Tender & Business Development

Cost / Tender (avg)

RM 58k−14%

Below target RM 80k

Win Rate (PAO/PETROS)

41%+7 pts

Pulling pipeline

Active PQs

34+12

Capacity-bound

Client Sentiment (NPS)

+62+5

AI: rising

PQ → Bid Conversion

68%+6 pts

HUC strongest

Intelligence Node · AI-09

Weekly AI Briefing

PETRONAS PAO 2025 expansion and PETROS Sarawak domestic-licensee push are driving the strongest tender pipeline since 2017 — HUC and MCM packages lead with RM 4.2B addressable.

Active PQs at 34 YTD vs 22 same period last year. Win rate on PETRONAS / PETROS packages is 41%, well ahead of the 19% on international IOC packages. AI scraping of PETRONAS MyVendor, PETROS SUPPLY and TNB e-tender portals shows RM 4.2B of addressable pipeline relevant to our segments over the next 12 months.

Reallocating BD capacity from international IOC to PETROS-aligned Sarawak licensee work should lift expected win value by RM 220M over the next two quarters while protecting share against newer Bumiputera O&G services entrants.

Sources · Internal ERP + Bloomberg + AI scrape

Anomaly feed

Competitor undercutting on Bardegg-2/Baronia MCM

AI bid analytics: 2 rivals 9–12% below our price floor

Warning

AI signal

BD team capacity at cap

Only 3 senior estimators for 11 live PQs

Critical

Internal

PETROS upstream licensee window (SK)

Underweight relative to PETROS 2025 PSC roadmap

Warning

Internal

Tender submissions: actual vs forecast (count/mo)

ActualForecastAI augmented

Recommended actions

01
Add 2 senior estimators on contract
Removes PQ throughput bottleneck
+6 tenders submitted next quarter
02
Shift BD focus to PETROS-aligned licensee work
Win value RM 220M vs RM 64M in IOC packages
+RM 220M expected win value
03
Strengthen Miri BD office for SK433 follow-ons
Onshore Sarawak pipeline materially under-served
+22% PQ access

External signals

PETRONAS MyVendor pipeline

RM 4.2B

+18% YoY

PETRONAS PAO 2025

Activity outlook strong

PETROS Petroleum Contracts

+12

2024–25 awards

Share of voice (O&G svcs)

+1.2 pts

Parameters

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