Commercial and Business Contracts: A Practical Guide

Commercial and Business Contracts: A Practical Guide


Date & Location: (05-18/Feb) Kuala Lumpur – ( 10-23/Sep) Istanbul – ( 17-30/Dec) London

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Course Overview


Understanding and managing contract risk is critically important for companies and senior employees. The business and competitive advantages of managing contracts effectively produces significant benefits. A failure to fully understand risk related items in a contract can result in lost opportunities and costly disputes. This seminar is a practical guide to contracts for business.

By focusing on pricing and key commercial terms alone companies frequently fail to maximise the value of contracts. This course will provide attendees with an understanding of procedures and practice related to the risks inherent in the formation and management of contracts. Through analysis of key contract provisions and real life examples the seminar demonstrates how to manage contract risk effectively and to ensure contract negotiations and performance occurs quickly and efficiently.

The highlights of this course are:

  • Creation of contracts including legal effectiveness and structure
  • Key contract clauses focusing on payment and non-payment remedies
  • Securing performance of a party’s obligations in the contract
  • Liability for breach of contract
  • Dispute resolution and important considerations


Program Objectives:

  • Analysis of the risks inherent in the formation and management of contracts
  • Explain key contract provisions and provide instruction on how to manage contract risk effectively
  • Interpret essential contract clauses and understand the specific terms and conditions
  • Develop your ability to negotiate an effective contract to protect your corporation’s interests
  • Discuss where things can go wrong, and learn how to avoid problems, or mitigate their effects through well drafted contracts and good management
  • Recognize how to avoid disputes but be prepared to deal with them if they arise


Who Should Attend?

  • Marketing and sales staff
  • Management professionals
  • Other employees in corporate or governmental organisations who have a responsibility for drafting, negotiating, or approving contracts
  • Professionals such as legal and financial staff


Program Outline:


How Contracts are Created

  • Quantifying Risks
    • The benefits of understanding contracts
    • The pitfalls of getting it wrong
  • Controlling the Contract Process
    • Understanding the deal
    • Controlling the negotiation
  • Contract Formation
    • Offer and Acceptance
    • Battle of the forms
    • Consideration and Intention
    • Does a contract have to be written?
  • Pre-contractual Issues and Documents
    • Due diligence, permits, and financial stability
    • When are you committed?

 DAY 2

Controlling the Contracting Process

  • Auctions, Bids and Tenders
    • Invitations to Tender and Treat
    • Heads of Terms and Letters of Intent
    • Bonds and Guarantees
    • Standby Letters of Credit
  • Form of Agreement
    • Contractual structures
    • Incorporating standard terms of business
  • Informal Contracts
    • Letters of Comfort
  • Subcontracts and Warranties

 DAY 3

Key Contract Clauses

  • Pre-contracts and Post Contract “Qualification Phrases”
    • Subject to contract
    • “Without prejudice”
    • Subject to client comment
  • Securing Payment
    • Payment Obligations
    • Non payment remedies
    • Letters of credit
    • Guarantees
  • Delivery, Ownership and Risk
    • Time and place of delivery
    • Late and failed delivery
    • Damage in transit
    • Ownership and Acceptance
    • Transfer of title and risk
    • Retention of title
    • Time of the essence
  • Liquidated Damages

 DAY 4

When Things Go Wrong

  • Contract Liability
    • Managing Liability
    • Limits of liability
    • Damages
    • Insurance and Indemnities
  • Product Liability
    • How a claim is brought in contract
    • How a claim is brought in negligence
    • Practical Risks
  • Frustration of a Contract
    • Force majeure
  • Notices and Service
  • Entire Agreement & Waiver
  • Interpretation and Signing
    • Authority to sign a contract
    • Power of Attorney
  • When do Contracts End?
    • Termination/discharge
    • Transfer
    • Variation
    • Mistake

 DAY 5

Disputes and Compliance

  • Choice of Law
  • Choice of Dispute Resolution
    • Negotiated settlement
    • Litigation
    • Arbitration
    • Mediation, adjudication, and experts
  • Settlement Issues
    • Enforcement of judgements and awards
    • Jurisdiction
  • The Importance of Business Integrity
    • Bribery
    • Corruption
    • Money laundering
    • Competition law