Pre-conference Workshops

27 March 2012

WORKSHOP A: Developing World Class Negotiation Skills And Water Tight Contracts To Ensure One Schedule And On Budget Delivery Of Services

9:00am - 11:30am: Contract Negotiation and Local Supply Chain Management

There is an art and a science to all negotiations and the more complex the context, the more necessary it is to have an up-to-date and practical skill-set to access when required.

In major projects contract negotiations must be handled skillfully at all stages if productive relationships and sustainable results are to be achieved. However, it is often difficult to balance a demanding and deadline driven environment with the people skills necessary for optimal negotiation results.

Local supply chains present a number of challenges in terms of people and resources which must be accounted for and managed from the beginning of any project in order to prevent problems and roadblocks from inhibiting overall delivery targets. Poorly planned and executed negotiations often cause or contribute to delays, budget issues and delivery problems, which are often avoidable with the correct contract approach.

This interactive and practical workshop uses case-studies, practical exercises and working examples to focus on three key skills which will be of immediate use to those required to negotiate time, money and resources in complex, time driven and potentially multi-cultural environments.

The ability to “read” the non-verbal signs of the party you are negotiating with, and identify their signals of confidence and stress or doubt, reliably. - of enormous use in any situation where persuasion and influence are key, understanding “body language” is a vital life-skill for all leaders and managers.
The right psychological approach to the process, in order to maximize movement, minimize risk and achieve a sustainable result. - For too long negotiation training has focused on win/win or win/lose thinking neither of which are particularly helpful in complex project scenarios, this is a flipped approach, which is results focused.
Understanding the impact that culture has upon the negotiating process, and how to adapt ones approach to account for this and maximize its advantages. – the challenges of working in a cross-cultural environment are addressed, with a working case-study emphasizing solutions and techniques designed to elicit cooperation and minimize avoidable conflicts.

Delegates will leave the workshop with a toolkit of practical tips, techniques and advice, which will be immediately applicable in both their personal and professional lives, but most particularly in the context of major project execution.

Workshop Leader

Jenny Radcliffe, Director, Radcliffe Training Associates

Jenny Radcliffe has a unique skill set which sees her in demand as a consultant and trainer for a wide range of international clients. She is a world-class negotiator who is hired by organisations to lead in strategically complex, high stakes, high value negotiations, as well as training and coaching teams in persuasion, influence and negotiation techniques.

Jenny is also an expert in non-verbal communications – including body language, micro and macro facial expressions and stress signals. A skill with numerous applications, her specialisations include interview techniques and deception detection work, as well as assessing and profiling teams and individuals for ability level, credibility and team dynamics/leadership skills.

She personally shadows a small group of individuals every year advising and coaching on their own non-verbal signals and those of the teams around them. This group includes CEOs, professional sports people, politicians and professional poker players!

Jenny has deep expertise in procurement and supply chain strategy, and has wide experience of working with multi-cultural teams and supply chains – she is a recognised authority on Chinese business culture and practices. She contributes to several MBA and MSC programmes in the U.K. and is a sought after public speaker for conferences and award events.

11.00: Morning Refreshments

11:15pm - 1:00pm: Avoid Major Issues By Getting The Contract Right

Too many projects experience schedule delays and issues with performance which lead to expensive litigation. However, it is by no means always the case that such situations were unavoidable. An underlying reason for difficulties, delays and increased cost is a lack of clarity in the contract and misunderstandings about how it should be implemented.

Having already learnt this morning of how to conduct a world class negotiation, how to secure favourable terms and above all how to ensure your provider has understood and is fully committed to servicing the agreement you have made, you now need to make certain that the contract signed will see your agreement realized as you intended.

This session will:

Address some of the typical issues which crop up post-contract and can cause a myriad of time consuming, frustrating small service delivery issues or worse yet major safety, cost or scheduling concerns
We will examine a case study example to illustrate just how badly wrong things can go, why the contract allowed these to happen
And we shall look at the ways in which the potential for such problems occurring can be reduced by getting the content of the contract right and then using it properly during performance.

This session will arm you with the knowledge to ensure your contract delivers the service you want, when you want it, at the cost agreed and with no unwelcome surprises.

Workshop Leader

Simon Hems, Partner, Ince & Co

Simon handles all forms of dispute resolution, including both litigation and arbitration, in respect of claims arising out of energy construction and installation projects. These matters typically involve pursuing/defending technically complex and high value claims on behalf of contractors involved in, for example, the construction of offshore units/vessels, pipelines, power plants and the provision of offshore services such as heavy lift, tug and tow and rig supply.

He represents some of the largest contractors in the oil and gas industry with operations all over the world with particular experience in the US, Latin American, Italian and West African markets.

WORKSHOP B: Winning Support For Your Protection From The Host Location To Ensure Problem Free Execution

2:00pm - 3:45pm: Leveraging hovercraft technology to realise your complex project logistics for accessing the remote regions of South America

Logistics for major projects can be a challenge at the best of times. However, when presented with remote locations without infrastructure, uncompromising terrains, coupled with environmental requirements to uphold, logistics can become the critical factor of a project.

Climate change is also adding to challenges faced by project managers, especially in South America, where the river networks used for the transportation of goods are becoming shallower, reducing seasonal operating windows. The answer to such problems may be found by looking at unconventional access methods, such as hovercraft technology.

This session explains how heavy lift hovercrafts, known as Hoverbarges, can provide a transportation solution for pre-fabricated modules, heavy cargo, equipment and even drilling rigs in remote areas. This interactive workshop uses a table top working model of a Hoverbarge to help explain the technology along with a case study detailing a 330 tonne payload Hoverbarge operating in the swamps of Suriname for drilling exploration. Understand how this technology can save on infrastructure costs, improve lead times and minimise environmental impact.

Workshop Leader

Jim Ireland, Regional Business Development Director, Hovertrans Solutions Pte. Ltd.

Jim is an under graduate of Laurentian University located in Ontario, Canada. He also holds an MBA from Houston Baptist University. Jim has been involved with Hovercraft/Hoverbarges since the late 1970s:

President of Mackace - North America. Mackace was the original design/developers of the Hoverbarge.
Director of BHC (British Hovercraft Corporation) North America, a subsidiary of Westland Helicopters.
Co-Founder & Chairman of Hovertrans Inc in mid '90s which re-established Hoverbarges.
Now shareholder and acting as Director of Business Development for Hovertrans Solutions Ltd, a company majority owned by ST Marine, Singapore.

Jim is also involved in the offshore oil & gas industry, having owned/operated several geoseismic vessels/crewing companies.

3.45: Afternoon Refreshments

4.00pm - 5.30pm: Oil & Gas Infrastructure Projects in Brazil

With the prospect for significant numbers of projects in coming years this in-depth workshop will expose participants to critical insights and strategies for planning and executing oil & gas, energy infrastructure and naval foreign direct investment and trade projects related to the Brazil oil boom.

What opportunities do US and other foreign players face in the US$ 250 billion investments by Petrobras and other operators in Brazil through 2015?
Are Local Content regulations requiring Brazilian-made goods and services an obstacle or an opportunity?
How can US and other foreign players plan for big business in the new Brazil oil boom environment?

The session will systematically explore issues that are critical to major projects, encouraging interaction among participants.

Providing insight into major projects presented by the Brazil oil boom scenario
Understanding Brazil Local Content policy and requirements
Determining the role of US and other foreign players in the new Brazil business environment
Identifying critical issues and strategies for managing major projects in Brazil

Whether you are currently working in Brazil or not it is likely that you will in the future. Furthermore local content regulations are in force in many areas you will operate. This session provides you with expert, highly connected, insight into one of the most project-rich locations in the world and may prove invaluable to your plans in the future

Workshop Leader:

Jon P Vague, Chairman, US-Brazil Energy Forum

Jon, a multicultural Brazilian-American energy business consultant, is CEO of NLV International and specializes on international venture formation, acquisition & divestitures, and strategic problem-solving for oil and gas and infrastructure companies seeking to enter the Brazilian market and to partner with Brazilian companies. Jon has extensive Fortune 100 multinational corporate commercial experience in the US and several Latin American countries, including closing a US$ 1 billion energy company acquisition in Brazil. An effective multicultural communicator and team leader, Jon has negotiated with Energy Ministries in several Latin American countries, chaired international programs for the US Department of Commerce, and represented the Brazilian Government. Jon chaired Hanson Wade’s Latin American Local Content Forum in Rio de Janeiro, Brazil, in November 2011.

The first session will be lead by a team skilled in diplomacy and multi-cultural relations. With an impressive track record of making culturally appropriate contact with communities – from large and urban, to remote and tribal – advising them of project plans, securing their support and if necessary resolving any conflict. They have acting on behalf of numerous developments all over the world and have extensive experience representing project owners from mining and Oil & Gas industries