Amec Foster Wheeler (2015) is a global engineering services company with operations in 150 countries including South Africa. It offers consultancy, engineering, project management, operations and construction services. It serves the oil & gas, power, clean energy, environment & infrastructure and mining industries. Globally its clients include both the private and public sector, are among the world’s biggest and best companies in their fields, such as BP, Shell, Saudi Aramco, Petronas and etc.
Amecfw has two offices in South Africa the Bryanston office which deals with mining projects and the Midrand office deals with oil and gas projects. The South African Oil & Gas division provides services to oil and gas companies such as Sasol, Engen …show more content…
The company is focused on bidding for project and selling man-hours. The business of winning project lies squarely with the marketing department. The marketing strategy involves:
• Ensuring that the company appears on client’s engineering contractors list. This is to ensure that the company receive requests for quotations (enquiries).
• Once enquiries are received the marketing departments coordinates the efforts of developing and placing proposal. The proposal is mainly done by the engineering team based on their understanding of the scope. During this phase the focus is on winning the job rather than what the client need.
• Clients in this industry are very sophisticated and often have specific needs and require specific solutions, but the usual approach of an engineering contractor is to offer a solution that they believe in and that they have experience in rather to offer an unconventional solution that meets client needs.
• The pricing is based on cost plus margin. If the market is competitive the company will bid on cost to ensure that the company generates revenue, that engineering man-hours are …show more content…
This will require changes to company policies and procedures. It requires a complete change in organisational culture. The company need to develop and understanding of the oil and gas industry in Southern Africa and current development by formation gathering, disseminating market information and aligning business strategies with client expectations. It needs to detect consumer needs before the general market is aware of them, it needs to offer solutions to clients rather than waiting for clients to solicit proposal for problems that they have already identified. company is such as Amecfw have aa global foot print and interact with the biggest players in the areas, in most instances they are privy to information that their local clients are not aware of. This they can use to their advantage share
Amecfw has two offices in South Africa the Bryanston office which deals with mining projects and the Midrand office deals with oil and gas projects. The South African Oil & Gas division provides services to oil and gas companies such as Sasol, Engen …show more content…
The company is focused on bidding for project and selling man-hours. The business of winning project lies squarely with the marketing department. The marketing strategy involves:
• Ensuring that the company appears on client’s engineering contractors list. This is to ensure that the company receive requests for quotations (enquiries).
• Once enquiries are received the marketing departments coordinates the efforts of developing and placing proposal. The proposal is mainly done by the engineering team based on their understanding of the scope. During this phase the focus is on winning the job rather than what the client need.
• Clients in this industry are very sophisticated and often have specific needs and require specific solutions, but the usual approach of an engineering contractor is to offer a solution that they believe in and that they have experience in rather to offer an unconventional solution that meets client needs.
• The pricing is based on cost plus margin. If the market is competitive the company will bid on cost to ensure that the company generates revenue, that engineering man-hours are …show more content…
This will require changes to company policies and procedures. It requires a complete change in organisational culture. The company need to develop and understanding of the oil and gas industry in Southern Africa and current development by formation gathering, disseminating market information and aligning business strategies with client expectations. It needs to detect consumer needs before the general market is aware of them, it needs to offer solutions to clients rather than waiting for clients to solicit proposal for problems that they have already identified. company is such as Amecfw have aa global foot print and interact with the biggest players in the areas, in most instances they are privy to information that their local clients are not aware of. This they can use to their advantage share