1. BERR Business to Business Mentoring Initiative Case Study MENTOR STATOILHYDRO Peter Tronslin Anders Bjørkhaug MENTEE DOMINION GAS Mark Graham

2. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas Introduction –StatoilHydro –Dominion Gas Aims & Objectives –Dominion Improve understanding of Norwegian business culture… Improve understanding of Norwegian supply chain… Understand how we can identify business opportunities… Improve network of contacts within larger organisations… Seek assistance in overcoming the traditional commodity view of our products…

3. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas –StatoilHydro Main objective is to be a mentor for Dominion… Contribute to further development of a skilled and competitive supplier… Understand the challenges and capabilities of SMEs… Personal development and learning… Sharing StatoilHydro's value proposition

4. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas Achievements –Moderate success has been achieved in the majority of the Mentee and Mentor objectives UK/Norwegian business culture differences defined Improved understanding of Norwegian supply chain –Identified potential customers –Developed a strategy to approach potential customers Found companies that have global activities and those which could be potential clients Improved network of contacts within larger organisations –Identified relevant governmental and other bodies –Identified and attended relevant events Objectives not met –Not yet been able to overcome the commodity view of our products and services

5. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas Lessons Learned –Norwegian business is quality focused –Longer term outlook in regards to purchasing –Norway has a distinct business culture Does not accept the hard sell and as a result Dominion has educated its staff to listen more and not rush events Recommendations –Improvements A little more organisation and structure would be recommended Selection process could be improved by allowing some slides to be used when SMEs explaining what their company does, etc. –Additional help/support As above, BERR and INTSOK could assist with a little more support and encouragement for the pairings

6. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas Final impressions of the programme –Programme took place at time of high global oil & gas activity. Significant workload made it hard to allocate sufficient time for initiatives such as the mentoring programme. –Both Dominion and StatoilHydro found the programme beneficial, both on a company and at a personal development level. –Quarterly Mentoring Events provided a good networking opportunity, not only through the 1-2-1s sessions for Mentee- Mentors but for the Mentees to discuss common issues on contracting strategies, etc.