Master's degree course (in process of planning)
International Commercial & Contract Management, MBA
|Course start date:||4 April 2017|
|Duration of studies:||2 years (4 semesters), part-time in tandem with work|
|Study venues:||Dresden, Frankfurt am Main|
|Language of tuition:||English|
|Degree awarded:||Master of Business Administration (MBA)|
|IACCM Commercial Contracting Certificate (Practitioner Level)|
|Tuition fees:||20.000 € (5.000 € per semester)|
|It is possible to book individual modules (please ask the project manager)|
Elke Schleif, M.A.
Tel: 0351 40470-141
Commercial success is the main objective of business enterprises. Commercial Management is the identification and development of business opportunities and the profitable management of projects and contracts from inception to completion. Contract Management, as a part of Commercial Management, focusses in particular on contract drafting, contract administration and contractual obligation management.
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 require an interdisciplinary approach and thus the MBA programme provides students with legal, economic and managerial expertise to manage contracts successfully.
Graduates of the MBA programme are able to:
- To drive Commercial Management as a cornerstone of the business strategy
- To identify and develop business opportunities
- To build relationships and manage contracts successfully
- To gain the holistic view on the relevant disciplines in order to lead projects to profitability
- To lead a team for the commercial benefit of the company
- To master 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
Commercial and Contract Management is relevant to all companies that want to increase their profitability. Therefore the MBA programme 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). The course is designed for practitioners 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.
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&Tools.
During the first three semesters, classroom-based instruction takes place on a part-time basis alongside employment in Dresden and Frankfurt am Main. During the fourth semester the students write their Master’s thesis.The lectures are held in English.
Module 1: Definitions, Concepts and Trends, Commercial Management (CM): Strategic CM and Operational CM, Law Systems and International Business Law, Types of Contracts and Special Template Contracts, Purchase Contracts, Compliance and Governance
Module 2: Financial Aspects of the Bidding Phase, Taxation, Transfer Pricing, Securities
Module 3: Intellectual Property Rights, Teaming Agreements, Markets, Marketing, Lobbying and Relationship Management, Innovation Management, Strategy
Module 4: Competition Law and Anti-trust Law, Public Procurement Law, Contract Formation, Contract Management, Decision Making, Creativity Techniques, Negotiation Skills, Deal Mediation, Communication
Module 5: Budgeting and Controlling, Labour Law, Procurement, Human Resources, Risk Management, Team Building and Motivation, Intercultural Aspects, Leadership, Change Management
Module 6: Financial Aspects of the EPC Phase, Delivery, Scheduling, Variation Order Management, Contract Management, Risk Management, Project Improvement
Module 7: Financial Aspects of the Warranty Phase, Insurance, Legal Aspects of the Warranty Phase, Knowledge Management, Quality Assurance, KPI and Performance Management
Module 8: Claim Management, Document Management, Dispute Resolution, ADR and Claim Management Toolbox, Conflict Management, Presentation and Rhetoric, Decision Tree
- Dr. Ulrich Hagel, Lawyer and Mediator, Head of Claim Governance, Litigation & Procurement Support, Bombardier Transportation, Berlin
- Prof. Dr. Rainer Lasch, Professor of Business Management, especially Logistics, Technische Universität Dresden, Dresden
Advisory Board Members
- Tim Cummins, President and CEO, International Association for Commercial and Contract Management (IACCM), London
- 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 of Business Management, especially Logistics, Technische Universität Dresden, Dresden (Academic Director)
- Prof. Dr. Wolfgang Lüke, LL.M. (Chicago), Professor of Civil Law, Civil Procedural Law, Notarial Law and Comparative Law, Technische Universität Dresden, Dresden
- 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., Verband Deutscher Maschinen- und Anlagenbau (VDMA), Projekt- und Vertragsmanagement, Frankfurt am Main
- a Master’s/ Bachelor’s Degree (at least 240 ECTS credits)
- at least 2 years of relevant 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 Master's/ Bachelor's degree (at least 240 ECTS credits) - Certificate, Transcript of records, Diploma Supplement
- a proof of English language proficiency B2 (CEFR) - TOEFL iBT79, IELTS 6.0, Cambridge CAE
- a proof of relevant working experience (employer's reference)
- your Curriculum Vitae (CV)
- a letter of motivation
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