UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS PETROLINK UK/NW MENTORING PROGRAM...
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Transcript of UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS PETROLINK UK/NW MENTORING PROGRAM...
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
PETROLINK
UK/NW MENTORINGPROGRAM
LESSONS LEARNEDROUND 2 2007 - 2008
RUNE KVERNBERGABERDEEN 1 JUNE 2010
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
Mentee
• Person-Harper Ltd, Teeside, UK
• Business: Content Engineering to various industry segments including oil & gas.
• No of employees: 50
• Representative: Steve Pearson
• Position: Managing Director
• Objective: Keen to explore the Norwegian oil & gas market for expansion of business
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
Mentor
• Kongsberg Maritime AS, Kongsberg, Norway
• Business: Multi-technical corporation within positioning, navigation and automation to the shipping and offshore industries in Norway and internationally.
• No of employees: 2,500
• Representative: Rune Kvernberg
• Position: Business Development Manager, Oil & Gas
• Objective: Keen to assist a UK company to expand into the Norwegian oil & gas market and to gain more insight into the UK market in view of own business development plans for the UK.
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
Framework
• Establish objectives and targets – individually and jointly.
• Exchange viewpoints on oil & gas industry’s need for Mentee’s and Mentor’s products & services in each other’s home market.
• Understand the supply chains, how they work, where differences exist and how values are perceived and rewarded in terms of purchasing.
• Estabslish ”differentiators” to guide bussines plan development.
• Meet with users of products & services to broaden understanding of technology, application and practical business demands.
• Consider how to develop Mentee and Mentor products & services to become attractive in the two markets.
• Study business models for profitable development of the markets.
• Prepare key points for action plan to expand businesses into Norway and the UK respectively.
• Priority was clearly given to Mentee’s business development issues.
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
Lessons learned
Challenges:
• Allocation of sufficient time and dedication for the mentoring program.
• Difficult to gaining attention for the program in Mentor’s organization.
• Low frequency of contact between Mentor and Mentee hampered continuity of discussions and work.
• Exchange of viewpoints, experience and solutions among the program participants.
Opportunities:
• Mentee found the program to be useful and to provide considerable insight into the Norwegian market and its business processes.
• Mentor identified opportunities for further development of applications and services incl. for the establishment of a possible partnership with Mentee.
• Specifically, the connection of Mentee’s library and associated services to Mentor’s dynamic plant control & analyses offerings should have a cooperation potential.
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
Improvement potentials
• Assign sufficient time and dedication for program participation.
• Mentor and Mentee to share detail as regards business conduct, drivers and interests upfront as a means to guide development of viable business model for new market entry.
• Have all program participants to share business experience, opportunities and challenges in more detail.
• Program Management to be more active in following up and guiding of plans, initiatives and conclusions.
• More reporting to Program Management necessary to keep up momentum and allow discussions and facilitation of practical outcome.
• Spend more time to inform about UK/NW formal and informal business practices.
• Add more “business & social contents” in conjunction with program meetings by using local opportunities at venue of meetings.
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
Testemonial
• Overall impression: A great scheme, but there’s more potential!
• However, at times frustrating due to lack of progress.
• No follow-up of the conclusions from the program initiated – neither jointly nor individually by actual Mentor and Mentee.
Is there a “life” after close-out meeting?
Of course, but “it takes what it takes” from both Mentor and Mentee
– dedication being the main driver!
UK/NW Mentoring Program | 1 June 2010 Copyright: Petrolink AS
MORE INFORMATION
Thank you for your attention!
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www.petrolink.no