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Participating in commercial activities such as contract negotiation requires a unique mix of analytical, commercial and interpersonal skills coupled with an appreciation of legal obligations, analysis, commercial terms, risks and liabilities.

The course will demonstrate how to undertake economic analysis, think strategically, get a deal over the line and develop negotiation tactics. It also reviews contract law basics/contract structures and the philosophy behind commercial negotiation – understanding this will help provide logic and clarity to your commercial negotiations.

Skills such as getting internal approval for decisions is covered, along with a walk through of the various stages of negotiation, key items in a commercial terms sheet, what’s important for buyers and sellers and how to close a deal.

No other training program will offer such specific insights into gas/LNG agreements to help achieve individual objectives.

There is also the opportunity to participate in life-like negotiation sessions where you will be exposed to various techniques, tools and tactics from both sides of the fence, while receiving feedback and advice.

Concepts are also applicable to LNG sales contracts.

For more information and discounts, please contact Sushil on 02 9080 4395 or email us at [email protected]

Outline

Introduction to commercial activities

  • Course introduction and objectives
  • Commercial overview and skills required
    • Strategic skills
    • Execution skills – technical, analytical, legal, negotiation
  • Strategic thinking – developing strategic skills
  • Technical basics
    • Upstream, pipelines and downstream customers

Key commercial skills

  • Analytical skills
    • Key analytical tools used to make investment decisions
  • Legal basics
    • Contract structure
    • Key legal clauses in any contract
    • Ethics
  • Negotiation skills
    • How to negotiate an oil and gas contract
    • Commercial philosophy
    • Negotiation process – different stages and how to control the timing
    • Preparation and negotiation tactics
  • Getting internal approval
  • Gas Sales Agreements (GSAs)
  • Gas sale agreements
    • Key GSA terms and actual examples
    • Insights into how to negotiate a GSA
    • Critique good and bad ones
    • Tips, tricks and traps of GSA negotiations
  • Tutorial on commercial GSA arguments and negotiations: The course will divide into buyers and sellers and participate in facilitated discussion on key GSA commercial and legal terms
    • Buyer’s arguments/views on key commercial terms
    • Seller’s arguments/views on key commercial terms
  • Set parameters of the group negotiation
  • GSA negotiation exercise: The group will break into groups of 2 or 3 and will participate in a real-life negotiation situation
    • Learn how to negotiate the best price
    • Traps and tricks of negotiating GSA agreements
    • Review and discussion of exercise

Commercial terms sheets and negotiation

  • Key items in a commercial terms sheet
    • What is important for buyers and sellers
    • how to close the deal
  • Term sheet negotiation exercise: The group will break into groups of 2 or 3 and will participate in a real-life negotiation situation
    • Learn how to negotiate a commercial terms sheet
    • Review and discussion of exercise

Gas Transportation Agreements (GTAs)

  • Key commercial, technical and legal issues in gas transportation agreements
  • Critique good and bad ones
  • GTA structure and preparation for GTA negotiations
  • Tutorial on GTA arguments and negotiations: The course will divide into owners and shippers and participate in facilitated discussion on key GTA commercial and legal terms
    • Pipeline owner arguments/views on key commercial terms
    • User’s arguments/views on key commercial terms
  • Traps and tricks of negotiating GTA agreements

Joint Venture Agreements (JOAs)

  • Joint Venture Agreements (JOAs)
  • Key commercial, technical and legal issues in JOAs
  • Critique good and bad ones
  • JOA structure and preparation for JOA negotiations
  • Tutorial on JOA arguments and negotiations: The course will divide into operators and non-operator partners and participate in facilitated discussion on key JOA commercial and legal terms
    • Operator’s arguments/views on key commercial terms;
    • Non Operator arguments/views on key commercial terms
  • Traps and tricks of negotiating JOAs

GTA and JOA negotiation exercises

  • Part of the group will negotiate key terms of a GTA and the other part will negotiate key JOA terms
  • Review of exercise
  • Summary of course and wrap up

Speaker/s

Craig Langford

Craig Langford is director of MDQ Consulting which provides strategic and commercial energy advice to a range of upstream, industrial and power generation companies. MDQ Consulting specialises in the development of gas market business strategy, negotiation and execution of the full range of gas industry agreements.

MDQ Consulting’s project work has included:
Gas Price Reviews – Commercial settlement of an east coast gas price review, delivering over 10% additional contract value to the client

Asset Transactions – Sale of a client’s PNG upstream gas interests
to a major international oil and gas company, $3m over the prevailing asset book value, farm down of Australian oil and gas interests and gas supply and transport portfolio due diligence for an intermediate gas fired power station transaction

Project Commercialisation – Gas marketing for upstream clients in Queensland and Victoria; Marketing of pipeline transportation and gas storage services; and development of new gas supply and transportations models for low merit peak power stations across eastern Australia

Strategic – Development of gas market and company growth strategies for upstream and major downstream companies

Prior to MDQ Consulting, Craig worked for over 12 years at Santos in a number of senior strategic and commercial roles. During the last 5 years, he was responsible for leading the commercial activities for Santos’ east Australian gas business. This has provided him with a unique ‘hands on’ experience of being an industry leader during major developments in the east coast gas market.

As member of the Santos’ commercial executive team, Craig’s east Australian gas responsibilities involved long term strategy development, gas marketing, short term operational management, major contract price reviews, gas tolling/swaps, joint venture management, and business development.

Craig was also responsible for Cooper Basin, eastern Queensland oil infrastructure and third party access and management of Santos’ retail and wholesale trading business in Victoria.

Craig’s experience also included negotiating and documentation of 60+ joint venture, operating, LNG sale, gas transportation, LNG technology licensing and new company agreements, associated with Santos’s investment in the $8b Bayu Undan/Darwin LNG project.

Craig has in depth operational understanding and market experience across the Australian gas industry and has represented Santos and APPEA on a number of government and industry groups, including APPEA’s representative on the Gas Market Leaders Group (responsible for development of the wholesale spot markets in Sydney and Adelaide) and a Santos committee member on the South Australian branch of the Institute of Energy.

He holds a Bachelor of Engineering from the University of Queensland and Masters of Business from QUT.

Special Offer

Perth // 15-16 November 2017
Super Early Bird rate: $2,495 (Save $300 + GST). Use code P17GR27PE. Expires by 06 Oct 2017.
Early Bird rate: $2,695. Expires by 27 Oct 2017.
Standard rate: $2,795.
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Informa Australia is the nation’s leading event organiser. Our events comprise of large scale exhibitions, industry conferences and highly specialised corporate training.

Our professional training courses are stimulating, comprehensive and well structured, allowing attendees to enhance their professional development and build capability that is unique to their chosen fields. Informa training courses are delivered by renowned industry experts and thought leaders with extensive practical experience.

Whether you have one person, handful of people, or an entire division needing skills development, our learning programmes will help meet the development needs of your work force.

We are based in Sydney’s CBD and employ around fifty staff. We are part of the global Informa Group PLC, listed on the London Stock Exchange (INF).

Informa Australia Pty Ltd.
Level 18, 347 Kent St
Sydney NSW 2000 Australia
[email protected]
www.informa.com.au
Informa Australia
Level 18, 347 Kent St , Sydney, NSW, Australia 2000
+61 2 9080 4300
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