pangea-si.com

Strategic Intell igence

03

Case Study: Innovative Technologies and Acquisition Opportunities in the Upstream Oil and Gas Sector

Our client, the Scouting and Business Development team of a major technology provider into the Oil and Gas sector, wanted to understand technologies emerging in the upstream space.

Aware of the products being developed by the major Oilfield Service companies in well-publicised parts of the market, the client was primarily interested in small companies, set up within the last five years, possibly on the cusp of making a breakthrough.

The priorities were the identification and assessment of potential threats and acquisition opportunities.

The ChallengeIdentifying the small start-up companies that frequently fly under the radar had been difficult for our client. They had researched for many hours without finding suitable results. Unwilling to ignore the ‘unknown unknown’, the client engaged Pangea on a project to try and uncover an area that they knew had the potential to impact their business in both positive and negative ways.

The ProcessRather than looking for the companies directly, we spoke to recent formers from the technology functions at the majority of Oil Operators – including CIOs, CTOs and senior team members – to understand if they had used any new companies in relation to their upstream processes. Using advanced screening questions set by the client, we were able to filter through the responses of interest. The client chose to conduct

over 20 telephone interviews to gain insights on the small companies that were tested and the reasons behind choosing them.

The ResultsA wide array of reasons emerged for having chosen smaller providers. These ranged from low-cost products and personal relationships; to desperation and solving niche problems that our client was unaware Oil companies felt were important.

Once our client had established trends and observed that some of the start-ups had been used by multiple Operators, it began a full due diligence process with the intention to proceed towards an acquisition of at least one of the companies it had discovered.

Taking such a proactive approach to analysing a challenging area of the market has given our client’s organisation an edge over its competition when it comes to new offerings in this intensely contested space. The endeavor has the potential to result in millions of dollars in increased

revenue.

The endeavor has the potential to result in millions of dollars in increased revenue.

Pangea Strategic Intelligence

05

Case Study: Offshore Wind Competitive Analysis - Full Strategic Research Solution

Pangea Strategic Intelligence

The ChallengeThe client knew it needed a tailored piece of research, but it did not have staff with the time to design and execute it internally. Pangea was engaged initially to conduct a full competitor analysis, intended to give the client a greater grasp of the space. During the process, it also became apparent that ‘Wind’, as an emerging sector, has a limited pool of experienced, top-tier professionals. In order to be successful in the future, our client needed to make

sure it was attracting the sort of talent that would allow it to grow into a big player. Thus, the project was additionally tasked with investigating what would make our client an attractive employer.

The ProcessPangea carried out a market map assignment on behalf of our client, analysing the client’s four major competitors as well as some smaller companies they were interested in. Based on analysis and excerpts from interviews with experts in the

Our client was able to devise a 10 year strategic operations outline, incorporating a refined approach to business development

After an Initial Public Offering / IPO, our client, a multinational energy company, realised that its Offshore Wind division would be a key component to the future health of its business. Winning a higher percentage of the tenders it was bidding for and being considered a leader in the segment had become an organisational priority, and the client set the goal of securing multiple prestigious projects in the subsequent 24 months.

07Pangea Strategic Intelligence

field – complemented by a small, anonymised, qualitative survey with those same experts – we delivered a report.

The analysis was made up of organisational diagrams; visuals depicting market positioning across geographies; graphs showing estimated resource share; and other relevant figures. Extrapolated, the client could see deep into its competitors’ development of their businesses. This included: operational cycles; approaches to innovation; and calculating Levelised Cost of Electricity / LCOE. Several strands that could be connected to assess how each bid were highlighted.

No individual interviewed was asked to provide confidential, yet-to-be-released data or discuss their current employer. In fact, they were specifically asked not to. Nonetheless, by engaging high-level professionals embedded in Wind, we were speaking to consultants who had already synthesised the publicly available information and could add their personal perspectives on top.

In short, we were able to quickly aggregate the knowledge and opinions of an array of genuine experts into a unique research output, designed to be a bespoke fit for the needs of the client.

It was an approach that proved extremely valuable. Pieced together as a mosaic, the report provided reliable intelligence on how businesses involved in Offshore Wind conduct bids and approach various issues around ‘best practice’.

The ResultsPangea delivered a full strategic research solution that enabled the client to make internal changes in the two areas of focus. Primarily, our client had obtained the insights required to streamline its Offshore Wind business and improve efficiency in executing

projects – enhancing its value offering to clients without compromising its own commercial position.

Thanks to early identification of an extra theme and good communication with the client, who were keen on adapting the research to maximise utility, Pangea also delivered a detailed brief from experts within this highly competitive segment on the initiatives the client needed to implement to become a more innovative business and, therefore, a more desirable place to work.

Armed with the knowledge required to make informed decisions, our client was able to devise a 10 year strategic operations outline, incorporating a refined approach to business development, as well as an overhaul in hiring strategy and organisational culture.

Through continued knowledge consultancy engagements and extensive Executive Search for senior leadership positions across four continents, Pangea maintains a close working relationship with the client, supporting multiple aspects of its growth.

Pangea maintains a close working relationship with the client, supporting multiple aspects of its growth.

Pangea Strategic Intelligence06

Strategic Intell igence

For more information please get in touch:.

pangea-si.com

info@pangea-si.com