Selling into oil and gas is not like selling into any other vertical. In this First Friday Q&A, we explain why.
If you want to work here – CLOSE!
Families of the Oilfield is one of my favorite Facebook Groups. Michelle’s son lost his job and needs a hand.
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#067: FFQA – Selling into Oil and Gas
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Jerry Levine, Maintenance Superintendent Kiewit
Since the beginning of this downturn, discussion of the “Great Crew Change” has been limited. Many have taken early retirement while a significant number of mid career professionals have needed to look to other industries ultimately compounding the issue. When the turnaround comes, will the skilled workforce be there to gear up?
Aaron Drucker, Business Development Manager CB&I
Hey guys, great show as always. I love getting smarter together, and in that vein, I had a correction and a comment.
Oil futures are traded on the NYMEX, not the NYSE. Also, I thought that Mark’s explanation on the oil demand vs. the proliferation of electric cars was great. However, I always think it’s worth mentioning that in addition to the petroleum products that the car is made from; the car is powered by electricity from gas-fired power plants.
Take care guys, great job.
Patrick Johnson, Retired
Hello Mark and James,
I have enjoyed listening to your podcast and appreciate all the hard work you put into making the podcast.
I wanted to ask a question to the both of you and correct you on a listener error in one of your previous podcasts.
My question is how does a company that has damaged its relationship with a customer go about repairing or undoing the damage? I am currently retired but occasionally take on consulting opportunities.
As such, I have come across many firms in the O&G industry that are looking to enter new markets or regain lost market share which can be done by repairing relationships with customers that have soured due to poor on time delivery, quality issues, or overall mismanagement of relationships.
Also wanted to correct a previous listener regarding Schlumberger. The comment was around T&T Engineering which is NOT a German rig manufacturer but in fact a Houston-based designer and provider of drilling structures and equipment.
The German company that Schlumberger is currently engaged with in a J/V is Bauer Maschinen GmbH (part of the Bauer Group) that is working on the new land rig fleet for Schlumberger to be deployed internationally.
Thank You for your time and hope to hear your thoughts in the next podcast (if possible). Keep up the good work!
Ameer Karim, Engineer at NOV
Historically it seems that the O&G industry has employed a lot more people than is necessary. Given the changing dynamics of our industry and the current slump we’re in do you think that the industry will finally accept and become a more lean industry similar to banking and IT?
When times are good I’ve seen secretaries that have their own secretaries and then when we have a crash in oil prices, company’s layoff tens of thousands only to regain what was lost when prices climb back up.
Why not remain lean and focus on developing your core talent of employees and embracing automation and have employees that can do the jobs of 3-4 people for example than go through this hire and later fire stages?
Any thoughts? Thanks and really enjoy the podcast!
Hendrik Wehner, Ocean Engineer at thyssenkrupp Marine Systems
Hey James and Mark,
Big thanks from Germany. I really enjoy listening to your shows for both personal and professional reasons. As a big fan of the offshore O&G industry I am keeping up with recent developments through your podcast.
The company I work for is highly experienced in designing and building non-nuclear military submarines. As a young ocean engineer, I am part of a small but dedicated team that works on concepts for non-military customers (e.g. subsea powerplants, multi-purpose submarines, large unmanned vehicles). With our unique background, I believe we can provide a lot of value to offshore O&G companies.
The problem is, our concepts remain just concepts, unless we find customers to develop them further with us. How can I tailor the wording in meetings and presentations to make our military background suitable to O&G? Is there retention towards defence companies in the O&G sector?
I am really looking forward to hear your thoughts on the issue. Keep on doing the great work.
Glenn Mann, Sales Manager at Sierra Instruments
Where do the Oil and Gas professionals like to frequent for online information from peers and suppliers?
Examples: Linkedin, OilPro, Facebook. Subgroups within these or similar social networking sites.
What attributes appeal to the users of these sites? Such as, I had a question about XYZ and was able to get solid focused guidance without a lot of fluff and speculation etc.?
Here’s a question for Friday, or any time. How many O/G folks have explored employment outside of O/G and been passed over as a flight risk? Flight risk as in when oil bounces up, these folks are gone back to the oil patch.
I offer this because my customer (maintenance manager of a Colorado sugar plant) offered this up explicitly. I myself was told that I was a great candidate but due to the differential of what I had earned in O/G as a sales Engr and what they could offer, I too was a flight risk when oil comes back.
What an irony, my sugar plant customer says his oil and gas refugees are his best employees, but knows they will leave when oil returns no question.
Raheem Razak, Retired Engineer
I came across an article about USAID and the EIA assisting Pakistan with shale gas development (see: http://www.theworldfolio.com/news/usaid–eia-help-to-unlock-pakistans-unconventional-potential/3997/).
How big of a deal is it for Pakistan and does it have the potential to be a major player in Asia? What other countries have the potential to unlock more O&G driven by advancements in drilling in shale formations (Argentina comes to mind but know of any else)?
Great job with the show and really enjoy the Q&A.
Looking forward to your answer!
Carlos Quinones, Consultant
I often hear about the “Digital Oilfield” and have seen considerable investments in technology and automation. For us old folks who sometimes struggle with using these newer technologies what can we do to catch up and enhance our technological knowledge base?
Would it be helpful to learn programming languages? Get our feet wet with data science and analytics? Any courses you can recommenced? Books?
Thank you and keep up the great work!
Jeffery Larson, Student
I just wanted to reach out and say thank you for answering my 5 questions on the latest Q&A. It was a nice surprise when I was listening to your podcast while I was walking my dog. I had expected for you to answer 1 of the 5 and maybe stretch the rest out in future episodes in case you had too many this month.
My wife also sends her thanks for the book recommendations.
Your show notes have the two listed you brought up on the pod cast, but you also say there will be more later. If and when you do get around to adding them, my Amazon cart will be standing by! 🙂
Again Iove you guys! I can’t wait to graduate (2 more years) to get back out there.
Extra, Extra – Buy All The Books!
DOF – Digital Oil Field
Unleashing Productivity: The Digital Oil Field Advantage
Everybody Writes: Your Go-To Guide to Creating Ridiculously Good Content
Hug Your Haters: How to Embrace Complaints and Keep Your Customers
How the World Sees You: Discover Your Highest Value Through the Science of Fascination
Fascinate, Revised and Updated: How to Make Your Brand Impossible to Resist
The Weekly Onion
Events On Deck
What: CWC World LNG Series: Americas Summit & Exhibition
When: June 7-10 2016
Where: Hyatt Regency Houston, 1200 Louisiana Street, Houston, Texas, USA, 77002
What: BP Statistical Review of World Energy 2016
When: Wednesday June 8, 2016 at 8:30 am
First Friday Q&A
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