The article Bear Strategies: Acquisitions – Oilman Nov/Dec 2015 – was a comprehensive look at acquiring operated or non-operated assets during a downtrend. In this article, we are focusing on the opposite side; how to divest your oil and gas assets in the current market. In both instances, defining your core market prior to acquiring or divesting any assets, is essential.
“Core Market” is much more than a play or a geographic location or type of asset. Your company’s core market defines the day to day strategy that drives each business decision and continually pushes the company toward the achievement of the business’ ultimate success.
First things first. Divesting or acquiring any oil and gas assets, in any market, has its own issues, setbacks and upsides. Each deal is different, and consulting with someone familiar with the current market is not only encouraged, but highly recommended.
After you have defined your core market, you will identify specific assets that no longer fit into your current corporate model (again, for a more complete guide to this strategy, go read Bear Strategies: Acquisitions – Oilman Nov/Dec 2015). Monetizing these assets may provide capital that can be better allocated within your core market.
In this current market, sending your property to a data room will just be more white noise. There are going to be so many deals that will come to the market in Quarter 2 (and beyond), and you want your properties to stand out. The Beachwood approach has always been to work with sellers directly to find buyers that may have an acquisition strategy that includes properties like the ones you are looking to sell.
The goal, of course, is to sell your assets. Right now, everyone wants to pay PDP only, no upside and present a number with a low total month ROI. In order to get the dollars you want to see for your asset, you’ll need to present value. This is the most important step of the entire process. By defining value (whether through an LOS, PUD, or what your plan was originally for the property) you can increase the amount a buyer will pay for your asset.
We encourage our sellers to use this key phrase: “If money was no object, what would we do to maximize the value of this property?” The buyers in this market are not just looking at the numbers. They are looking for the piece of their strategy that is missing. They are looking to close gaps and open future opportunities. Give it to them! You know the property better than anyone looking at it. Point their geologist in the right direction, connect the dots for them. By providing this information, you are only going to maximize the value of your property.
By providing value, you also need to provide data. With today’s due diligence process, it doesn’t take much to uncover any issues with an asset. Be forward, direct and have data available. No one will step into a property that has surprises at every turn. But, they will step into a property that has issues and clear solutions to solve them. The information you provide doesn’t have to be years’ worth of data; what is really needed is the last few months of essential data found on a lease operating statement. Most buyers want to know, is the cash flowing – or could it be? They are taking the risk, buying in this market – you don’t have to take any risk by providing information.
By creating a strategic plan to divest, you are helping the buyers add value to your asset, as well as accomplishing your ultimate goal: quickly monetizing your asset for great market value. If you have any questions about the process, don’t hesitate to reach out. The oil and gas networks are becoming much stronger during the downtrend. More and more people are looking for answers, and we have some of the most brilliant people in the entire world that can help solve them. Visit LinkedIn groups, connect via Twitter, and let’s sell your oil and gas property!
Josh Robbins is currently the Chief Executive Officer of Beachwood Marketing. He has consulted and provided solutions for several industries, however, the majority of his consulting solutions have been in manufacturing, energy and oil and gas. Mr. Robbins has over 15 years of excellent project leadership in business development and is experienced in all aspects of oil and gas acquisitions and divestitures. He has extensive business relationships with a demonstrated ability to conduct executive level negotiations. He has developed sustainable solutions, successfully marketing oil and natural gas properties cost-effectively and efficiently. Beachwood strives to partner with top tier oil and gas firms to find off-market deals that provide maximum benefit to their corporate acquisition strategy. At Beachwood, Mr. Robbins manages the corporate branding, senior staff, and the Beachwood Strategic Consulting Group, including sales strategy development for all of the Beachwood clients. Josh has been featured in numerous trade magazines as he is an accomplished writer and speaker on the acquisition and divestment market. He writes a bi-monthly acquisition and divestiture column for Oilman Magazine that has a social reach of an estimated 145,200 views per issue. The best way to reach Mr. Robbins is through email.
Oil and gas operations are commonly found in remote locations far from company headquarters. Now, it's possible to monitor pump operations, collate and analyze seismic data, and track employees around the world from almost anywhere. Whether employees are in the office or in the field, the internet and related applications enable a greater multidirectional flow of information – and control – than ever before.