Commercial Series in O&G 2015 V2

For more information or to register
Tel: +971 4 364 2975 Email: enquiry@iqpc.ae @iqpcmena
www.oilandgascommercialseries.com
COMMERCIAL SERIES
I N O I L A N D G A S
PROCUREMENT • CONTRACTS • PROJECT FINANCE
Main Conference: 1 – 2 June 2015 • Master class: 3 – 4 June 2015
Venue: Rosewood Hotel, Abu Dhabi, United Arab Emirates
 Identify strategies for reducing costs by examining equipment by equipment and material by material to
isolate areas of overspend and wastage
 Keep up to date with the latest methods for forecasting service requirement, service costs and availability
of services in major projects to create savings through forward planning
 Discover advanced negotiation techniques with suppliers through case studies to ensure the most
competitive prices at the optimal quality of service
 Explore effective strategies for drafting and negotiating quality contracts within the stipulated time to
avoid project delays
 Analyse opportunities for turning contract negotiations into contract collaborations to create win-win
situations with suppliers
 Learn how to limit liability and shift risk during contract negotiations to manage contracts efficiently
Plus don’t miss out on exclusive workshops:
 Developing strategic planning for contracts and tenders; Analysing and overcoming risks,
uncertainties and liabilities in EPC contracts on Sunday 31 May 2015
 Addressing the global challenges and opportunities in oil and gas project finance on Wednesday 3 June 2015
Hear from key speakers including:
Key benefits of attending:
Media Partners: Researched and Developed by:
Dr. Srinivas Pala
Legal & Business
Agreements Advisor
Abu Dhabi Marine
Operating Company
(ADMA-OPCO)
Madhu Pillai
Projects Director
Kentz Engineering
International Company
Pankaj Sinha
Contracts Manager
Petrofac International
Limited
R.C. Verma
Executive Vice President
EPC Unit, Galfar
Engineering &
Contracting
Dr. Rifat Abdo
Senior Advisor, Legal,
Contracts and Insurance
Independent Consultant
Tabish Akhlaq
Lead – Contracts
& Procurement
MEDCO LLC

IQPC provides business executives around the world with tailored practical conferences, large-
scale events, topical seminars and training programmes, keeping them up-to-date with industry
trends, technological developments and the regulatory landscape. IQPC conferences are market
leading “must-attend” events for their respective industries. IQPC produces more than 1,700
events annually around the world, and continues to grow. Founded in 1973, IQPC now has offices
in major cities across six continents including: Bengaluru, Berlin, Dubai, Johannesburg, London,
New York, Singapore, Sydney, Tampa, and Toronto. IQPC leverages a global research base of best
practices to produce an unrivalled portfolio of conferences. www.iqpc.ae
Dear Colleagues,
Although the price of oil has dropped significantly in recent
months the reality is that has not affected the rate of production,
especially in the Middle East. While reducing cost has always
been a priority, operators are now looking for further ways to
cut down on spending by isolating areas of overspend and
wastage and reviewing spending plans through effective
procurement strategies. Investment in new projects and
dividends are also being reviewed so as to ensure that contracts
take into considerations risk early in the project cycle, to reduce
unexpected risk.
At the Commercial Series in Oil and Gas Conference
professionals will look beyond identifying these challenges
facing the hydrocarbon industry in the Middle East, and will
also offer an insight into how market players can overcome
them through interactive discussions negotiating the best
prices, rationalising supplier selection, improving supply
chain forecasting, employing strategies on, sourcing high-
cost materials at competitive rates as well measuring supplier
performance.
This conference will also address the challenging commercial
landscapes impacting operators and contractors and how they
are now developing contracts that allow for the allocation of
strong resolution clauses in order to decrease time, cost and
blame if an incident occurs.
This event is an opportunity for those considering improvements
in their supply chain for purchasing, forecasting, as well as
contracts management to learn from other in the oil and gas
industry.
I look forward to welcoming you to the event from 31 May
to 3 June.
Warm Regards
Andrea Fernandes
Senior Conference Director
IQPC Middle East
WHO YOU WILL MEET
The Commercial Series in Oil
and Gas will gather professionals
to share their best practices for
optimising procurement, contracts
and finance processes and
strategies to effectively minimise
costs and reduce risk.
Attending departments include:
 Procurement
 Supply Chain
 Purchasing
 Materials
 Warehousing
 Inventory Control
 Contract Management
 Commercial Support
 E-Procurement
 Accounts Payable/SAP/ERP
 Project Finance
 Finance Control
“This event has brought together
practitioners and experts to discuss
real-life challenges to the effective
management of supply chains. The
chairman’s skills have ensured that
presentations were more interactive
and dealt with questions and issues
raised by participants”
Head of Technical Purchasing
Section, GASCO
“I actually was honoured to
participate in IQPC’s Supply
Chain event held this year in Abu
Dhabi. It is a very high quality and
professional event which I cannot
afford to miss each year hosting
professional speakers from the heart
of industry taking place in a very
nice place in Abu Dhabi enjoying the
great hospitality”
KFUPM, Saudi Arabia
“The event consisted of really
good presentations especially
from GASCO with very interactive
Q & A sessions and round table
discussions,”
EMEA Supply Chain Manager, Pall
Corporation
“New ideas and methods on
supply chain management were
discussed and added value to my
time”
TPL Senior Specialist I, Kuwait
Oil Company

Conference Day One – Monday, 1 June 2015
Focus on Procurement
08:30 Registration, refreshments and networking
08:50 Chair’s welcome and opening remarks
Tabish Akhlaq, Lead – Contracts & Procurement,
MEDCO
Identifying cost reduction opportunities
in supply chain and procurement
09:00 Evaluating the impact of the current market
situation on procurement departments and defining
the right way forward
 Outlining current market conditions, including
declining oil prices and its impact on operators
to review budgets, operating expenses and costs to
avoid unnecessary expenditure
 Highlighting the implications of a changed market –
from a supplier to a buyer led market
 Evaluating the impact of the current market situation
on future directions of procurement projects
Jim Bergman, Vice - President, Asia Pacific and
Middle East, IACCM
09:30 Panel Discussion: Analysing how procurement
and supply chain departments are identifying high
and low cost areas to find the optimal targets for
cost reduction
 Assessing the top 5 supply chain spends for oil &
gas operations to identify which has the biggest
potential for reducing cost
 Forecasting which areas of supply chain have the
biggest opportunity for cost reduction, focusing on
completions equipment, drilling rigs and production
equipment supply chains
 Creating an effective cost-model and utilising it to
identify opportunities for cost reduction
MEDCO
Saeed Ahmed Al Mahri, Projects Procurement
Services Department Manager, Takreer
Randy jabber, Project Director at Dodsal E & C Pte Ltd
Jim Bergman, Vice - President, Asia Pacific and Middle
East, IACCM
10:00 Examining advanced negotiation techniques with
suppliers through case studies to ensure they provide
the most competitive prices at the optimal quality
of service
 Considering all aspects ranging from pricing and
service quality to lead times during negotiations
 Evaluating methods for breaking down costs to get
a better understanding of how suppliers price their
services to help determine reasonable prices that
can be negotiated
 Analysing opportunities for turning contract
negotiations into contract collaborations to create
win-win situations with suppliers
MEDCO
10:30 Morning break, networking and refreshments
11:00 Masterclass: Negotiating a Successful Resolution:
Key Lesson and Workshop
This session will give an overview of key lessons for
negotiation, along with an introduction of main tactics,
followed by an interactive session where teams will
negotiate against one another
Christopher Gunson, Consultant, Pillsbury Winthrop
Shaw Pittman
12:30 Networking lunch break
Measuring supplier performance to ensure
it meets contracted targets
13:30 Developing a reliable criteria for selecting the most
cost effective and reliable vendors to minimise
operational cost
 Addressing the main factors including pricing, quality
of service and experience to determine consideration
taken when selecting a long-term partner
 Identifying the criteria for selecting equipment and
service suppliers that have been shown to be
effective specific operations
 Creating a set of KPIs which factor in timeliness,
accuracy, efficiency and cost of a supplier to measure
their overall performance
Mohammed Daoud, Project Manager, ADCO
14:00 Understanding effective ways to accurately measure
supplier performance to ensure maximum value has
been derived especially during oil price drop
 Creating KPIs specific to oil & gas operations to
accurately measure the performance of suppliers
 Identifying measurement tools and statistical analyses
for measuring supplier productivity to ensure suppliers
are held accountable for their performance
 Factoring timeliness, accuracy, efficiency and cost
of a supplier to meaningfully measure the overall
performance
Madhu Pillai, EPC Proposals and Procurement
Manager, Kentz Engineering
Efficient forecasting and inventory management
to avoid over spend and wastage
14:30 Utilising effective inventory solutions to increase
security and efficiency across the supply chain
 Learning how to continuously monitor stocks to
ensure product quality and regulatory compliance
 Discovering how to increase safety and security 24
hours a day to ensure business continuity
 Understanding ways to optimize stock levels and
warehouse capacity through demand management
and forecasting
Wasim Raad, Head of Smart Cards & RFID, KFUPM
15:00 End of conference Day One

Conference Day Two – Tuesday, 2 June 2015
Focus on Contracts Management
08:30 Registration, refreshments and networking
09:00 Chair’s welcome and opening remarks
MEDCO
Effective negotiations during contract stage
09:00 Considering contract risk management through
effective negotiation during the contract stage
 Accounting for the current market situation during
contract negotiation
 Developing an effective risk management strategy
that is reflected in all contracts to reduce disruption
 Developing clauses that cover eventualities to
reduce risk
Pankaj K Sinha, Contracts Manager, BP Khazzan
Project, Petrofac Onshore Engineering & Construction
09:30 Limiting liability and shifting the risk during
contract negotiations to facilitate an efficient and
transparent function
 Analysing exactly how risk is distributed between
operators and contractors
 Exploring operational and mechanical changes which
can determine how risk is allocated to the parties
involved in contract negotiations
 Ensuring an effective planning, management and
evaluation of strategy to mitigate risk and avoid
project failures in multi-party agreements
Dr. Srinivas Pala, Legal & Business Agreements
Advisor, ADMA OPCO
10:00 Addressing the typical contractor’s qualifications
to the oil and gas terms and conditions adopted by
operating government companies
 Brief review of the service contracts for the oil and
gas sector
 Monitoring the progress of performance to anticipate
and address deviations from the initial proposal
Aziz Karim, Consultant, Aziz Karim Consultants
10:30 Morning break, networking and refreshments
11:00 11:00 Addressing the mitigation of risks from an
operators perspective
 Understanding the risks in EPC LSTK contracts
implementation
 Provisions introduced in EPC LSTK Model contracts
to mitigate the risks
Venugopalan Vasudevan Nair, Senior Contracts
Engineer, Kuwait Oil Company
11:30 Examining ways in which operators and suppliers
can collaborate to align their goals and create a win
win environment
 Outlining the importance of introducing risk
management to procurement contracts to avoid
disputes
 Developing methods to mitigate risks in EPC projects
to avoid project delays and disputes
 Discussing effecting ways of managing supplier
relationships and diversifying supplier base to mitigate
risks and reduce costs
Shirley Christopher,Legal Contracts Manager,
Tebodin Middle East Ltd
Anthony Parr, Procurement Manager, Tebodin
Middle East Ltd
12:00 Discussing the necessity of a paradigm shift in
contracting strategies for a volatile market
 Conflating different Contract forms
 Implementation of equitable risk sharing Contract models
 Attenuating effects of a key project cost and schedule
driver (Procurement)
Shiva Boppana, AVP & Head of Contracts (PTV),
Punj Lloyd Limited
12:30 Lunch break
13:30 Masterclass: Economic aspects of oil and gas contracts
with the impact on building the terms and conditions
This master class will cover the growth factors and the
challenges for the oil market and the current supply
and trends in the market
Aziz Karim, General Manager, Aziz Karim Consultants
14:30 INTERACTIVE GROUP DISCUSSION SESSION
The following session will feature a series of interactive
group discussions set in a round table format. There will
be a maximum of 3 group leaders who will introduce
a concept/ case study to the participants followed by
an interactive discussion and live feedback.
Why participate?
Interactive group discussions are an excellent
opportunity to get straight to the point and ask the
questions that you want to know the answers to. The
group format also facilitates an excellent opportunity
for networking between industry professionals.
Roundtable 1: Understanding contract provisions
and systematic reviews for renegotiations
 Analysing the right time and method to renegotiate
contract provisions
 Learning how to renegotiate risk allocation as the
situation changes to improve contract flexibility
 Implementing effective dispute resolution clauses
with the contract to mitigate risk
Randy Jabber, Project Director at Dodsal E & C Pte Ltd
Roundtable 2: Implementing effective KPI’s in a
contract to ensure better contract performance
 Utilising KPI’s to spot potential challenges or
opportunities to further negotiate contracts
 Selecting the right KPI’s and using them effectively
during the lifecycle of the contract
 Creating clear transparency between client and the
vendor to avoid disputes
MEDCO
Roundtable 3: Examining ways in which operators
and suppliers can collaborate to align their goals and
create a win-win environment
 Outlining the importance of introducing risk management
to procurement contracts to avoid disputes
 Developing methods to mitigate risks in EPC projects
to avoid project delays and disputes
 Discussing effecting ways of managing supplier
relationships and diversifying supplier base to mitigate
risks and reduce costs
16:00 Summary and feedback from roundtable moderators
16:20 Final comments from the Chair and end of
conference day
16:30 Networking lunch
The published programme is correct at time of printing. However, given the seniority of our speakers and the nature of their roles, speakers may
subsequently substitute or remove themselves from the programme. This is always regrettable, and we will always try to replace the speaker with
a speaker with equivalent insight. For the most up-to-date programme, please visit the event website.

Interactive Workshops
Interactive Two Day Masterclass:
3 & 4 June 2015: Improving the effectiveness of statement of work
In project management and contract management, a Statement of Work (SOW) is formal document that
defines the activities, deliverables and milestones that a vendor has to meet to satisfy the requirements
of a project for a client. Led by an industry leader this workshop will steps attendees can take to improve
SOW and avoid scope gap and scope creep.
This workshop will cover how to improve SOW and o establish a SOW checklist, draft several templates for
SOW by type of contract, develop a change request form for the SOW of each project, and have a defined
list of stakeholders
Workshop Leader
Jim Bergman, Vice President, International Association for Contracts and Commercial
Management (IACCM)
Jim Bergman is the Vice President of the International Association for Contracts and Commercial
Management (IACCM) for APAC and the Middle East. Prior to joining IACCM, Jim was a contracts attorney
for Amoco Corporation and he was responsible for legal, tendering 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. Jim’s experience encompasses developing,
negotiating and managing contracts for a wide array of projects with multiple clients in the petrochemical, oil
and gas sector. His audiences and clients have included attorneys, plus financial, 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 and Monsanto.
IQPC’s workshops are unique opportunities to spend valuable time with industry experts. These interactive
sessions are extended to ensure that you get to the heart of the conference’s most critical issues and uncover
practical solutions you can apply in your own company. When designing our workshops, we create a balance
between theory and practice in order to provide you with practical takeaways that can be adapted for your
organisation. In addition, there is an opportunity for you to network with peers from similar organisations to
build your network for future career opportunities and broaden your industry perspective and exposure.
What are the benefits of attending workshops?
 Address your specific challenges through a series of theoretical and practical exercises, led by a
recognised expert in the field
 Learn substantial information on a particular topic within a short period of time – the facilitator will already
have sifted and selected the information presented from a wide variety of sources and the small group size
will enable you to get your questions answered
 Gather with like-minded delegates to discuss your shared challenges, exchange ideas and solutions and
benchmark your competitors or project partners

For more information or to sponsor
Tel: +971 4 360 2800 Email: sponsorship@iqpc.ae @iqpcmena
Sponsorship and
Exhibition Opportunities
IQPC has been hosting events developed for senior executives for more than
40 years. We serve businesses representing over 15 sectors at more than 1,700
conferences around the globe. Our client list includes corporations such as IBM,
Cisco, Microsoft, Lockheed Martin, Boeing, Weatherford International, Halliburton,
ABN AMRO, Deutsche Bank, GE, Siemens, BASF and Dow Chemicals, just to name
a select few. Senior executives travel from around the world to our events looking
to garner best practices and concrete solutions to assist them in improving their
organisations. IQPC provides many different platforms for you to increase your
market share, stay ahead of your competition, increase awareness to your target
audience and position yourself as a key supplier to the oil and gas industry.
Your platform – getting your message across:
Because we know that each sponsor has a different message, business
development goal and branding objectives, each sponsorship package is tailored to
your corporate strategies. Though most sponsorship offers multiple levels and types
of exposure, there are a few main ways for you to highlight your corporate strengths:
1 Thought Leadership
As a sponsor at the Commercial Series in Oil and Gas, your company will gain
second-to-none exposure to senior-level decision makers at the point in time
that they are seeking solutions, information and systems for improving their firm’s
strategies. For a select few sponsors, you can build your reputation as a market
leader through subject-specific presentations, workshops and focus days. This
highly selective sponsorship allows your firm to establish tremendous capability and
expertise in your specialty as well as highlight successful work completed with your
clients.
2 Premium Branding
We bring together buyers and suppliers for collaboration, networking and
knowledge sharing. Branding is often a major initiative for our clients who are
seeking to get the message out about their offerings. Build your company’s brand
and visibility in front of senior decision-makers in order to get shortlisted. As a
sponsor, your company branding will appear alongside the global leaders associated
with best practices in this field. Our dedicated marketing team will help you achieve
your promotional aims in the months leading up to the conference. IQPC leverages
multiple marketing channels including online, direct mail, email, press releases,
media partnerships and social media to publicise the event and increase awareness
about your participation to our extensive database, as well as through our network
of partners.
3 Featured Networking Events
Networking and information sharing are two major aspects of our conferences and
IQPC builds in many opportunities for sponsors to benefit from meeting industry
leaders. Focused and high-level, our events will provide you with the perfect
environment to initiate new business relationships, identify upcoming opportunities
and achieve face-to-face contact that overcrowded tradeshows can not deliver. The
exhibition area is designed to be the heart of the event – a place to network and
share strategies with key decision makers. Sponsorship opportunities range from
exhibition stands to sponsored lunches, cocktail receptions, gala dinners and a host
of other branding opportunities.
Additionally IQPC offers a selection of sponsorship opportunities that enables
our clients to increase their opportunity to develop new relationships during our
events, including one-to-one meetings with clients to understand their challenges,
requirements and opportunities.
Do you have a product
or service that our
senior decision-makers
and influencers need?
Commercial Series in oil and gas
conference offers you the perfect
platform to showcase your
solution to your target market and
meet and network with senior-
level decision makers who are
leading the way in the industry
We specialise in providing
business development, marketing
and sales solutions that are
tailored to specifically deliver
on your business objectives. We
pay patient attention to what
our exhibition and sponsorship
customers want, expect, need
and value. Every sponsor
wants to create customers,
develop qualified sales leads,
convert leads into sales and
retain customers. Our tailored
sponsorship packages help you
to achieve these objectives.
If you would like more
information on sponsorship and
exhibition opportunities or to
discuss which package will best
help you achieve your objectives,
please contact Samiulla Khan
on +971 4 360 2800 or email
sponsorship@iqpc.ae

REGISTRATION
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FAX: +971 4 363 1938
WEB: www.oilandgascommercialseries.com
EMAIL: register@iqpc.ae
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EVENTCODE:25278.001
Prices are stated net of any applicable local taxes.
Standard Price:
All Access Pass
Conference +
Masterclasses
US$4999
Basic Package
2-Day Conference Only
US$3099
Main Conference: 1 – 2 June 2015 • Interactive Workshops: 31 May & 3 June 2015
Venue: Rosewood Hotel, Abu Dhabi, United Arab Emirates
If you cannot make the conference, you can still access
all presentations delivered throughout the conference
days for just US$450, post event. Contact us on
+971 4 364 2975 for further details.
IQPC’S STANDARD TERMS AND CONDITIONS
PAYMENT
• Payment is due in full at the time of registration and includes
lunches, refreshments and detailed conference materials.
Payment prior to conference is mandatory for attendance.
• Your registration will not be confirmed until payment is received
and may be subject to cancellation.
• If a booking is received 10 working days before the
conference a credit card number will be required to confirm
your place, likewise if full payment has not been received
before the conference date.
• Any respective payment charges to be borne by the payer.
Please ensure that IQPC receives the full invoiced amount.
DISCOUNTS
• All ‘Early Bird’ Discounts require payment at time of registration
and before the cut-off date in order to receive any discount.
• Any other discounts offered by IQPC (including team discounts)
require payment at the time of registration.
• Discounts cannot be combined with any other offer.
CANCELLATION, POSTPONEMENT AND SUBSTITUTION POLICY
• You may substitute delegates at any time by providing reasonable
advance notice to IQPC.
• For any cancellations received in writing not less than eight
(8) days prior to the conference, you will receive a 90% credit
to be used at another IQPC conference which must occur
within one year from the date of issuance of such credit. An
administration fee of 10% of the contract fee will be retained
by IQPC for all permitted cancellations. No credit will be
issued for any cancellations occurring within seven (7) days
(inclusive) of the conference.
• In the event that IQPC cancels an event for any reason, you
will receive a credit for 100% of the contract fee paid. You
may use this credit for another IQPC event to be mutually
agreed with IQPC, which must occur within one year from the
date of cancellation.
• In the event that IQPC postpones an event for any reason
and the delegate is unable or unwilling to attend on the
rescheduled date, you will receive a credit for 100% of the
contract fee paid. You may use this credit for another IQPC
event to be mutually agreed with IQPC, which must occur
within one year from the date of postponement.
• Except as specified above, no credits will be issued for
cancellations. There are no refunds given under any
circumstances.
• IQPC is not responsible for any loss or damage as a result of
a substitution, alteration or cancellation/postponement of an
event. IQPC shall assume no liability whatsoever in the event
this conference is cancelled, rescheduled or postponed due
to a fortuitous event, Act of God, unforeseen occurrence or
any other event that renders performance of this conference
impracticable, illegal or impossible. For purposes of this
clause, a fortuitous event shall include, but not be limited to:
war, fire, labour strike, extreme weather or other emergency.
PROGRAMME CHANGES
• Please note that speakers and topics were confirmed at the
time of publishing; however, circumstances beyond the control
of the organisers may necessitate substitutions, alterations or
cancellations of the speakers and/or topics. As such, IQPC
reserves the right to alter or modify the advertised speakers
and/or topics if necessary. Any substitutions or alterations will
be updated on our web page as soon as possible.
YOUR DETAILS
• Please email our database manager at enquiry@iqpc.ae to inform
us of any incorrect details which will be amended accordingly.
Rosewood Hotel
Sowwah Square, Al Maryah
Island, Abu Dhabi,
41184 , United Arab Emirates
COMMERCIAL SERIES
I N O I L A N D G A S
PROCUREMENT • CONTRACTS • PROJECT FINANCE
Website: www.rosewoodhotels.com/en/abu-dhabi
Phone: +971 2 813 5550
Email: abudhabi@rosewoodhotels.com

Commercial Series in O&G 2015 V2

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