Master-Course (In Process of Planning)
International Commercial & Contract Management, MBA
|Start of the program:||April 2017|
|Duration:||2 years, part-time in tandem with work|
|Places of Study:||Dresden, Frankfurt am Main|
|Degree:||Master of Business Administration (MBA)|
|IACCM Commercial Contracting Certificate (Practitioner Level)|
|Tuition fees:||20.000 Euro|
|Early-bird discount:||2.000 Euro (for all applicants until 31 August 2016)|
Elke Schleif, M.A.
Tel: 0351 40470-141
Commercial success is the ultimate goal of business enterprises and contracts are the basis of each business – nevertheless, there is no university in Europe which offers Commercial and Contract Management as a MBA program. Globalization and the increasing complexity of business relationships call for an academic qualification which sets standards for the national and international marketplace.
Commercial and Contract Management is relevant to all companies that want to increase their profitability. Therefore the MBA program is addressed to all project-related industries (including maintenance and service business) and all sizes of enterprises (global players as well as small and medium-sized enterprises).
Commercial Management means to identify and develop business opportunities and to manage projects and contracts from inception to completion profitably. Contract Management, as a part of Commercial Management, focusses in particular on contract drafting, contract administration and contractual obligation management. Commercial and Contract Management require an interdisciplinary approach and thus the MBA program provides students with legal, economic and managerial expertise to manage contracts successfully.
Graduates of the MBA programme are able to:
- to apply basic knowledge of law and economics at the different stages of planning and implementing projects and contracts (prebid phase to warranty phase)
- to manage projects and contracts incorporating the requirements of all business partners
- to plan and realise projects and contracts taking account of the various disciplines, such as law and business administration
- to combine the requirements of the legal, management and finance fields
- to identify and develop business opportunities
- to build relationships and manage contracts successfully
- to manage a team for the commercial benefit of the company
- to meet the challenges of risk management
- to identify conflicts and achieve efficient resolution (claim management)
- to use specialist terminology in order to interact with national and international business partners
The course is designed for practitioners from all industries with minimum work experience of two years who want to develop themselves further to prepare for leadership roles and/or Senior and Executive Management positions.
The course provides contract managers a deep dive into the required professional knowledge and an enlargement towards commercial aspects. Contract managers will learn to understand a contract/project in its entirety and the interdisciplinary interlinking by adding the financial and legal aspects as well as the leadership and communication skills. The course provides a perfect spring board for a leadership role.
Project management has two facets, a technical and a commercial. For technical project managers, the course provides the opportunity to gain an in depth insight into the commercial aspects. Commercial project managers get the opportunity to understand the project in its entirety and the interdisciplinary interlinking by adding the financial and legal aspects as well as the leadership skills.
Lawyers (in-house as well as in Law Firms)
Lawyers are tasked with contract drafting, supporting the contract negotiations and variations to the contract, as well as supporting the project in disputes up to litigations. In order to best consult the internal or external clients, the lawyers need to know the project environment, the commercial implications and the project business. The course provides the opportunity to understand the project in its entirety and the interdisciplinary interlinking by adding the financial and management aspects as well as the leadership skills.
Engineers and technicians are essential in fulfilling the contractual obligations. Often they also define the major scope of the contract/project. Thus it is important for them to understand the commercial and legal context. The course provides the respective commercial and legal framework. The addition of leadership and communication skills forms the optimal basis for a future leadership role for engineers and a spring board to management.
Procurement managers are the contract and commercial managers on the buyer’s side. Procurement managers will learn to understand a contract/project in its entirety and the interdisciplinary interlinking by adding the management and legal aspects as well as the leadership and communication skills. The course provides a perfect spring board for a leadership role.
The course provides claim managers a deep dive into the required professional knowledge and an enlargement towards contract and commercial management. Claim managers will learn to understand a contract/project in its entirety and the interdisciplinary interlinking. The course provides a perfect spring board for a leadership role.
The curriculum is structured according to the lifecycle of projects and insures profund knowledge in the areas of Legal, Finance and Management. In each module emphasis is laid on skills and tools.
The duration of the program is 4 semesters (three classroom semesters plus one semester for the Master Thesis) with one week of presence in Dresden per semester and further weekend classes in Frankfurt/Main and Dresden. The lectures are held in English.
Modul 1: Introduction to Commercial and Contract Management
- General (Definitions, Concepts and Trends; Strategic and Operational Commercial Management)
- Management (Contract Management I; Markets and Marketing, Lobbying and Relationship Management; Strategy; Compliance and Governance)
- Legal (Law Systems and International Business Law)
Modul 2: Pre Bid and Bid Phase/Pre-Award Phase
- Finance (Cash Management, Project Financing Hedging und R&D Spread, Risk sharing)
- Management (Innovation Management)
- Legal (Teaming Agreements; Competition Law and Anti-Trust Law; Intellectual Property Rights; Public Procurement Law)
- Skills/Tools (Communication; Presentation and Rhetoric; Negotiation Skills; Deal Mediation)
Modul 3: Contract Creation (NTP)
- Finance (Accounting; Taxation; Transfer Pricing)
- Management (Contract Management II; Decision Making)
- Legal (Types of Contracts and Special Template Contracts; Contract Formation)
- Skills/Tools (Creativity Techniques)
Modul 4: Post-Award/Kick-off Phase
- Finance (Budgeting, Cost Management and Controlling; Securities)
- Management (Procurement; Human Resources; Contract Management III; Risk Management)
- Legal (Purchase Contracts; Labor Law)
- Skills/Tools (Team Building and Motivation; Intercultural Aspects; Leadership)
Modul 5: Design, Build and Delivery Phase (EPC – Engineering, Procurement and Construction)
- Management (Scheduling; Variation Order Management; Project Improvement; Quality Assurance, Document Management)
- Legal (Delivery and Acceptance)
- Skills/Tools (Change Management; Process Chains; Decision Tree)
Modul 6: Warranty Phase and Project Closure
- Finance (Retentions, Release of Risk Provisions and free contingency, Final Accounts)
- Management (Claim Management; Knowledge Management; KPI and Performance Management)
- Skills/Tools (Conflict Management; ADR and Claim Management Toolbox)
- a Master’s / Bachelor’s Degree (at least 240 ECTS credits)
- at least 2 years of working experience
- English language proficiency B2 (CEFR)
For application please download the application form in the section "download". Send this together with
- a copy of High School/Junior College Diploma
- a copy of Master's / Bachelor's degree (at least 240 ECTS credits)
- your Curriculum Vitae (CV)
- a Letter of motivation
- a proof of English language proficiency B2 (CEFR)
15 March 2017
- Dr. Ulrich Hagel, Lawyer and Mediator, Head of Claim Governance, Litigation & Procurement Support, Bombardier Transportation, Berlin
- Prof. Dr. Rainer Lasch, Professor for Business Management, especially Logistics, Technische Universität Dresden, Dresden
Advisory Board Members
- Tim Cummins, President and CEO, IACCM
- Dr. Ulrich Hagel, Lawyer and Mediator, Head of Claim Governance, Litigation & Procurement Support, Bombardier Transportation, Berlin (Academic Director)
- Dr. Michael Hammes, Director Forensic Services, PricewaterhouseCoopers AG, Frankfurt
- Thomas Hofbauer, Vice President & Managing Partner, Hill International GmbH, Munich
- Matthias Hoffbauer, Head of Contract Management, Region Western & Central Europe, Ericsson GmbH, Düsseldorf
- Kai Jacob, Process Manager & Head of Global Contract Management Services, Global Field Legal, SAP Deutschland SE & Co. KG, Walldorf
- Dr. Karla Kiene, Senior Counsel - Engineering, Linde Engineering Division, Dresden
- Prof. Dr. Rainer Lasch, Professor for Business Management, especially Logistics, Technische Universität Dresden, Dresden (Academic Director)
- Prof. Dr. Wolfgang Lüke, LL.M. (Chicago), Lehrstuhlinhaber für Bürgerliches Recht, Zivilverfahrensrecht, Notarrecht und Rechtsvergleichung, Technische Universität Dresden; Leiter des Kompetenzzentrums Rechtswissenschaften im interdisziplinären Kontext, Mitglied des Präsidiums, Dresden International University
- Dr. Frank Meyer, LL.M. (Boston), Regional Counsel Europe, International Commercial Operations, GE Oil & Gas, Hürth
- RA Andreas J. Roquette, LL.M. (NYU), Lawyer and Partner, CMS Hasche Sigle, Berlin
- Benjamin Vollmer, LL.M., Projekt- und Vertragsmanagement VDMA, Frankfurt am Main
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