CATEGORIZED | News

National oil companies: the new face of drilling contractors

Posted on 07 November 2008

Understand the organization design of the NOC, Mr Cestero urged. For example, when is it the government and when is it not? What’s the board and upper management structure? Does your project need the approval of the national congress/president of the country or just the board of directors/CEO?

Once negotiations begin with the NOC, companies must be adaptable throughout the process, said Kinga Doris, Pride division counsel – Eastern Hemisphere. Although English is most commonly used and generally preferred if the parties don’t speak the same language, there must be sensitivity and flexibility towards the local language and client preference. Never assume the client doesn’t speak English just because they’re negotiating through a translator, she cautioned.

The recently formed IADC Ethics and Corporate Compliance Committee works to foster understanding and compliance with US and international laws, including issues such as corruption, bribery and import/export. At its September meeting, an anti-corruption expert discussed the Foreign Corrupt Practices Act and other anti-bribery regulations. The group will next meet on 16 December. For more information, visit the committee website.

Especially with NOCs, too, keep in mind that their goals and incentives are often different from those of IOCs.

Other practical tips she offered include:

  • • Location: Expect delays when meeting with the client. Understand that simply getting security clearance can be a time-consuming process.

  • • Your project team: Match skill sets and styles to clients’ and bring seasoned travelers when possible. A local “tour guide” can also be helpful.
  • • Relationships are important when making business negotiations, especially in the Eastern Hemisphere. “Ceremonial” meetings that might feel like a waste of time can be opportunities to build relationships, she suggested.

In the actual contracts, many issues must be considered as well, said Derek Anchondo, Pride division counsel – Western Hemisphere. Often, you and your client won’t agree on what the key issues are, but it’s important to take the time to lay them out clearly. “It makes the negotiations a lot easier once you clear the more difficult hurdles.”

You should set aside the fear of offending the client, Mr Anchondo advised. NOCs are smart and sophisticated negotiators who know what it takes to get a deal done. Areas of suggested focus in contracts include termination rights, governing language, payment mechanisms, foreign exchange, etc.

And once the contract is signed, make sure everyone within your company understand the key provisions and immediately begin establishing infrastructure in the country. The latter may encompass entity/branch formation and registration, personnel movement restrictions/requirements, tax issues and imports.

NOCs will continue to dominate our industry and client base, and therefore represent tremendous growth potential and opportunities. Just remember, he advised, when dealing with national oil companies, “you’re not in Kansas anymore.”

 

Leave a Reply

*

FEATURED MICROSITES


Recent Drilling News

  • 22 April 2015

    Transocean appoints Jeremy D. Thigpen as President & CEO

    Transocean has announced that Jeremy D. Thigpen has been named President and Chief Executive Officer effective 22 April 2015. Mr Thigpen succeeds Ian C. Strachan, Interim...

  • 22 April 2015

    Noted broadcast journalist Eithne Treanor to MC IADC World Drilling 2015, Rome, 17-18 June

    IADC is pleased to announce that noted industry broadcast journalist and professional moderator Eithne Treanor will serve as master of ceremonies...

  • 22 April 2015

    UBO & MPD Committee drives safe practices, while survey indicates industry moving toward acceptance

    The IADC Underbalanced Operations & Managed Pressure Drilling Committee continues to drive safe practices...

  • 22 April 2015

    Video: Schlumberger’s At Balance brand aims to make MPD more accessible

    Schlumberger recently brought back the At Balance brand as a family of product and services offering at the 2015 IADC/SPE Managed Pressure Drilling and Underbalanced...

  • 21 April 2015

    Petrobras’ first MPD operation aboard a DP rig succeeds

    Petrobras’ first use of MPD aboard a dynamically positioned rig proved successful and kept NPT to less then 3%, according to a paper presented at the 2015 IADC/SPE...

  • Read more news