ADI established a commercial playbook to guide midstream customer outreach and open season execution. Evaluating the critical trade-offs between confidential bilateral engagement and public open seasons, the framework addresses market density constraints and baseline volume uncertainties. By matching project scale to tailored commercial execution models, the resulting strategy ensures that large-scale infrastructure capital is deployed only against bankable commitments.
The client
North American midstream infrastructure developer
The situation
Uncertainty over optimal commercial outreach models and shipper commitment tracking for new storage and pipeline expansions elevated capital risks.
ADI’s contributions
Historical outreach diagnostics
Audited a prior solicitation of interest to identify critical data gaps in operational capabilities and commercial structures that previously limited shipper response depth.
Stakeholder primary research
Surveyed industry stakeholders to establish benchmark commercial discovery behaviors, reducing uncertainty around shipper preferences and non-binding phase efficacy.
Engagement model tailoring
Defined clear criteria using asset scale and market density to guide choices between confidential bilateral outreach and public open seasons.
Phased commercial framework
Structured a sequential staging process leveraging low-risk non-binding windows to test market interest before triggering binding financial commitments.
Key outcomes
- Enabled the client to systematically de-risk capital deployment across its project roadmap by implementing a tiered commercial framework.
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