EIC Members Handbook

energizing your business

EIC Members Handbook Your Guide to The EIC www.the-eic.com

energizing your business

Issue No 002 October 2012

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Contents

The role of the Nominated Representative and Account Nominated Representative Administrative Contact/Account Manager

Membership

The EIC and its Members Sectors covered by the EIC Levels of Membership Resigning from the EIC Primary verses Global Membership

Page Manager 4 4 4 5 5 5 5 6 6

EICDataStream 7 What is EICDataStream?

Where does the information come from?

Account Security EICDataStream User Guide User support and training

7 7 7 7 7

Products and Services 8

EICDataStream 8 EIC Connect 8 EIC Business Presentations 8 EIC Industry Outlook 8 EIC Sector-Based Forums 8 EIC Global 9 EIC Office 9 EIC Overseas Exhibitions 9 EIC Overseas Delegations 10 EIC Corporate Entertainment 10 EIC Publications 10 EIC Consult 11 EIC Procurement Guide 11 EIC Training 11

Regional Committees 12 Promoting your Company 13 Press Releases Public Relations Procurement Guide

13 13 15

Key Contacts 15 Mailing Lists 16 A Simple Guide to Dealing with the Media 17 Including the EIC in your marketing collateral

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The Role of the Nominated Representative and Account Manager a) Nominated Representative Every member company of the EIC will have a ‘Nominated Representative’. The role of the Nominated Representative is to act as a main point of contact between the member company and the EIC. The Nominated Representative should ideally be a senior member of staff involved with business development, account management and/or marketing. A good understanding of the company’s business sectors is vital to ensure maximum benefit is gained from EIC membership.

Duties include: • To act as the system administrator for EICDataStream, the EIC’s online projects tracking database (see our EICDataStream User Guide for detailed instructions).

• Identifying colleagues within the organisation who could benefit from receiving information on EIC events, forums and/or news publications. See page 16 for a full list of available mailings.

• Advising new members of staff about the EIC and what is on offer.

This will also involve setting up a new account for them on EICDataStream.

• Ensure that the company/product details are correct on the EIC Procurement Guide.

This is online and can be updated at any time. A hard copy is published once a year.

• Should a new Nominated Representative need to be appointed, the current Nominated Representative is required to name his/her successor and notify the EIC. • Processing the yearly subscription invoice.

• In an official capacity, the Nominated Representative has voting rights at the annual general meeting to appoint EIC Board Members. b) Administrative Contact/Account Manager The Nominated Representative can also appoint an Administrative Contact for the membership. This role can be all or some of the following: • An Account Manager on EICDataStream and have the same administrator rights as the Nominated Representative (ie ability to create and disable accounts).

• A contact for any membership issues when the Nominated Representative is not available.

• Act as the main contact for any administration tasks such as change of personnel, change of address, updating of company details on the EIC Procurement Guide etc.

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Membership a) The EIC and its Members The EIC is the leading association for UK companies supplying goods and services to the energy industries worldwide. The criteria for EIC membership is that you must be a fully UK registered company supplying goods and services into projects in the energy sector. The EIC is a not-for-profit organisation independent of government. It is governed by a Board of up to 20 Directors elected by the members and two appointed Directors (the Chairman and Chief Executive).

The CEO is supported by a staff of around 55 who are based in the London office and UK regional offices in Billingham and Aberdeen, and internationally in Dubai, Singapore, Beijing, Houston and Rio de Janeiro.

Established in 1943, the EIC has around 650 member companies and provides them with the means to understand, identify and pursue global business opportunities. The EIC membership comprises contractors and suppliers from all areas of the energy sector who make a significant contribution to the UK economy, employing in aggregate over 1 million staff and generating in excess of ÂŁ100 billion in revenues from their UK operations. b) Sectors covered by the EIC The EIC has coverage on the following sub-sectors of the energy industry: Oil and gas Subsea Petrochemical Power generation, transmission and distribution Nuclear Renewables LNG Pipelines c) Levels of Membership We have two levels of Membership, Primary and Global.

Primary Membership gives access to the services and facilities of our 3 UK offices (London, Aberdeen and Billingham) and Dubai, and provides project information, via EICDataStream, for the following regions: Europe (including Russia) Middle East Caspian region Africa Indian sub-continent Global Membership adds the services and facilities from our offices in Singapore, Beijing, Houston and Rio de Janeiro and project information for: North America Central America South America Asia Australasia China

energizing your business

For a detailed list of services please see page 8.

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The membership year runs from 1 April – 31 March and the fee is pro-rata for companies joining part way through a membership year. The membership fees are decided at Board level in November and letters are sent out at this time to advise members of the following year’s subscription.

All of the EIC’s offices, in addition to project information, provide business presentations, networking events and hot-desking facilities for visiting members. For members wishing to have a more permanent presence in these locations, the EIC offers virtual office services and office rentals.

(See back cover for full office details). d) Resigning from EIC Membership (cancellation) Should a member company wish to resign from membership, or downgrade their membership status from global to primary, at least 3 calendar months’ notice in writing must be given before the next membership year commences. This in effect means notifying the EIC by 31 December in order to provide adequate notice.

Full details are available in our Articles of Association (rule 2.11) which is available on request. e) Primary verses Global Membership

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EICDataStrea a) What is EICDataStream?

The EIC’s flagship product, EICDataStream is a unique projects database exclusively available to EIC members that holds extensive in-depth information on around 9000 projects across the energy sector. The system includes, where possible, contact names and telephone numbers of key personnel for the operators and main contractors.

The database is fully searchable and includes features such as: exporting project information, pdf reports, email alerts on members favourite projects, graphical analysis and geographical analysis. The Head of Business Information is responsible for EICDataStream. b) Where does the information come from?

Business Information department staff continuously research, analyse and verify energy industry intelligence from a wide variety of sources for inclusion in EICDataStream to help members identify business developments and opportunities. The department also monitors legislation and political developments. c) Account Security The EIC has taken extra steps to tighten account security to help ensure that only bona fide members can access EICDataStream. There are three principal measures in place: 1) Only one logged-in session per user account at any time. If a user tries to login while someone else is logged in under those credentials, a message will appear saying: ‘This account is logged on elsewhere’.

2) Password expiry date. A user’s password will expire 90 days after creation and a new one must be created.

The old password will not be allowed to be used for that account for a period of one year. The password change will happen via an email link so the active email account can also be verified.

3) Company email addresses only. All members are asked only to create accounts with approved email address domains (a domain is everything after the ‘@’ sign). Members will be asked on joining for a list of approved email domains. Should a new domain be required, they will need to request this from the EIC Membership team to get this included on the approved domain list. d) EICDataStream User Guide There is a detailed User Guide for all EICDataStream users wishing to have further assistance.

The guide can be downloaded: www.the-eic.com/EICDataStream/UserGuide/EICDataStreamUserGuide.pdf Please email Lisa Hickey: lisa.hickey@the-eic.com to request a hard copy. e) User support and training User support is available to all EIC members as is full training, either online or in person. The EIC also offers training to overseas colleagues via web-meetings etc.

For user support or to discuss training requirements please contact Lisa Hickey: Tel +44 (0)20 7091 8600 Email lisa.hickey@the-eic.com

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Products and Services Unparalleled business intelligence is available to members via the EIC’s unique projects database.

EICDataStream currently tracks over 9000 global projects across the following sectors: Oil and Gas Upstream – Oil and gas fields, Subsea Midstream – Pipelines, LNG Downstream – Refining and Petrochemicals Power Generation Conventional Nuclear Renewables Transmission and Distribution Extensive in-depth information is available and includes contact names where possible and telephone numbers of key personnel for the operators and main contractors. The database is fully searchable and includes features such as: exporting project information, pdf reports, email alerts on members’ favourite projects, graphical analysis and geographical analysis.

EIC Connect is a series of supply chain events designed to facilitate the networking of the most senior decision makers within the oil, gas and power sectors and encourage the sharing of information between buyers and suppliers.

EIC Business Presentations

Each of the EIC’s three UK regional and five overseas offices arrange a rolling programme of business presentations to allow members to gain valuable information and contacts on: specific projects, working with operators and contractors (established and new), and global opportunities in international markets. Copies of the presentations are only available to attendees and are sent to each delegate after each event.

EIC Industry Outlook

A programme of events aimed at ensuring members have a full understanding of non-project/client specific topics such as political risk, new or existing legal requirements and cultural awareness.

EIC Sector-Based Forums

Regular Sector-Based Forums for EIC members to discuss topical issues such as new projects, major project news and contract awards, mergers and acquisitions, new entrants and political and technical issues.

Each Sector-Based Forum is held twice a year and covers the following areas: • Upstream Offshore oil and gas projects using subsea development/Appraisals/Offshore production Onshore wellhead production/Pipelines • Gas Treatment, Processing & Storage Gas production plants/LNG/LPG/GTL • Refining & Petrochemicals Refineries/Petrochemical plants • Carbon Capture & Storage Process/Transportation/Storage • Power Power generation (including nuclear)/Transmission and distribution/Energy from waste • Renewables Onshore and offshore wind/Biomass/HEP/Wave/Tidal/Geothermal/Solar

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EIC Global

The EIC is unique in having a network of overseas offices, providing regional intelligence and a range of services to members. The office network is designed to provide a cost-effective, staged entry into the local market with no capital expenditure. We have offices in Dubai, Singapore, Beijing, Houston and Rio de Janeiro. Members are welcome to drop by whenever they are in town and the overseas offices provide: • • • • • • •

Sector intelligence Business presentations Networking events Meeting facilitating service Wi-Fi Administration support Preferential rates (hotels and cars)

In addition to the above, the Rio office can also offer a Petrobras Registration service, in which we hold a Power of Attorney to act as a member’s legal representative for Petrobras registration purposes. The Rio office will complete the approval process for your company and products. Please contact the Rio office to discuss this in more detail (see the back cover for contact details).

EIC Office

All of the EIC’s UK and overseas offices have hot desk, Wi-Fi, meeting and conference facilities available to members on request. Video conference facilities are also available in the London and Aberdeen offices. Virtual offices and office rentals are available to members at highly competitive rates. Please contact any EIC office directly for availability. The ‘Virtual Office’ provides a company with its own dedicated phone line and address, banking services, mail management and enquiries answered in person and forwarded to your company within 24 hours. We can also provide assistance with recruitment, advertising, legal issues etc all of which can be tailored to suit the individual company. Actual office space is also available to rent in most of our offices. Costs vary according to availability and area.

The EIC London headquarters include a conference suite offering meeting rooms of varying sizes with state of the art audio visual and excellent catering/networking areas, which are available to all EIC members. Every member is welcome to one complimentary booking of the Battersea or Blyth rooms, free of charge. Very competitive rates are available for the conference facilities – for the latest rates please go to our website and click on the London office page.

EIC Overseas Exhibitions

The EIC manages the UK national pavilion at 10 energy exhibitions around the world such as Offshore Technology Conference (OTC), Offshore Northern Seas (ONS) and ADIPEC. The EIC pavilions have a UK branded stand design to draw high class visitors to the group providing companies with an international platform to expand their business base. The EIC operates a priority booking service whereby space is released to global members, followed by primary members and then to non-members.

Exhibiting with the EIC is easier and stress free for companies. We appoint a stand contractor, freight agent and travel partner for the group in order to minimise cost and help save time. We offer a full walk-on stand package so all you need to do is plan how you will dress the inside of your exhibition stand. When you arrive on-site for set-up, your stand will be ready for dressing. Visit: www.the-eic.com/Events/Overseas/Exhibitions/Overview.aspx

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EIC Overseas Delegations

We organise around 10 overseas delegations each year. Each delegation provides an invaluable opportunity for companies to access markets and make vital contacts.

EIC overseas delegations are suitable for companies who are new to a region as well as those who already have substantial experience. For those established in a market, overseas delegations are an ideal way to strengthen existing business relationships whilst also establishing further high level contacts with some of the key players in the energy sector.

EIC Corporate Entertainment

All of the EIC offices provide high quality corporate entertainment giving members the opportunity to entertain key clients in a neutral environment. Regular events include; the EIC National Dinner, the Pembroke Supper, Golf Days and the Oil Barons Ball (Dubai).

EIC Publications

Members and key industry personnel are kept up to date via EIC Online (weekly), and the EIC Monthly News.

The EIC Monthly News is available as a printed copy or an emailed PDF and is accessible via the website as an eBook providing hotlinks to members websites: www.the-eic.com/Publications/MonthlyNews.aspx These publications can also provide members with a unique marketing platform. Members are encouraged to submit articles for inclusion to assist in promoting their products and services.

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To submit articles to EICOnline or the EIC Monthly News please send any news items (not more than 300 words) and a good quality, copyright approved photo/illustration (300dpi) to: newsdesk@the-eic.com To receive the EIC Monthly News please send your details to: lisa.hickey@the-eic.com To sign up to EIC Online please go to: www.the-eic.com/EICOnline/newSubscription.aspx

Each of the UK and overseas offices produce a monthly email regional Newsbrief containing industry news and articles of interest across the energy sector worldwide.

• To receive any one of our Newsbriefs send your details to: lisa.hickey@the-eic.com Energy Focus (bi-annual) is dedicated to promoting the views and addressing the interests of EIC members.

The magazine is published to the highest standards, and includes editorial such as: EFocus Front Cover_Layout 1 05/07/2011 11:33 Page 1

ENERGY FOCUS

www.energy-focus.co.uk ISSUE 17 AUTUMN 2011

EXHIBITION:

OFFSHORE EUROPE

MARKET FOCUS: EUROPE

OIL & GAS: CHINA

SUBSEA: SYSTEM MANAGEMENT

PLUS: North Sea : LNG : Wave Energy

• Case studies • Company profiles • View from the top – an interview with a leading industry personality • Technical articles • Market focus • Reports from international energy markets • Emerging technologies • Previews on major international exhibitions • Updates from EIC global offices.

Energy Focus is distributed to all EIC members, operators, contractors and key industry decision makers as well as being available at EIC events in the UK including EIC Connect and Offshore Europe and is distributed internationally at key exhibitions eg OTC/ADIPEC/ONS/Rio Oil & Gas etc.

• To receive Energy Focus send your details to: lisa.hickey@the-eic.com • To discuss advertising/editorial opportunities that are available in Energy Focus please contact: Nina Conway, Ten Alps Publishing Tel +44 (0)161 838 2526 Email nina.conway@tenalpspublishing.com

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The EIC’s consultancy service provides: Country Overviews Sector Reports Bespoke Studies EIC Consult builds upon our tradition of in-depth monitoring and dynamic analysis of the energy sector. It ensures that clients can identify prospective opportunities, enhance their decision making capabilities and develop strategies to achieve long term business success. Contact Phil Goddard: phil.goddard@the-eic.com Please see: www.eic-consult.com

EIC Procurement Guide

The EIC Procurement Guide provides comprehensive contact information on the UK energy sector supply chain, available both in hard copy and online at: www.the-eic.com/ProcurementGuide/search.aspx On joining the EIC all members receive an automatic free entry into the guide and will be sent a mail with a link to an online wizard. This will guide you through each of the stages needed to fill in your entry. The sections are: 1) Basic Details – your company name and contact details including main address (in the UK) and telephone/fax numbers, website and contact email address.

2) Locations – your company’s alternative office locations, including your agents and distributors.

3) Products – your company’s products and services divided into categories.

4) Industry Sectors – for each of the products you supply, please tell us which industry sector(s) you can sell into.

This information will also be featured in the printed guide.

5) Trade Names – list all your Trade Names along with a short description.

6) Registrations – you can declare whether you have the following registrations or certifications: ISO 9000/1, ISO 14001, ISO 18000/1, FPAL, Achilles.

7) Regional Markets – list the Regional Markets that your company sells to.

A comprehensive and up to date entry will ensure that members secure the most benefit from being listed in the EIC Procurement Guide because search results will identify to potential customers all the members products, services and capabilities provided. The new EIC Procurement Guide app will be launched in August at ONS.

EIC Training

EIC Training consists of: Technical Workshops Industry Overviews Business & Management Courses Health, Safety and Environment Training One day Technical Workshops take the form of presentations at the premises of manufacturing companies and include site tours and demonstrations so enabling attendees to gain hands on experience of a wide range of equipment and products.

Industry Overviews are one day courses which provide an overview of a particular sector to those in a nontechnical role. Topics include power, subsea, oil and gas, renewables, nuclear, LNG and petrochemicals.

Business & Management Courses provide management development training for new and experienced managers, as well as courses on a range of legal topics and cultural awareness. Experienced industry instructors use role-play, case studies, scenarios, group discussion and assignments.

Health, Safety and Environment Training are one day events which provide guidance and direction on a range of topics including Hazardous Area Equipment and the ATEX Directive and the Pressure Equipment Directive and UK Pressure Systems Safety Regulations. This training will benefit those with a responsibility for compliance with UK and European legislation.

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Regional Committees There are three committees serving EIC members across Scotland and Northern Ireland, the north and the south of England and Wales. Each committee has an elected Chairperson and Vice-Chair and up to 18 other committee members made up of members from a wide range of disciplines.

Each committee meets four times a year at various locations and members have the opportunity to help shape the future direction of the EIC within the region.

The key benefits of committee membership include: • • • • •

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Representing the views of EIC members, both in the region and as a whole.

Suggesting topics and speakers for presentations and networking events.

The opportunity to champion various areas of concern and topical issues.

Identifying global markets where member companies may need assistance.

Assisting in the development of new activities and programmes to enhance the regional programme as a whole and equip members with a better overview of the energy sector.

Online profiling via the EIC website with links to the members website.

Invites to selected/limited events.

Committee members benefit from a high level of networking with other energy professionals, and are afforded unique opportunities and interaction with EIC guest speakers as well as a strong relationship with other committee members across all regions.

If you are interested in joining a regional committee then please contact the relevant office: Southern: Charlotte Hust, southern@the-eic.com Northern: Helen Doona, northern@the-eic.com Scotland: Lesley-Anne Brodie, aberdeen@the-eic.com Regional Committees in our overseas offices The EIC’s overseas offices also run committees.

Please contact the membership team if you would like more information.

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Promoting your Company a) Press Releases Is your company launching a new product?

Do you have important information/news you would like to share with a wider audience?

Are you new to the sector?

Ways the EIC could help: To include news items and press releases in either the EIC Monthly News (printed and eBook) or EICOnline. Please forward articles to: newsdesk@the-eic.com. The deadline for the EIC Monthly News is the 1st of the month for the following month. Articles should be no more than 300 words and include a good quality photograph if possible.

EIC Monthly News April 2012

We can also include an A4 flyer, subject to no more than two per edition, advertising a member’s products and/or services with the EIC Monthly News. To check availability please contact Richard Cheatle:

Members News EIC Monitor Exhibitions Regional News Training Services Business Information Photos Copyright Statoil / 2011 iStockphoto LP

Tel +44 (0)20 7091 8600 Email richard.cheatle@the-eic.com

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Distribution for the EIC Monthly News is 2000 for the printed copy and a further 650 for the PDF version and there are around 1500 recipients of EICOnline. b) Public Relations We have several tools to assist members in their dealings with the media and in promoting their companies. Please see Pages 17 and 18, for a ‘Guide to Dealing with the Media’ and ‘using the EIC in your marketing collateral’.

Also available via the website is a ‘New Members Press Release Template’ and a ‘Media Contact List’ which includes details of the key trade press across the energy sector.

The EIC can help generate PR opportunities for its members by developing press releases and articles for key trade publications that include topical and newsworthy information about our members’ products and services.

These are typically associated with the major trade shows or with EIC Connect. We will keep you updated, usually via email, on any opportunities for you to feature in this type of editorial.

Sponsorship We have several events where members can take up sponsorship opportunities. Examples of events are: EIC Connect EIC National Dinner Offshore Europe EIC Overseas Exhibitions EIC Overseas Delegations Corporate Entertainment (eg golf days) Another way of promoting your company is taking a stand at one of our exhibitions, either in the UK or overseas.

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UK Exhibition Opportunities EIC Connect, Offshore Europe and All-Energy give members excellent opportunities to showcase their products and services.

EIC Connect gives the leading international operators and contractors a unique platform to update suppliers on their upcoming opportunities from a series of presentations in the main exhibition hall. Their sessions are supplemented by One-2-One meetings where delegates will have the opportunity to put their products and services forward to the decision makers. Why should I attend an EIC Connect event?

• Learn about international opportunities for UK companies.

• Gain insight into areas of international growth to help identify future markets.

• Access to high-level people from across the global energy industry.

• Fantastic networking opportunities with around 800 industry colleagues.

• Only event of its kind in the energy industry.

Offshore Europe The EIC Group pavilion, exclusively for EIC members offers an enhanced experience for companies at what is the largest oil and gas exhibition outside of North America. What are the benefits of exhibiting as part of the EIC Group?

• An innovative branded stand design to draw visitors to the Group.

• The use of a fully equipped private lounge area with complimentary refreshments.

• Working hot lunches and alcohol available each day.

• Business centre and meeting facilities available exclusively for EIC Group exhibitors and their guests.

• Promotion of the Group through various publications, press releases and industry contacts.

• Invitation to exclusive off-site drinks reception offering enhanced networking opportunities with key industry contacts.

• Dedicated and experienced EIC staff to assist you prior to the show and onsite.

All-Energy is the UK’s largest renewables event at which the EIC hosts a member pavilion. The EIC’s buying power allows members to take advantage of excellent stand positions and extremely competitive prices for exhibiting. In addition to exhibiting, members can also take advantage of increased networking prospects, sponsorship opportunities and promotion via the EIC Group press coverage.

Overseas Exhibitions The EIC exhibits around 10 overseas exhibitions every year, organising the UK pavilion at each event. As well as making the whole process easier and less stressful for the company, the promotional opportunities are firstrate. Benefits of exhibiting are: • Prime location for the UK Group at the show.

• Innovative UK branded stand design to draw visitors to the Group.

• Your own furnished stand within the UK Group.

• Promotion of the Group through various publications/press releases.

• Entry for each exhibitor in the Guide to UK Group brochure.

• Depending on location, a UK group reception and access to additional networking events.

Hosting an event On occasion we offer the opportunity to members with conference facilities to host events. This is a great profiling opportunity for the hosting company and allows you to give a short introduction to your company before the main event.

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c) Procurement Guide The EIC Procurement Guide is printed every year and is also available online. To get the most from this guide please ensure that we have the following information: 1) Basic Details – your company name and contact details including main address (in the UK) and telephone/ fax numbers, website, contact email address and profile.

2) Locations – your company’s alternative office locations, including your agents and distributors.

3) Products – your company’s products and services divided into categories.

4) Industry Sectors – for each of the products you supply, please tell us which industry sector(s) you sell into.

This information will also be featured in the printed guide.

5) Trade Names – all your Trade Names along with a short description.

6) Registrations – you can declare whether you have the following registrations or certifications: ISO 9000/1, ISO 14001, ISO 18000/1, FPAL, Achilles.

7) Regional Markets – the Regional Markets that your company sells to.

If you want to make any changes to your existing entry you can email: directory@the-eic.com and we can then send you a unique link to an online wizard so you can update your details. Please spend time ensuring your company is listed in the correct categories. You can choose as many as you feel appropriate however please take time to choose the most relevant for your business.

Many advertising and profile raising opportunities are available in our EIC Procurement Guide and Energy Focus publications. For further information please contact Nina Conway at Ten Alps Publishing: Tel +44 (0)161 838 2526 Email nina.conway@tenalpspublishing.com

Key Contacts Membership Enquiries Tel +44 (0)20 7091 8622 Fax +44 (0)20 7091 8601 Email lisa.hickey@the-eic.com

EIC Connect Tel +44 (0)1642 379 974 Fax +44 (0)1642 379 971 Email sarah.lansdell@the-eic.com

Business Information Department Tel +44 (0)20 7091 8613 Fax +44 (0)20 7091 8601 Email neil.golding@the-eic.com

Overseas Events Department Tel +44 (0)20 7091 8604 Fax +44 (0)20 7091 8601 Email raelene.wilcock@the-eic.com

Southern Region Tel +44 (0)20 7091 8624 Fax +44 (0)20 7091 8601 Email charlotte.hust@the-eic.com

Training Enquiries Tel +44 (0)20 7091 8616 Fax +44 (0)20 7091 8601 Email ally.leboutillier@the-eic.com

Northern Region Tel +44 (0)1642 379 972 Fax +44 (0)1642 379 971 Email helen.doona@the-eic.com

Accounts Tel +44 (0)20 7091 8619 Fax +44 (0)20 7091 8601 Email sham.patel@the-eic.com

Scotland Tel +44 (0)1224 628 250 Fax +44 (0)1224 637 393 Email les.brodie@the-eic.com

Press Releases/News items Email newsdesk@the-eic.com

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Mailing Lists available from the EIC EIC Monthly News: Available in printed format or by email.

UK Events Business: Notification of all UK business presentations.

UK Events Social: Notification of all UK social events.

EIC Connect: Notification of forthcoming programme.

EIC Newsbriefs. Monthly by email: • Southern • Northern • Scottish • Middle East • Asia Pacific (global members only) • China (global members only) • North America (global members only) • South America (global members only) Overseas events (exhibitions and delegations) • Africa and Middle East • Americas • Australasia/Asia • Europe • Russia and the Caspian

Training Notification of all training events.

Copyright 2012 iStockphoto LP

Sector-Based Forums • Carbon Capture & Storage • Gas Treatment, Processing & Storage • Power • Refining & Petrochemicals • Renewables • Upstream

To request to be placed on any of these mailing lists or alter you current notifications please contact Lisa Hickey: Tel +44 (0)20 7091 8600 Email lisa.hickey@the-eic.com EICOnline You can sign up to our weekly email newsletter by visiting: www.the-eic.com/EICOnline/newSubscription.aspx

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9 A Simple Guide to Dealing with the Media Overview This document provides a simple guide to help you handle media enquiries which may occur as a direct result if you send out a press release about your company joining the EIC. From time to time the EIC may call on your company to speak to industry media on our behalf. We see such opportunities as a win-win scenario for both parties in terms of profile raising. Should we ask for your assistance, rest assured that our PR function will provide you with a clear brief about the target publication itself, and what the interviewing journalist would like to specifically talk to you or another member of your company about.

We hope you find the information below helpful.

Know your audience...

• Try and familiarise yourself with the publication you will be talking to – do they have a website you could look at?

• Think about who reads the publication – is it aimed at business managers or technical personnel for example?

• Ensure the messages you want to convey are pitched at the right level for the audience you are speaking to.

Prepare...

• Think carefully about what it is that you want to say – know your subject and your limitations.

• Try and anticipate questions and work out how you would respond.

• Do you have corporate messages you can try to weave into the conversation?

• Keep it simple.

Try and avoid the most common mistakes...

• • • • • •

Don’t be rushed.

Don’t underestimate the journalist.

Try and turn negatives into positives (‘The key thing is’. ‘What people need to know is’.)

Don’t try and denigrate the competition. Emphasise your competitive advantage instead.

Never say ‘No Comment’ or ‘Off the Record’ – there is no such thing as off the record!

And finally, be as helpful as you can to the journalist even if you can’t always see the immediate benefit – that way you will be more likely to build a lasting productive relationship.

For more information contact: Paul Fisher/Tanya Randall Axiom Communications Management: Tel +44 (0)1285 713 776 Fax +44 (0)1285 713 071 Email pfisher@axiomcomms.com Email trandall@axiomcomms.com

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10 Including the EIC in your marketing collateral Being a member of the EIC demonstrates your commitment to key stakeholders, your employees, customers, the media and other opinion formers to furthering the energy industry.

If you would like to use our logo in any of your marketing collateral we can provide you with a jpeg file or EIC member stickers.

Here are some words and quotes you might wish to use in your own marketing collateral such as your website, brochures and sales sheets. “<Insert company> is a member of the EIC (www.the-eic.com), the leading trade association for UK companies that supply goods and services to the energy industries worldwide”.

“The EIC is committed to furthering the business interests of UK companies at home and overseas”.

“The EIC supports the long-term growth and success of member companies across the energy supply chain”.

“The EIC and its members share a common goal in the energy industry of maximising business opportunities for UK companies in the UK and internationally. The EIC is committed to helping its members compete effectively in today’s global marketplace,” said Ian Stokes, CEO of the EIC. “We are delighted to have <insert company> as a member of the EIC. Working in partnership with <company x>, our goal is to support their long-term growth and to help them achieve success in existing and new markets,” said Ian Stokes, CEO of the EIC.

Photo Ole Jørgen Bratland/Statoil

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www.the-eic.com

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www.the-eic.com

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energizing your business

If you would like more information please write, telephone, fax or email The EIC (Head Office and Southern Region) 89 Albert Embankment, London SE1 7TP Tel +44 (0)20 7091 8600 Fax +44 (0)20 7091 8601 Email info@the-eic.com The EIC (Northern Region) Belasis Business Centre, Belasis Hall Technology Park, Billingham TS23 4EA Tel +44 (0)1642 379 972 Fax +44 (0)1642 379 971 Email billingham@the-eic.com The EIC (Scotland) 72 Carden Place, Aberdeen AB10 1UL Tel +44 (0)1224 626 006 Fax +44 (0)1224 637 393 Email aberdeen@the-eic.com The EIC (Middle East) PO Box 54455, Office No 5WA 228, West Wing Building 5A, Dubai Airport Free Zone, Dubai UAE Tel +9714 299 3945 Fax +9714 299 3946 Email dubai@the-eic.com The EIC (Asia Pacific) 3 Temasek Avenue, Centennial Tower #16-02, Singapore 039190 Tel +65 6238 7756 Fax +65 6238 8179 Email singapore@the-eic.com The EIC (China) Room 2503, Tower B, R&F Twins Tower, No 55, Dong San Huan Zhonglu, Chaoyang District, Beijing, China 100022 Tel +86 10 5876 5705 Email beijing@the-eic.com The EIC (North and Central America) Suite 850, 11490 Westheimer, Houston, Texas 77077 Tel +1 713 783 1200 Fax +1 713 783 0067 Email houston@the-eic.com The EIC (South America) Ed. Manhattan Tower, 26th Floor, Avenida Rio Branco 89, 20040-004 Rio de Janeiro - RJ, Brasil Tel +55 21 3265 7400 Fax +55 21 3265 7410 Email rio@the-eic.com