Stavanger Henrik Bang-Andreasen

The Seaproof Lessons Learned Our Experience:

Seaproof Solutions – small specialised company Our mentor from BP – Super Major Our background

Making business in UK How to sell our stuff in UK Why so difficult ? How do we get in; Where is ”our stuff” sold in the value chain Our ambitions

Workshop – broaden up – narrow down vision Facilitated meetings with head of Subsea department Arranged demonstrations of how procurement of services/products worked in BP Agreed to discuss our strategy planning for entering UK Mentor direct inputs

Set up partnership with company in business in UK Sharpen strategy –Competitive edge –Differentiators Identify key potential clients Our plan

Our activity outside the plan How to get in the pipeline to BP –We got the right contacts – why not give it a try Trying to finalise and push for partnership within timeline of the program –Mentor may assist you looking at a strategy “from the other side” but obviously there is no time or sense in executing with assistance from Mentor

Has the program helped Seaproof in UK Yes At first we were disappointed – the strategy cut to the bone, difficult to create similar competitive situation in UK and capitalize on this as in other markets Then Yes – we have been able to find areas where our competitive edge is good in UK and we have ongoing business and develop business

Lessons learned Get a sharp Strategy for the program –Go for lean & mean, make it for your best shots Set a mission plan – make few (very few) objectives you will have time to cover within the program Scale down to a bare minimum of objectives Get it approved with your Mentor Agree “between program activity” with Mentor Start now – you are already late

Good Luck Henrik Bang-Andreasen. Managing Director, Seaproof Solutions, Norway