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PROJECT EXPERIENCE FROM RUSSIA
Benedikt Henriksen
Lillestrøm, 7 October 2004
Date: 2004-10-07 • Page: 2
SUPPLIER DEVELOPMENT PROJECT IN NORTH WEST RUSSIA
Background:• Result of Joint Declaration by President Putin and Prime Minister Bondevik,
November 2002• Hydro’s engagement in the Shtokman gas field project in the Barents Sea
Goal : To map current status of supplier industry To motivate supplier industry for development To assist supplier industry to cover the identified gaps
Project partners: Gazprom,Rosneft and Sevmorneftegaz Arkhangelsk and Murmansk administrations Barents secretariate Finnmark county administration Innovation Norway Sør Varanger commune
Date: 2004-10-07 • Page: 3
HYDRO’S OIL & GAS ACTIVITIES IN NORTH WEST RUSSIA
Date: 2004-10-07 • Page: 4
CHALLENGES
ROGALAND REGION:POPULATION: ~0,4 mill pplNUMBER OF SUPPLIERS: ~500EMPLOYEES: 38 000 ppl
ARKH. & MURM. REGIONS:POPULATION: ~3 mill pplNUMBER OF SUPPLIERS: < 20
NORWAYLOCAL QUALIFIED SUPPLIERS: >950 COMPANIES•DIRECTLY EMPLOYED - 60 000 PEOPLE•RELATED SECTORS – 225 000 EMPL.•TURNOVER (LOCAL SUPPLIES) ~$8 bln /yr
Date: 2004-10-07 • Page: 5
SURVEY ANALYSIS FEEDBACK INITIATIVES
SUPPLIER
DEVELOPMENT
PROGRAM
PHASE I
”SURVEY”
PHASE II
”FEEDBACK & INITIATVES”
PHASE III
”IMPLEMENTATION”
PROJECT OVERVIEW
ARKHANGELSK AND MURMANSK
51 COMPANIES
DETAILED QUESTIONNAIRE
MAY- AUGUST 2003
ARKHANGELSK AND MURMANSK
51 COMPANIES
DETAILED QUESTIONNAIRE
MAY- AUGUST 2003
Date: 2004-10-07 • Page: 6
SURVEY ANALYSIS FEEDBACK INITIATIVES
SUPPLIER
DEVELOPMENT
PROGRAM
PHASE I
”SURVEY”
PHASE II
”FEEDBACK & INITIATVES”
PHASE III
”IMPLEMENTATION”
PROJECT OVERVIEW
PRODUCTS & SERVICES
QA & HSE
FINANCIALS
REFERENCES
ESTABLISHMENT OF PILOT DATABASE
SEPTEMBER-NOVEMBER 2003
PRODUCTS & SERVICES
QA & HSE
FINANCIALS
REFERENCES
ESTABLISHMENT OF PILOT DATABASE
SEPTEMBER-NOVEMBER 2003
Date: 2004-10-07 • Page: 7
SURVEY ANALYSIS FEEDBACK INITIATIVES
SUPPLIER
DEVELOPMENT
PROGRAM
PHASE I
”SURVEY”
PHASE II
”FEEDBACK & INITIATVES”
PHASE III
”IMPLEMENTATION”
PROJECT OVERVIEW
WRITTEN INFORMATION TO SUPPLIERS
2 DAYS’ CONFERENCES IN ARKHANGELSK AND MURMANSK
DISCUSSIONS OF FINDINGS WITH COMPANIES
MARCH - APRIL 2004
WRITTEN INFORMATION TO SUPPLIERS
2 DAYS’ CONFERENCES IN ARKHANGELSK AND MURMANSK
DISCUSSIONS OF FINDINGS WITH COMPANIES
MARCH - APRIL 2004
Date: 2004-10-07 • Page: 8
SURVEY ANALYSIS FEEDBACK INITIATIVES
SUPPLIER
DEVELOPMENT
PROGRAM
PHASE I
”SURVEY”
PHASE II
”FEEDBACK & INITIATVES”
PHASE III
”IMPLEMENTATION”
PARTNER SEARCH IN COOPERATION WITH INTSOK
PROMOTION OF QUALIFICATION SYSTEM
SUB-CONTRACTOR COMPETENCE DEVELOPMENT
”ONE-TO-ONE” MEETINGS WITH SELECTED COMPANIES
APRIL-DECEMBER 2004
PARTNER SEARCH IN COOPERATION WITH INTSOK
PROMOTION OF QUALIFICATION SYSTEM
SUB-CONTRACTOR COMPETENCE DEVELOPMENT
”ONE-TO-ONE” MEETINGS WITH SELECTED COMPANIES
APRIL-DECEMBER 2004
PROJECT OVERVIEW
Date: 2004-10-07 • Page: 9
SURVEY ANALYSIS FEEDBACK INITIATIVES
SUPPLIER
DEVELOPMENT
PROGRAM
PHASE I
”SURVEY”
PHASE II
”FEEDBACK & INITIATVES”
PHASE III
”IMPLEMENTATION”
PROJECT OVERVIEW
PHASE III MIGHT BE A SUBJECTFOR COOPERATION WITH GAZPROM AND OTHER PARTNERS
Date: 2004-10-07 • Page: 10
SURVEY ANALYSIS FEEDBACK INITIATIVES
SUPPLIER
DEVELOPMENT
PROGRAM
PHASE I
”SURVEY”
PHASE II
”FEEDBACK & INITIATVES”
PHASE III
”IMPLEMENTATION”
PROJECT OVERVIEW
1. ESTABLISHMENT OF JOINT QUALIFICATION SYSTEM
2. ESTABLISHMENT OF REGIONAL SUPPLIER DEVELOPMENT CENTER• COMPETENCE INCREASING
• PARTNER SEARCH
• NETWORKING
1. ESTABLISHMENT OF JOINT QUALIFICATION SYSTEM
2. ESTABLISHMENT OF REGIONAL SUPPLIER DEVELOPMENT CENTER• COMPETENCE INCREASING
• PARTNER SEARCH
• NETWORKING
Date: 2004-10-07 • Page: 11
EXPERIENCE
”Experience is the name everyone gives to their mistakes”
Oscar Wilde
Date: 2004-10-07 • Page: 12
ЭТО ТРУДНО...
IT’S NOT THAT EASY …
Date: 2004-10-07 • Page: 13
BUT THE UPSIDE IS HIGH …
Date: 2004-10-07 • Page: 14
NORWEGIAN EXPERTISE IS IN DEMAND –MAKE YOUR MOVE
EXPERIENCE 1.
Date: 2004-10-07 • Page: 15
•WESTERN TECHNOLOGY IS A KEY TO ECONOMIC VIABILITY •LACK OF SERVICE INFRASTRUCTURE•LACK OF LOCAL SUPPLIERS AND COMMON STANDARDS•HUGE INDUSTRIAL POTENTIAL AND GOOD ”MATCH”
UNIQUE OPPORTUNITIES FOR NORWEGIAN INDUSTRY
Date: 2004-10-07 • Page: 16
UNDERSTAND THE DIFFERENCE
EXPERIENCE 2.
Date: 2004-10-07 • Page: 17
RUSSIA NORWAY
MASCULINE FEMININE
DECISION COMPROMISE
”ALL FOR ONE” ”ONE FOR ALL”
SURVIVAL CREATIVITY SOCIAL SECURITY
Date: 2004-10-07 • Page: 18
EXPERIENCE 3.
DO YOUR HOMEWORK PROPERLY
Date: 2004-10-07 • Page: 19
YOU HAVE JUST 10 MIN. TO EXPLAIN
• NATURE OF YOUR BUSINESS• YOUR OBJECTIVES• YOUR PROPOSAL• VALUES FOR COUNTERPART
…AND BE UNDERSTOOD!
Date: 2004-10-07 • Page: 20
EXPERIENCE 4.
BE PREPARED TO SPECIAL WORKING CONDITIONS
Date: 2004-10-07 • Page: 21
”It’s often hard to understand where the government ends and business begins, where business ends and the government begins”,
Vladimir Putin
Date: 2004-10-07 • Page: 22
RUSSIANS ARE CHALLENGING PARTNERS
EXPERIENCE 5.
Date: 2004-10-07 • Page: 23
• INITIALLY OPEN AND FRIENDLY • DIRECT IN EXPRESSIONS• PERSONAL RELATIONSHIP ORIENTED• DON’T LIKE TO BE TAUGHT BY FOREIGNERS
Date: 2004-10-07 • Page: 24
PRESENCE IS A ”MUST
EXPERIENCE 6.
Date: 2004-10-07 • Page: 25
THANK YOU !
