Oslo Workshop: Winning Contracts with Asian Yards

26 May 2014

Market: South Korea

Location: DNV-GL, Veritasveien 1, Høvik, Norway


Workshop and presentation in Oslo on key findings of INTSOK's report on Global Procurement Process: When Asian yards are awarded construction contracts for installations to be used on the Norwegian Continental Shelf.

INTSOK has written a report to identify how, where and when INTSOK partners need to act to win contracts in a changing global oil and gas market
INTSOK and Wikborg, Rein & Co will arrange a Workshop to present and discuss the findings from this report, Oslo, May 26, 14:00 – 16:30.

When oil companies on the Norwegian continental shelf awarded construction contract for production (topside) installations to Asian yards in 2012/13, the procurement processes was changed for the Norwegian oil and gas suppliers.
INTSOK has mapped the global procurement processes to identify how, where and when INTSOK partners need to act to win contracts in a changing global oil and gas market.
The focus in this mapping has been on contract award to Asian yards for installations to be used on the NCS.
This mapping has resulted in a report to provide reliable information about the oil companies' approval processes, yards and engineering companies' expectations on pre-qualification, cultural aspects, legal advice and experience transfer from players in this market.

INTSOK with together with Wikborg Rein arrange a workshop at DNV-GL's offices at Høvik; Veritasveien 1, 1322 Høvik,  where the main findings from the report will be presented and discussed

The main findings are:

  • The suppliers need to market themselves towards the yards and engineering companies in a specific project's FEED phase (to be pre-qualified)
  • The suppliers need to engage themselves towards the oil companies to be on their pre-qualification list (Approved Vendor List)
  • Need to understand the cultural  DO and DON'Ts in the Asian culture
  • Need to need to understand the legal precautions they have to take when doing business in Asia

Workshop program:
Presentations by INTSOK Regional Director Shipyards China, Korea and Singapore: Gunn Vik, and Wikborg|Rein: Jon Heimset, Cecilie Koch Hatlebrekke, Ola Ø. Nisja and Erlend Holstrøm – we also want you as a  participant to share your experience.

  • Presentation of the report
    • Where and when do the suppliers need to be active to have a chance to win contracts
    • Expectations from oil companies, yards and engineeringcompanies
  • Cultural differenses with focus on the cultural ascpect you need to know to do busniess in Asia
  • The legal precautions Norwegian suppliers need to understand and take when doing business in Asia
  • Experience transfer when doing business in Korea
    • Oil companies' experience
    • Engineeringcompanies' experience
    • Yards' experience
    • Norwegian suppliers' experience
  • Discussions / What can INTSOK do?
  • Summing up

Wikborg Rein is one of Norway's leading and the most international business law firm with offices in Oslo, Bergen, London, Singapore, Shanghai, and Kobe.
Wikborg Rein has extensive experience and competence within the offshore segment.
Wikborg Rein has contributed with the legal chapter in INTSOK's report Global Procurement Processes – Phase 1
See also link to W|R's magazine for the supplier industry : http://www.wr.no/Aktuelt/-Leverandorindustrien-blir-av-mange-i-Norge-sett-pa-som-den-nye-oljen