STRATEGIC MEASURES

OBJ. CODE

OBJECTIVE

MEASURE CODE

CONSOLIDATE & EXPAND

ACTIVITIES IN THE DOMESTIC
MARKET

V1.1

V1

V3

V4

V5

CONSOLIDATE FIELD
DEVELOPMENT ACTIVITY

EXPAND EPC ACTIVITY

EXPAND EPDS ACTIVITY

INCREASE PROFITABILITY

KPI DEFINITION

UNIT

1394

1397

OBJECTIVE

10%

15%

20%

15%

10%

5%

V2.2

Negative deviation from budget

Acceptable deviation from budget
in field development projects

15%

10%

5%

V2.3

Time deviation in field

development projects

Acceptable deviation from scheduled timelines

15%

10%

0%

V3.1

EPC turnover growth

Growth in the EPC activity

15%

15%

24%

V3.2

EPC turnover contribution

% of turnover coming from EPC activity

20%

15%

10%

V4.1

EPDS turnover growth

Growth in the EPDS activity

30%

15%

15%

V4.2

EPDS turnover contribution

% of turnover coming from EPDS activity

30%

25%

20%

Net profit

This KPI will measure the total profit after deducting costs in order to measure an
increase in profitability

0.049 0.236 0.363

V5.1

This KPI aims to measure the oil and gas turnover within the domestic market

% of revenue coming from cross

Percentage of total revenues generated from cross-selling activities
selling
Revenue coming from field
This KPI aims to measure field development turnover within the domestic market
development

bn USD

bn USD

TARGETS

MEASURE CODE
TITLE

KPI DEFINITION

UNIT

C.1
C.3

BE A PLAYER
PRICE

Market awareness of MAPNA as an O&G player in the domestic market

STRENGTHEN BRAND POSITIONING

P6

DEVELOP CROSS SELLING

FOCUSING ON EPC & EMAN
PRODUCTS

P7

INCREASE COMMERCIAL ACTIVITY

MAINLY IN EPC, EPDS & FIELD
DEVELOPMENT

E1

1393

1 TO 10

1 TO 10

C3.1

P5.1

Brand awareness in domestic

and strategic international
markets

P5.2

Invitations to tenders

NUM

P5.3

Invitations to conferences,
regulation & law
discussions in O&G

NUM

P6.1

Potential turnover in presented

EPC & MAN related activities
proposals

Sum of potential turnover in RFP and tenders that are considered as corss selling

Mn USD

369

406

446

P7.1

Total Turnover potential

Sum of the potential turnover in presented proposals in O&G

Mn USD

2214 2435 2679

Turnover potential in EPC

related activities
No. of identified products and
services readapted to customer
needs (weighted by products
turnover)

Sum of the potential turnover in presented proposals in EPC related activites in

O&G

Mn USD

ADAPT PORTFOLIO TO CUSTOMER

NEEDS

This KPI will aim to measure the increase of MAPNA's awareness both domestically
and internationally

Measures the speed of MAPNA in adapting its products and services portfolio. It is
linked to a strategic iniitiative

1 TO 10

NUM.

No. of successful products or

services from competition not
Measures MAPNA's ability to respond to market needs
covered with MAPNA's products
or services

NUM.

13

P9.1

Customer needs reports

developed by sales force

Measures the link between salesforces and product development and how to
leverage all internal knowledge

NUM

P9.2

No. of projects involving clients

to define customer needs (e.g.
customer focus group)

In order to create a better understanding of customer's needs, MAPNA will need

to hold a number of focus groups/ surveys to understand the client's needs. This
KPI will calculate the number of such meeting held

NUM

E1.1

Num. of active strategic

partnerships

Acitve partnerships with academic institutions, R&D agencies, competitors,

suppliers and complementary players (domestic and abroad), as well as suppliers
and other organisations that can enhance product development

NUM

10

12

E1.2

Results coming from active

strategic partners abroad

Active partnerships with organisations abroad that are yielding results in key
strategic markets

TBD

IMPROVE PARTNERSHIPS
EFFECTIVENESS

P8.2

UNDERSTAND & ANTICIPATE

CUSTOMER NEEDS

Appropriate department

Price relative to domestic

competitors in key products and Gap between MAPNA's price positioning and domestic benchmark.
services

P8.1

P9

1392

Awareness in O&G industry

P7.2

P8

1391

C1.1

P5

Appropriate department

0.982 2.952 3.630

O&G turnover

STRATEGIC MEASURES

OBJ. CODE

1400

V1.2
V2.1

V2

TITLE

TARGETS