24 Business Development Manager courses in Glasgow

ABOUT THIS TRAINING COURSE This interactive training course and workshop session is developed to provide a catalyst for transformation of the legacy systems and adapting to the upcoming trends in the near future in the LPG supply chain. The course curriculum is based on overcoming the challenges of cost and quality enhancement. Both challenges encompass critical review of each aspect from production to transportation with safety of operations and zero loss of energy, thereby enhancing revenue. Training Objectives This course is developed to meet the needs LPG producers, Gas Tankers and Terminals operators, and fraternity of stakeholders, with the following underlying objectives: * Conduct assessment of current standards and management systems in context of market forces and economics of demand and supply; * Explore impact of emerging markets and user segments of LPG transiting from oil or electricity use; * Identify avenues in need of production process review for enhancing the quality in terms of energy content of LPG; * Evaluate current and future trends in LPG transportation and the influence of regulatory regimes and incentive schemes, for investment in Storage Terminals and distribution networks; * Identify the operations and protocols to be adaptable for compliance with new regulations and trends; * Establish transportation and distribution cost control mechanism at optimum level; and * Develop guidelines and SOPs for contamination free transfer, loading and discharging of LPG Tankers. Target Audience This is a 'must attend' course if you are a: * LPG Gas Producer * Process Specialist * Buyer * Trader * LPG Tanker Owner * Charterer, and * Management personnel holding responsible positions such as Director, General Manager, Commercial Manager, Business Development Manager, Legal Counsel, Post-Fixtures Manager, Fleet Manager, Marine & Technical Superintendent, Senior Engineer or Middle Level Manager as part of succession planning. Training Methods The course will be delivered in 3 full-day sessions comprising 8 hours per day. Course Duration: 3 full-day sessions, 8 hours per session (24 hours in total). Trainer Principal Management Consultant FAIADR, FACICA, FHKIoD, M.S.I.D, Member, AIPN LL.M. (IP Laws), M. Sc. (Maritime Studies) M, Tech (Knowledge Engineering), MBA First Class CoC (DOT, UK), B. E. (Elect)   Your expert course leader, during the last 45 year period, has worked and consulted in the industry verticals encompassing: Marine, Shipping & Transport, Technology, Oil & Gas Exploration & Production, Petrochemical Process Plants and Power Plant Construction Projects, Logistics & Warehousing, Offshore, Oil & Gas Pipelines, Infrastructure Development Projects (Construction, Ports, Offshore Supply Bases, Oil & Gas Terminals and Airports etcetera), EPCIC Contracts, and Shipyards, in South East Asia, Africa, Middle East, Americas and Europe. He is a Principal Management Consultant in a consulting company in Hong Kong and Singapore, specializing in the fields of corporate management consultancy, international contracts reviews and alternative dispute resolutions services. He has been frequently engaged for assignments like due diligence, acquisitions, and mergers. The assignments often involved resolving various operational issues, contracts reviews, cost controls, project management matters and enhancement of international procurement and Supply Chain Management systems. He continues to be actively engaged in advisory services for Remuneration, Audit and Risk Management Committees of public companies as well as MNCs. He has developed a special initiative for conducting audits of ERM Systems (Enterprise Risk Management) and valuation of intangible properties involving proprietary processes (IP), licensed production and intellectual property rights. He graduated with a Bachelor's degree in Electrical Engineering, MBA in General Management, Master of Technology in Knowledge Engineering, Master of Science in Maritime Studies and LL.M. (IP Law). He also holds professional qualifications in arbitration, contracts laws, and marine engineering, including the Chief Engineer's First-Class Certificate of Competency (DOT, UK). He has been Associate, SIM University (SUSS) Singapore and taught on subjects including Business Continuity Planning and Risk Management. He has served as Director and member of Board of Management, Governance Councils and Risk Management Committees of international organizations. He is admitted to various professional institutions as: 'Fellow', Australian Centre for International Commercial Arbitration (FACICA); Asian Institute of ADR (FAIADR), Malaysia; Hong Kong Institute of Directors (FHKIoD), Member, Singapore Institute of Directors (M.S.I.D.), and Member, Association of International Petroleum Negotiators (AIPN) USA. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information about post training coaching support and fees applicable for this. Accreditions And Affliations

The market for professional services is becoming increasingly competitive, with some firms and individuals becoming very effective at winning new work, leaving others lagging way behind. Given the choice between spending time on client work and business development work, we all tend to choose that which we feel to be easier, more attractive and more aligned with our image of ourselves. We stay within our comfort zones, we focus on client work, and we only resort to business development work when we have to, which can also lead to 'feast or famine' syndrome. The programme will help participants: * Understand the professional business development approach and the style that is appropriate for their business and their clients * Follow a process to guide their conversations and business development meetings * Prepare thoroughly for a business development meeting/contact with a client to ensure they use their time efficiently and maximise results * Create a great first impression and professional opening to a conversation * Ask open questions and listen effectively in order to spot opportunities, understand needs and progress the opportunity * Identify and understand buying and decision-making processes and criteria * Skilfully and confidently handle questions and objections * Sell the benefits of their services and approach over those of their competitors * Progress the sale by agreeing next steps and gaining commitment appropriately 1 INTRODUCTION * Aims and objectives of the programme * Personal introductions and objectives * Workshop overview 2 AN INTRODUCTION TO BUSINESS DEVELOPMENT AND SELLING FOR PROFESSIONALS * What is selling? * Who are you selling to? * The buying experience * What clients want * The four-step business development process * The business development cycle and pipeline management * Upselling and cross-selling as well as winning new clients 3 NETWORKING AND GENERATING LEADS * What is networking? * Networking objectives * It's not what you know but who you know * Asking for referrals and introductions * Making appointments from networking activity 4 OPENING THE SALES RELATIONSHIP/SALES MEETING * What potential customers are thinking * Judging first impressions * Creating positive first impressions * Building rapport and creating interest and impact * Earning the right 5 CORE COMMUNICATION SKILLS FOR PROFESSIONAL SELLING * Overcoming barriers to listening * The art of listening * Questioning refresher * Types of questions * Questioning funnel 6 UNDERSTANDING AND IDENTIFYING NEEDS AND OPPORTUNITIES * Identifying the questions to ask to identify needs and opportunities * Questions to move us through the buying and selling process * Understanding their buying processes * Asking questions that position you as a 'trusted adviser' * The questions that give you a competitive advantage * Knowing when you have asked enough questions 7 INTRODUCING SOLUTIONS * Tailoring your 'pitch' to the client * Speaking the client's language * Using features and benefits * Applying the benefit cycle 8 HANDLING OBJECTIONS AND CONCERNS * Identifying the typical objections and concerns * Understanding why clients raise objections and concerns * Following a structure for handling objections * Handling the price objection 9 GAINING COMMITMENT * Knowing when to close * The art of checking * Recognising buying signals * Small c and big C 10 PUTTING IT ALL TOGETHER * Personal learning summary and action plans

If you want to improve your or your team ability to have the best approach to personal development, feel free to check out my Training course focusing on continuous improvement.

The Sales Accelerator programme is a fresh approach to improving business development productivity. It focuses on identifying and using a series of business productivity metrics in order to build a clear action plan for improving sales results - typically within 90 days. The metrics are grouped under three headings: The basic principle is that a small improvement in each area can lead to a significant increase in sales results and productivity. And the object of the programme is to show how best to achieve that. The programme therefore looks at each of these three areas in turn, spending a day on each. Suitable for any and all businesses and all levels of experience and expertise, this is a remarkably practical and hands-on programme. During the workshop, participants discuss, review and apply many proven sales and marketing techniques and personal selling ideas. The goal is to generate and commit to changes and actions that can lead to a 10-30% increase in the next three to six months. There's also a consultancy option, rather than the workshop-based programme. See below for details. DAY ONE - ACTIVITY Key objective This first module introduces the Sales Accelerator model. The goal here is to show participants how to increase their pro-active activity levels by around 10%. It covers all aspects of creating new business opportunities, from existing customers and non-customers alike, and is linked to personal activity improvement goals. Main elements * Improve the productivity, accuracy and effectiveness of your business approach by using new and unique models and techniques. * Different methods of creating and generating new business opportunities in the short, medium and long term. This includes sourcing new business, up-selling, cross-selling, warm calling and gaining referrals. * Using organised persistence to track and build new customer revenue. * Managing your sales time effectively. Key learning points * Sales productivity - understand the dynamics of increasing the combination of activity levels, deal value and conversion rate of proposals/quotations to orders and implement an improvement plan. * Sales goal setting: setting business development objectives for quantity and quality - plus tips and tricks of top performers. * Maintain a peak activity level, on a consistent basis using 'organised persistence' and structured business development tracking methodology. * How to prioritise opportunities and manage your time when sourcing new business. * Identify potential new customers - and particularly the decision-makers and influencers - with greater accuracy. * Make outbound business or appointment calls with improved confidence, control and results. DAY TWO - VALUE Key objective To be able to better anticipate, identify, create, and develop business opportunities using a customer / client-focused communication-based business model and consultative skills. Main elements * How to develop sales more effectively from new and existing customers; and managing the first appointment with a new customer. * Use structured and assertive drawing-out skills to identify, develop and formalise business opportunities and to gain commitment. * How to better position your company and your products and services against your main competitors. * Create and deliver persuasive business messages based on specific need areas, criteria and value. Key learning points * Advanced consultative selling - use a variety of structured and advanced questioning techniques to confidently and efficiently uncover opportunities, need areas and business criteria - confidently and efficiently. * Involve the customer/client at all times, and to a far greater degree, and keep better control of business development process. * Value message - differentiate your solutions clearly and accurately with customer/client-matched value statements. * Presenting the right USPs, features and benefits and making them relevant and real to the customer. Qualification and reading buying signals. DAY THREE (HELD AROUND FOUR WEEKS AFTER THE FIRST MODULE) - CONVERSION Key objective This module looks at how to improve the final qualification, progression and conversion of opportunities in your sales pipeline. Also includes price negotiation, overcoming objections and obstacles to gaining agreement. The module begins with a learning review, sharing participants' experiences over the last four weeks in applying the new techniques and skills acquired during the first two modules. This is an opportunity to revisit particularly challenging areas as well as to share and celebrate successes. Main elements * Structuring and preparing for negotiating a deal and knowing when and how to move into the 'end-game' mode. * Anticipate and answer customer objections and questions more confidently. * Build more credibility and proof into your business process to reduce 'buyer's remorse' and speed-up decision-making. * Being more assertive and developing better instincts and strategic thinking in progressing quotations and proposals. Key learning points * Smart ways to position price, emphasise value and be a strong player without being the cheapest. * Becoming more assertive in closing deals, and the importance of organised follow-up on the telephone. * Qualify pipeline opportunities with more accuracy, using a proven check-list. * Use an 'option generator' to simplify complex proposals, increase business value and close business faster. * Writing more effective sales proposal documents and quotations. * How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns. * Practical methods of asking for agreement and closing a sale

ABOUT THIS TRAINING COURSE This 5 full-day training course looks at the setup of economic analysis cases, including the estimation of recoverable reserves, production profiles, commodity prices, and project costs - CAPEX, OPEX, taxes, royalties, transportation, depreciation, before-tax (BTAX) cash-flow, after-tax (ATAX) cash-flow and international fiscal regimes (production sharing agreement and concessionary system). The course begins from the basic required parameters of inflation, interest and time value of money. These concepts are then transformed into profitability indicators. Last but not the least, the profitability indicators are then used to make investment decisions. The emphasis of this course is to bridge the gap between theoretical concepts and their practical limitations. The participants will be able to appreciate the amount of information that they never thought of. Another emphasis of this course is also on the use of Excel's financial functions. This understanding is very critical when it comes to building economic cash-flow models. Over the years, we have seen that participants really struggle with using the Excel functions correctly and this leads to mistakes that can be easily avoided. In each session, multiple choice problems are provided to participants to reinforce their understanding of the concepts covered in the course. Many quick or tips not widely known, are also shared with the participants. The concepts covered in this course are not restricted to downstream, upstream or petrochemical projects. These concepts can be used to evaluate any type of investment under consideration. Participants will require access to computers/laptops with Excel to solve problems during the course. Training Objectives Upon completion of this course, participants will be able to fully understand the gas market dynamics and Investment Evaluation. They will be able to: * Learn how to reduce exposure and mitigate risks in projects by handling uncertainty * Clarify concepts such as time value of money, cash-flow models, capital budgeting, IRR, NPV, income producing investments * Maximise the return on investments through good decision-making processes based on the commercial viability of projects * Improve their decision process, investment and opportunity analysis * Acquire the hands-on experience in building their own economic evaluation models and solving case study-based examples   Target Audience The following oil & gas company personnel will benefit from the knowledge shared in this course: * Facilities and Planning engineers * Project and procurement personnel * Oil & gas engineers * Geologists * Financial Analysts * Commercial managers * Economists * Government officials * Business advisors * Asset managers * E&P managers * Product and business development personnel   Course Level * Basic or Foundation Training Methods     Organisational Impact     Trainer Your expert course leader is a globally recognised subject matter expert in petroleum/project economics and international gas market analysis. He is a recipient of the 2021 Society of Petroleum Engineers (SPE) International Management Award, an award that recognises individuals who make significant technical and professional contributions to the petroleum engineering profession and to the worldwide oil and gas industry. He has 40 years of diversified experience in petroleum engineering, reservoir engineering, project economics and decision analysis. He had been involved in evaluating multi-billion-dollar oil and gas field development, NGL, LNG, GTL, Aluminum smelter, refinery, petrochemical, power and production sharing projects. He has worked with major oil companies such as Saudi Aramco, ZADCO, Qatar Petroleum and companies in USA. He is a registered professional Engineer in the state of Colorado, USA. He is the author of six books: 1. Petroleum Engineering Handbook for the Practicing Engineer, Vol. I and Vol. II, published by PennWell Books, Tulsa, Oklahoma, USA. 2. Project Economics and Decision Analysis, Vol. I and Vol. II, published by PennWell Books, Tulsa, Oklahoma, USA. These books are used as textbooks in universities worldwide to teach petroleum economics to undergraduates and graduate students. 3. Tip & Tricks in Excel based Financial Modeling, Vol. 1 & 2, published by Business Expert Press, New York, USA. He has also authored several papers in the Oil & Gas Journal, The Log Analyst, World Oil, SPE Journals, and Oil & Gas Financial Journal. He has delivered lectures in more than 25 countries around the globe. He has always received excellent feedback, as an expert presenter, from the participants of his courses. Daily daily_agenda     POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

ABOUT THIS VIRTUAL INSTRUCTOR LED TRAINING (VILT)  Conducted in an interactive manner, Exploration Project Management will include presentations by the course leader, syndicate and plenary exercises, and (optional) assessment of selected participants' projects. Industry case studies will be integrated into all the presentations. The course material will include a course manual (handout) and a course workbook (for exercises). Participants are requested to bring a mini-poster (two PowerPoint slides) as background material for discussion during the course. Training Objectives By the end of this Virtual Instructor Led Training (VILT), participants will be able to: 1. Improve the evaluation, execution and delivery of exploration projects, measured in terms of successful bids for new acreage, increased success rate and volume delivery from exploration drilling, and more rapid progress in appraisal of discoveries. 2. Describe concepts, simple processes, workflows and analysis tools for project execution. Tools include the expert course leader's proprietary project management framework, including project framing and after-action review methodologies, templates for strategy development, decision trees, decision quality frameworks. They also include customised Excel spreadsheets for portfolio modelling, project risk assessment (in new ventures and prospect maturation) and business planning. 3. Understand their role in (a) delivering the company's strategy, (b) contributing data and assessments to key exploration decision makers, and (c) communicating project progress and results to senior management. Target Audience The Virtual Instructor Led Training (VILT) is aimed at exploration professionals with more than 5 to 10 years of experience in the business, who would like to develop their skills for managing exploration projects and presenting the goals and results of their project work to senior management. * Exploration and engineering professionals who work in exploration project teams, across the spectrum from new ventures (exploration business development), prospect identification and maturation, and appraisal of discoveries * Exploration project leaders * Exploration managers The VILT will also benefit professionals from well engineering, petroleum engineering, finance and planning who support exploration activities. Participants are requested to bring a mini-poster (two PowerPoint slides, each printed on A3 paper) as background material for discussion during the course. Course Level * Basic or Foundation Trainer Your expert course leader draws on more than 35 years of experience managing, reviewing and directing projects in all aspects of the exploration business: from exploration business development (new ventures), through prospect maturation and drilling, to the appraisal of discoveries. He has more than 30 years' experience with Shell International, followed by 10 years consulting to NOCs in Asia Pacific, Africa and South America and independent oil companies in the United Kingdom, continental Europe and North America. Other than delivering industry training, he has worked on projects for oil & gas companies of all sizes, including independents, national oil companies and (super)-majors, private equity firms, hedge funds and investment banks, and leading management consulting  firms. He is an alumnus of Cambridge University. He has M.A and Ph.D. degrees in geology and is a Fellow of the Geological Society of London as well as a respected speaker on management panels at international conferences. Professional Experience * Management consultancy & executive education: Advice to investment banks, businesses and major consulting firms. Specialist expertise in upstream oil & gas, with in depth experience in exploration strategy, portfolio valuation and risk assessment. * Leadership: Managed and led teams and departments ranging from 3 - 60 in size. Provided technical leadership to a cadre of 800 explorationists in Shell worldwide. Member of the 12-person VP team leading global exploration in Shell, a $3 bln p.a. business and recognised as the most effective and successful among its industry peers. * Accountability & decision-making: Accountable for bottom-line results: in a range of successful exploration ventures with budgets ranging from $10's million to $100's million. Made, or contributed to, complex business decisions / investments, taking into account strategic, technical, commercial, organisational and political considerations. * Corporate governance: Served as non-executive director on the Boards of the South Rub al Khali Company (oversight of gas exploration studies and drilling in Saudi Arabia) and SEAPOS B.V. (exploration deep-water drilling and facilities management). * Technical & operations: Skilled in exploration opportunity evaluation, the technical de risking of prospects, portfolio analysis and managing the interface between exploration and well engineering activities. Unparalleled knowledge of the oil and gas basins of the world, and of different operating regimes and contractual structures, ranging from Alaska, Gulf of Mexico and Brazil, through to the Middle East, former Soviet Union, Far East and Australia. * Safety: Following an unsatisfactory audit, became accountable for safety performance in Shell's exploration new ventures. Through personal advocacy and leadership of a small team, delivered pragmatic and effective HSE systems, tools and staff training / engagement and a dramatically improved safety record. * R&D: Experience in the 3 key roles in R&D: scientific researcher, research manager, and 'customer' for R&D products. After re-defining Shell's exploration R&D strategy, led the re-structuring of the R&D organization, its interface with 'the business' and approaches to deployment and commercialization. * Strategy: Accomplished at formulating competitive strategies in business, R&D and technology deployment, translating them into actionable tactics and results. Defined the exploration strategy of PDO (a Shell subsidiary in Oman) and latterly of Shell's global exploration programme. * Professional education, behavioural/motivational coaching: Experienced in organisational re-design, change management, leadership education and talent development. * Commercial skills: Personally negotiated drilling compensation claims, educational contracts and E&P contracts, with values of $5 million to $100+ million. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information about post training coaching support and fees applicable for this. Accreditions And Affliations

ABOUT THIS VIRTUAL INSTRUCTOR LED TRAINING (VILT) This 4 half-day Virtual Instructor Led Training (VILT) course presents the principles and best practices of portfolio management in the upstream (E&P) oil and gas industry. The VILT course is equally valuable for small independents, large integrated international companies and national oil companies. The VILT course consists of presentations, case studies, illustrative practical exercises and syndicate discussions. Particular emphasis is given to pragmatic portfolio management approaches and solutions which can be implemented swiftly without recourse to major investments in planning and portfolio management software. The VILT course will draw on examples from your expert course leader's 35+ years' experience in the oil and gas industry as an explorationist, upstream vice-president and management consultant. The VILT course handout will comprise softcopy slides used in the presentation and a softcopy workbook for the exercises. Participants will gain proficiency in portfolio management techniques, understand how and why to undertake this activity and be able to apply key concepts directly in the business of their teams / divisions. The VILT course will be presented over 4 half-days, using Microsoft Teams or Zoom and a proprietary set of VILT tools. Participants will be asked to complete a pre course questionnaire (PCQ) addressing their objectives and experience, and attend a session to familiarise themselves with VILT tools before course commencement.     Training Objectives To present the tools, concepts and principles of portfolio management * To define the quantitative metrics which are used to describe projects in a portfolio * To understand the benefits of portfolio management at different stages of the upstream business: in strategy development, opportunity screening, business development, drilling prospects, conducting appraisal of discoveries and developing fields * To put portfolio management in the organisational context by describing the role of the portfolio management team and examining how value assurance (quality control) is best conducted on portfolio data for projects and assets * To demonstrate how portfolio management contributes to improved business performance By the end of the VILT course, participants will understand: * Key concepts and principles of portfolio management * How to design a simple portfolio database and describe complex projects in a small number of objective metrics * How to segment the portfolio into meaningful units * How to use portfolio data in making business choices and decisions at the strategic and tactical levels * The extent to which it is meaningful and reasonable to make comparisons across different portfolio segments * How the portfolio management team can support the wider business in decision-making Target Audience This VILT course is specially designed for exploration and development geoscientists, E&P economists and finance staff, and E&P managers. Both technical and non-technical staff will benefit from the concepts presented. Companies are encouraged to send participants from different functions and seniority levels to gain great benefits especially those which would like to implement the concepts presented in this VILT course. Course Level * Basic or Foundation Training Methods The VILT course will be delivered online in 4 half-day sessions comprising 4 hours per day, with 2 breaks of 10 minutes per day. The VILT course will be presented in an interactive workshop format that allows for discussion. Course Duration: 4 half-day sessions, 4 hours per session (16 hours in total). Trainer Your expert course leader draws on more than 35 years of experience managing, reviewing and directing projects in all aspects of the exploration business: from exploration business development (new ventures), through prospect maturation and drilling, to the appraisal of discoveries. He has more than 30 years' experience with Shell International, followed by 10 years consulting to NOCs in Asia Pacific, Africa and South America and independent oil companies in the United Kingdom, continental Europe and North America. Other than delivering industry training, he has worked on projects for oil & gas companies of all sizes, including independents, national oil companies and (super)-majors, private equity firms, hedge funds and investment banks, and leading management consulting  firms. He is an alumnus of Cambridge University. He has M.A and Ph.D. degrees in geology and is a Fellow of the Geological Society of London as well as a respected speaker on management panels at international conferences. Professional Experience * Management consultancy & executive education: Advice to investment banks, businesses and major consulting firms. Specialist expertise in upstream oil & gas, with in depth experience in exploration strategy, portfolio valuation and risk assessment. * Leadership: Managed and led teams and departments ranging from 3 - 60 in size. Provided technical leadership to a cadre of 800 explorationists in Shell worldwide. Member of the 12-person VP team leading global exploration in Shell, a $3 bln p.a. business and recognised as the most effective and successful among its industry peers. * Accountability & decision-making: Accountable for bottom-line results: in a range of successful exploration ventures with budgets ranging from $10's million to $100's million. Made, or contributed to, complex business decisions / investments, taking into account strategic, technical, commercial, organisational and political considerations. * Corporate governance: Served as non-executive director on the Boards of the South Rub al Khali Company (oversight of gas exploration studies and drilling in Saudi Arabia) and SEAPOS B.V. (exploration deep-water drilling and facilities management). * Technical & operations: Skilled in exploration opportunity evaluation, the technical de risking of prospects, portfolio analysis and managing the interface between exploration and well engineering activities. Unparalleled knowledge of the oil and gas basins of the world, and of different operating regimes and contractual structures, ranging from Alaska, Gulf of Mexico and Brazil, through to the Middle East, former Soviet Union, Far East and Australia. * Safety: Following an unsatisfactory audit, became accountable for safety performance in Shell's exploration new ventures. Through personal advocacy and leadership of a small team, delivered pragmatic and effective HSE systems, tools and staff training / engagement and a dramatically improved safety record. * R&D: Experience in the 3 key roles in R&D: scientific researcher, research manager, and 'customer' for R&D products. After re-defining Shell's exploration R&D strategy, led the re-structuring of the R&D organization, its interface with 'the business' and approaches to deployment and commercialization. * Strategy: Accomplished at formulating competitive strategies in business, R&D and technology deployment, translating them into actionable tactics and results. Defined the exploration strategy of PDO (a Shell subsidiary in Oman) and latterly of Shell's global exploration programme. * Professional education, behavioural/motivational coaching: Experienced in organisational re-design, change management, leadership education and talent development. * Commercial skills: Personally negotiated drilling compensation claims, educational contracts and E&P contracts, with values of $5 million to $100+ million. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information about post training coaching support and fees applicable for this. Accreditions And Affliations

ABOUT THIS TRAINING COURSE Time is money in all industries. For the Oil & Gas industry, this is no exception and the ability to maximise return on investment is all related to where the Oil is and how easily and quickly we can get that product to the customer. Whether in a technical, managerial or supporting role, you are a valuable asset in ensuring that project delivery targets are met and profits are realised. As Petroleum Engineering (PE) activities continue to increase, professionals like you must grasp the language and technology of PE operations in order to maximise expenditures throughout the producing life of a well. Petroleum Engineering equipment and procedures have a unique language that must be conquered for maximum benefit. Clear and understandable explanations of rig equipment, completion equipment, operations procedures, and their complex interactions provide an excellent foundation for smooth communication and increased efficiency in inter-department project team efforts. A confident understanding of the technical jargon and a visual appreciation of the various pieces of equipment used provides for an overall 'big picture' of the industry value chain. This serves as an excellent foundation for smooth communication and increased efficiency in inter-department project team efforts. This course can also be offered through Virtual Instructor Led Training (VILT) format. Training Objectives By the end of this course, the participants will be able to: * Define the role of Petroleum Engineering and its interaction between other departments * Describe terms used in the Oil & Gas industry such as Surface/Subsurface, Upstream, Midstream and Downstream * Describe the Appraisal of Oil & Gas Discoveries, the Cost Estimations, Economics & Reserves * Explain what is the Formation, how do we connect to it, and how do we ensure best value * Describe how to construct a well, select the equipment & methods, understand the duration that the well is required to perform for Target Audience This course will benefit those in geology, reservoir engineering, equipment and maintenance, and non-petroleum engineering technical professionals as well as forward-looking executives in the following fields who are interested to enhance their knowledge and awareness of the drilling process for increased productivity and contribution to the team that they're supporting: * Accounting * Administration * Business Development * Commercial * E & P IT * Estimation & Proposal * Finance & Administration * Finance * HSE * General Management * Joint Ventures * Legal * Logistics * Materials Planning * Planning & Budgeting * Procurement * Sourcing * Supply Chain * Tender Contract * Training * Drilling Fluids Course Level * Basic or Foundation Trainer Your Expert Course Trainer has over 40 years of experience in the Oil & Gas industry. During that time, he has worked exclusively in well intervention and completions. After a number of years working for intervention service companies (completions, slickline & workovers), he joined Shell as a well service supervisor. He was responsible for the day-to-day supervision of all well intervention work on Shell's Persian/Arabian Gulf platforms. This included completion running, coil tubing, e-line, slickline, hydraulic workovers, well testing and stimulation operations. An office-based role as a senior well engineer followed. He was responsible for planning, programming and organising of all the well engineering and intervention work on a number of fields in the Middle East. He had a brief spell as a Site Representative for Santos in Australia before joining Petro-Canada as Completions Superintendent in Syria, then moved to Australia as Completions Operations Superintendent for Santos, before returning to Shell as Field Supervisor Completions and Well Interventions in Iraq where he carried out the first ever formal abandonment of a well in the Majnoon Field. While working on rotation, he regularly taught Completion Practices, Well Intervention, Well Integrity and Reporting & Planning courses all over the world. In 2014, he started to focus 100% on training and became the Technical Director for PetroEDGE. Since commencing delivering training courses in 2008, he has taught over 300 courses in 31 cities in 16 countries to in excess of 3,500 participants. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

ABOUT THIS COURSE Batteries are going to play an increasingly important role in the energy grid. An increasing number of developers are looking to add battery storage systems (BESS) into their existing projects. However future cash flows are highly uncertain and they are often unsure exactly how battery technology can be monetised. A strong revenue model requires stacking of different revenue sources. As the share of variable renewable sources in electricity systems further increase, battery systems are expected to play a growing role by providing frequency control and operational reserves as well as for wholesale arbitrage, while helping reduce grid integration costs. The more volatile electricity prices are, the greater the earning potential of batteries trading electricity on various electricity markets. BESS can generate revenue streams in several different ways; through a frequency response contract with the TSO, by providing grid services in other ways or by arbitrage through buying cheap power and selling power for a higher price in a liquid wholesale market. Because batteries are efficient, the round trip efficiency is also high. They can spread arbitrage trading much better than other storage types and in many cases, other asset classes. For companies that combine a battery with other tasks, for example to store power from their own panels, or to avoid a costly heavy power connection, the investment is less risky than for those that purely focus on arbitrage trading. It is uncertain whether electricity prices will fluctuate more violently in the coming years, or whether the peaks will actually level off. During this highly interactive training, the trainer will provide you with the latest insights and best practices on how to obtain the maximum economic benefits when participating with BESS in the electricity market. Training Objectives By the end of this course, the participants will be able to: * Discover the different BESS battery technologies and their impact on the grid * Understand the role of storage in providing flexibility to the power system * Examine the potential revenue streams from BESS models * Learn how profit can generated with BESS trading strategies * Determine how to optimize the value from BESS projects * Find out how to combine BESS with renewable PPAs Target Audience Professionals and executives from Power Utilities, Energy Companies, Financial & Investment Banks, Renewable Power Project Developers, Transmission System Operators and Energy Industry Regulators will find this training course useful. * Electricity Marketing and Traders * New Venture or Business Development Executives * Corporate Finance and Treasury Executives * Audit and Risk Management Executives * Power or Utility Market Research Analysts * Investment Managers for Renewable Power Projects * Origination Professionals * Regulation, Compliance and Documentation Officers * Lawyers and Accountants * Power Transmission and Distributions Engineers Trainer Our key expert is a skilled and accomplished professional with over 25 years' of extensive senior management / board level experience in the energy markets worldwide. Next to advising energy companies, banks, consultants and regulators regarding PPAs, our key expert has also conducted several highly successful training courses about Power Purchase Agreements, Power Project Finance, IPPs, and Project Risk Management to over 1,000 high level participants from Asia, Africa, Europe and Middle East. He was a member of the expert commission of the Dutch Government for 2 offshore wind parks, Hollandse Kust (zuid) Wind Farm Zone Sites 3 and 4 that advised on which of the 5 applicants did provide the best security and solutions associated with the electricity and green certificate prices, the construction and operational risks of the project. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

ABOUT THIS TRAINING COURSE Liquefied Natural Gas (LNG) has provided intercontinental mobility to natural gas, which now provides about 25% of the global primary energy. Being the cleanest fossil fuel, natural gas/LNG consumption is forecasted to grow in all future scenarios. With the entry of various players, including Trading companies, the LNG value chain is becoming increasingly complex, and a solid understanding of its economics and management of its interfaces have become crucial to identify and assess investment opportunities and risks. Recent market disturbances caused by COVID-19, Oil & Gas price instabilities - coupled with the political (Ukraine/Russia) challenges - make a deep understanding of LNG Value Chain Logistics and Economics even more essential to ensure the security of energy supplies sustainably and profitably. This intermediate level 3 full-day course starts with a concise introduction to the LNG business. Thereafter, the elements of the LNG value chain are described, and their individual economics analysed. A Business Activity Model along the value chain will be developed and discussed in depth, covering the following key processes: 'Buy Gas - Transport Gas - Liquefy Gas - Sell LNG/Products - Ship LNG - Regasify LNG' The integrated chain economics will then be developed and quantified. A hands-on group workshop/exercise developing the economic case of a full-sized Liquefaction project will be carried out, considering the forecasted cash flows throughout the project life, the location of the plant, its markets, project sensitivities and profitability assessment. Participants will be provided with Excel based tools/models (LNG Liquefaction project development Net Present Value (NPV) analyses, Shipping Freight Calculations and Economics) to work through the exercises and also for their future personal use. Training Objectives After the completion of this course, participants will be able to: * Understand how the LNG Value Chain operates, bound by the relevant Contracts and Agreements. * Learn the basic economic parameters (operating, capital costs, financing, profitability) of each major element of the value chain. * Appreciate the complexity of the value chain, and the associated opportunities and risks. * Develop quantitative project evaluation skills. * Explore options to maximise profitability in a given LNG value chain. * Discuss best practices on how to manage, steer and govern these activities. Target Audience Technical, Operational, Shipping, Commercial, Project and Governance professionals who are already active in a specific section of the LNG Value Chain will directly benefit in developing a wider and deeper perspective on how the LNG Value Chain operations and can be optimised. Managers (Technical, Financial, Legal and Governance) less familiar with the specifics of the LNG Industry will also benefit from attending this VILT course, as they will obtain the required background to be able to set sharper targets, suitable performance indicators, and governance and performance assessment guidelines for units engaged in the chain. The course is most relevant for professionals engaged in the LNG industry at: * National and International Oil & Gas/Energy Companies * LNG Importers/Exporters/Traders/Shippers * Government & Regulatory Agencies * Finance Institutions It will also apply to the following audience: * Business Development Managers * Corporate Planning Professionals * Project Developers * Supply Planners & Scheduling Professionals * Regulators * Tax & Finance Advisors * Compliance Officers * Equity Analyst and Bankers * Joint Venture Representatives, Board Directors * Negotiators and Contracting Staff * Trading Professionals Course Level * Intermediate Trainer Your expert course leader is an Oil & Gas/LNG professional with more than 35 years of international experience, majority of which was gained at Shell International Joint Ventures engaged in Oil Refining, Supply / Trading, Gas Supply and LNG Businesses in the Netherlands, France, Thailand, Dominican Republic and Nigeria. Since 2004, he has had several roles in the management of the LNG Value Chain including the Commercial Operational Management of Nigeria LNG (NLNG). He played an active role in the start-up and integration of LNG trains 4, 5 and 6 with NLNG becoming the 3rd largest LNG producer in the world in 2007. Commercial operations spanned 4 Gas Supply, 11 LNG Sales & Purchase Agreements, ad-hoc LPG and Condensate Sales and LNG Ship Chartering contracts. Under his supervision, more than 2,000 LNG cargoes were exported. He was part of the organizational transformation of the company from a Project-based set-up to a Production / Commercial based structure and implemented an 'Integrated Planning and Scheduling Department' in which he optimized the value chain (Buy-Gas - Liquify Gas to LNG - Sell - Ship LNG). Staff competence management was one of his focus areas during this period. He was also the NLNG representative on JV Technical, Commercial, Shipping Committees where he interfaced with Government & Regulatory authorities. In 2014, he was appointed as Shell Shareholder representative to NLNG and became a Non-Executive Board member to NLNG companies, including Bonny Gas Transport (BGT) managing 24 LNG Ships. During this period, he was involved in the Economic and Technical steering of the Shipping Fleet and Liquefaction Plant Rejuvenation projects and a further capacity expansion of liquefaction plant which resulted in the achievement of NLNG train 7 project FID in 2019. Since 2016, he has been active as an independent consultant. He co-authored 2 patents and more than 30 published papers/presentations. He holds a PhD from Delft University of Technology in the Netherlands and a MSc and BSc in Chemical Engineering from the University of Birmingham, UK. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations