Scottish Enterprise: Promoting Innovation - MDT International Q&A

In Scotland there are companies leading the way in both these areas . . . and who are willing to share their knowledge and help other businesses discover the same opportunities.

One such company is MDT International Ltd. Since 1992, it has delivered thousands of training courses designed to help oil and gas industry personnel across the world enhance their skills and workplace performance.

And so, in the third of our series of regular features, we talk to Drew Leitch, Managing Director of MDT International Ltd.

What drives MDT International to succeed?

We know the business of oil and gas and we understand what it takes to deliver training that makes a positive impact. Our vision is to develop the commercial capacity of those in the industry.

The industry itself can become obsessed by money and barrels. We recognise profit is important but we believe the absolute key to individuals' and organisations' growth lies in knowledge.

How does MDT seek to innovate in its products and service delivery?

The oil and gas industry does not stand still, so it's vital MDT's training courses move with the times. We ensure our material is updated, constantly refreshing our library of industry news so we stay on-message. We are not textbook academics - all of our trainers have extensive, practical experience of working in the industry - and this means we're more than one question deep and can go 'off-piste' when required.

This, with our interactive delivery method, including extensive use of industry-specific exercises and case studies, ensures our course participants are fully engaged in the learning journey from start to finish.

Where does MDT operate and do you find challenges in particular markets?

We are truly global, having delivered training courses in more than 70 countries so far. The lower oil price has meant the first half of 2015 has been more challenging in terms of business activity; however, already this year MDT has delivered courses in Australia, Brazil, Cambodia, Dubai, Kenya, Malaysia, Mexico, Netherlands, Pakistan, South Korea … and closer to home in Aberdeen and London.

All markets offer challenges and there is no easy alternative to doing the legwork and investing time and energy in building relationships.

That's why, in the past six months alone, we have made business development-focused visits to Abu Dhabi, Dubai, Oman, Qatar, Kuwait, Tanzania, Kenya, Egypt and China.

Is there a 'secret to success' in overseas markets?

At times we've been very fortunate in that overseas clients have sought us out. Sometimes the trigger can be an individual attending one of our open courses and returning to their workplace and spreading the word - that scenario offered our first entry to Brazil back in 2007.

In other cases we've been more pro-active. A good example would be East Africa, a relatively new industry hot spot - we believe for countries to generate long-term wealth and prosperity from oil and gas extraction it's crucial their people are well informed.

Has product development helped you respond to changing market demands as a result of the recent oil price fluxuation?

Yes. We've recently developed a new course title - Cost Efficiency & Budgeting in the Oil & Gas Industry - in direct response to feedback from clients.

In these more challenging times our clients are focused on costs and budgets - we can play our part in inspiring positive thinking and new behaviours.

Can investing in overseas business development now mean a stronger presence when the market stabilises?

We absolutely believe this. We are not just saying it - we are out and about doing it. We recently strengthened our business development capabilities with the appointment of a dedicated Business Development Manager.

What advice would you give businesses considering the international marketplace?

I would encourage others to get out there and help themselves to achieve their ambitions by sharing knowledge.