Marruecos-Estados Unidos

In the section 6.1. the practical relevance of the combined framework was generally discussed in the accessibility of the framework. The particle relevance of the framework can be better demonstrated by

concluding on the two last research questions of this research. The answers to the research question show the practical relevance of the combined framework an a case.

2 What insight can be given in the resources and competences of Focus as a representative in the

North West European market for fixed steel offshore constructions by using the combined framework?

This research question is answer in Chapter 4. The answer to this question and in that way the second conclusion of this research can be found in figure 6.2, which show the insights on activities and resources and competences in the case of Focus Oil and Gas B.V. The practical relevance is partly demonstrated in the fact that insight could be given by using the combined framework.

Understanding Value _{Creating Value}

Crafting Marketing Strategy

- Combing capabilities with shortage on markets for other steel structures -Look for new fabrication opportunities in side market for offshore structures -Design Engineer Fabricated Innovative offshore structures or concepts Understand organizations as customers -Determine Technical, Management and HSQE standard out of tenders and previous contracts. -Forecast and procurements Market Sensing

-Licence releases -Market reports -Press releases -Customers Forecast and procurement releases -Tender releases -Feedback on Tenders Releases Business Channel management

-Contact with transport contractors or heavy lifters -Contact with other offshore contractors

-Contact with offshore service contractors

New offering realization

Conduct process steps in developing offshore construction like:

FEED study, Design, Engineering, Fabrication, Transport, Installation Maintenance and decommissioning Managing New offering

-Information exchange in the organization on requirements and preferences

-Information exchange between involved organizations; Designer, Engineers, Service contractors, offshore transporters heavy lifters and offshore installers. Delivering Value Sustaining Customers relationships -Keeping customers informed on capabilities ,capacity and new fabrication developments Sustaining Resellers Relationships -search and maintain for Sub contracting opportunities

-search and maintain Joint fabrication opportunities Gaining Customer

-Inquiring/Contact operator and wind farm developers on forecast and procurement -Pre-qualifying -Request for Proposal/ Quotation

-Search for innovation to evade tender procedures

Strategic Capital

-Power, authority, influence Business Plan-Goal, Objectives

-Ambition, Pro-activeness, Competitive aggressiveness, Autonomy

Human/Cultural Capital

-Skills, Experience, Organization, Technology

-Training and education Development Organization and Technology

Economical Capital

-Cash Flow / Revenues, Own Capital

-Controlling Financial efficiency

Social Capital

-Partner, Suppliers, Branch organizations, Customers, Informal Contacts

The third and final research question demonstrates how the framework can be use to draw collusion and give recommendations on Business-to-Business marketing activities, in this case a representative in the European offshore market for fixed steel offshore constructions.

3 Which conclusions and recommendations can be given on Focus’ representation activity in the

North West European market for fixed steel offshore constructions out of this insight?

The answer to this research question is the third and final conclusion of this research. Chapter 5 has drawn this conclusion and provided recommendations. This section shortly summaries these conclusion and recommendations and concludes how the frame has assisted in these .

Business –to-Business Marketing activities

• The Business-to-Business marketing activities to be conducted as a representative in the European offshore industry are mostly concerned with understanding and creating value.

• The monitoring and conducting tendering process and prequalifications rounds are most important to understand and deliver this value and act as a representative.

• As a representative, Focus main role is to establish relationship and network and present its offshore contractor as and joint fabrication or sub-contracting partner

• Identifying demand and offer innovative(fabrication) concepts can be used in Focus Business-to- Business marketing activities.

Focus Capital

• Focus development of Strategic, Human and Social Capital is insufficient at this moment.

• A small amount of Economical Capital is needed, this amount Focus possesses for its Business-to- Business marketing activities is sufficient

• Increasing and maintaining these forms of capital can be done by developing, a (business) plan, training and education, storing information and managing of relationships with actors.

In this case Focus the combined framework is applied to demonstrate its ability in practice. The combined framework gives a method to structure insights in a practical case and through that give the tool to draw conclusions on Business-to-Business marketing as an entrepreneurial process. This structure view can be used in practical case to develop or enhance Business-to-Business activities. In the case of Focus it was

noticed that a structures view on representation activities can certainly help to develop Business-to- Business marketing activities. This can be seen in the conclusions and recommendations which were through the use of the combined framework. It is determined that the combined framework contributed to this view and in that way proven its practical relevance. Although the framework lead to satisfying results, the remark van be made that the framework is demonstrated in only one case. In this case it demonstrated it practical relevance but the framework will have to be apply in more cases.

What can not be underestimate that the strength of a small enterprise is having a very dynamic and organic structure which lead to fast recognition, development and exploitation of business opportunities. This was already mentioned by Collinson and Shaw (2001) when researching the combination of entrepreneurs and marketing. These dynamics between activities and resources and competences is not covered in the framework. Putting these activities in a structure might lead to loosing some of these dynamics, but on the other hand neglecting them leads to unsuccessful development of activities. A balance between structure and dynamics has to be found. The combined framework give a tool to develop such a structure.

Because the framework only give as general view on business-to-business marketing and resources and competences and does not identify crucial activities or crucial forms of capital is determined the framework is most suitable for developing business-to-business activities. In this way the framework can be used to structure business-to-business marketing as an entrepreneurial process without loosing the dynamic and organic structure of the enterprise.