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BERR Business to Business Mentoring Initiative Case Study

BERR Business to Business Mentoring Initiative Case Study. MENTOR STATOILHYDRO Peter Tronslin Anders Bjørkhaug MENTEE DOMINION GAS Mark Graham. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas. Introduction StatoilHydro Dominion Gas

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BERR Business to Business Mentoring Initiative Case Study

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  1. BERR Business to Business Mentoring InitiativeCase Study MENTORSTATOILHYDROPeter TronslinAnders Bjørkhaug MENTEEDOMINION GASMark Graham

  2. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas • Introduction • StatoilHydro • Dominion Gas • Aims & Objectives • Dominion • Improve understanding of Norwegian business culture… • Improve understanding of Norwegian supply chain… • Understand how we can identify business opportunities… • Improve network of contacts within larger organisations… • Seek assistance in overcoming the traditional “commodity” view of our products…

  3. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas • StatoilHydro • Main objective is to be a mentor for Dominion… • Contribute to further development of a skilled and competitive supplier… • Understand the challenges and capabilities of SME’s… • Personal development and learning… • Sharing StatoilHydro's value proposition

  4. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas • Achievements • Moderate success has been achieved in the majority of the Mentee and Mentor objectives • UK/Norwegian business culture differences defined • Improved understanding of Norwegian supply chain • Identified potential customers • Developed a strategy to approach potential customers • Found companies that have global activities and those which could be potential clients • Improved network of contacts within larger organisations • Identified relevant governmental and other bodies • Identified and attended relevant events • Objectives not met • Not yet been able to overcome the commodity view of our products and services

  5. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas • Lessons Learned • Norwegian business is quality focused • Longer term outlook in regards to purchasing • Norway has a distinct business culture • Does not accept the “hard sell” and as a result Dominion has educated its staff to listen more and not rush events • Recommendations • Improvements • A little more organisation and structure would be recommended • Selection process could be improved by allowing some slides to be used when SME’s explaining what their company does, etc. • Additional help/support • As above, BERR and INTSOK could assist with a little more support and encouragement for the pairings

  6. UK / Norway Mentoring Initiative 2007/2008 Case Study – Mentor StatoilHydro / Mentee Dominion Gas • Final impressions of the programme • Programme took place at time of high global oil & gas activity. Significant workload made it hard to allocate sufficient time for initiatives such as the mentoring programme. • Both Dominion and StatoilHydro found the programme beneficial, both on a company and at a personal development level. • Quarterly Mentoring Events provided a good networking opportunity, not only through the 1-2-1’s sessions for Mentee-Mentors but for the Mentees to discuss common issues on contracting strategies, etc.

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