OIL & GAS INDUSTRY

Offshore Fixed Structures

ONE DAY SHORT COURSE ON DESIGN ASPECTS

By
Dr. Venkatesh Rajagopalan
Visiting Professor (Indian Institute of Technology)

APAC Regional Manager (Design & Specifications)

Oglaend Industries Sdn Bhd, Malaysia
Contents – First Half
 Overview of the Offshore Oil & Gas Industry
 Types of Offshore Structures
 Applicable Design Codes & Standards
 Industrial / Mandatory Requirements
 Structural Analysis & Design
 In-Service
 Pre-Service
 Stability / Validity

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Overview of the Offshore Oil & Gas Industry
 One of the greatest discovery of 20th century was oil and it
has so many applications that it cannot be separated from
mankind.
 The oil exploration has started as early as 1900 and the oil
exploration initially was concentrated on land.
 As the need for oil expands in an explosive rate, need for new
discoveries was eminent.
 During the middle of 20th century, oil discovery started in near
shore and medium range of water depth.
 The need for qualified offshore structural personnel rapidly
increasing as the oil industry moves into deeper water in the
search for additional supplies of oil and gas, new technology is
emerging at a rapid peace for the development of new
concepts for offshore platforms.
 This Course gives brief introduction to offshore engineering
with basic concepts of various types of offshore structures and
provide insight into various design issues and requirements,
fabrication and installation techniques.
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Company message
Who are we?
 Our market space and our profile
What are our core values?
 Our mission statement
What do we do?
 Our products and services
What do we bring to the table?
 Our value proposition

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Competitors
Who are our competitors?
What do they do?
What do they bring to the table?

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Sales process
Prospecting and lead generation
Planning sales calls
Meetings
Postcall follow-up
Documentation
Presentation
Sign-off

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Prospecting and lead generation
Identify current customer base.
Identify and rank prospects.
Schedule sales calls.

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Planning sales calls
Research prospect company.
Identify audience.
Define presales support (for example,
engineers).
Plan meeting agenda.
Call and confirm meeting ahead of time.

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Meetings
Make introductions.
Define and then confirm prospect’s objectives.
Define your objectives.
Review business need.
Identify contributing factors.
Present possible solutions.
Reach consensus
(fit, no fit, investigate further).

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Postcall follow-up
Send summary e-mail message or letter
to prospect, and then follow up with a
phone call.
 Thank prospect for meeting.
 Recap meeting.
 Review agreed-upon next steps.
 State future intentions.

Notify appropriate internal resources (for

example, engineer) for next-step assistance.
Update account file or system.
Update pipeline account data.
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Documentation
Prepare appropriate documents.
Review documents with prospect.

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Presentation
Deliver final documents.
Present proposal.
Request the sale.

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Sign-off
Sign documents.
Close the sale.

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