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Creating a successful business development and origination strategy

Creating a successful business development and origination strategy

Creating a successful business development and origination strategy

Commercial Advisory – Oil

The Engagement:

Commercial Advisory

The Client:

International Oil Major (top 5 globally)

The Challenge:

The trading group had lost access to physical flow and optionality as a result of a large divestment programme. Consequently, they required assistance to replace these through the development and build-out of 3rd party flows and optionality.

Duration:

18 months

How Energex helped:

  • Advised on developing differentiated offers to its client, adapted to the specific strengths of the organisation, including integrating financing, risk management, and/or credit solutions into physical supply contracts
  • Advised on the ideal organisational structure to support the execution of strategy and provided input on the organisational build-out, including introducing key hires
  • Provided training and insights to the senior trading and origination teams regarding best-practice approaches to building and maintaining strong client relationships 
  • Supported the origination of significant opportunities in the target growth regions with appropriate clients/partners, including deal structuring and delivery
  • Coordinated the management of the trading and origination teams to structure an attractive proposal for a target JV partner in one of the identified growth regions
  • Operated as ongoing Thought Partners for the senior managers across the Supply and Trading group

Tangible Impact:

  • Regional and market strategies for the key target growth areas
  • Major ‘new’ deals including a JV with a leading partner in one of the identified key markets, as well as a market entry with a wholesale-retail partner which is now a key ongoing relationship
  • Senior Leadership workshop, coordinated and facilitated by Energex, to review and approve new deals
  • Successfully hired a senior candidate from our network to fill the capacity and expertise gap in a key target region
  • Knowledge transfer to new team members of the origination group as well as the development of a ‘client-solutions playbook’