Creating Value In Country

Localization Programs in the UAE

PESA Middle East District Meeting

On November 12, 2019, Dr. Tom Deeb presented “Localization Programs in the UAE”, at the PESA Middle East District Meeting. Dr. Deeb discussed the importance of economic development to the UAE and gave an update on the progress of the ADNOC ICV program.

Opportunities in Oil & Gas in the Middle East

Danish Export Association Member Conference

In September 2019, Elisabeth Deeb, T&M Associates, was invited to present “Opportunities in Oil & Gas in the Middle East” at the Danish Export Association Member Conference in Esbjerg, Denmark.

ICV: Achievements, Expectations and Business Implications

Joint Abu Dhabi Seminar

On April 25, 2019, AmCham Abu Dhabi invited Dr. Tom Deeb, VP T&M Associates, to speak on “ICV: Achievements, Expectations and Business Implications”. Dr. Deeb discussed the achievements, expectations and business implications of ADNOC’s In-Country Value Program.

Dr. Dalia Samra-Rohte (Deputy CEO, AHK) moderated the seminar. Dr. Constantin Frank-Fahle, LL.M. gave insights on the legal impact of ADNOC Group’s In-Country Value (ICV) program. The program concluded with a panel discussion on the practical experiences with ICV with Michael Bueker (Chief Financial Officer of Siemens LLC) Steve Abbiss (General Manager of TechnipFMC) and Vaishak Mantodi (Sales Abu Dhabi Region, Wika Middle East).

AmCham Abu Dhabi, British Business Group, BENELUX Business Council and the German Emirati Joint Council for Industry and Commerce (AHK) hosted this event.

ADNOC Launches Version 2.0

November 2018, ADNOC launched enhancements to their In-Country Value Program under version 2.0. The program has undergone key upgrades designed to help suppliers capture all their value add activities. Furthermore, ICV Improvement Plans are a part of the contract award process and allow suppliers to demonstrate future value add. The Improvement Plan will be taken into consideration, along with historical performance. Based on the ICV Improvement Plan committed to by suppliers, ADONC will now tie ICV performance to contractual progress payments worth 5% of the contract value.

For more information: Click Here

Implications of ADNOC’s ICV (In-Country Value) Program

AmCham, AKH, and Spanish Business Group Joint Seminar

On September 17, 2018, Dr. Tom Deeb of T&M Associates was invited to speak on the regulatory framework and the requirements of ADNOC’s ICV program. Dr. Deeb stressed the importance for businesses to register and participate in the program.

The Joint Seminar started with a welcome speech by Dr. Dalia Abu Samra-Rohte from the AHK, ADNOC´s representative Mona Balalaa gave a short introduction about ADNOC and proceeded with a detailed overview of the ICV program and an explanation of the different components. Following that, Mr. Guillermo Cobelo, Country Manager of Técnicas Reunidas, talked about his practical experiences with ICV programs and then Dr. Tom Deeb gave his presentation. Last, Dr. Constantin Frank-Fahle of SCHLÜTER Graf Legal Consultants explained the legal aspects of the program, starting from the enforcement and set up options up to licensing and security permits.

BP’s Enterprise Development and Training Program (EDTP) in Azerbaijan

From 2010 through 2012, T&M Associates worked with a local Azeri company to lead BP’s Enterprise Development and Training Program (EDTP). After 3 years, SME contracts increased to 30% of the total expenditure, hundreds of new Azeri jobs were created, and millions of dollars of new investment were made. The success of the program can be seen in the graph shown in BP Azerbaijan Sustainability Report from 2015.

After 3 years, EDTP achieved the following:

Local companies won contracts in the excess of $300 million.
Local suppliers significantly increased their full time employees
Local suppliers increased their investment by ~ $8 million (local supplier investment dollars)
Local companies also won about $25 million contracts outside of oil and gas — demonstrating the value of development to deliver new business (spill-over effect).
BP realized millions of dollars in savings, and a less than 12 month payback with a substantial ROI.
Our local partner continued to successfully operate the EDTP center independently after our involvement ended.

At T&M Associates, we take great pride in the fact that we provide sustainable In-Country Value Add (ICV) programs that continue to grow today and in the future.

World Economic Forum on Economic Development

T&M Associates was an invited author and reviewer for World Economic Forum on Economic Development, Chapter 10. Stimulating Broader Social and Economic Development from Natural Resources. This book was published as a part of the WEF on-going work to help countries maximize the value they create from their natural resources. Read More

T&M Associates successfully develops Small and Medium Enterprises

T&M Associates has successfully developed hundreds of local enterprises, including Small and Medium Enterprises (SMEs) and women owned and managed SMEs. With our support, local partner SMEs have become in-country resources for the development of local and regional SMEs. These SMEs are winning contracts, including with international oil and gas companies.

At T&M Associates, our success in achieving local content or in-country value add implementation is due to the people we work with. Our programs are designed to create jobs, attract new investment, and develop and unleash SME potential in manufacturing and service industries. We do this in a way that brings together stakeholders from industry, government, academia, donors and NGOs and other industries. Our programs drive success for all participants.

For more information: Read More

Developing the Economy in Ukraine and Azerbaijan

In 2010 and 2011, T&M Associates worked with local companies in Ukraine and Azerbaijan to increase their participation in the supply chains of multinational companies. This effort was an integral part of T&M Associates’ in-country economic development programs. T&M Associates’ experts designed and taught courses and consulted on best business practices. As part of this effort, Paul Dismer designed and taught courses on Sales and Marketing, as well as how to effectively respond to RFP’s issued by multinational companies. Mr. Dismer also provided in-depth consulting on Quality and Traceability for the metal industry. Dr. Maria Beug-Deeb provided consulting on best business practices and market development. Dr. Beug-Deeb also designed and taught courses on Quality Programs and Food Safety. Dr. David Ladner designed and taught courses on Health, Safety and the Environment (HSE) and on Intellectual Property. The courses were implemented as train-the-trainer programs and were translated into local languages.

The outcome of this training and follow-on supplier support was a marked increase in local companies wining significant business with multi-national companies. By 2012, Azeri companies doubled their contract values with BP and Azeri small and medium enterprises (SMEs) realized more than a 200% increase in contracts.

Helping Local Companies Compete

Interview with Dr. Tom Deeb

In 2011, Impact Azerbaijan, Official Publication of American Chamber of Commerce In Azerbaijan, interviewed Dr. Tom Deeb. The discussions included how the BP Enterprise Development and Training Program (EDTP) contributes to economic growth and how local companies can participate in the BP supply chain of 1 billion USD annual spend.

For the full article, please follow the link below:

Interview with Dr. Thomas Deeb, Managing Director of T&M Baku in the Official Publication of American Chamber of Commerce in Azerbaijan, Impact11, Page 4.