Do you have a list of Operators using the HUB?

When we are talking to energy services companies, sometimes we get asked which Operators and EPCs we are working with in Oilfield HUB. This subject just came up again in our sales wrap-up meeting we have every Friday afternoon to close out our week. Occasionally, leads we are nurturing ask this question, which is completely understandable, as they try to gauge the value of their company joining and becoming a new preferred vendor in the Oilfield HUB online business community.

 

In this recent sales call, the company asked our salesperson to provide a list of the Operators we are working with in the HUB. A number of other service companies have asked us for a similar list in the past. When this occurs, we feel, but resist the immediate temptation to tell the prospective company ……. “if you share your client list with us, we’ll share our client list with you!” Needless to say, this wouldn’t influence and win many new customers over to our cause or lead to a closed sale and signed order document.

 

So, do we have an Operator list? You bet! Do we share it with prospects? Unfortunately, not any longer, and here’s why not.

 

 

Actually, we’ve responded to these Operator list requests from a couple of different angles previously. First, we prepared a fancy marketing piece which included the logos of the Operators and EPCs we were working with and still calling upon.  That worked reasonably well but still left our Leads wanting more.  Next, we prepared a more comprehensive list with some names and contact numbers. This worked even better, but it backfired on us!  Unfortunately, a few salespeople ruined it for the many others in this case.  We came across a few unscrupulous service companies who used our list to contact each and every Operator using a misleading sales pitch that we had endorsed their actions.  So, this list also had to be shelved too.

So, what was and is still our current answer to these Operator list requests? Now, we simply let Oilfield HUB do the talking for us!

 

HUB Search

We created HUB Microsites for all of the exploration and production companies that have come up on our radar screen, including the ones we still hope to cross paths with in the months ahead. So now when our sales team is asked this question, we simply open up the Oilfield HUB website and conduct a public HUB Search for the Operator(s) our prospect is interested in. Up comes a Company Listings page of search results with easy access to their HUB Microsites. The HUB Search page URL is:

http://www.oilfieldhub.com/hub-search.aspx

 

Are we working with every Operator in the patch in Oilfield HUB? Obviously not! Would we like to? Hell yes! As would most of the preferred vendors in the HUB. But realistically, not every Operator is going to be into the HUB. So if a prospective client searches for an Operator in HUB and can’t find them, we throw the missing company into our sales funnel and try to get them involved in Oilfield HUB in at least one or more ways. Whether it’s to:

• Manage their preferred vendor lists
• Search for products and services they require
• Find new service, supply and rental companies, and their people and locations
• Initiate and manager their sourcing inquiries, bid requests and authorized orders
• Streamline their well site project and operations reporting
• Control and audit their incurred field costs

Any one, or more, of these service features, is the desired and ideal outcome!

 

Growing the HUB from Within

We call this initiative ‘Growing the HUB from Within’. Our existing HUB clients and prospects help us get a meeting with an Operator, and we, in turn, incent and reward them every time for doing so.  Right up to becoming a Preferred Vendor for Life in Oilfield HUB at no additional cost.  So, everybody wins!  It’s a strength in numbers thing.  Every time we approach an Operator and they start using the HUB’s preferred vendor manager and supply chain manager sourcing tools, everybody wins!

So, do we have an Operators list? Absolutely! It’s called Oilfield HUB.

December 12, 2014

 

Kevin Turko CEO Leadstone Group Inc.

Get in touch with Kevin:                                                         kevin.turko@leadstonegroup.com       (403) 537-6561