ukti australia oil + gas opportunities for british business online version

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Australia - Opportunities for British BusinessRichard Goldsmith

Head of Trade for Western Australia and Northern Territory

Lead for Energy, Mining and Resources for Australia andJohn Wood –Industry specialist FPSO and structures

Content

• Richard Goldsmith will present on:

The Australian LNG market

Setting up in Australia

Connecting with the operators and EPC/M

• Guest speaker John Wood will present on:

The importance of pre-feed and feed

Approved supplier

• A Q&A Session

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Why Australia?

• You’ll feel at home immediately:

– Over 1,000 UK companies and more Brits than in any other country

– Very similar business, financial, legal and regulatory culture

• Best performing OECD country economically, with good growth prospects

• Strong Australian dollar making UK goods and services more affordable

• Closely linked to fast growing Asia-Pacific nations

• Massive opportunities for UK companies in oil and gas, health, ports, infrastructure, ICT, education, low carbon, financial and business services

• Economic webinar on 5 December or read our latest economic briefing

* ONS Pink Book 2012

Australia – A brief geographical overview


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UK/Australia trade links

• UK exports to Australia grew by over 60% from 2007 - 2011 (to more than £10 billion)

• UK’s overall exports contracted first half of 2012, to Australia rose

• 7th biggest market for services exports and 18th largest for goods

• UK is 2nd biggest foreign direct investor in Australia


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Australian opportunities: oil and gas

• UKTI estimates £85bn invested in Australian O&G in 2012

• Designated as UKTI High Value Opportunity for 2012

• Australian upstream oil and gas industry expected to grow at two to three times the rate of the economy for at least the next 15 years.

Becoming an Approved Supplier

• 1. If you are an Approved Supplier (“AS”) in another country with a company it may (usually) assists you advancing through the process quicker.

• 2. 1st you need to do the marketing to convince the company you should be given the Information package for advancing to AS.

• 3. “Be prepared”! Build a special team. You will need to supply details of ownership and experience of senior staff, financials, capability, capacity, skills and locations work is to be done. Point of Difference the key hook to get you listed. Why is your “widget” or service better than the other guys?

• 4. Know your target company, visits, coffee, lunches and ask others

• 5. Accepted for Stage 2. info on Safety and culture, sites visits begin, systems inspected. If you pass –Approved Supplier!


Getting your “widget” or service specified in the Project Design!

• Running in parallel to your marketing programme for AS, you also need to convince the engineering and project teams to spec. you “widget”.

• Results show if you product is specified then its more likely you get asked to final tender for contract!

• Keep checking. All the other suppliers are trying to get their “widget specified over yours!

• The Key -Information, information, accurate and correct information.

• Ask the same questions of Managers, Engineers and Project Team.

• Get different people in your Organisation to ask the questions.

• Ask in UK, ask in Houston, ask in Korea.

• Know your targets corporate structure!!!! Who makes decisions??


Project Lifecycle –Australian LNG Projects

• 1. Feasibility -12-24 months

• Tender Window

• 2. Pre Feed - 6 -12 months

• 3. Feed - 12-18 months

• 4. FID - 3 – 9 months

• Contracting Window

• 5. Construction - 24 -72 months

• 6. Operation -20 plus years

• 7. Expansion, Upgrade, Rejuvenation –subject to reserves, $ and Markets

• 8. Decommissioning


How much time do I get to tender?

• 1. I’m pre qualified and I’m a Tier 4 or Tier 5!

• 2. The time you get is less than all the Tiers above you.• EPC/M gets go ahead, gets specification up to date, writes it’s tender documents, issues to next Tier 3

Companies who have slightly less time to rewrite spec. write tender docs for suppliers with less time to finalise quote and so on down the supply chain.

– Tier 2 EPC/M’s Day 1 **************************** Tenders close!

– Tier 3 ********************

– Tier 4 **************

– Tier 5 *******

– You have to be ready to quote as you have much less cycle time!!

– Try and get copy of tender format or old tender docs well before.



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How can UKTI Australia help British companies?

• Find local contacts to help your business grow

• Help you attend trade fairs and missions

• Carry out in-depth research on the market to your specifications

• Product launches and PR and marketing support

• Whatever you need to succeed in the market!

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UKTI Oil and Gas Programmes


UKTI Programmes for Australia

Setting up in AustraliaWe try to answer all the questions you need to know to satisfy your board and CFO that you will be able to set up operations in Australia. In your own right, JV or use of Agency or distributor. Includes special in Perth visit and information meetings with Lawyers, Accountants, banks and employment specialist.

NAG – Northern Australia GasA special information service on 20 key LNG projects supplied in 100 page book and pdf. within 48 hours of sign up.Regular updatesCurrent NAG programme runs until end of Feb. 2013.- Includes during your visit to AOG 2013 a one day (Mon.18 Feb 13) intensive lecture serious by market specialists and Governments of WA, NT and Qld. What you need to know about OSH, Unions. Hear speakers who’ve done it. Learn from their experience.

What next?

• Ask questions at the end of this webinar or follow the conversation on LinkedIn

• Keep in touch with the latest Australian business opportunities

• Attend our industry specific webinars

• Follow us on twitter @uktiaustralia

• Get in touch with me [email protected]

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EIC Connect Oil + Gas 2012 – Manchester 27, 28 Nov 2012

• Richard Goldsmith will be at EIC Connect Oil + Gas.

• Contact me by email before 22 Nov12 for an appointment or chat.

• [email protected]

• UK mobile 07795 421 384


ukti australia oil + gas opportunities for british business online version

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