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<pre>13963960
         NortH.                                                                                                         Version 18 Nov 2020
         Market   Development      Tender
         PREPARATION FOR DEEP DIVE FOR MARKET DEVELOPMENT TENDER
             A)   The Case for Change
         NortH2 1s   premised on the need to introduce green H2 as important pillar                       of  a  future energy system that
         achieves carbon    neutrality by 2050 at lowest cost to society.
         Beyond independent validation of above, there is a requirement for a quantified, holistic and irrefutable
         logic that ultimately legitimates enabling policies and compels end-users to switch towards green H2,
         framing NortH2 and stipulating the case for change. Moreover, the output of this scope module also
         entails the delivery of a compelling NortH2 narrative towards governments, customer executives and the
         broader public, and, as such, needs to be developed in co-creation with the NortH2 consortium team.
         Given the   importance and urgency of this part of the scope, tenderer is requested to offer deeper insight
         into the proposed steps, resources/manhours, data and expected outcome. Tenderer is requested to clearly
         outline proposed approach to cater for the above guided by conceptual outline and minimum expectations
         below.
                                                                  Climate neutrality 2050
                                             Transition to renewables  k
                                                                                     ble net zero energy system
                              Enable transition at lowest cost                                      Introduce H2  as  important pillar
                                         to society                                                      of new  energy  system
                               Safeguard Heartl                                                             Harness  potential
              I                    POLITICAL DOMAIN                          t                                                            I
                                                                                              MARKET DEVELOPMENT DOMAIN
         Figure 1, Intended logic depicted conceptually          for  guidance to     tenderers
         Minimum expectations ‘Case for Change’ scope:
         e¢  Demonstrate the need to start         now   (i.e. through NortH2 Phase 1 4GW by 2030)
                                                                                                 —
              o   Show   that NL. German and EU 2050 climate neutrality targets cannot be achieved without using
                  green  hydrogen to decarbonise important segments of the economy, position hydrogen as key
                  pillar of future renewables-based and reliable net-zero energy system and work backwards
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<pre>13963960
         NortH.                                                                                     Version 18 Nov 2020
         Market  Development       Tender
             o   Demonstrate what it takes in terms of building green       hydrogen supply (domestic production    over
                 imports)    and demand
             o   Place the 2030      hydrogen supply targets as put forward in the different H2 strategies (NL, DE,
                 EU)     mn the  2050 perspectiveOutline time required to establish a well-functioning commodity
                 market for green H2
             Demonstrate NortH2 accelerator       concept is essential (versus alternative scenarios)
             o   Integrated    value chain  approach and orchestration will solve a number of problems that hinder the
                 development of a green hydrogen economy
                      *»
                            Bring down the LCOH
                      =
                            Coupling supply and demand
                      »
                            Enabling the required transportation and storage infra
             Demonstrate benefits large and early private and public investments in integrated green hydrogen
             megaprojects
                 o   Enable energy transition at lowest cost to society
                 o    Show how these investments will      safeguard  heartland industries
                 o    Show how      new   green jobs will be created  (e.g. development   of EU  hydrogen supply chain,
                     R&D)
             Establish    a draft set of market mechanisms and      policy  instrument  (building blocks), including the
             impact    on    demand    and   supply,  needed   to  kick-start  the  market    over  time including any
             interdependencies, presented in such     a way that it’s easily explained to policy makers and the broader
             public
             B)  Market Development
         Similar  as    above, the tenderer 1s requested to offer deeper insight into the proposed steps.
         resources/manhours, data and expected outcome (and granularity thereof) to the develop the Market
         Development part of the overall scope including:
             Steps towards confirming targeted market segments
             Show the level of ‘customer      intimacy’  you bring to the project and how your insights/connections   at
             various levels    (from  senior executives to sustainability/technical experts) benefit the development  of
             green H2 demand scenarios
             Give  examples of how you would approach the analysis and engagement of a key potential customer
             (including estimated preparation time) and show the level of granularity of your analysis for different
             key parameters (e.g. technical, commercial, economics)
             Show how the information obtained from this analysis will be incorporated in the commercial and
             asset optimization work and in building the policy framework
             Show a rough sketch of a market implementation roadmap for one of the likely markets segments and
             how this underpins the 1) “case for change” and 11) policy asks towards governments.
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