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Partnering for Gulf Projects
1. Partnering for Gulf Projects
August 2011vB4 T2VC EiR Partnering for Gulf Projects
2. Proposed Agenda
• Gulf right time, right place
• Waves of opportunities
• Gulf opportunities
• Major project market
• Prime contracting
• Partnering
• Opportunities for Palestine
• Ready?
• Next steps
August 2011vB4 T2VC EiR Partnering for Gulf Projects
3. Gulf Right time, Right Place
• Much of region is fuelled by natural resources
• Region is transforming – infrastructure, needs,..
• Shifting from regional traders to global traders
• Region has ~250m consumers, with more $$
• Shift in leadership, older generation handing over
• Region is young ~ average age is 24
August 2011vB4 T2VC EiR Partnering for Gulf Projects
4. So what?
• This is a time of accelerated CHANGE
• More opportunities for those with solutions
• Cross border opportunities are becoming routine
• Next decade will shape next 50 years
August 2011vB4 T2VC EiR Partnering for Gulf Projects
5. Gulf Opportunities in Waves
• Natural resources has been the first wave
oil, gas, rare earth
• Infrastructure is second wave
power, water, waste, roads, airports, sea ports
• Human services will be third wave
health, education, social services
• Fourth wave will be commercial and personal
center of excellence, trade, clusters
quality of life for those that make home
August 2011vB4 T2VC EiR Partnering for Gulf Projects
6. Gulf Oil & Gas – wave 1
• Ras Tanura Integrated Project (TIP)
• Pearl GTL
• Petro Rabigh Refinery Upgrade
• Shah Sour Gas Field Development
• Khurais Oilfield
• Manifa Offshore Oilfield
• Saudi Kayan Petrochemicals Complex
• Hassyan Power & Desalination Plant
• Ras Girtas Power Project
• Shaybah Phase 2 Expansion
total planned investment >$115B
Source : Arabianoilandgas.com
August 2011vB4 T2VC EiR Partnering for Gulf Projects
7. Gulf Projects – wave 2
Gulf governments are using sovereign wealth funds
bursting with oil revenues to build large infrastructure
projects such as railways. The networks of Saudi Arabia,
the UAE and Qatar are at the most advanced stage. The
total value of rail projects in the region over the next 10
years is estimated at $109b
Source: Business Monitor International
August 2011vB4 T2VC EiR Partnering for Gulf Projects
8. Gulf Opportunities - LOTS
• Major projects – non military
KSA – Riyadh, Jeddah, utilities, new cities
UAE – Dubai, Masdar, Jebel Ali/Airport
Kuwait – World Cup, infrastructure,
Iraq – rebuild, infrastructure, new cities
Jordan – utilities, airport,
Afghanistan – rebuild, infrastructure, new cities
Syria – infrastructure,
Lebanon – commercial, industry
Egypt – infrastructure, agribusiness
Sudan – rebuild, infrastructure
Libya – rebuild, infrastructure
August 2011vB4 T2VC EiR Partnering for Gulf Projects
9. GCC Partnership Projects
Partnership project contracts between GCC public and
private sectors awarded in the infrastructure sector,
during the last ten years is worth more than $628 billion
The UAE and Saudi Arabia represent the largest markets
for partnership models particularly in the energy and
water projects
Since last September; over 50 partnership contracts were
signed in the Gulf region. These projects require
investments of more than $60B.
Source KFH Research Ltd, (subsidiary of Kuwait Finance House)
August 2011vB4 T2VC EiR Partnering for Gulf Projects
10. Major Project Market
• Major projects are typically tendered in stages
assessment ~ typically engineering groups
design ~ typically design and contractors/groups
pilot ~ proof of concept (POC), by contractors/groups
project ~ typically by contractors/groups, in phases
• Each ‘stage’ is lead by a prime contractor/group
sub contractors provide majority of the deliverables
proposals are mainly fixed price, some T&M (fewer)
prime develops team and proposal detailed before bid
RFP process includes multiple bids, may be 3-18 months
August 2011vB4 T2VC EiR Partnering for Gulf Projects
11. Major Projects
One Lead, Many needs
• Most clients prefer single supplier (prime)
• Prime typically are:
contractor with track record
sells and project manages
often has 1-2 key elements of the project delivered
balance is subcontracted – prefer few, trusted, experts
• Subcontractors typically are:
specialist in their field
easy to work with – part of the proposal(s)
align their delivery behind prime
August 2011vB4 T2VC EiR Partnering for Gulf Projects
12. Role of Prime Contractor
• Build relationship with customer – all levels
• Offer single interface to the customer
• Hub for partner offerings to customer
• Identify customer needs ~ engineer solutions
• Deliver highest customer satisfaction
• Increase customer ROI
• Build partner team of HIGH quality to deliver
• Project manage the delivery, communication and
change control ~ job 1 is customer service
August 2011vB4 T2VC EiR Partnering for Gulf Projects
15. Top MEP Gulf Contractors
• ARABTEC: est. 1975, UAE & Gulf, 50k team
• ORASCOM CONSTRUCTION: Egypt & North Africa.
• THE ARAB CONTRACTORS: 60k staff in 29 countries.
• ARABIAN CONSTRUCTION CO: specializes in turnkey
• ARABIAN CONSTRUCTION CO: est. 1967, Lebanon
• ETA STAR INTL: in power, oil and gas,
• HABTOOR: est. 1970 largest ME construction
• 8. Al JABER GROUP: based in Abu Dhabi
source MEP contractors in the Gulf July 2011
August 2011vB4 T2VC EiR Partnering for Gulf Projects
16. Windows for Palestinian SMEs
• 2-3 phases of major projects could fit
design ~ to propose innovations/solutions from Pal
pilot ~ to showcase Pal innovations/solutions
pilot ~ to be part of the pilot
project ~ be part of delivery
• Keys for Palestinian SMEs to be ready
product/solution ready with documentation
demo ready to see (video/collateral/where?)
have policies/procedures in place for compliance
easy to include solutions for tender/proposal
August 2011vB4 T2VC EiR Partnering for Gulf Projects
17. Why are we interested
• To demonstrate Pan Arab innovations/solutions
to much is bought globally that could be done locally
to SHOWCASE talent, innovations, capabilities locally
• To create regional economic engines
major projects have $/needs – regional demand, now
talent, innovations, early stage ventures with real solutions
exist regionally but hard to sell globally without showcase
to encourage major projects to commit to local/regional jobs
to create a PULL engine (that has briefs/specs) to bid on
August 2011vB4 T2VC EiR Partnering for Gulf Projects
18. Power Project
• Customer – Ministry of Energy (tender) for BOT
• Project – 5 100MW power plants in <18 months
• Prime – bid and capture >12 mo + relationship
• Key points
Prime has relationship with customer
Prime has funding , project management, & delivery
Subcontractors 5 majors, 12 secondary
Winning bid and future bids requires points of difference
– can be showcase for innovations
• Opportunities for Palestinian innovators
showcase solutions for utilities
showcase solutions for sales, delivery, project mgmt,..
August 2011vB4 T2VC EiR Partnering for Gulf Projects
19. BLC Project
• Customer – Ministry that owns project site
• Project – development of logistics city
• Prime – bid and capture, 40 year vision, mandate
• Subcontractors – decades of needs
• Key points
25% built – site continually changing to market
25% infrastructure ready for build out
Subcontractors from electrical to security required
• Opportunities for Palestinian innovators
showcase solutions for built – wide range of needs
Solutions for sales, delivery, on going support, security
August 2011vB4 T2VC EiR Partnering for Gulf Projects
21. Major Project + Interactive
•
Solutions ~ WIP
Major projects
needs for selling, delivery, communication
• Pal interactive solution provider
has 10 interactive solutions that bring projects to life
• Brain storming/collaboration
major project shares needs ~ known + would like
Pal venture shares potential solutions ~ known + ideas
fusion process of ‘what if’ explored, can this be done?
• Pal venture gets briefs based on working session
Pal venture works up ‘soft proposals’ with scenarios/$$
major project lead circulates/shares proposals
August 2011vB4 T2VC EiR Partnering for Gulf Projects
22. Reasons to
Partner for Gulf Projects
• Solve important problems ~ big needs
• No one party has all the solutions ~ add new
• For projects, that have money ~ real needs
• Who have multiple projects ~ press copy
• Innovators can help differentiate proposals ~ value
• Regional ventures/innovators can be an important
source of innovation & solutions for major projects
• Delivery resource major projects & as specialist
• Showcase of innovations in major projects
August 2011vB4 T2VC EiR Partnering for Gulf Projects
23. Readiness checklist
• Business ready – easy to view on web
Google your venture, website is from buyer’s eyes
• Product ready - easy to show
on line/web? collateral? Demo? Video?
• Proposal ready – easy to bid
templates? Collateral? FAQ? Compliance? Track
record? Third party certification/validation? Support?
August 2011vB4 T2VC EiR Partnering for Gulf Projects
24. Ready for Contractor criteria
August 2011vB4 T2VC EiR Partnering for Gulf Projects
25. Potential Next Steps
• Develop Palestinian ready ventures/innovations
package innovations so easy2understand & consider
create review panel for ventures/innovations to prepare
• Trial major project process
identify 2-3 contractors that can pilot process with Pal
contractors do panel review of Pal ventures/innovations
contractors identify projects they can develop briefs for
August 2011vB4 T2VC EiR Partnering for Gulf Projects
26. • Ray Ishaq
• T2VC EiR
• x or ray@t2vc.com
• T2VC team @ www.t2vc.com
August 2011vB4 T2VC EiR Partnering for Gulf Projects
