Africa OFS Deals
OPINION
A New Playbook
Article by Steven Thomas, Monday 02 June, 2025Africa’s oil and gas sector has long been seen as one of the last untapped frontiers, full of promise but also loaded with challenges. If you’re working in oilfield services, you know it’s not just about having the best technology or lowest prices anymore. Closing deals here means understanding a complex mix of politics, regulations, and local relationships that can make or break a project.
Governments across the continent often deal with unclear rules, shifting tax demands, and governance issues that make investors cautious. For sales and business development folks, this isn’t just an obstacle—it’s a reality that demands a different kind of approach.
The old playbook of cold outreach and standard bids doesn’t cut it. Success requires building real, long-term relationships—with national oil companies, government officials, and especially the local players who act as gatekeepers to key opportunities. These connections often hold the keys to winning contracts.
It’s about becoming part strategist, part diplomat—anticipating changes in the regulatory landscape, aligning your proposals with national priorities, and addressing risks before they become deal-breakers. And behind the scenes, you’ll find a network of intermediaries and insiders who, while rarely talked about openly, have a huge impact on who gets access to what.
Countries like Egypt, Nigeria, and Angola are starting to reform their oil sectors, making the environment a bit more transparent and business-friendly. But navigating these changes still requires patience, cultural understanding, and adaptability.
Technology helps too—better data and analytics are letting sales teams identify opportunities faster and tailor their pitches more effectively. But at the end of the day, what really matters is mastering the subtle art of deal-making in a place where politics, business, and personal relationships all collide.
If you want to succeed in Africa’s oil and gas space, you have to play a different game. The companies that do will win more than contracts—they’ll gain lasting partnerships and a real foothold in one of the world’s most dynamic energy markets.
