Business Development in the Oil & Gas Sector Training Course
Course Highlights and Agenda
This course focuses on providing you with essential industry insight and developing those skills needed to be an effective business development professional in the oil and gas industry. The course involves a wide range of teaching methods and course materials (presentation, exercises, short videos and discussions) to stimulate and enliven the learning process. The practical nature of the course will enable you to return to work with all the tools needed to make an immediate impact on your future success and success of your business.
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Agenda
Business Development Skills Tailored to Industry Processes
Petroleum Industry Structure & Process
- What are business development skills?
- Why they are important? - Structure of the oil & gas industry and key industry players
- Recent transactions reported globally across the industry
Exercise: Networking skills
- Business cycle: Activities and funds flowing through oil and gas companies
Cooperating & Coordinating
- Joint ventures: Industry cooperation and risk sharing
Video: Offshore collaborations
Exercise: Motivation in a team context
- Contractual frameworks, Joint operating agreements, partners meeting
- Project Process: Feasibility, FEED, EPC and cost control
Types of Transaction & Business Planning:
- Types of transaction common in the industry
- Strategic drivers and best practice
- Business planning cycle and scenario planning
- Delegation: A key management skill
Exercise: Leadership versus management
Negotiations, Teamwork and Decision Making
- Achieving meaningful & lasting agreements
Exercise: Negotiating
Video and Case Study: Deepwater field development
Exercise: Team work and personality types
New Business - Opportunities & Risk Taking
Assets & Supply Chains
- Government, NOC & IOC relationships
Exercise: Evaluating country energy trends and policies
- Building portfolios: Organic growth versus acquisition
Video & Case Study: Caspian pipeline exports
- The importance of midstream (pipeline/shipping) infrastructure
Resources & Politics
- Reserves categories, classification & distribution
- Growing roles for unconventional oil and gas resources
- Geopolitics and risk
Exercise: Risk profiles along the supply chains
Video: LNG opening up international gas trade
Achieving Sustainable Agreements
Exercise - Game theory - International relationships
- Community relations & public consultation
Video and Case Study: Community conflicts
- North America's oil sands, bitumen and oil shales
Video: Unconventional resources: Oil sands and shale gas
Exercise: Competitive bidding
Global Challenges Facing the Industry
- Refinery crack spreads
- Volatile oil & product prices
- Natural gas storage
- Utility deregulation and third party access
Video: Case study - Carbon Capture & Sequestrian (CCS)
- Roles for OPEC, GECF, IEA, EIA & other industry representative bodies
Strategically Driven Business Development
Benchmarking and Key Performance Indicators Worth Measuring
- Key Performance Indicators (KPI) appropriate for the industry
Exercise: Funding & development costs & reserves replacement
- Mitigating risk and exploiting market opportunities
Video: Refinery & petrochemical synergies in Asia
- Coordinating multiple parallel phases of complex development projects
Linking Strategy & Performance
- Contracting & alliancing to improve performance & spread risk
Exercise: Developing a global mindset
- Defining clear goals and understanding constraints to enhance decision making
Gas Technology Opportunities & Regulatory Uncertainty
Video & Case Study: Gas To Liquids (GTL)
- Other stranded gas opportunities (CNG and Gas Hydrates)
- LNG as a marine and road transport fuel
Video: Gas to Power - CCGT & CHP
- Biofuels and other alternative fuels
- Emissions caps and taxes and their likely impact on the oil and gas industry
Case Study: Corporate Governance - Enron's Demise
Alternative Futures for the Industry
- Future role for oil & gas and alternatives in the global primary energy mix
- Security, community and geopolitical influences
- Brand and reputation management considerations
Exercise: SWOT analysis of oil & gas industry
What You Will Learn
This unique 3-day interactive training course:
- Addresses the key skills required to succeed in the modern oil & gas industry
- Explains the processes, drivers and terminology relevant to the industry
- Enables you to understand the asset commercialisation issues unique to the sector
- Identifies the risk and opportunity exposures of different stakeholders
- Reveals new global resource trends, supply chains and environmental constraints
- Establishes what needs to be measured to monitor and improve performance in the industry
- Highlights best practices in managing the oil and gas industry’s strengths, weaknesses, opportunities and threats
