**Delegates from Singapore companies can now pay as low as 1/3 of the course fees under the Productivity

and Innovation Credit (PIC) Scheme!!** Please refer to terms and conditions below.

Achieving Excellence Through World Class SOWs, SLAs and KPIs

Get What You Ask For in SOWs, SLAs and KPIs For The Oil & Gas Industry

Course Facilitator:

4th - 5th October 2012 Kuala Lumpur, Malaysia Testimonials from Jims current and past clients:
Good course content with lots of real life examples in order for fresh participants like me to understand clearly and know how to practice in real working environment
~ Shell Brunei

I understand more on how to prepare a contract draft and ensure it does not have too many ambiguities
~ Chevron Geothermal Salak Ltd

Knowledge, experience well shared with the participating delegates

Jim Bergman President and CEO Commitment Management, Inc.

Accreditations CEO Global Supply Management, Inc. Vice President, Learning and Development IACCM Regional Vice President, Asia Pacic and Middle East IACCM (The International Association for Contract & Commercial Management)

~ Sime Darby Engineering Sdn Bhd

The workshop is useful for procurement / contract executives, and also enhances those with working knowledge and experience
~ TL Offshore

Reinforces and renews negotiation skills set

~ Exxon Mobil Malaysia

Able to provide a venue for professionals to enhance their working knowledge

~ Mersing Construction

I would like to express my thanks for your excellent & interesting lecture at the course. I am looking forward to hearing and seeing you again
~ PetroVietnam Drilling & Well Services Corporation

Gained valuable insights in the competitive bidding world

~ Genting Sanyen Power Sdn Bhd

The vast knowledge and experience of Jim added signicant value to the interactive workshop
~ Cairn Energy India Pty Ltd

Free Takeaway Participants will receive SOWs, SLAs, and KPIs samples, articles and whitepapers.

A good learning event by UNI Strategic and relevant to Supply Chain Management Professionals
~ MOL Pakistan Oil & Gas Co. B. V

Capitalise on the expert knowledge to gain maximum value on these vital issues:
DISCOVER the best practices and trends in SOWs/SLAs/KPIs GENERATE Maximum Value from SOWs, SLAs and KPIs MANAGE Risks in and through SOWs, SLAs and KPIs EXECUTE Contracting and Contract Management with Greater Velocity INTEGRATE Efciency and Effectiveness into SOWs, SLAs, KPIs, Contracting and Contract Management STREAMLINE the SOW/SLA/KPI and Contracting Cycles ESTABLISH SOWs, SLAs and KPIs as a Competitive Advantage INCORPORATE the Future of SOWs, SLAs and KPIs into Your Organization Today!
UNI training courses are thoroughly researched and carefully structured to provide practical and exclusive training applicable to your organisation. Benets include: Thorough and customised programmes to address current market concerns Illustrations of real life case studies Comprehensive course documentation Strictly limited numbers

Productivity and Innovation Credit (PIC) Scheme

All businesses in Singapore can enjoy up to 400% tax deduction for external trainings* provided by UNI Strategic Pte Ltd for up to a total of $ 800,000 (for year 2011 and 2012 combined) and after which 100% deduction for the balance expenditure exceeding the cap of $800,000. You can enjoy up to 68% of tax savings from attending our trainings which means you only need to pay 1/3 of the course fees Alternatively, businesses can opt for a non-taxable cash payout option of 30% of up to $200,000 (year 2011 and 2012 combined) meaning up to a maximum of $60,000
* * * This includes both trainings in Singapore and overseas Both local and foreign employees are eligible Course fees only

Proudly Organised by:

Workshop Overview
It is commonly understood that you only get what you ask for. It is therefore essential in commercial relationships that you learn what to ask for, how to ask for it, and how to receive it through world class SOWs, SLAs and KPIs! This workshop delves into the intricacies of effective SOWs/SLAs and KPIs - and the related processes and tools needed for their success. Contracts, RFxs and Tender packages will be examined, as well as the process inter-relationship between these commercial management tools. Furthermore, commercial strategies will be explored as a key enabler of the SOWs, SLAs and KPIs, as well as evaluation tools, negotiation strategies and contract management software. How do you optimize SOWs, SLAs, KPIs and contracts as a competitive advantage? How can communications improve your SOW/SLA/KPI effectiveness? How can you secure the best possible deal for your side (and the other side) of the transaction and relationship?

DAY 1 | 4th October 2012

DISCOVER THE BEST PRACTICES IN SOW, SLA AND KPI Dening the deal with greatest effect Integrating the elements into one document Developing and drafting techniques that yield the greatest outcome Bringing together the right team The role and impact of automation UNDERSTANDING THE FUNDAMENTALS - IS THIS AN OUTCOME BASED CONTRACT? What is the overall outcome? Who is best positioned to ensure the outcome? How is the document impacted? How important is change management at this phase? GAIN INSIGHTS INTO THE OVERALL PROCESS OF A SUCCESSFUL CONTRACTING AND CONTRACT MANAGEMENT The development phase The drafting phase The negotiation phase The management phase Integration across the phases RECRUITING THE RIGHT TEAM MEMBERS AND STRUCTURING THE TEAM FOR OPTIMUM CONTRACTING PERFORMANCE Team structures that enable success What to look for in a team member Connecting the teams outcome to the team members objectives Seven habits of highly successful team members IDENTIFYING AND PRIORITIZING OBJECTIVES - EXERCISE Dening the key objectives of a maintenance services agreement DETERMINING THE OPTIMAL DOCUMENT STRUCTURE EXERCISE Designing the overall contract for a professional services agreement RECOGNIZING THE KEY RISK AREAS AND ALLOCATING THE RISKS THROUGH EFFECTIVE CONTRACTING Market risks - understanding their impact Risks inherent in the parties Relationship and reputation risks Allocation versus mitigation

ESTABLISHING THE PRICING AND COSTING MODELS EXERCISE Selecting the costing model for three different contracts - onsite / complex, off-site / complex and on-site / routine PINPOINTING THE KEYS TO SUCCESS IN DRAFTING SOWS, SLAS AND KPIS The importance of clarity and conciseness How to integrate and inter-connect the links Collaboration versus contention Goodness and fairness - are these drivers relevant? INTEGRATING THE SPECIFICATIONS AND DRAWINGS TO ACHIEVE SUSTAINABLE RESULTS The impact of specications and drawings on the process and document The need for direct inclusion The impact of changing specications and drawings Keys to success with specications and drawings INCORPORATING THE PROJECT SCHEDULE AND TIMING ASPECTS FOR BETTER PERFORMANCE ASSESSMENT Creating milestones and making them binding Timing and how it drives cost Integration challenges we commonly face - and solve The need for exibility in SOWs, SLAs and KPIs REVIEWING THE FINANCIAL IMPACTS IN ACHIEVING EXCELLENT CONTRACT MANAGEMENT Translating risk into cost The key touch points in the document The pros and cons of various nancial models Selecting the optimal nancial model for the situation CREATING THE SOW EXERCISE Developing and drafting a SOW for a service selected by the audience CONSTRUCTING THE SLA EXERCISE Developing and drafting a SLA for a service selected by the audience

Program Schedule
(Day 1 - Day 2)
08:30 09:00 10:40 - 11:00 12:45 14:00 15:30 - 15:50 17:00 Registration Morning Session Begins Refreshments & Networking Break Luncheon Afternoon Session begins Refreshments & Networking Break Course Ends

DAY 2 | 5th October 2012

STRUCTURING EFFECTIVE KPIS EXERCISE Developing and drafting KPIs for a service selected by the audience EXAMINING THE NEGOTIATION OVERVIEW PHILOSOPHIES, STRATEGIES, APPROACHES AND TACTICS The Negotiation Pyramid Positional versus principle based negotiations Negotiation strategies versus negotiation tactics Preparing for the negotiation DEFINING THE KEY ASPECTS OF SOWS IN NEGOTIATION How is the SOW negotiation unique? Capturing the concessions in writing Keys to implementing the SOW and how to negotiate implementation SOW negotiation tactics and strategies SOW NEGOTIATIONS IN A POSITIONAL APPROACH EXERCISE Negotiating a Front End Engineering Design (FEED) contract SOW SOW NEGOTIATIONS IN A PRINCIPLE-BASED APPROACH EXERCISE Negotiating an Engineering, Procurement and Construction (EPC) contract SOW CONNECTING THE KEY ASPECTS OF SLAS AND KPIS IN NEGOTIATION How are the SLA and KPI negotiations unique? Capturing the concessions in writing Keys to implementing the SLA and KPIs and how to negotiate implementation SLA/KPI negotiation tactics and strategies Understanding the short- and long-term impacts of negotiation SLA/KPI NEGOTIATIONS IN A POSITIONAL APPROACH EXERCISE Negotiating a Front End Engineering Design (FEED) contract SLA and related KPIs SLA/KPI NEGOTIATIONS IN A PRINCIPLE-BASED APPROACH EXERCISE Negotiating an Engineering, Procurement and Construction (EPC) contract SLA and related KPIs IMPLEMENTING THE SOW/SLA/KPI ASPECTS AS A COMPETITIVE ADVANTAGE Transforming a negotiation concession to captured value Addressing the expectations of all parties The time for further clarication and negotiation Keys to success in implementation
In-House Training Cost effective In-house courses, tailored specically to your organisations needs, can be arranged at your preferred location and time. If you would like to discuss further, please contact our In-house division at iht@unistrategic.com.

ENSURING FULFILLMENT OF OBLIGATIONS AND BENEFITS EXERCISE Implementing an Outsourced Services Contract - with SOW, SLA and KPIs RESPONDING TO THE CHANGE ORDER PROCESS FOR BETTER COMMUNICATION EFFORTS What is a change order? Why do change orders occur? The key elements to a change order process Keys to success in the change order process MANAGING DISPUTE NEGOTIATION - EXERCISE Resolving a dispute over a Facilities Maintenance services agreement COPING WITH THIRD PARTY DISPUTE RESOLUTION WITH CONSIDERATION ON VARIOUS SIGNIFICANT FACTORS Preparing for the resolution - when two-party negotiations fail Understanding arbitration Understanding mediation Litigation and the impact on the relationship EMBEDDING COMMUNICATION STRATEGIES AND CHANGE MANAGEMENT IN SOW/SLA/KPI SUCCESS The Four Ms of communication (Message, Meaningful, Messenger & Media) Communication rainbows Effectuating sustained change SOW/SLA/KPI documents that enable communication and change management success UNCOVERING THE ISSUES TO CONSIDER IN A CONTRACT CLOSE-OUT Operational impacts When does the contract really end? Commercial versus legal versus ethical considerations Contract administration and management challenges

WHO SHOULD ATTEND

This highly practical and interactive course has been specically designed for: Contract Managers/Attorneys/Administrators/Negotiators Tender Managers/Coordinators Bid Managers/Coordinators Procurement Managers/Coordinators Legal Managers and Support Staff Purchasing & Supply Managers Strategic Sourcing Managers From cross industries especially: Oil & Gas EPC (Engineering, Procurement and Construction)

WHY YOU CANNOT MISS THIS EVENT

Lets face it. Contracting is a bigger challenge today than it was 10 years ago. But, do you know if you have grasped your basic practices and techniques right? For you to win, you will need to rely heavily on each SOW, SLA and KPI that you and your team produce. Begin your journey to achieving more sophisticated contracting skills here!

ABOUT YOUR COURSE FACILITATOR

With extensive contracting and negotiation experience in supply management and sales contracting, Jim Bergman serves as President and CEO of Commitment Management, Inc., as well as Vice President of Learning and Development for IACCM. Commitment Management, Inc. is a global consultancy focused on the effective implementation and execution of leading contracting practices. Prior to establishing Commitment Management, Inc., Mr. Bergman was a contracts attorney for a Fortune 500 petrochemical corporation, Amoco Corporation, and was responsible for legal and negotiations support to the procurement staff. He supported multiple locations globally, where he addressed commercial and legal issues in transactions valued up to and greater than $1 billion. Mr. Bergmans experience encompasses developing, negotiating and managing contracts for a wide array of projects with multiple clients in the petrochemical / oil and gas sector. He has been extensively involved in establishing many successful and innovative customersupplier commercial relationships. He has also developed and delivered both public and internal training programs for the petrochemical / oil and gas sector in many topics regarding tendering, strategic sourcing, contracting, outsourcing, law and negotiations. As a strategic management consultant, Jim has assisted numerous clients through all phases and steps of contract development, contract drafting, contract negotiation and contract management processes, demonstrating savings in excess of $300 million. His audiences and clients have included attorneys, plus nancial, operational and sourcing professionals from multinational corporations and the public sector, including Al-Majdouie Group, Apache, BHP Billiton, Borouge Abu Dhabi, BP, Carigali Hess, Chevron, ConocoPhillips, Dana Gas, Delphi Automotive, DuPont, Egyptian Petrochemicals Holding, ExxonMobil, FedEx, GASCO, General Motors, Halliburton, Hess, Intuit, Japan Vietnam Petroleum, Johnson & Johnson, Lam Research, Makro, Maxis, Merck, Monsanto, Petrofac, Petronas, Petrovietnam Gas, PGNiG SA Egypt, RasGas, Samsung, Saudi Aramco, Schlumberger, Shell, the State of California, the State of Florida, the State of Texas, Sun Life of Canada, Warburg Dillon Read/Union Bank of Switzerland and WalMart, Vietnam Oil and Gas Group, and VRJ Petroleum Company. Jim holds a Law Degree, an MBA, a Bachelor of Arts and a Master of Arts degree. In addition, he is licensed to practice law in Illinois, Texas and Oklahoma, as well as various US federal courts. Organizations that have beneted from Jims expertise include: Aramco BP Chevron ExxonMobil Hess Total Aker Solutions Singapore Pte Ltd Baker Hughes Cairn Energy India Pty Ltd Carigali- PTTEPI Operating Company Sdn Bhd (CPOC) Emery Oleochemicals (M) Sdn Bhd Genting Sanyen Power Sdn Bhd GS Caltex Corporation Kimanis Power Sdn Bhd MOL Pakistan Oil & Gas Co. B. V. Murphy Sarawak Oil Co. Ltd Petrovietnam Fertilizer & Chemicals Corporations Phu My 3 Bot Power Company PT Badak NGL PT. Indo Tambangraya Megah TBK. PTTEP Scomi KMC Sdn Bhd Sigur Ros Sdn Bhd Singapore Petroleum Company Limited Suruhanjaya Tenaga Talisman Malaysia Limited Tenaga Nasional Berhad Waste Management Siam Ltd Petron Corporation Petronas Petronas Methanol
PRE-COURSE QUESTIONNAIRE To ensure that you gain maximum value from this course, a detailed questionnaire will be forwarded to you upon registration to establish your exact training needs and issues of concern. Your completed questionnaire will be analysed by the course trainer prior to the event and addressed during the event. You will receive a comprehensive set of course documentation to enable you to digest the subject matter in your own time.

Carigali Hess Shell Haliburton Schlumberger Sime Darby Engineering Saudi Aramco Repsol DuPont General Motors Sasol MISC Mimos Berhad Petrofac Petrovietnam Gas Malaysia Airlines Bank Rakyat Indonesia Indah Water Konsortium Felda Prodata Systems TL Offshore Al-Majdouie Group BHP Billiton Borouge Abu Dhabi ConocoPhillips Dana Gas Egyptian Petrochemicals Holding GASCO Japan Vietnam Petroleum RasGas Vietnam Oil and Gas Group VRJ Petroleum Company SGS Veritas Mersing Construction

Apache PGNiG SA Egypt Chevron Angola Chevron Nigeria BP South Africa Rio Tinto Anglo American SA Breweries Gauteng Shared Services (South Africa) Cylon Technology Expro Gulf Limited Nadabo Energy Group Namibia Power Corporation (Proprietary) Limited Petroleos de Mocambique (PETROMOC) Sonangol P&P Sonangol Pesquisa e Producao Tragura Services (Pty) Ltd Arabian Pipecoating Co Ltd Baker Hughes (M) Sdn Bhd Delcom Oileld Services Sdn Bhd Emery Oleochemicals (M) Sdn Bhd Malaysia Marine and Heavy Engineering Sdn Bhd Northern Cement Company Petra Resources Sdn Bhd Petronas Carigali Sdn Bhd SapuraCrest Petroleum Berhad Scomi Oil Tools Star Energy (Kakap) Ltd

Achieving Excellence Through World Class SOWs, SLAs and KPIs

Sales Contract
Please complete this form immediately and fax back to

Venue and Date

Kuala Lumpur, Malaysia Workshop 4th - 5th October 2012

Jaslene (JL): (65) 6825 9580

DELEGATES DETAILS
Name:______________________________________________ Position: ____________________________________________ Email: ______________________________________________ Name: _____________________________________________ Position: ____________________________________________ Email: ______________________________________________ Name: _____________________________________________ Position: ____________________________________________ Email: ______________________________________________

Workshop Fee
SGD 3,595 per delegate SGD 3,395 per delegate if 2 or more delegates sign up
Fee inclusive of course documentation, luncheons, refreshments and 15% services charge. The above amount payable is net withholding taxes or any other taxes, if any.

Registration and Enquiries

UNI Strategic Pte Ltd 20 Science Park Road, #01-26/30, TeleTech Park, Singapore Science Park II, Singapore 117674 Contact Jaslene (JL) General Line: (65) 6825 9579 Ext: 366 General Fax: (65) 6825 9580 Email: jaslene.l@unistrategic.com

*Company Details
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Payment Method
___________________________________________________ ___________________________________________________ Town:____________State:___________Postcode:___________ Tel: ( )__________________ Fax: ( ) __________________
Credit Card: Please debit my VISA MASTERCARD

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Nature of Business: ___________________________________ Company Size: ______________________________________

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*Finance Department Contact Details

Name: _____________________________________________ Position: ____________________________________________ Email: ______________________________________________ Contact Number: _____________________________________
Signature: _________________________Expiry Date: _____/_____ mth year

Hotel Accommodation
Accommodation is not included in the training fee. To make a reservation for accommodation at the training venue at our corporate rate, please contact the respective hotel.

*Authorisation
Signatory must be authorised to sign on behalf of contracting organisation. Name: _____________________________________________ Position: ____________________________________________ Signature: _______________________Date:_____ /_____/____
This sales contract is invalid without signature & company stamp
*Mandatory eld

Kuala Lumpur, Malaysia

Event Code: SGT 1366

Cancellations/Substitutions If you are unable to attend, a substitute delegate is always welcome at no additional charge. All bookings carry a 50% liability immediately after a fully completed sales contract has been received by the UNI ofce. Please note that a written notice of the cancellation must be received via mail or fax 3 weeks prior to the event date in order to obtain the balance of the event fee as a credit to be applied against another UNI conference, summit or training course. All fees are inclusive of an 15% service charge, which is completely non-refundable and non-creditable. Cancellation of any event with less than 3 weeks notice prior to the event date carry a 100% liability, however the delegate will still be entitled to a complete set of course documentation. Payment must be made within 5 working days upon registration and in agreement, UNI will not be able to mitigate its losses for less than 50% of the contract value in case of dispute with the client or cancellation of this contract by any one party. UNI reserves the right to cancel or make any other changes to the content and timing of the events or speakers for reasons beyond its control. If for any reason UNI decide to amend these conferences, summits or training courses, UNI is not responsible for covering airfare, hotel or other costs incurred by registrants. In the event that UNI cancel the event, UNI reserves the right to transfer this booking to another event or to provide a credit of an equivalent amount to another event to be held within the following twelve months. INDEMNITY: Should for any reason outside the control of UNI, the venue or speakers change, or the event be cancelled due to an act of terrorism, extreme weather conditions or industrial action, UNI shall endeavour to reschedule but the client hereby indemnies and holds UNI harmless from and against any and all costs, damages and expenses, including attorney fees, which are incurred by the client. The construction, validity and performance of this Agreement shall be governed in all respects by the laws of Singapore to the exclusive jurisdiction of whose Courts the Parties hereby agree to summit.