MARKETS

Identifying and Developing Commercial Opportunities

Oil & Gas · Utilities · Industrial Infrastructure

OPPORTUNITY DEVELOPMENT

Where Commercial Opportunities Begin

Commercial growth can come from solving what the customer already knows about, uncovering what has not yet been recognized, or helping the customer prepare for what comes next.

01

Recognized Need

The customer already knows there is a problem, project, requirement, or objective. The commercial work is understanding the situation, the people involved, the timing, and what will move the decision forward.

02

Unrecognized or Emerging Need

The need exists, but the customer has not fully identified, connected, or quantified it yet. The commercial work is helping make the risk, cost, inefficiency, lost value, or opportunity visible enough to act on.

03

Future Opportunity

Nothing has to be wrong today. Growth can come from expansion, modernization, standardization, new technology, efficiency goals, regulation, or preparing for what comes next.

EVERGREEN REVENUE GROWTH

Build, expand, and renew customer value over time.

ProveWin and validate the first engagement
ExpandGrow across assets, sites, services, or business units
RenewRe-engage stale, neglected, or inherited accounts

FROM OPPORTUNITY TO DECISION

What moves an opportunity forward?

Once an opportunity is identified, the commercial work shifts to understanding what will make it relevant, actionable, and fundable inside the customer’s organization.

WHY

Why act?

Define the business outcome. The reason may be lower risk, reduced cost, improved reliability, increased capacity, regulatory readiness, better visibility, stronger performance, or a new source of value.

WHO

Who is involved?

Identify who owns the problem or opportunity, who will use the solution, who influences the technical decision, who controls the budget, and who approves the purchase.

WHEN

When can it move?

Understand the timing: budget cycles, outages, turnarounds, capital plans, contract renewals, regulatory deadlines, planned projects, and competing operational priorities.

WHERE

Where do I enter?

Enter where the need is real — field, engineering, integrity, maintenance, operations, procurement, IT, or leadership — then connect the opportunity to the people who can move it forward.

HOW

How does it become a decision?

Build credibility, connect technical capability to a business outcome, quantify value where possible, establish proof, address objections, and give the buying group enough confidence to act.

MARKET FOCUS

How I Enter and Develop Each Market

The commercial framework stays consistent. The entry point, buying group, timing, value case, capability mix, and expansion path change with the market.

DIGITAL TRANSFORMATION

A cross-cutting commercial lens

Digital transformation can enter at any point in the commercial pathway — as the problem itself, as an enabler of a broader operational objective, or as the capability that connects data, systems, people, and decisions.

EntryDisconnected data, manual workflows, integration gaps, poor visibility, aging systems
ValueFaster decisions, better visibility, standardization, reduced manual work, stronger operational confidence
CapabilitySensors, connectivity, data foundations, analytics, software, workflow integration, domain expertise
GrowthPilot to asset, site, business unit, and enterprise deployment
01 · MIDSTREAM & PIPELINES

Midstream & Pipelines

Entry

New construction, expansion, maintenance, integrity, reliability, regulatory requirements, asset replacement, capacity constraints, operational inefficiency, or modernization.

Who

Operations, engineering, integrity, maintenance, projects, procurement, supply chain, construction, management, and capital approval.

Timing

Capital planning, project development, FEED, outages, integrity programs, replacement cycles, regulatory deadlines, expansions, and major maintenance activity.

Value

Improve reliability, reduce risk, protect schedule and production, increase capacity, extend asset life, control lifecycle cost, and improve operating confidence.

Capability

Bring together the right mix of products, engineered solutions, field services, inspection, testing, software, data, logistics, and technical expertise around the opportunity.

Growth

One project, asset, product line, or service engagement can expand into broader programs, additional facilities, new product categories, or enterprise relationships.

Deep domain experience: pipeline integrity, ILI and pigging, corrosion and cathodic protection, field data, asset condition, and integrity management.
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02 · DOWNSTREAM & REFINING

Downstream & Refining

Entry

Capital projects, reliability, maintenance, turnarounds, process constraints, equipment replacement, corrosion, inspection findings, environmental or regulatory requirements, safety, modernization, or production improvement.

Who

Operations, maintenance, reliability, inspection, engineering, projects, procurement, supply chain, HSE, site leadership, and corporate technical functions.

Timing

Turnarounds, outages, capital planning, project development, annual budgets, maintenance windows, regulatory deadlines, debottlenecking, and modernization programs.

Value

Protect production, reduce downtime, improve reliability and safety, extend asset life, control lifecycle cost, improve efficiency, and support predictable execution.

Capability

Products, engineered solutions, inspection, field services, materials expertise, automation, software, data, reliability support, and technical services.

Growth

One unit, turnaround, project, or product line can expand across the refinery, additional sites, broader service categories, or enterprise agreements.

Deep domain experience: corrosion, cathodic protection, asset integrity, inspection, reliability, turnarounds, and industrial asset performance.
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03 · UTILITIES & INDUSTRIAL INFRASTRUCTURE

Utilities & Industrial Infrastructure

Entry

New infrastructure, system expansion, aging assets, reliability, capacity constraints, replacement programs, modernization, regulatory requirements, resilience, asset visibility, or lifecycle cost.

Who

Operations, engineering, asset management, maintenance, projects, capital planning, procurement, supply chain, program leadership, and executive stakeholders.

Timing

Capital improvement plans, infrastructure programs, planned replacements, rate cases and funding cycles, regulatory initiatives, expansions, outages, and modernization programs.

Value

Improve reliability and resilience, increase capacity, extend asset life, reduce lifecycle cost, improve safety and visibility, standardize systems, and support long-term infrastructure performance.

Capability

Products, engineered systems, field services, monitoring, controls, software, data, asset-management solutions, construction support, and technical expertise.

Growth

One project, facility, utility district, or pilot can expand into standards, additional locations, broader programs, or multi-year infrastructure relationships.

Deep domain experience: electric power and T&D, water infrastructure, corrosion and cathodic protection, asset monitoring, field data, and digital asset visibility.
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A PERSONAL NOTE

From vendor to partner has never been a sales slogan to me. It is how long-term relationships and revenue are built.

I have spent much of my career walking into businesses, markets, and accounts where there was something to build.

Sometimes the opportunity was obvious. Sometimes it had to be uncovered. And sometimes the first job was simply earning enough trust to understand what the customer really needed.

I have never believed that great commercial work begins with a product sheet. It begins with curiosity and listening — understanding the operation, the people, the pressures, the economics, and what the customer is trying to accomplish.

The strongest customer relationships are the ones where someone knows they can call me at 8:00 p.m. on a Saturday — whether there is a purchase order involved or not.

Helen

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Midstream & Pipelines →Downstream & Refining →Utilities & Industrial Infrastructure →