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ON THE MOVE MCDERMOTT APPOINTS SAMIK MUKHERJEE AS CHIEF OPERATING OFFICER McDermott International, Inc. announced that Samik Mukherjee has been appointed to serve as the company’s new executive vice president and chief operating officer. “Samik possesses tremendous experience and knowledge of our industry and has a strong track record of driving operational excellence on a global scale,” said David Dickson, president and CEO of McDermott. “I am confident that he will effectively leverage our integrated, end-to-end solutions to help McDermott grow and win new business, execute our projects on time and on budget, and develop strategic, long-term relationships with our customers.” As the COO, Samik will be responsible for globally leading McDermott’s operations covering the four geographic areas. He will also oversee McDermott’s key product lines and services to ensure internal strategy and decisions are based on a strong understanding of customer needs. Samik has more than 25 years of experience in operations as well as commercial and strategy roles, having served in leadership roles for the upstream and downstream oil and gas industry around the world. He also has extensive experience in process technologies. Prior to his appointment as McDermott’s COO, Samik was the executive vice president of Corporate Development, Strategy, Mergers and Acquisitions, Digital and IT for TechnipFMC. He joined Technip in 1998 in The Netherlands, and during his career with the company, he led the business unit for Africa, served as managing director in India before moving

to France to serve as the global head for subsea business and strategy, and later as the senior vice president of the Europe, Middle East, India, and Africa region for onshore- offshore. Samik holds a master’s degree in business administration from the Rotterdam School of Management at Erasmus University in The Netherlands, a bachelor’s degree in chemical engineering from the Indian Institute of Technology Kanpur and has completed the Harvard Business School Executive Program on Aligning and Executing Strategy. McDermott is a premier, fully integrated provider of technology, engineering, and construction solutions to the energy industry. For more than a century, customers have trusted McDermott to design and build end-to-end infrastructure and technology solutions – from the wellhead to the storage tank – to transport and transform oil and gas into the products the world needs today. McDermott’s proprietary technologies, integrated expertise, and comprehensive solutions deliver certainty, innovation, and added value to energy projects around the world. Customers rely on McDermott to deliver certainty to the most complex projects, from concept to commissioning. It is called the “One McDermott Way.” Operating in more than 54 countries, McDermott’s locally focused and globally-integrated resources include approximately 40,000 employees and engineers, a diversified fleet of specialty marine construction vessels and fabrication facilities around the world.

1200 North College Ave. Fayetteville, AR 72703 Mark Zweig | Publisher mzweig@zweiggroup.com Richard Massey | Managing Editor rmassey@zweiggroup.com Christina Zweig | Contributing Editor christinaz@zweiggroup.com Sara Parkman | Editor and Designer sparkman@zweiggroup.com Liisa Andreassen | Correspondent landreassen@zweiggroup.com

MARK ZWEIG, from page 1

your clients become your friends. They won’t be your friends overnight, though. It takes time. And we all know the older we get the more difficult it is to form new, long-term connections. As individuals, we only have so much time and emotional energy to put into these new relationships when it’s hard enough to sustain the old ones. But it’s es- sential if you want to ultimately succeed as a consistent seller of services in this indus- try. 4)They understand that selling is often not a short-term process. There are many steps. Your goal is not to make a sale the first time you speak with a potential client. It is simply to establish the next meeting/call. Inexperienced people try to sell too soon – before the relationship of trust is established. More contact during any period is one way to accelerate the process, but at some point, only patience and time will do. 5)They like to help people. I know the number one salesman at one of our local car deal- ers here. He sold 264 cars last year. He told me that he doesn’t really “sell” anything. All he does is help people with problems. My experience observing the top sellers in AEC firms is much the same. They don’t “sell.” Rather, they help. If you help enough people, they’ll eventually be buying from you. Makes sense. How to sell more work is one of those topics that never goes out of style. After all, we can’t do any of the good stuff we do without first making a sale! MARK ZWEIG is Zweig Group’s chairman and founder. Contact him at mzweig@zweiggroup.com.

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THE ZWEIG LETTER August 6, 2018, ISSUE 1259

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