high value EPC projects and the roll-out of a global Contracting and Procurement Strategy for a major International Oil Company.

Ann-Marie joined Contax Partners in 2008 where she has transformed Contax Partners consulting and advisory practice to help serve important energy clients around the world.

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Management Profiles




Wayel is the Director of Business Development at Contax Partners. He has over 20 years of business development and sales experience across the Middle East, with a strong background in the energy and utility sectors. Wayel is an experienced sales strategist and tactician with skills in building high-performance sales teams and leading sophisticated manufacturing and services organizations. Wayel holds a BSc in Applied Electrical Engineering from King Fahad University of Petroleum and Minerals.

Wayels early jobs included being a Project Manager responsible for improving technical data and material cataloging of a leading regional utility company. Wayel then moved to a Dow Jones listed company as a Customer Services Manager and helped the company grow its sales exponentially, without new installation additions.

Since Wayel joined Contax Partners in 2010, he has made a significant effort to Contax Partners Business Development activities by helping clients to succeed in more than $1bn worth of project acquisitions.





Our Clients

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Management Profiles




Wayel is the Director of Business Development at Contax Partners. He has over 20 years of business development and sales experience across the Middle East, with a strong background in the energy and utility sectors. Wayel is an experienced sales strategist and tactician with skills in building high-performance sales teams and leading sophisticated manufacturing and services organizations. Wayel holds a BSc in Applied Electrical Engineering from King Fahad University of Petroleum and Minerals.

Wayels early jobs included being a Project Manager responsible for improving technical data and material cataloging of a leading regional utility company. Wayel then moved to a Dow Jones listed company as a Customer Services Manager and helped the company grow its sales exponentially, without new installation additions.

Since Wayel joined Contax Partners in 2010, he has made a significant effort to Contax Partners Business Development activities by helping clients to succeed in more than $1bn worth of project acquisitions.





Our Clients

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Beyond Corporate Social Responsibility Media Coverage

Contax Partners donated BD 2,000 to the AMH through its sponsorship of the AMH Island Classic golf tournament. The money was used to purchase a CTG machine used to monitor babies after birth and a scanner for its obstetrics gynecology clinic.

Contax Pratners participated in the Championship Flight of the annual AMH Classic Charity Golf Championship. The aim of the event was to raise funds to buy necessary and much needed equipment for American Mission Hospital.

A donation was presented to American Mission Hospital by Contax Partners as part of its commitment to the countrys healthcare. AMG Chief Medical Officer Dr. George Cheriyan received the donation comprising medical equipment.

Contax Partners participated in the sponsorship of American Mission Hospital Island Classic golf tournament.

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