Case Studies

New Investment Requires a New Approach

A small-cap operator with assets in Africa was seeking fresh investment.  Having returned from an unsuccessful roadshow with their broker around London, they turned to us for a new approach.

Solution

The Oil and Gas Council identified five potential investors in Asia-Pacific. Using our propriety accredited data we created a marketing plan to target them through our regional base, and make specific personal introductions through our team on the ground

• Investor identification
• Highly targeted thought-leadership – supported by our industry leading website
• Pre-arranged introductions organized by our team
• Meeting facilitation face-to-face

Impact

Funding Success. The client receives an initial commitment of US$100 million from an Asian based private equity fund

No Success Fee. The Oil and Gas Council doesn’t charge a fee structure for our work.  As an impartial energy network, we broker relationships, not deals through year round engagement with the industry.

Reigniting License Round Interest  

An unsuccessful offshore licensing round inviting applications from companies was halted after months of failure.  Promoted by the country’s regulator with an advisor, they turned to us to ‘drum up’ support.

Solution

The Oil and Gas Council quickly identified that a host of high-profile events previously targeted by the advisor were large-scale trade shows.  These transactional events lacked the right audience profile, and the licence round was subsequently unheralded in the right corridors.

• Investor focused one-on-one meetings held in Europe, Asia and North America
• Key branding and headline speaking opportunities in front of an array of investors, and industry executives
• First in-country show created focused on inward investment and regulatory regime

Impact

Significant Interest.  Oil majors lodge bids for exploration rights.  In-country show extended with host government support for four years.

Stock Exchange Looking to Increase Listings

A prominent stock exchange had concluded its go-to-market planning for new target sectors.  Fuelled by a strong appetite for oil and gas stocks, it wished to attract executives to meet its BD team.

Solution

• Conducted a financial eligibility test of our members against entrance criteria
• Cross-checked location of management teams to the exchange
• 20 members invited to close one of the worlds largest stock exchanges
• Bespoke drinks reception follows market closing ceremony

Impact

Multiple Opportunities.  Three companies considering an initial or secondary listing were identified. Additional pre-listings work was passed to an Oil and Gas Council partner member; simultaneously creating business opportunities for multiple actors in our network.

Building Personal Brand Value  

Despite taking a significant position in the host country, a new Country Manager was struggling to get time with the new Minister outside of committee hearings.

Solution

The Oil and Gas Council identified a number of in industry veterans whose unique perspectives on the country would enable our client to quickly understand the landscape. We connected our clients with:

• Former Minister of Energy. Now an advisor to the incumbent President and acting as a de facto power broker in the country
• Current country-manager for every IOC in the country. Held a private closed door meeting which was responsible for developing a new approach to the Ministry
• Private breakfast briefing – 100% of attendees were new target clients

Actionable Insight: Various consultations enabled our client and by extension the industry association to formulate a new approach to the Ministry.

Striking The Right Note. As an alternative to attracting the Minister to a more formal setting, we identified the game of golf as a new medium for engagement. The first Oil and Gas Council golf tournament was hastily arranged, which welcomed all the right stakeholders (including said Minister).

Significant Interest.

Oil majors lodge bids for exploration rights.
In-country show extended with host government support for four years.

International NOC Looking for ROI on Huge Investment

One of the worlds largest national oil companies has invested millions of dollars in a new state-of-the-art facility. Although an expert in home region, our client’s technical prowess is less familiar to pan-regional players, and particularly those organisations that are located outside of the region.

Solution

The Oil and Gas Council arranges a fact-finding trip for 40 delegates from 17 countries to visit the new facility.  With over 400 telephone consultations in preparation, and various meetings pre-arranged for the client during the 2 day meeting. Participation included:

• Super-Majors
• Regional National Oil Companies
• Government Stakeholders
• Industrialists and Industry End Users

Impact

Familiarity: Our client extends its network in the regional and beyond.  Potential partners and end users of the facility gain valuable insight into a unique world-class facility.

Follow-up: The diverse group of potential clients far outstrips the distribution of internal marketing capabilities at the NOC.  A follow-up filed-trip is promptly brought forward from a 12-month cycle to six.

• Minister of Energy
• Regional Head of IOC
• COO of Major Operator

Tough New Regulations. Impacting Business Development  Our client, a global professional service firm, was seeking to reaffirm their market-leading position in EMEA advisory services. Our client however is unable to brand their services next to US audit clients, due to strict interpretation of new SEC regulations.

Solution

The Oil and Gas Council organizes a private dinner free of all branding for 20 individuals (all of which were African Ministry representatives and super majors from across the continent). The client however is the only non buy-side in the room with key target clients pre-identified.  The Council uses its impartiality to approach clients to attend the dinner.  Those convened included:

Impact

Delicate Messaging.  We are able to provide a room full of potential customers for our client.  The controlled room environment enables subliminal messaging of our client’s brand, and fully complies with all regulation.

A three-decade-old family run business had in the midst of the down-cycle created a true market disruptor product that could save costs and lives offshore.  They described themselves as “product-people” and not good with this “marketing thing.”

Solution

• We identified through our own due diligence that the product was disruptive
• Locked in key job titles from IOC’s and NOC’s to key events where the client would be exhibiting
• Walked through the product on behalf of the client with key targets
• Supported the product through an editorial calendar to push content pieces via our media channels to reinforce message

Impact

Biggest contract in the company’s history signed with one of the world's top 3 national oil companies who they had met at our event.

US Law Firm moving into the European Energy Market   

Successful US law firm had completed the first round of their European expansion with a round of lateral hiring, and opening of a new Central London office.  They needed a platform to launch their energy practice.

Solution

• Identified key multinational clients and local GC targets that were Council members
• Made effective introductions with new clients and invited them to a private drinks evening at their new office organised by the Council team
• The evening was purposefully controlled, with other law firms welcome but limited to one Partner
• Law firm given access to all participants, and post-event introductions made to those that the team missed engaging with on the night

Impact

Over 250 attendees visited our clients new office in the first month of its opening.  This directly led to multiple engagements, including with a world leading OFS company.  Our impartiality meant we insisted other law firms were welcome, but this also led to the subsequent recruitment of one lawyer from a rival firm who had attended the evening.