Engineering
The commercial engineer
An intensive two-day seminar to help develop contract business skills and commercial awareness. This popular training course has been designed to give you an appreciation of the commercial environment and the far reaching influence of 'terms and conditions'.
9 March 2011
2 Days
-
GBP 999 + VAT
Membership Price: 499.5 + VAT London
Venue not yet confirmed
9.00-9.30
5.00
36696
Why you should attend this seminar
It’s all too easy for the engineer to ignore the commercial facts of business life – but just concentrating on technical problems is not enough. Your success depends on your company winning and fulfilling orders. This popular Kaplan Hawksmere seminar has been designed to give you an appreciation of the commercial environment and the far reaching influence of ‘terms and conditions’.
Five key benefits
This programme will help you:
- Gain a vital sense of commercial awareness and a better understanding of business and commercial objectives and your contribution to them
- Learn to understand contracts, including a working knowledge of the terms and technicalities
- Contribute more to your organisation’s commercial management
- Understand the financial issues and the problems faced by your accounting colleagues – helping you to work more closely with them
- Boost your career development
Who should attend?
Engineers, whether they are involved in design, project management, manufacturing or any other discipline where performance has a direct impact on the success of the company.
It is equally relevant, however, to many others and the long list of delegates who have benefited from it includes:
- Project managers/directors/engineers
- Engineers – design/mechanical/maintenance
- Technical cost and estimating managers
- Production/programme managers
- Product managers
- Sales managers
- Business development managers
- Contract managers
- Commercial managers
Programme
1. Commercial awareness
- The investor/banker attitude
- The engineer vs the accountant –cash vs profit
- Confidence and trust – value
- The time value of money – Nett Present Value (NPV)
- Cost/price/profit
- Cash vs documentary credits
2. Estimating
- Approaches to estimating
- Elements of estimating
- Estimating planning sequence
- Types of estimate
- Make-up of an estimate
- Contingencies
3. Marketing and proposals
- Marketing and business development
- To bid or not to bid?
- Pre-tender qualification
- ITB/ITT/RFP
- The proposal cycle
- Proposal preparation
- The proposal contents
4. Contract strategy
- The elements of contract strategy
- The division and performance of the work
- Contract risks and the three types of contract
- Pros and cons of different contract strategies
- Partnerships and alliances
- The latest developments
5. Risk management
- A risk management model
- Risk analysis
- Risk categories
- Risk management
6. Payment terms
- Lump sum/reimbursable contracts
- The timing of payments
- Payment procedures
- Methods of payment
7. Negotiation
- Principles
- Prepare/discuss/propose/bargain
- Techniques
- Packaging ideas/agree what’s been agreed
- The different roles in negotiating
8. The company and its commercial environment
- Aims
- Management
- Objectives
- Organisation
- Responsibilities
- Awareness
- Knowledge
- Function
- Skills
- Ethics
- Teamwork
- Rules
- Risk
- Relationships
9.The legal environment
- Law and lawyers
- How law is made, how lawyers work and how lawyers think
- Contract law
- Principle and practice/verbal and written contracts/requirements/terms and conditions/offer and acceptance/battle of the forms/letters of intent/ problems with words/ lateness/defects
- Intellectual property
- Patents/drawings and designs/copyright/know-how/ trade marks and goodwill
The financial environment – cost, profit and price
- Understanding the accountants
- Balance sheet/profit and loss account/management accounts
- Cost, margin, profit, price
- Elements of cost/cost allocation/turnover, sales, volume/pro forma price make-up/work breakdown structure
- Cash flow
- Phasing of spend and income/what goes wrong with cash flow?
- Risk of financial problems
- Receivership and bankruptcy/loan agreements/guarantees
10. The contractual environment – conditions
- Why do we need contracts?
- Rights and obligations/ procedures/problems and solutions
- Privity
- Suppliers and subcontractors/ nominated suppliers/ approved suppliers/ responsibility for subcontractors/ back-to-back conditions
- Standard conditions
- Model conditions
- Using standards/models
- Express/implied terms
- Unfair contract terms
- Key areas
- Administration/price/ payment/liabilities and indemnities/property/risk
- When it goes wrong
- Proof/costs and damages/ liquidated damages/claims/ variations
Claims and disputes
- Claims
- Disagreement or Dispute
- Negotiation
- ADR
- Dispute Resolution Board
- Arbitration
- Adjudication
- Litigation
- Damages and Costs
- Other remedies
11. The contractual environment – handling contracts
- Understanding the task
- Responsibilities, duties and authority of the players – The buyer’s role and the seller’s role
- Placing of contract – inaugural meeting
- Monitoring and control
- Disputes and claims
- Types/causes/protecting the company/resolution/preserving the relationship
12. Claims and disputes
- Claims
- Disagreement or dispute
- Negotiation
- ADR
- Dispute Resolution Board
- Arbitration
- Adjudication
- Litigation
- Damages and costs
- Other remedies
13. The contractual environment – handling contracts
- Understanding the task
- Responsibilities, duties and authority of the players
- the buyer’s role and the seller’s role
- Placing of contract – inaugural meeting
- Monitoring and control
- Disputes and claims
- types/causes/protecting the company/resolution/preserving the relationship
Speakers
Garth Ward operates his own project management consultancy and training business and for ten years was Director of the MSc Project Management Programme at Cranfield School of Management. He has lectured widely while his professional experience in the UK and overseas with both clients and contractors includes building services consultancy and project management in the design and construction of power, petroleum and chemical projects.
David Wright started out as a contract lawyer in the electrical/electronics industry then transferred successively to the off-shore oil and chemical/process engineering industries. He then spent three years at senior management level in a UK/communist joint venture company, followed by a period as General Counsel in an engineering group.David is now a
consultant on contracts and related areas, and helps to write model conditions of contract for the process industry.
Multiple booking discount
Booking a 2nd or 3rd place on this event entitles the second and third delegate to a 10% discount. This discount only applies to bookings placed at the same time. For rates for four or more delegates please call our customer services on 0845 833 3212
Kaplan Hawksmere Membership
Thousands of companies across the UK already enjoy the benefits of our training. Not only do we help to improve you and your staff's knowledge and skills, we deliver measureable improvements in your organisation's performance. And now with the Kaplan Hawksmere Membership, there are a few more reasons to talk to us about your training needs:
- 50% reduction on all Kaplan Hawksmere and Croner Training public events
- Priority booking line and advance notice of events
- 50% reduction on The Kaplan Hawksmere Business Library
- 10% reduction on Croner and CCH products
- 10% reduction on our in-house training
Take the Next Step Now! Join Kaplan Hawksmere Membership for only £950 per year per company and allow all your employees to take advantage of quality training at half price and much more. For more information call 0845 833 3212 or visit www.hawksmere.co.uk/membership
Your partner for business and personal success through learning and development
Promotional opportunities
Are you looking for new ways to promote your company? Kaplan Hawksmere events are an ideal platform to reach your potential customers directly. We create tailor-made packages to suit your company's needs. If you are interested in discussing opportunities (which could include exhibition space, display space or sponsorship of an event, cocktail party or lunch) please call Scott Soutter on 020 7960 5602 or email scott.soutter@hawksmere.co.uk.
In-house learning and development solutions
Tailor-made training for your company.If you have a group of five or more delegates you could benefit from our flexible in-house training programmes. For more information and an initial discussion please call Gary Mee direct on 020 7960 5616 or e-mail gary.mee@hawksmere.co.uk
