eNewsletter June 2015



Welcome message

GCA Vision 2.0

Oil and Gas Support Services

Gurumurthi Shankar – Executive Sponsor of
Tenders and Bid Management Workshop (TBM)

Daniel Krogh – GLO spotlight

Tim Snell – Facilitator spotlight


Welcome Message

It is with great pleasure that I share with you the GCA newsletter for June 2015.

The first half of the year has seen the creation and launch of the Oil and Gas Support Services course (ONG). This is a good example of supporting the Group’s strategic priorities, and also harnessing the extensive tacit knowledge that exists across the GAC World.

A review of the Academy’s Vision, Mission and Values was undertaken at the recent GCA Governance Board meeting in April. This is defined further in the coming article, and illustrates how we adapt to the changing and evolving priorities of the GAC Group.

I am very pleased to share the following stories from across the GAC World demonstrating a range of stories and insights related to our learning and development activities.

Warm personal regards,

Patrik Halldén
Group Vice President
Chairman – GCA Governance Board




DamienPO-ImageGAC Corporate Academy is overseen by a governance board, who ensure that the vision, mission and values of GCA best supports and helps delivers the vision and priorities of the GAC Group.

As we enter into our seventh year of operation, it was time to take stock and check alignment of the vision, mission and values of GAC Corporate Academy, are in best alignment with the priorities of the GAC Group. Group Vice President Patrik Halldén oversees this as Chairman of the GCA Governance Board.

Damien O’Donoghue
General Manager,
GAC Corporate Academy



The Vision

Harvard Business Review defines a vision as “to provide guidance about what core to preserve and what future to stimulate progress toward.” When initially scripted the organisation aspired to become a worldclass learning organisation, and since 2014,
due to the hard work and determination of the team, GCA was awarded ISO accreditation as a learning organisation, hence realising the aspiration and vision of the company. The new vision statement has been developed to capture and aspire to maintain GCA’s position and strength as part of the GAC Group.

“The vision of GCA is to be a world-class corporate learning organisation, that enables and executes the priorities of the GAC Group.”

GCA Values

Corporate Values are “the essential and enduring tenets of an organisation.” Therefore these have not been changed, merely revised and added to. As discovered when creating the Oil and Gas Support Services course, the organsiation has a great wealth of knowledge and experience that can be drawn from within the organisation, hence the addition of the value “Translate tacit knowledge through quality research with business experts”. The second addition is the focus on current and future knowledge transfer, not only looking at the stakeholders of today, but of the future too.

“As we enter the second year of ISO certification and commence year eight operations, we aspire to grow and develop to ensure GAC is truly a world-class learning organisation.”


The Mission

The mission is the road map on how one will deliver the vision. In Mission 2.0, GCA has now grown beyond the original remit of purely a transmission station for GAC culture, to being integral to learning and development and organisation development. The evolved mission is:

“GCA is the corporate learning organisationof the GAC Group. It exists to develop specialised, competency based learning, using leading-edge technology and evolved learning processes through a GAC-specific context. GCA inspires and facilitates performance in GAC stakeholders across the Group, in alignment with our corporate culture – GAC Spirit.”



Bill-HillOil and Gas Support Services (ONG) course is the latest addition to the GAC Corporate Academy portfolio, and launched in May.

The ONG course provides a strong foundation of understanding of the oil and gas industry in which we operate. It covers everything from the basics of the oil and gas industry and the economics associated with it, to essential terminology, GAC’s products and services, how we deal with customers and how we develop and retain the business.

“Providing support services to the oil and gas industry is becoming an increasingly important part GAC’s business. As a Group we are established in the key oil and gas hubs around the world and are building a portfolio of tailor made products and services for this industry. We are also increasing our customer base to include more and more of the major players in the oil and gas industry. This certified course will equip you with the awareness, knowledge and connections required to work with this important industry. It will also enhance your capabilities for future growth and success in the oil and gas support sector.”

William Hill, Executive Vice President, Oil and Gas.


Arun_Julka_RegionalBusinessDevelopmentMOilandGasMEAWe took some time with Arun Julka, Regional Business Development Manager – Oil and Gas in the Middle East Region – who helped conceptualise and create the course with GAC Subject Matter Experts across the GAC World.

One of GAC’s strategic priorities is to expand our oil and gas business throughout the Group. Oil and gas is a very vast industry, covering various aspects of upstream, midstream and downstream related business functions. While GAC Group provides services to all these oil and gas functions, in terms of agency services and logistics support, the focus of oil and gas teams in GAC is mainly on the upstream sector. Therefore this was the primary focus for the Oil and Gas Support Services course. It is essential to understand this aspect of the business function and to be able to concentrate all our efforts on the business development, operations and training to grow the business in line with GAC’s vision and mission.

The appointment of Bill Hill as Executive Vice President – Oil and Gas demonstrates this commitment and this course will ensure that all GAC people involved in the oil and gas business have strong foundation knowledge of the industry and our own oil and gas business.

The creation of the ONG course clearly demonstrates the value of GCA, harnessing the tacit knowledge within the organisation, to create a course that is specific and practically orientated to the GAC oil and gas industry. “It is essential to not only understand the various aspects of the oil and gas industry, but to also be aware of relevant services provided by the GAC companies to support the oil and gas projects and operations.

In addition, the in-house course has incorporated the GAC strategies adopted for oil and gas business growth and are key to develop a network of GAC oil and gas people around the world, hence expanding G2G business opportunities,” added Arun.

During the creation process, it became apparent the value that the various stakeholders in the oil and gas industry bring and the importance of understanding them and their project requirements, including understanding the economies of the oil and gas and the impact on the GAC business.

Find out more about the Oil and Gas Support Services course here.

The ONG course is aimed at all GAC employees, who are associated with the oil and gas business function, including Business Development, Operations (Agency, Logistics, HSSE, Marine), Accounts, IT and HR teams. The objectives defined for the Oil and Gas Support Services Basic Course are:-
  • To introduce GAC reps to oil and gas exploration and production environment, activities and assets.
  • To make GAC reps conversant with oil and gas support services.
  • To understand business opportunities in oil and gas upstream.
ONG course participation will help to achieve following:-
  • Good understanding of the oil and gas industry hierarchy and their needs, which will help GAC teams to focus our business development efforts accordingly, while fulfilling our tagline, “Delivering your strategy”.
  • Building knowledge of GAC’s global capabilities and services to support oil and gas projects.
  • Understanding of compliance and ethics as well as HSSE requirements of oil and gas business which will provide a qualitative improvement in the way we handle oil and gas clients / projects.
  • Creating greater interaction and transferable synergy between participants in oil and gas teams (G2G cooperation), which will stimulate oil and gas business.


Gurumurthi_Shankar_GSalesDirectorGurumurthi Shanker – Executive Sponsor of Tenders and Bid Management shares his thoughts on the value of this workshop.

1. What was the motivation for creating the TBM workshop?

It has become more of a common practice with existing and potential customers to use Tenders and Bid Management methodologies to not only award new businesses but also to extend the contract for existing business. At GAC we recognise that this is a skillset that is absolutely necessary to develop new business and retain existing business. Our aim is to build tender management skills among all key personnel across the Group.

2. As Ambassador for TBM – what value does the course bring to the Group?

Our Tenders and Bid Management course is about building awareness of the processes we need to excel in to ensure we are optimising commercial and operational resources to secure profitable and sustainable new business. In addition, this course will develop people to evaluate every tender as to why we participate, what value do we offer and what/who are we up against. We want to transition our approach from “quoting for a business” to “offering a value proposition” where we have a realistic chance. Equally, we need to ensure that GAC’s professional reputation and capabilities are accurately portrayed, as badly constructed tender responses will cause more damage than good. I believe that the course opens the minds of people involved in Tenders and Bid Management to think holistically about the process and ensure we are not “busy fools”.

3. How well was the last TBM workshop received?

The results from the course participants and feedback from the field has been positive and encouraging, and it is especially pleasing to see a lot of the processes and techniques becoming part of our language of business. Interestingly, we are seeing a number of common themes from different parts of the GAC World, which tell us there are opportunities to approach Tenders and Bid Management in a more strategic way. I am sure we will be taking this learning into the on-going development of our sales development processes moving forward.



Daniel-KroghDaniel Krogh, our top performing GLO from Europe in 2014 has taken a few moments to share his experience as a GLO and the value of the New Employee Orientation courses.

1. Please give us a brief understanding of your background and previous career history before joining GAC?

Before I became an employee at GAC Norway, I was a sailor and crew member on board the Statsraad Lehmkuhl, a traditional tall ship based in Bergen, for around three years. Before that I spent a year as a deck hand in the Norwegian Coast Guard far up north, so my relevant maritime experience is mainly from work on deck, in addition to being responsible for Safe Sea Net reporting from the ships side of things. I got engaged (and subsequently married) to my girlfriend (whom I met on board, while sailing to Iceland), and decided that it was time to pursue a land based career. Before I went to sea, I tried out a whole range of career paths, and I've always been fond of doing different things and learning new crafts. I ran a musical instrument store in my home town of Drammen (just south of Oslo) for a while, in addition to working as a roadie for different bands, worked in a kindergarden and drove a forklift amongst other things. I guess you could say I have an adventurous soul, and I absolutely love diving head on into new challenges.

2. How do you value the New Employee Orientation Courses? Have they contributed to your career direction?

The New Employee Orientation courses are absolutely invaluable in my opinion. It's a brilliant spring board to a career within GAC, providing a basic understanding of where the company came from, what constitutes GAC today, and where it's headed.

Its focus on the individual's place within the organization is also a strength that has had great results in my case. The courses are inclusive, encourage and develop communities across quite a wide range of the planet, and helps new employees gain confidence and a notion of being a part of a worldwide organisation. My career has been pushed forward directly via my interest for these courses, culminating in my role as GLO for GAC Norway.

3. In your new role as GLO, how have you been received in your company and have you managed to instill any positive behaviour changes in regards to learning?

In GAC Norway as in the rest of the GAC World, we're all extremely busy in our day to day responsibilities. Focusing on the benefits of the GCA courses as a counter measure to the idea that they are just an extra task, is extremely important. I feel that I've been adamant in underlining the beneficial aspects of corporate academics, both vocally in our recurring  discussions regarding academics and in my job as a coordinator, and I hope that I've managed to contribute to a continued positive attitude towards completion and excellence in these courses. I believe the great efforts and consistent high results of the GAC Norway's employees in these courses is a testament to not only my own efforts, but the whole of GAC Norway's collective endeavor towards being as good as possible in all the things we do.

4. What have you found to be the positive outcome from completing these courses and as a GLO?

The sense of accomplishment is a powerful thing, and both the facilitators, course developers and the management of GAC Norway understands and accentuate this. We have a system for publishing good course results across all of GAC Norway, and the feeling that management notice, recognise and appreciate good results builds great confidence, and boost the overall sensation of actually making an impression, and mattering.

Becoming a GLO was also a big transition from just being responsible for reporting to my supervisor in the customs department. The GLO responsibilities encompass all GAC Norway's employees, thus widening the scope of my communication and day to day routine greatly. Applying and being given the task was also instrumental in my recent promotion to becoming responsible for developing a procurement department for the company, and in showing that I
was up to the task, I've gained trust and confidence with my managers and superiors. Exciting stuff for a former sailor slash roadie!



Tim-SnellWhat led you to become a GCA Facilitator?

GCA were engaged by one of the operating business units to provide a course in Tenders & Bid Management. As a consultant delivering strategic sales and bid management solutions across the globe, this was an exciting opportunity to apply my knowledge and expertise within an industry I already have much exposure to, and work with a leading corporate learning and development entity.

Which courses do you facilitate?

As well as facilitating the face-toface workshops for Tenders and Bid Management (TBM), I also provide online facilitation in GCA’s commercial portfolio, including Key Account Management (KAM), GAC Sales Handbook (GSH), Fundamental Selling Skills (FSS) and GAC Financial Essentials (GFE).

6What is the highlight of your role, what do you find most rewarding?

I get very excited when I see the ‘light come on’ for people when they are working with a new concept or idea. It’s extremely rewarding to know that the work you are doing is helping people to develop knowledge, skills and abilities that help them both personally and professionally. There’s also a great reward that comes later, when people are applying their new capabilities and delivering greater value to the business through new wins, closer client relationships and creating professional proposals that secure long term, sustainable business for GAC.

If you were to give advice to a participant of GAC Academy, what would it be to get the most out of their participation?

GCA offers a unique benefit for all GAC employees. Not every company has access to such sophisticated and high quality
learning and development capability for their employees, so my advice is firstly to make the most of the opportunity.

GCA’s approach to learning is on par with how leading business schools are teaching – through the application of knowledge within a social and collaborative setting. All learners have an opportunity to thrive and those who set aside time to actively participate in the activities will gain insights into leading business concepts in a truly global business environment. This is not something easily replicated in traditional business or classroom education. One great byproduct of the GCA courses is the ability for participants to learn not just from industry specialists, but also from colleagues who may be facing similar issues in another part of the GAC World.

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