Creating new business
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DWP - THE ”DATING AGENCY” OF THE ENERGY SECTOR
The members of DWP System Supplier have created 700 new jobs since 2010.
”We can talk about anything and everything. But first and foremost, we talk business. We always put on the “business cap”, and we are known for being resourceful and powerful.”
The constant focus on creating new business is, according to Lene Skovsgaard Sørensen, Director of the network DWP System Supplier, the key to the success that the network has experienced in generating orders for member companies.
The network has existed since 2010 where it was established – under the name Djurs Wind Power – in connection with the installation of Anholt Offshore Wind Farm. But during the last few years, focus has been shifted towards a larger range of areas within the energy sector. Besides wind power, the network now also shows a primary interest in oil and gas.
“The network highlights the many competences that member companies hold within the energy area. We need to do outreach work and attract attention – and then we need to establish contact between those with a job, and those of our members with the skills to carry out that job,” says Lene Skovsgaard Sørensen.
DWP acts as a ’one point of contact’, making it easier for the clients to gain access to expertise, invite offers, etc. This sort of ‘dating business’ has been a lucrative activity for members and for Djursland, where the majority of the 36 member companies are located.
”In the network’s first 4 years alone, orders worth 500m DKK were brought in, and has since created approximately 700 jobs at our client’s companies. In the last two years, we have created 130 contacts between our members and companies that needed a subcontractor for a job within the segments our members are specialised in,” says Lene Skovsgaard Sørensen.
CLOSING SKILL GAPS
Member companies in DWP are small and medium-sized enterprises that throughout the years have built up a large expertise within their field.
”DWP must be visible and reach out on behalf of our companies. We need to create relations and go after any possibility of new jobs for our members, and we need to connect them, so that they, in collaboration, can take on larger jobs, also in collaboration with subcontractors that are not members of DWP. That way, we can help close some of the skill gaps that exist in all small and medium-sized enterprises. The companies have the skills, but they don’t always have the contacts needed to leverage the full potential of the company.
That is where DWP makes a difference that can be seen in the shape of actual orders,” says Lene Skovsgaard Sørensen. She mentions being present at trade exhibitions as one of the elements where DWP can help lift up a member company.
“When we started, just one member had taken part in an exhibition abroad. At our latest exhibition, seven member companies took part, and they all had positive feedback. When we say A, we also say B, and that is why we always have a very well-visited stand.”
A MORE VERSATILE APPROACH
Since the beginning, DWP System Supplier has evolved, so that the network today is more versatile within the energy sector. Wind power, which started it all, is still a large area, but today, member companies and the network are also able to bring solutions and know-how within the oil & gas industry, etc. to the table. The membership base covers a broad range of services, both offshore and onshore, and within a range of services and know-how, primarily in relation to the en-ergy area.
”The energy sector – including sustainable energy – is in rapid growth and currently enjoys a huge focus. Our members have to keep up, and for the individual company, it is a great strength to be able to use the network we have created,” says Lene Skovsgaard Sørensen.
”Our members do not just gain access to other members’ knowledge and skills. But behind each member company is a large network of business partners and subcontractors, and if we put all of those together, we end up with a very large network, and a huge joint skill set. It is those skills that DWP needs to make visible and easy to access,” she says.
Numbers seem to indicate that this has been successful. From 2016-17, member companies report an increase in turnover of 20%. In the same time frame, they have jointly created approximately 400 new jobs.
THE PORT CREATES JOBS
Development within the sector also means that today, DWP does not only have companies from Djursland as members. Approximately 40% of members are located outside of Djursland, but the local area, and especially The Port of Grenaa is still a focal point of many activities.
”The Port of Grenaa’s breakthrough within stacking and maintenance of ships and offshore installations is a factor with a positive effect on our member companies.
From the beginning, DWP has done outreach work within this exciting field that is characterised by big and very demanding jobs for global clients. In several cases, we have really been able to leverage the DWP network, so that more members in collaboration have quoted for jobs, and many of our member companies are working with the new activities in the port of Grenaa today.
The development of the port shows the options we have, if we know how to be present, reach out, and are able to collaborate in keeping jobs on local hands,” says Lene Skovsgaard Sørensen.
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