Sea planning day 2012
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Transcript of Sea planning day 2012
THE YEAR SO FAR
• My perception as the ‘new kid on the block’
• Business development appears to be reactive.
‘word of mouth’, ‘sniffs’, global perception, relationships.
• What is our marketing strategy in the region?
We know what we want but not clear on how this is achieved?
• Acknowledge the presence of Silo’s and remove them.
• What is our branding, who do we want to be?
Mott MacDonald vs McDonalds or G4S (Chip Paper)
Business Development Today
Business Development Tomorrow
• Centralised vs Decentralised
• We determine when and where to react
• Consolidation to build up database of opportunities – analyse to ensure we ‘chase the right ones’
• Improved sales pipeline quality and conversion rate
• Focus resource effectively and efficiently
• Plant local resource with ear to the ground
DATABASE
DATABASE
DA
TA
BA
SE
DA
TA
BA
SE
THE CHALLENGES
• Reliable business information streams.
• Understanding the importance of business development?
• Overcome cultural differences.
• Corruption levels.
• Understand country process mechanisms.
• Understanding our strengths, be honest with ourselves.
• Don’t forget the basics, Generation means Transmission.
• Actually understanding what skills we have in the region and address the gaps.
Decision Making Process
STATISTICS
INTUITION
IND
US
TR
Y
CU
LT
UR
AL
Which opportunity do we choose from the database? Consider…….
Part 1 – Industrial Statistics
2011-2020 FORECASTED GENERATION
2011 2020
Malaysia 51,816 68,338 32%
Singapore 19,784 25,688 30%
Indonesia 72,526 139,101 92%
Thailand 59,753 75,301 26%
Vietnam 32,552 116,407 258%
Philippines 27,656 43,883 59%
MW Generation - 2011-2020
0
20,000
40,000
60,000
80,000
100,000
120,000
140,000
160,000
MW
Malaysia Singapore Indonesia
Thailand Vietnam Philippines
2011 SEA Power GenerationBiogas
0%
Gas
25%
Thermal
44%
Coal
14%
Wind
0%
Solar PV
0%Oil
5%
Geothermal
1%Hydro
9%
Biomass
2%
2020 SEA Power Generation (Projected)
Biogas0%
Gas18%
Thermal41%
Biomass2%
Hydro10%
Geothermal3%
Oil3%
Solar PV2%
Wind0%
Coal21%
Source: Globaldata sources
Part 2 – Geographical Challenges
RANKEase of Doing
Business
Corruption Levels
Competition Levels
High to Low - Least
DifficultiesHigh to Low - Least
CorruptionHigh to Low - More
Competitive
1 Singapore Singapore Singapore
2 Thailand Malaysia Malaysia
3 Malaysia Thailand Thailand
4 Mongolia Indonesia Indonesia
5 Vietnam Vietnam Vietnam
6 Indonesia Mongolia Philippines
7 Philippines Philippines Mongolia
8 Myanmar Myanmar Myanmar
Source:
Ease of Doing Business Index – World Bank
Corruption Perception Index (CPI) – Transparency International UK (TI-UK)
Global Competitiveness Index (GPI) – World Economic Forum (WEC)
Part 3 – Intuition & Culture
• Cultural Practices
• Languages
• Who?
• What?
• How?
• Where?
• When?
RANKMM
Relationship In Country
High to Low - Stronger
Relationship
1 ?
2 ?
3 ?
4 ?
5 ?
6 ?
7 ?
8 ?
Part 4 – Combine – Make an Informed Decision
RANK Power GrowthEase of Doing
Business
Corruption Levels
Competition Levels
Total Project to
Date
MM Relationship In
Country
High to Low
Business Opportunity
High to Low - Least Difficulties
High to Low - Least
Corruption
High to Low - More Competitive
High to Low - More Projects
High to Low - Stronger
Relationship
1 Vietnam Singapore Singapore Singapore
2 Indonesia Thailand Malaysia Malaysia
3 Thailand Malaysia Thailand Thailand
4 Malaysia Mongolia Indonesia Indonesia
5 Philippines Vietnam Vietnam Vietnam
6 Myanmar Indonesia Mongolia Philippines
7 Mongolia Philippines Philippines Mongolia
8 Singapore Myanmar Myanmar Myanmar
STATISTICS + INTUITION = TARGET MARKET
AP
PLY
WE
IGH
TIN
G
IDE
NT
IFY
TA
RG
ET
MA
RK
ET
THE WAY FORWARD
• Clear actions to achieve our expectations
• Invest in business development
• Work targets vs BD Investment costs
• Target countries based on ‘Knowledge Based Information’
• Develop a business ‘Bridge Head’ in our target countries.
Recruit Staff or develop power office
• Be clear on our business pipeline strategy.
• Develop a bid decision framework/process.
• MM announce new global business development plan for Asia
• MM announce record recruitment figures
• MM exceed target to increase net revenue to over £28 million.
• MM become top 3 Power Consultants in the Region in terms of turnover and market perception.
• MM offer multi-disciplinary power capability to the Region.
• MM open new regional Power office
History will be kind to me…because I intend to write it!!!!!!
SEA Power Strategic Planning DayBangkok
8 August 2012
Anthony Grieves
BUSINESS DEVELOPMENT
