We're thrilled to introduce Andrew Mottershead, our new Global Sales Director, bringing a wealth of expertise and vision to our team. With a strong background in energy sales and an unwavering commitment to client success, Andrew is poised to drive our company's growth and impact in the renewable energy sector.
We recently got to ask Andrew about his career and also for his vision for the direction of Renewable Energy
Navigating Industry Challenges:
Q: What do you think are the biggest challenges facing the renewable energy industry today?
A: This naturally depends on the context and the geographical region, rising cost of capital can deter investment, underinvestment in supporting infrastructure like grids and storage, which undermines the positive impact of renewables growth, and there are non-financial barriers that impede the adoption of renewables. Main challenges aside from Grid capacity can come in the form of planning and regulation.
Exciting Future of Energy:
Q: What excites you most about the future of energy and renewables and its potential for growth?
A: With the global ambitions to reach net zero carbon emissions by 2050 means we’ll likely be using more electricity than ever before in the coming years. Right now, from a group perspective it is very exciting to see growth from offshore wind, Carbon Capture & Storage and Hydrogen in particular. Notwithstanding all these projects ultimately need to be commissioned which presents a tremendous opportunity for OCCMS completions and commissioning services!
Proud Projects and Strong Client Relationships:
Q: What are some of the energy projects you’ve worked on that you’re most proud of?
A: Bohai Bay FPSO, Gorgon LNG, Ichthys LNG as they were the largest projects in the world at the time.
More recently Wikinger Offshore Wind Farm, Commissioning services contract awarded by Iberdola which was our first signification Commissioning contract in Offshore Wind.
Building Trust and Value:
Q: How do you go about building and maintaining strong relationships with clients in this industry?
A: I’ve always been a big advocate of building relationships built on trust and for the long term.
Fundamentally communicate is always key. Establishing open, consistent lines of communication with your client.
Knowledge sharing, learning their needs, what are the pain points. Highly important from a completions & commissioning perspective, but also helps from a resourcing point of view. Adding value to a project team or client organisation. Long-term relationships with clients are more likely to present repeat business from those clients. Additionally, satisfied client might recommend our company and services to a colleague, leading to new business. With positive, enduring client relationships, we can achieve overall business success and create larger projects for the client’s benefit.
Key Skills for Success:
Q: What are some of the most important skills for success when working in energy sales?
A: Probably perseverance initially, but several factors must be taken into consideration. A solid understanding the market conditions, coupled with the fact a client might change their minds about direction of a project. FID may be slow for example, so remaining patient during the process is important.
Listening is something more appreciated over time, truly listening to a client when they express needs or requirements. Meeting and addressing concerns to help foster that trust and build the relationship.
Responding quickly, be it a phone call or email, if you don’t have the answer right away, respond anyway to let the client know if are looking for the answer. It’s comforting to know what to expect for a next phase to help support a client.
Staying Informed and Adapting:
Q: How do you stay up to date on the latest renewable energy technologies and innovations?
A: “There are many different reference points now, too many in fact! I would say I tend to pick industry specific contact relevant to latest news and developments that I like the look and feel from a content perspective. There are some great podcasts available also with latest energy news”.
Structured Deal-Making and Overcoming Objections:
Q: What are some of the biggest changes you’ve seen in the procurement process for energy projects?
A: Everything from e-auctions which I personally dislike and find quite short sighted, to the ever-changing landscapes of supplier portals and accreditations. Another aspect is geographical footprint and the need for overseas offices to work with a lot of larger integrated energy companies.
Exciting Times Ahead:
Q: What are the most important factors to consider when structuring deals and contracts in this industry?
A: Before we enter any contract negotiation, there needs to be a clear idea on our strategy as this will define our objectives, requirements, and criteria for. The strategy should align with the business needs, budget, risk appetite, and market conditions. It should also consider the type and scope of the contract, whether it is a single purchase, a long-term partnership, or a framework agreement.
Finding common ground between clients and suppliers
Understanding the supplier's perspective will help you build rapport, find common ground, and create value for both parties.
The negotiation process can be influenced by several factors, such as the time, location, participants, and culture. Therefore, a concrete plan and preparation is required for the negotiation process, defining objectives, priorities, alternatives, and concessions, as well as anticipating the supplier's position. The negotiation process requires effective communication skills, such as asking questions, clarifying issues. The contract terms and conditions should then reflect the agreed outcomes of the negotiation process, and cover all the relevant aspects of the contract, such as the scope, quality, price, payment, delivery, warranty, liability, termination, and dispute resolution.
Q: What are some of the most common objections you face from clients? How do you overcome them?
A: Lack of Budget or considered too expensive. It’s important to think about the positioning of our product or service and how to demonstrate the value. This turns the conversation into one about risk vs. reward. Therefore, important to demonstrate value and online where our solution will take the client, the reward is justified in taking the apparent risk.
As Andrew embarks on this new journey with us, we're excited about the opportunities and innovations he brings to our team. Together, we look forward to driving sustainable growth, fostering strong client relationships, and making a meaningful impact in the renewable energy industry.
Welcome aboard, Andrew!
If you would like to reach out to Andrew with any questions relating to staffing your next energy project, contact him here:
