Contract Management in International Projects
New projects invariably begin with high hopes. The seller expects to earn a reasonable profit, the buyer looks forward to the fruits of a first-class product or service. All too soon, however, the planned margin can start to erode; extra engineering effort is required, suppliers unexpectedly raise prices, currency values shift, delays hit production, or the buyer decides he wants more for his money. Every experienced project manager has dealt with these scenarios.
Contract Management in International Projects (CMI) shows managers how to bring their profit margins under control. The lessons learned from the mistakes of others have been converted into viable processes that serve as the keys to successful project management.
Target AudienceManagers responsible for any project stage, including bid managers, contract, finance, technical experts, sales engineers, project managers, lead engineers, production, erection and commissioning engineers, or claims managers.
Past Participants' Level of Responsibility
Croatia, Denmark, France, Germany, Greece, Hungary, Italy, Mexico, Netherlands, Poland, Serbia, Slovakia, Spain, Sweden, Turkey, Ukraine, United Arab Emirates, United Kingdom, United States
- Bid phase: launching the project
- Establishing the baseline: contract negotiation, incorporating public and private laws, covering supplier/buyer/seller expectations
- Producing a turnkey contract
- Risk management during the bid phase
Performance phase: working for a profit
- Time control
- Change control: variation orders, claims, ordered changes to schedule
Claims and close-out phase: minimizing losses
- Dispute settlement
- Making and rejecting claims, burden of proof, putting a claim together
Take-Home ValueParticipants will gain new perspectives on each stage of a project–from opening enquiry documents to closing claims–and be able to discuss specific issues with experienced faculty and peers with first-hand CM experience. They will also develop a deeper understanding of project processes and learn specific techniques for improving their business practices.
Meet the FacultyFranziska Frank (Program Director)
Dr. jur. Franziska Frank is Head Business Development Russia and Eastern Europe as well as program director at ESMT. She received her BA and MA in Cambridge and her law degree in Munich where she also completed her PhD on “Franchising in Russia”. After working for The Boston Consulting Group for six years, she joined ESMT. She runs numerous German, English, and Russian programs and teaches on negotiations, decision making, and cross-cultural issues.
Dr. James Pinnells is an international consultant in contract practice, claims, and risk management. His clients include major international players such as Siemens, EADS and Alstom as well as smaller specialist companies operating in high-risk international environments. He has advised governments on procurement for major projects and was one of the team who drafted the Civil Code of Vietnam. He has worked all over the world: Russia, China, South Africa, the United States and many other countries. His company, Pinnells Consulting International, is located in Germany; it conducts no advertising and has no website. Jim Pinnells is also a published novelist.