It’s a good time to enter the offshore wind supply chain.

State demand for offshore wind energy has never been higher, the federal government continues to identify and auction new sites, and projects are being installed and producing power off the East Coast.

The offshore wind industry has arrived in the U.S., and the opportunity is ripe to be part of the supply chain today, tomorrow, and into the future. But even with ample opportunities, getting involved in offshore wind — and especially securing contracts — can be a long and arduous process. And many companies may not be aware they already have the skills and tools to engage in this growing opportunity.

As Jonathan Salzman, Supply Chain Manager for Ocean Winds, says: The supply chain already exists. It’s just a matter of getting companies ready.

“There is already a supply chain for offshore wind in the U.S.,” noted Salzman. “There are suppliers across the country providing technical services and precision goods that have applications in offshore wind — they just aren’t working in the industry yet!”

To keep up with project requirements, OW relies on a deep and robust supply chain. Developers such as OW contract directly with a handful of large Tier 1 suppliers, who are then responsible for hiring local and regional suppliers to help fulfill project requirements.

We sat down with Mr. Salzman to help demystify for suppliers how they can enter the market, and how OW uses the local supply chain to support economic development in communities. Join us at IPF for more What’s New & Spinning insights to help your business better understand the offshore wind supply chain and procurement processes.

Oceantic Network: Describe your processes for identifying suppliers for your projects.

Jonathan Salzman: Ocean Winds phases solicitations for major package suppliers. These typically begin with a market “depth-check,” otherwise known as a Request for Information (RFI) in which we engage our Tier 1 suppliers to understand capabilities, approach to program delivery, and how they will engage local suppliers.

The RFI is followed by a more in-depth Request for Proposals (RFP) process, where we gather specific information on delivery, risk, and price from a shortened list of Tier 1s. This process includes iteration and technical and commercial clarification to reach the Best and Final Offer (BAFO) and finalize the agreement. These agreements then help establish a robust supply chain that supports investment decisions and project financing.

We encourage our Tiel 1 partners to think creatively about ways we can collaborate on solutions to identify, scale, and contract with local suppliers. Together, we develop local supply chain capacity over the longer-term because a rising tide floats all boats.

RFIs are managed by an OW technical lead who deeply understands the scope of work and operating environment. They are supported by a procurement team that gathers details about how Tier 1 suppliers will identify and engage subcontracted suppliers, track and report spend with local suppliers, and provide guidance to enhance long term relationships and delivery by local suppliers

RFI versus RFP: Request for Information (RFI) is an informal process for gathering preliminary information and exploring offerings about potential suppliers that typically happens prior to the start of the procurement process. Whereas a Request for Proposal (RFP) is a more formal process that solicits bids, requirements, solutions and costs from suppliers for a specific project. An RFP typically follows an RFI.

Oceantic: What are common errors you see companies make when seeking to work with a developer or get involved in a project?

Salzman: The biggest challenge I see is local suppliers trying to get in touch with us directly as your buyer. For most suppliers, we are your buyer’s buyer.

Offshore wind supply chains are complicated to disambiguate — especially who buys what, when, and for what reasons. Most suppliers will find better traction building relationships with Tier 1 suppliers. Deveoplers can also play a role as a facilitator between the local suppliers and those Tier 1 suppliers. The tough truth is that for most developers, those Tier 1 partners and local suppliers are still being evaluated and selected. With only a few major Tier 1 players, suppliers can concentrate their business development efforts on those that are most closely aligned with their strengths.

The good news for suppliers wanting to be in this industry is that there is ample opportunity for suppliers to build relationships with Tier 1 companies and get sharper on industry needs.

Oceantic: What advice would you give smaller companies as a first step when trying to work with a developer or one of their suppliers?

Salzman: My advice falls into 4 categories:

• Take the chance to get sharp: Familiarize yourself with project development timelines and be aware that these timelines do not always line up with news about big industry advancements. Big industry news breaks more often than big contracts are awarded, especially as the industry comes out of two plus years of stiff headwinds. A lot of exciting news for the industry is on the horizon, but most projects are still several years away from construction.

• Have patience: Most developers are still evaluating big Tier 1 suppliers and finalizing project designs. There is ample opportunity for suppliers to build relationships with Tier 1s and get sharper on industry needs. Offshore wind is here to stay in the U.S., and it will take some time to mature.

• Know what you don’t know: I encourage suppliers to spend time understanding project timelines. Don’t be afraid to ask developers and industry experts questions about it. We love to talk about more than just “When are you buying?” The best way to demonstrate you know offshore wind is to be curious and ask specific questions. Offshore wind is new to most of us in the U.S. Yet we are passionate about building this industry and love talking about it, especially with like-minded people at IPF.

• Ask “why local”?: Consider what work on developments will (or should!) be done locally, and if there is an opportunity to plug in. There’s a competitive advantage to being local especially since that is where a lot of the work will be performed most competitively, particularly for port construction or onshore work like transmission or grid interconnection. Similarly, there are key opportunities for local businesses that might not be obvious such as over-the-road logistics, personnel transport, quayside fuel deliveries, and more.

Interested companies should join the Network’s Supply Chain Connect. A resource that allows companies to publicly indicate their intensions and abilities to supply components and services for U.S. offshore wind projects. It also serves as a resource for companies looking to buy from and partner with other offshore wind firms. 

Oceantic: How is risk evaluated and factored throughout a project’s procurement process?

Salzman: Risk is perceived differently by each player in our supply chain. Suppliers should ‘tune’ their pitch based on the perceptions of risk for those they are engaging with. For example, developers care about safety, quality, and deliverability and these are baseline requirements for project participation. Suppliers should consider the incremental value (and therefore risk reduction) they offer their buyer.

Oceantic: How do you engage with stakeholders throughout the supply chain?

Salzman: Supply chain stakeholders are a diverse group, spanning from local community organizations and business owners, all the way through organized labor, state leadership, some of the largest maritime operators in the world, and more.

We engage directly with many organizations operating at the community level who help us identify and engage with local suppliers. We also engage with our Tier 1 partners to support them to utilize local businesses and the resources made available by states to support them. Our team conducts outreach events and meet-the-buyer sessions, in which our technical teams meet one-on-one with local suppliers, giving feedback on capabilities and advice on where to go next. We understand that we may not be the direct buyer for many local suppliers, and therefore we can bring to bear to provide actionable feedback and connections for suppliers to break into the industry, rising the tide for all.

As a developer, we have the benefit of seeing across the field, and have a mandate to connect dots and facilitate the maturation of the American offshore wind supply chain. We are also able to apply the knowledge and lessons learned from OW’s international network of projects and supply chain experience to our work here in the emerging American offshore wind market.

Oceantic: Why is it beneficial for individuals and organizations across the offshore wind supply chain to attend the What’s New & Spinning (WN&S) sessions at IPF?

Salzman: IPF is the national conference for the offshore wind supply chain — and the expanding blue economy around it. WN&S is a unique and powerful opportunity for leaders from across the offshore wind industry to gather in one place to share insights, hear directly from developers, get a broad stroke understanding of their priorities, and catch-up face-to-face with folks from the industry. While our projects are huge, the offshore wind community is small and IPF creates the best forum to meet industry colleagues and make new connections.

Ocean Winds is excited to share our national and international expertise, discuss our projects, and engage with members of the offshore wind supply chain through the WN&S session. We look forward to continuing to build meaningful and productive connections across this growing industry.

About Ocean Winds

SouthCoast Wind is a fixed-bottom project that will be located off the New England coast and has the potential to generate about 2.4 GW of renewable energy. 

Bluepoint Wind is a fixed-bottom project that will be located off the New Jersey and New York coasts and has the potential to generate about 1.7 GW of renewable energy. 

Golden State Wind is a floating project that will be located off the central California coast and has the potential to generate about 2 GW of renewable energy.

Mitigating Risk in the Supply Chain is Critical to Driving Offshore Wind Success:

How Mogan International is Building its Business Pipeline 

As federal and state governments continue to open their shores to offshore wind in the U.S., the industry’s supply chain needs companies to help it grow and meet increasing renewable energy demands. 

It’s an opportunity that hasn’t gone unnoticed by international companies. And many, like Mogan International, are bringing their expertise to the U.S. market to help companies across the offshore wind industry succeed.  

Mogan International is a 100% U.S. entity whose sister company is GURIS Holdings, is a Turkey conglomerate involved in steel, general contracting, and renewable energy businesses.  

Mogan International, with the backing of GURIS Holdings, is seeking connections with suitable partners in the U.S. to provide strategic planning, organizational development, and financial investment to help build the U.S. renewable energy market and it’s supply chain.  

Mogan International realizes that any company entering a new market, starting a new business or even a growing an existing business must deal with many forms of corporate, management, economic and financial risk factors. The Virginia-based company does extensive research and networking to find the right opportunities where they can bring their financial backing, management consulting and project management experiences to partner with and help companies maintain effective operations, mitigate risk, and achieve their goals. 

We sat down with Kaan Yamanturk, Executive Board Member of Mogan International LLC to discuss how his company is building its U.S. offshore wind business and supporting supply chain businesses. 

Oceantic Network: What has your experience been as a new company in the offshore wind industry? 

Kaan Yamanturk: Our company is new and growing in the U.S. and as we evaluate businesses, we have found risk mitigation to be their most critical need. The most fundamental part of risk mitigation is making the right partnerships at the right time. It takes time to get to know people and their companies, build strong relationships and strengthen partnerships. Joining the Oceantic Network and attending IPF have been valuable resources for us to meet suitable partners in every aspect of the U.S. energy market and it’s supply chain. 

Oceantic: What has your IPF experience been like? 

Yamanturk: Last year was our first IPF and we focused on learning as much as we could. We were new to the marketplace and needed to understand the industry. We found IPF to be a great place to introduce Mogan International and make connections that could possibly lead to future investments. There was so much to learn. We listened, learned, and found areas where we think we can support this industry. We achieved our objectives for our first IPF and will be setting much more specific goals and objectives for this year’s event in New Orleans. 

Oceantic: What are your goals for this year’s IPF? 

Yamanturk: Offshore wind is a new investment type in the global energy market, and it is crucial we use the right approach and investment strategy. Our goal for IPF is to network with executives and search for companies that fit with our investment and management consulting strategy and offer a potential high return on investment. For us IPF is about making connections with the right people and gaining business knowledge that helps us make better investing decisions that ultimately build the offshore wind industry and its supply chain. 

Oceantic: How has the Oceantic Network helped your journey? 

Yamanturk: Using the Network’s resources data and expertise, we were able to build our knowledge and understanding of the U.S. market and global offshore wind businesses. We used this information to develop a strategic roadmap and target businesses where we could add the most value. Perhaps most important is that once we knew what we needed, the Network facilitated introductions that have benefited our business.  

Oceantic: What advice would you give other companies joining the industry?  

Yamanturk: Set a plan before attending the conference. At Mogan International, we researched attending companies and determined which ones we wanted to seek out during the conference. We reach out in advance and set up meetings. Another suggestion is to select sessions, workshops, or panels that focus on your target areas and where your target companies might be. Use content from those sessions to open doors to connect with the right people in both the private and public sectors. 

New to IPF? New to the Industry?

This year at 2024 IPF, Oceantic Network is pleased to offer programming on Tuesday, April 23 for companies new to IPF and/or the offshore wind and ocean renewables industries. Join at 10:30 a.m. for the New to IPF: What You Need to Know session. From there, make sure you attend New to the Industry: Offshore Wind Insights and Networking, taking place from 1 to 4 p.m. View the full IPF agenda here.

About Mogan International 

MOGAN INTERNATIONAL is a financial investor and management consultant company focused on construction, power, and renewable energy sectors. The company builds trust and collaboration with individuals and companies to drive affordable, sustainable, clean energy solutions around the world. It’s parent company MOGAN Energy Investment Holding, is Turkey’s leading renewable energy investor and along with its sister company GURIS, currently operates 766 MW of wind power throughout Türkiye and Europe with an additional 600 MW of wind power in the pipeline. The company is also engaged in thermal power plants, rail transportation systems, dams, pipelines, water treatment plants, ports, natural gas and other businesses. 

Samantha Mullin: Opening Doors for Future Offshore Wind Champions

“Once you are in the industry, don’t be reluctant to reach backward and pull the next (and the next and the next!) individual along with you,” Mullin said in a recent conversation with Oceantic Network. “Be a champion and encourage and welcome others into the industry. Be a reason that folks choose to stay.”

Mullin, who was also the winner of the Network’s 2023 Next Wave Leadership Ventus Award, actively mentors young professionals in the industry. She’s seen first-hand how efforts such as Oceantic’s Next Wave program can make a difference in the career trajectory of someone joining the renewable energy industry.

Mullin sat down with Oceantic Network to talk more about how she got into the industry, what advice she has for young people, and the importance of mentorship.

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Oceantic Network: Describe the moment you knew this was the industry you wanted to be in. 

Samantha Mullin: I never thought I’d be in the renewable energy industry. I thought wind electricity was a wild idea at first and quickly realized during my undergraduate and graduate internships that this industry is rapidly developing, challenging, exciting, and one I wanted to join.

I was fortunate to intern with a wind turbine OEM for three summers while completing my engineering degrees. Each summer I rotated through a different department and was exposed to a variety of design, construction, and servicing of onshore wind farms. It was during these experiences that I knew this was the area where I wanted to focus my career.

My internship led to a full-time role on the ‘customer side’ working for a renewable energy operator in onshore wind and then more recently moved to the offshore wind team at RWE. After 5+ years the promise of industry challenges and excitement have not disappointed.

Oceantic Network: What do you like best about working in this industry? 

Samantha Mullin: It truly is the people I get to work with every day at RWE and in the wider renewables industry. We celebrate success together and they offer the best support and motivation when challenges seem insurmountable.

Next to the people, the scale of the solutions we provide, from the concepts to the machines and devices, is massive and something I enjoy, as any good problem-solving engineer would agree.

Oceantic Network: Do you have a mentor? How did you find this person and what is the best piece of advice you have received so far? 

Samantha Mullin: I’ve been fortunate to have three different mentors at different stages in my career. Each of these mentor-mentee relationships was initiated by me because I admired something specific about each and wanted to learn how they had accomplished so much. I reached out to them directly and each agreed to help. Don’t be afraid to ask. People like to help others, especially young people.

My first mentor had a global network and valuable connections across my new company, RWE.

My second was a woman working as a wind farm General Manager in the highly male-dominated operations department that I was hoping to join.

My third mentor balanced an international assignment, relocation, and recruitment into a Senior VP role at a new company all while raising small children.

One piece of advice from a mentor that has stuck with me is to intentionally block time on your calendar to reach back to your old mentors and contacts to reconnect and update them, especially if they’ve had a hand in your success.

Oceantic Network: What value have you gained from being part of the offshore wind community, specifically Oceantic Network and IPF?

Samantha Mullin: Oceantic Network makes a small industry an even closer-knit community. In my two years as a member, I have enjoyed engaging in working groups and connecting at conferences like IPF and the O&M and Safety Summit and other forums with potential partners, suppliers, and future colleagues.

Having the umbrella of Oceantic Network also allows for the industry to celebrate collective successes and collaborate on larger challenges facing our nascent industry. It is encouraging for companies to run side by side with a common goal and purpose, and the Oceantic Network presents a great forum to find those people and businesses.

Oceantic Network: What did being named a Ventus Award winner mean to you personally? 

Samantha Mullin: I’m incredibly grateful to have been nominated by my peers and colleagues at RWE and to be selected to receive the 2023 Ventus Next Wave Leadership Award. I believe it is going to take a lot of hard work, dedication, and commitment from so many to make offshore wind happen. That includes college graduates that might not yet know what they want to do in their career, women who want a role in Offshore Operations & Maintenance, and the transitioning workforce coming from traditional energy generation.

I truly believe “to be it, you have to see it” and be supported by great people to find your place and purpose. I am humbled to be recognized for what I see as simply passing on strong guidance and mentorship that I was fortunate to receive throughout my career so far. 

Oceantic Network: What advice would you give to others joining the offshore wind industry? 

Samantha Mullin: If you want to be in this industry don’t give up. Reach out to people, ask for support and get involved in the community. Join the Next Wave program or something similar that provides tools, resources, and opportunities to join this fast paced, growing industry.

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About Samantha Mullin:

Samantha Mullin is an Operations & Maintenance Design and Implementation lead within RWE’s Offshore Operations group. She supports the development of US-based projects and is based in Boston.

Through her role at RWE, she has earned the title of Next Wave Leader by directing projects across many axes of the offshore wind industry and dedicating herself to educating young individuals on offshore wind. She has forged relationships with local suppliers and logistics professionals and continues to drive the developing workforce in support of the energy transition. She is a key driver for understanding how best to support education, training, safety and technical certification for both high school graduates and seasoned technicians from other industries to join the Offshore workforce.

Internally, Samantha mentors and develops incoming graduates to RWE through the Graduate rotation program. She works closely with recent graduates to help them understand offshore wind more broadly and the importance of operations and maintenance within the industry. Samantha is part of groups like Women of Renewable Industries and Sustainable Energy (WRISE), the Society of Women Engineers (SWE) and she often volunteers in her local community. Samantha has demonstrated her leadership capabilities by bringing multi-functional teams together across several initiatives to help position offshore wind for success over the next decade.