8th GLIS Management Board Asia Pacific Region - Overview-India

BRUNO SOLINAS

1. Status of Business Plan

INDIA AS OF 16-3-09

No. 1

Year 2009

Responsible

Dateline

Status

1) Acquire TPI Projects in Oil and Gas

Essar Projects Prepare pre-qual documentation for all services Submit Documentation Provide Offers for TPI/Safety CPCL-SPM project Submit EOI Get Inquiry for Feasibility Study Quote for Feasibility Study Toyo- MRPL Project Prepare pre-qual doc. Meet Toyo and submit MRPL- Jacob project Prepare pre-qual odc Meet Jacob and Submit MRPL- SPM Project-PMC Prepare EOI Submit EOI Ramnath/Santosh Sachdeva/Arun Sachdeva/Jitendra Rama/Krishnan Ramnath/Krishnan Ramnath/Krishnan Ramnath/Kamalaksha Sachdeva/Kamalaksha Ramnath Sachdeva Ramnath Kamalaksha/Ramnath 31.1.2009 05.02.09 11.2.09 Dec.2008 TBA TBA 15.3.09 15.3.09 15.2.09 16.2.09 20..2.09 TBA done Done done Done postponed Done done

2)

3 4 5

No. 2

India Strategies 5.0 Targets

Year 2009 2) Receive first ITB for AIM/RBI/RCM Project Identify Target clients Organize Seminars/Workshops on AIM/RBI/RCM Revisit Budget and identify specific projects Design and deliver Training program in RCM/AIM Register with prospective clients/operators Introduce Monthly Action Plan/Result Monitoring Receive ITB 3) Risk & Safety Studies Idenitfy BDM/Consultants Train Review budget Prepare a potential client portfolio Generate Enquiries Execute Review on monthly basis

Responsible

Dateline

Status

Ganesh /Ramnath Ganesh/Ramnath Ganesh Ganesh Ramnath/Ganesh Rama

31-12-2008 15-02.-2009 01-02-2009 15-04-2009 31.05-2009 01-02-2009

Done done done

On going done done started started

Rama/Raaza Raaza Jitendra/Rama Jitendra Ramnath.Jitendra Team India Rama/Raaza

30-11-2008 31-03-2009 31.01-2009 31-1-2009 31-03-2009 31-12-2009 31-12-2009

No. 3

India Strategies 5.0 Targets

Year 2009 4) Win PMC Project in India Identify BDM/PMC Head Identify suitable partners Enter into agreement with Partners Recruit PMC team leaders Identify potential client/projects for PMC Generate enquiries Win first PMC 5) Win City Gas project in India Identify BDM Identify suitable partners/team Enter into agreement with Partners Recruit city gas team & train Identify potential client/projects Generate Enquiries Win first City Gas project

Responsible

Dateline

Status

Rama Rama/Vincent Vincent/Bruno PMC Head/BDM BDM/PMC head BDM BDM/PMC head Rama /TOM Rama/TOM TOM/Bruno PM/Tom Ramnath/PM Ramnath Ramnath/Rama

31-12-2008 31-12-2008 31-03-2009 31-03-2009 31-03-2009 31-05-2009 31-06-2009 31-12-2008 31-02-2009 31-03-2009 31-03-2009 31-03-2009 31-05-2009 30-06-2009

On going Done On going done done Done initiated started

No. 4

India Strategies 5.0 Targets

Year 2009 6) Wind Develop manpower to +17 engineers Expand TPI Inspections, find new customers Get Consultancy Job in India C0-Operation in Measurement Campaign Develop expanded spectrum capabilities beyond inspection in India 7) Increase client portfolio a) Access to MAJORS Identify BDM Register with all sections of ONGC/GAIL/IOCL Train station Managers on KAM Conduct client specific seminars on various portfolios b) Increase ITB acquisitions Register with various operators/refineries Get IBR Approval for GLIS Register with refineries

Responsible Mathias Mathias/Golatkar Mathias/Poulin Mathias/Thiel Mathias/Ganesh

Dateline 31-12-2009 30-06-2009 30-06-2009 30-03-2009 ongoing

Status On going

Rama Ramnath Rama/TOM Ramnath/Advantica Trident Ramnath/Station Mgrs Ramnath Ramnath

31-12-2008 31-04-2009 31-03-2009 31-01-2009 31-04-2009 31-06-2009 30-06-2009 30-06-2009

done On going initiated initiated started

No. 5

India Strategies 5.0 Targets

Year 2009 c) Increase success rates on proposal Bidding Amount to be Euro 40 Million (400%TO) Successful bids to be Euro 10 Million (25% Bids) Consultancy project Turnover to be Euro 4 Million (40%TO) 8) Expand Manpower to 440 Identify Competency matrix for Trident/Advantica/Wind Prepare job requirement Start recruitment

Responsible

Dateline

Status

Rama/Mathias Rama Rama

31-12-2009 31-12-2009 31-12-2009

Rama/Mathias Sajan Rama/Sajan

31-12-2008 31 12-2008 31-12-2008

On going done Started

No. 6

India Strategies 5.0 Targets

Year 2009

Responsible

Dateline

Status

LOCAL SITUATION AND OPERATIONAL ISSUES NATIONAL SCENARIO IN SPITE OF SLOW DOWN, INDIAN MARKET IN OIL/GAS .POWER- NOT MUCH AFFECTED RUPEE HAS DEPRECIATED BY 20% SINCE SEPT. 2008 INFLATION BELOW 5% GLIS STATUS AND ISSUES ARBITRATION NOT YET OVER AS A RESULT FACING LOT OF HASTLES WITH CAIRN CONTRACTS. HAD TO CHANGE THE NAME TO GLIS ASIA FOR RENEWAL WHICH WILL HAVE LOT OF INTERFACE ISSUES IN ADDITION TO THE EXISTING ONE BETWEEN GVC AND GLIS INDIA AND GLIS HAMBURG ACCOUNTING STAFF PERFORMANCE POOR. STAFF RESIGNED AND NEW STAFF JOINED. NEED MORE TIME TO GET TRAINED IN REPORTING SYSTEM DUE TO VARIOUS INTERFACES LIKE GVC/GLIS HAMBURG/INDIA, LOT OF RECONCILATION ISSUES WHICH RESULTED IN DELAYS IN AUDITS. STILL TO BE RESOLVED. PREVIOUS COMPANY GLI IS STILL QUOTING AND EXECUTING ORDERS WITH GAIL/IOCL/GUJART GAS AND USING OUR LOGO AND STAMPS

No. 7

India Strategies 5.0 Targets

Year 2009 LOCAL SITUATION AND OPERATIONAL ISSUES

Responsible

Dateline

Status

ENGINEERING CONSULTANCY BUSINESS IS YET TO TAKE OFF EXCEPT IN SAFETY CONSULTNACY WHERE WE HAD A GOOD START WITH RELIANCE NEED TO RECRUIT MORE MANPOWER ON CONSULTANCY SIDE ORGANIZATIONAL STRUCTURE NOT YET REVISED TO SUIT ENGINEERING CONSULTANCY BUSINESS RATES QUOTED BY ADVANTICA WAS QUITE HIGH AND NEED TO RELOOK INTO THE PRICING ISSUES RELATED TO PMC GLIS NOT PRE-QUALIFIED IN AREAS LIKE PIPELINES. UNABLE TO BID FOR PROJECTS. ISSUES RELATED TO SOFTWARES CONSULTANTS LIKE PDIL, MECON, TRACTABEL ARE USING SYNERGEE SOFTWARES AND COMPETING WITH US. MANY EVALUATION OFFERS NOT CONVERTED TO ORDERS AND CLIENTS ARE USING THESE WITHOUT PAYING. PIRATED SOFTWARES IN THE MARKET.

No. 8

India Strategies 5.0 Targets

Year 2009 LOCAL SITUATION AND OPERATIONAL ISSUES IMPROVEMENTS REQUIRED

Responsible

Dateline

Status

INDIAN OPERATIONS: NEED TO CLEAN UP ACCOUNTS AND STREAMLINE ACCOUNTS NEED TO RELOOK INTO GVC BILLING AND REVISE TO COVER ONLY EXPENSES NEED TO EMPLOY A GOOD BDM FOR ENGG CONSULTANCY BUSINESS NEED TO TRAIN YOUNG CONSULTANTS ON SOFTWARE APPLICATIONS NEED TO FIND A SOLUTION FOR LEGAL ISSUES NEED TO INCREASE SAFETY CONSULTANCY TEAM TO MEET THE BUDGET.

No. 9

2.

Business Development NEW CLIENT ACQUISITION

CONTACT Mr. Motyat/GM Mr. S.K. MANDAL Anup K.T Deori C.R.Chandrasekar Vinith Chsapkar PURPOSE OF VISIT Introduction of GLIS Service profile Inntroduction of GLIS service profile Intoduction on Safety consultancy Intoduction of GLIS service profile Intoduction of GLIS Services Intro on Pipeline lead detector

COMPANY Essar SNC Lavalin Punj Lloyd Reliance Kothari Uhde

No. 10

2.

Business Development
ITBs received subsequent to the visits :

COMPANY Essar SNC LAVALIN Punh Lloyd Reliance Kothari UHDE

ITB DESCRIPTION Safetry studies-MHN Pipelines -387K Euros Safety studies/SIL-137K Euros Safety consultancy- 1000KEuros RAM/SIL /AIM on Pipelines/TPI Inspection of Chemicals-2K Pipeline leak detector

No. 11

3.

Proposals

Proposals submitted since 01 Jan 2009 January - 2009 NO.OF PROPOSALS for Oil & Gas 31 29

MONTH January 09 February 09 March upto 16th

VALUE () 676625 465821

WON () 101640 7784

LOST () 1286 1970

PENDING () 573699 456067

20

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No. 12

Thank you for your attention!

No. 13