International suppliers of hardware, software and services to energy industries compete in complex markets against local, regional and global companies. Customers include integrated multi-national developers, state-owned enterprises and sometimes so-called ‘mom-and-pop’ companies with a wide variety of procurement practices, ranging from handshake deals to large, sophisticated bidding processes.

With this landscape, third-party market intelligence can be used as a helpful tool to supplement deep internal know-how and experience and make informed decisions. In this whitepaper, we present five generic workflows, ranging from current assessments of customers and projects that local teams can execute to long-term strategic decisions made by executive management.