OCEANS, LAKES & RIVERS.   INNOVATION, EXCELLENCE & SERVICE.

Gaining a Foothold in the Offshore Wind Market

Toronto, ON

29 March 2011

Outline• Offshore wind backgrounder

• W5, regulatory, challenges

• About Baird and our experiences in offshore wind

• Lessons learned

Offshore Wind Backgrounder (I)• In Europe over 3 GW

installed since 1991, but 97% since 2000

• In North America, 10 + years of talk, ZERO offshore wind turbines installed• Ontario – was in a good

position to be the first in the water, but there’s been some regulatory hiccups

• China largest growth market

Who• Handful of (serious) developers• Handful of less-serious developers

Services and Support• Large Eng. Conglomerates• Specialty Firms• European players

Offshore Wind Backgrounder (II)

• REA (Overall process)• MOE (EA process)• MNR (Lands and Leasing)• CEAA - Class EA?• DFO - Fisheries• Transport Canada - NWPA• Many others

Most existing developers don’t know or understand this process until they are already in it.

RegulatoryTechnical (Ontario-focused)• Ice• Construction Vessels• Construction Ports

Led to a moratorium (twice!)

Challenges

Political (Ontario-focused)• “Perfect Storm” (HST, TOD billing, increased rates)• Election year• Some dubious developers

Relatively easy to overcome

Baird & Associates

• Coastal, ocean and river engineering consultants

• Canadian firm founded in 1981 • 75 employees recognized worldwide

for innovative, ecologically sensitive, and cost-effective solutions

Getting Involved

• Leveraging our existing expertise

?

•Strong base in a supporting field•Partnered, got into small projects (still doing this!)•Leveraged existing contacts

Lessons Learned

• Strong core business and reputation• Partnerships with like-minded firms• Sell what you know and why they need it• Loss-leader projects to “get in the door”• Domestic content requirements

• Know them and sell them• Local knowledge of technical and regulatory issues

What has worked• Trade shows with many vendors, few buyers• Clients with questionable financing• Financial backers with OE and service teams in place from Europe

What has not worked

Thanks!

Questions/Comments?amcgillis@baird.com(905) 845-5385