25 Proposal courses in Liverpool

OVERVIEW -------------------------------------------------------------------------------- In the organisation, tender and bidding skills are very essential to do new business. It is important that bids and tenders mark the right factor and give a promising argument for the organisation to make a profit.  This course is designed to give knowledge and skills in managing the Tender and bidding process. It highlights key areas to bid and tender efficiently in a competitive environment. It will provide you with all the essential tools that are necessary to increase the rate of success in the bidding process. It will focus on key areas which contracts are searching for during the whole process which is called the client-focused approach.  With this course, they will evaluate and differentiate between different bids while making sure the process is fair and complete. As well as help the participants to gain the essentials of the bidding process and the making of a successful proposal and evaluation

This workshop will help you improve the impact, clarity, accuracy and effectiveness of your sales proposals. It takes bid and proposal teams right through the process, from start to finish - from forming the team and gathering the information, through to writing and reviewing the proposal document, and on to presenting it to the client. The learning points shared in the programme come from the trainer's extensive real-world experience with a wide variety of businesses. As a result of attending this programme, participants will be able to: * Write more clearly, more grammatically and more persuasively * Structure their written communications more effectively * Avoid the 'howlers' that can cost you business * Impress your clients * Win more business 1 BID STRATEGY * How to combine your knowledge of the market or customer, your products and services, and your competitors, to create a quality bid * New insights into your comparative advantages and competitive position in the marketplace * Understanding more about how your client views you and other suppliers * A plan of attack to build on your strengths and attack the weaknesses of your competition * Dealing with RFP/ITT situations 2 TEAMWORK * How a bid or proposal team needs to prioritise and manage preparation time * Co-ordinating input from team members * Agreeing responsibilities 3 THE IMPORTANCE AND ROLE OF A WELL-WRITTEN SALES PROPOSAL * Why bother? - the value of the sales proposal to you and to the customer * What the customer wants and needs to make a decision in your favour * Understanding and delivering on customer expectations * Review and discussion of different proposals - with real-life examples 4 THE BEST WAY TO STRUCTURE YOUR SALES PROPOSALS * A section-by-section, page-by-page review of best practice in structuring great sales proposals * How to improve the way you match your proposal to the customer's objectives and requirements * Plan your sales documents systematically - to make them easy to read and more persuasive * How to make your proposal look like the 'least risky' option 5 MAKING YOUR PROPOSAL A COMPELLING AND PERSUASIVE PROPOSITION * Choosing the right words that sell effectively * Selecting the right content and information for your document or proposal * Using an option matrix to summarise complex choices and increase final order value * How to write an executive summary 6 WELL-WRITTEN AND ERROR-FREE * Developing your writing style for maximum impact * Expressing the content (ie, selling points) clearly, concisely and correctly * Proof-reading and editing work effectively, using formal marks and techniques * Improving visual layout, format and appearance * Keeping it customer-focused 7 PRESENTING TO THE CLIENT - OVERVIEW * Presentation options * Understanding the client's objectives - as well as your own * The proposal review meeting - logistics * Managing to the next step * Designing and delivering a compelling presentation * Isolating objections and concerns * Follow-up and follow-through 8 POSITIONING YOUR FINAL PROPOSAL * Finalising your bid - presenting the right 'best few' USPs, features and benefits and making them relevant and real to the customer * Smart ways to position price and be a strong player - without being the cheapest * How to differentiate yourselves by how you present, as well as what you present * How to design and deliver a successful bid presentation 9 BID PRESENTATION PRACTICE SESSION WITH STRUCTURED FEEDBACK * Participants work in small groups or pairs to prepare and later present a sample section from a real life bid or proposal presentation * The trainer will provide assistance and input * During group review and discussions, input from others will be encouraged and many best practice ideas summarised 10 MANAGING THE END GAME * How best to draw-out, understand, isolate and answer customer objections, negotiate points and concerns * How to read the situation to plan the next step * Identifying negotiation tactics - and how to deal with them * Planning for a negotiation and how to get the customer feel they have the 'best deal' 11 WORKSHOP SUMMARY AND CLOSE

ABOUT THIS TRAINING COURSE Time is money in all industries. For the Oil & Gas industry, this is no exception and the ability to maximise return on investment is all related to where the Oil is and how easily and quickly we can get that product to the customer. Whether in a technical, managerial or supporting role, you are a valuable asset in ensuring that project delivery targets are met and profits are realised. As Petroleum Engineering (PE) activities continue to increase, professionals like you must grasp the language and technology of PE operations in order to maximise expenditures throughout the producing life of a well. Petroleum Engineering equipment and procedures have a unique language that must be conquered for maximum benefit. Clear and understandable explanations of rig equipment, completion equipment, operations procedures, and their complex interactions provide an excellent foundation for smooth communication and increased efficiency in inter-department project team efforts. A confident understanding of the technical jargon and a visual appreciation of the various pieces of equipment used provides for an overall 'big picture' of the industry value chain. This serves as an excellent foundation for smooth communication and increased efficiency in inter-department project team efforts. This course can also be offered through Virtual Instructor Led Training (VILT) format. Training Objectives By the end of this course, the participants will be able to: * Define the role of Petroleum Engineering and its interaction between other departments * Describe terms used in the Oil & Gas industry such as Surface/Subsurface, Upstream, Midstream and Downstream * Describe the Appraisal of Oil & Gas Discoveries, the Cost Estimations, Economics & Reserves * Explain what is the Formation, how do we connect to it, and how do we ensure best value * Describe how to construct a well, select the equipment & methods, understand the duration that the well is required to perform for Target Audience This course will benefit those in geology, reservoir engineering, equipment and maintenance, and non-petroleum engineering technical professionals as well as forward-looking executives in the following fields who are interested to enhance their knowledge and awareness of the drilling process for increased productivity and contribution to the team that they're supporting: * Accounting * Administration * Business Development * Commercial * E & P IT * Estimation & Proposal * Finance & Administration * Finance * HSE * General Management * Joint Ventures * Legal * Logistics * Materials Planning * Planning & Budgeting * Procurement * Sourcing * Supply Chain * Tender Contract * Training * Drilling Fluids Course Level * Basic or Foundation Trainer Your Expert Course Trainer has over 40 years of experience in the Oil & Gas industry. During that time, he has worked exclusively in well intervention and completions. After a number of years working for intervention service companies (completions, slickline & workovers), he joined Shell as a well service supervisor. He was responsible for the day-to-day supervision of all well intervention work on Shell's Persian/Arabian Gulf platforms. This included completion running, coil tubing, e-line, slickline, hydraulic workovers, well testing and stimulation operations. An office-based role as a senior well engineer followed. He was responsible for planning, programming and organising of all the well engineering and intervention work on a number of fields in the Middle East. He had a brief spell as a Site Representative for Santos in Australia before joining Petro-Canada as Completions Superintendent in Syria, then moved to Australia as Completions Operations Superintendent for Santos, before returning to Shell as Field Supervisor Completions and Well Interventions in Iraq where he carried out the first ever formal abandonment of a well in the Majnoon Field. While working on rotation, he regularly taught Completion Practices, Well Intervention, Well Integrity and Reporting & Planning courses all over the world. In 2014, he started to focus 100% on training and became the Technical Director for PetroEDGE. Since commencing delivering training courses in 2008, he has taught over 300 courses in 31 cities in 16 countries to in excess of 3,500 participants. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

ABOUT THIS TRAINING COURSE Time is money in the oil business. Drilling time is big money. Whether in a technical, managerial or supporting role, you are a valuable asset to ensuring that project delivery targets are met and profits are realised. As drilling activities continue, professionals like you must grasp the language and technology of drilling operations in order to maximise expenditures throughout the producing life of a well. Drilling equipment and procedures have a unique language that must be conquered for maximum benefit. Clear and understandable explanations of drilling rig equipment, procedures, and their complex interactions provide an excellent foundation for smooth communication and increased efficiency in inter-department project team efforts. Drilling Essentials will help you de-mystify activities around the rig and well planning. It will explain the fundamentals of drilling with an emphasis on key areas such as logistical considerations, costing, and analysis of drilling contracts. Understand the urgency of drilling requests, know more about the cost implications of drilling-related problems, and understand the risks involved in a drilling contract. With the course director's drilling knowledge and skills, this is your opportunity to explore and understand important drilling concepts, principles, and technology which are presented in a reader-friendly format and illustrated with examples. As a non-drilling professional, you too can grow with the drilling industry with a deeper understanding of the critical role you play in contributing to its success! Training Objectives By attending this industry fundamentals Virtual Instructor Led Training (VILT) course, you will be better able to: * Understand drilling terminology & drilling processes for completing onshore & offshore wells * Appreciate major cost components of drilling operations and its impact for better project planning and management * Better visualise major drilling equipment and their technical functions to promote a deeper understanding of the logistical and technical considerations * Gain valuable insights on the drilling industry with a synopsis of recent technology developments that impact the drilling process Target Audience This Virtual Instructor Led Training (VILT) course has been developed for new engineers and forward-looking executives in the following fields who are interested in enhancing their knowledge and awareness of the drilling process for increased productivity & contribution to the team they're supporting: * Accounting * Commercial * Finance & Administration * General Management * Logistics * Procurement * Tender Contract * Administration * E & P IT * Finance * Joint Ventures * Materials Planning * Sourcing * Training * Business Development * Estimation & Proposal * HSE * Legal * Planning & Budgeting * Supply Chain * Drilling Fluids Organisational Impact Your expert course leader has over 45 years of experience in the Oil & Gas industry. During that time, he has worked exclusively in the well engineering domain. After being employed in 1974 by Shell, one of the major oil & gas producing operators, he worked as an apprentice on drilling rigs in the Netherlands. After a year, he was sent for his first international assignment to the Sultanate of Oman where he climbed up the career ladder from Assistant Driller, to Driller, to wellsite Petroleum Engineer and eventually on-site Drilling Supervisor, actively engaged in the drilling of development and exploration wells in almost every corner of this vast desert area. At that time, drilling techniques were fairly basic and safety was just a buzz word, but such a situation propels learning and the fruits of 'doing-the-basics' are still reaped today when standing in front of a class. After some seven years in the Middle East, a series of other international assignments followed in places like the United Kingdom, Indonesia, Turkey, Denmark, China, Malaysia, and Russia. Apart from on-site drilling supervisory jobs on various types of drilling rigs (such as helicopter rigs) and working environments (such as jungle and artic), he was also assigned to research, to projects and to the company's learning centre. In research, he was responsible for promoting directional drilling and surveying and advised on the first horizontal wells being drilled, in projects, he was responsible for a high pressure drilling campaign in Nigeria while in the learning centre, he looked after the development of new engineers joining the company after graduating from university. He was also involved in international well control certification and served as chairman for a period of three years. In the last years of his active career, he worked again in China as a staff development manager, a position he nurtured because he was able to pass on his knowledge to a vast number of new employees once again. After retiring in 2015, he has delivered well engineering related courses in Australia, Indonesia, Brunei, Malaysia, China, South Korea, Thailand, India, Dubai, Qatar, Kuwait, The Netherlands, and the United States. The training he provides includes well control to obtain certification in drilling and well intervention, extended reach drilling, high pressure-high temperature drilling, stuck pipe prevention and a number of other ad-hoc courses. He thoroughly enjoys training and is keen to continue taking classes as an instructor for some time to come. POST TRAINING COACHING SUPPORT (OPTIONAL) To further optimise your learning experience from our courses, we also offer individualized 'One to One' coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster. Request for further information post training support and fees applicable Accreditions And Affliations

The 'golden rule' of negotiation is simple - don't! But life's rarely that simple and very often we do have to negotiate, particularly if we want to win the business and especially if we want to win it on our terms. Such negotiations are crucial. We need to prepare for them. We need a strategy, and the skills to execute it. Does your team have a structured approach? Is it flawlessly executed, every time? Or is there room for improvement? This programme will help them master the six fundamentals of closing better business: Manage all these elements well and you will win more business, more profitably. This course will help participants: * Negotiate from a position of partnership, not competition * Deal more effectively and profitably with price objections * Identify and practise successful sales negotiating skills * Identify strengths and weaknesses as a sales negotiator * Understand different types of buyer behaviour * Learn to recognise negotiating tactics and stances * Apply a new and proven structure to their business negotiations * Identify and adapt for different behavioural styles * Be alert to unconscious (non-verbal) communication * Prepare and present a proposal at a final business negotiation stage * Project confidence and exercise assertiveness in all sales negotiations 1 PLANNING FOR SUCCESSFUL BUSINESS NEGOTIATIONS This session introduces the concept of business negotiation and looks at its importance in the context of the participants' roles and activities. It briefly examines why we negotiate and the dynamics involved. Session highlights: * What kind of a negotiator are you? * Negotiation skills self-assessment and best practice * How to establish roles and responsibilities for both parties * How to identify and set objectives for both buyer and seller * How to research and establish the other person's position (business negotiation stance) 2 HOW TO STRUCTURE YOUR NEGOTIATIONS This module presents an eight-step framework or structure for use in negotiations and considers how best to prepare and plan your negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a 'deal'. Session highlights: * Learn and apply a formal structure to use when negotiating * How to establish short- and longer-term objectives and opportunities * How best to plan, prepare and co-ordinate a major business negotiation meeting, or on-going negotiations * Understanding of basic legal and organisational requirements 3 VERBAL NEGOTIATION SKILLS This session examines the human and communication dynamics inherent in any negotiation situation. It emphasises the importance of professional skills in preparing for a negotiation by identifying needs, wants and requirements accurately and by qualifying the competitive and organisational influences present. Session highlights: * How to fully 'qualify' the other party's needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills * How to pre-empt negotiation objections by promoting and gaining commitment to options, benefits, value and solutions * How best to propose and suggest ideas, using drawing-out skills 4 NON-VERBAL NEGOTIATION SKILLS This module highlights how different personal styles, corporate cultures and organisation positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way. Session highlights: * Gaining rapport and influencing unconsciously * Understanding the importance of non-verbal communication; reading other people's meaning and communicating effectively as a result * Ensure that non-verbal behaviour is fully utilised and observed to create maximum impact and monitor progress (eg, buying signals) * Recognising that business negotiations are precisely structured and agreements gained incrementally 5 PROPOSING AND 'PACKAGING' This session highlights how best to present and package your proposal. It looks at how to pre-empt the need for negotiating by creating minor-options and 'bargaining' points, as well as how to manage the expectations and perceptions of the customer or buyer. Session highlights: * How to identify the key variables that can be negotiated * The power and use of 'authority' within your negotiations * How to structure and present your proposal, ideas or quotation to best effect * The importance of when and how to identify and influence buyer's objections 6 DEALING WITH PRICE This module highlights how to best present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling are essential. Session highlights: * The three reasons that people will pay your asking price * How to set price in a competitive market * The key differences between selling and negotiating * Ten ways to present price more effectively and persuasively 7 GETTING TO 'YES': TACTICS AND STRATEGIES There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants' own personal styles and situations. The importance of 'follow-through' is also explained and how to deal with protracted or 'stale-mate' business negotiations. Session highlights: * How to negotiate price and reduce discounting early in the process * How to recognise negotiating tactics and strategies in your customer or supplier * Key strategies, techniques and tactics to use in negotiation * The importance of follow-through and watching the details * How to deal with stalled business negotiations or competitor 'lock-out' 8 CASE STUDIES AND REVIEW This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to be consolidated and applied in a very practical way. There will also be a chance to have individual points raised in a question and answer session. Session highlights: * Case studies * Question and answer * Planning worksheet * Negotiation 'toolkit' and check-list 9 PERSONAL ACTION PLANS Session highlights: * Identify the most important personal learning points from the programme * Highlight specific actions and goals * Flag topics for future personal development and improvement

Are you requiring additional training to support your or your teams  skills but can't see what you need in our  advertised training courses? Then get in touch to design training/teambuilding specific to you or your team. How does it work? * A free 30 minute consultation to discuss what you would like to achieve from a bespoke training course. * A written proposal of what training may look like along with costings is emailed to you within 3 days of the initial consultation. * If the proposal is agreed, then a date and time is agreed with both parties. * Trainings can be delivered on a one to one basis, or with small - large groups. Recent bespoke training have been delivered covering topics such as Communication Customer service Time Management Delegation What does professionalism look like? Prices start from £75.00. Contact us directly to organise bespoke training.

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WHETHER YOU HAVE TO CHAIR A MEETING, PITCH A PROPOSAL OR SPEAK AT A CONFERENCE YOU NEED GOOD COMMUNICATION AND PRESENTATION SKILLS. Addressing a group of people with assurance and confidence does not come naturally to everyone. Our presentation skills training courses will teach you how to conquer your fears and give a successful and memorable performance. We will tailor the training to your specific needs, from coaching before an important keynote or honing your pitch to improving your negotiation and influencing skills, or learning how to network effectively. A TYPICAL COURSE CAN COVER: * Recognising the strengths of your own communication style * Using the different elements of voice and body language effectively * Conquering your nerves and use body language to your advantage * Pitching presentations so they meet your audiences’ needs * Structuring a presentation so the audience is engaged from start to finish * Using visual aids * Handling questions All our presentation skills training is bespoke, with options including one-to-one coaching, combined training and coaching programmes and group training courses. All these courses can be delivered virtually, as well as face to face. As many of the skills needed to give a good presentation are shared with media interviews, we frequently combine our presentation skills and media interview skills training. VENUE We deliver courses in the most appropriate format for your circumstances – whether face to face or online. Face to face courses are portable: they can be held in purpose-built studios, at your own offices or at an external venue. In the latter two cases, we create a mock studio for the practical exercises. Online courses give you flexibility and enable you to offer training to delegates from all over the world. We have run virtual courses for people from the Far East, South Asia, North America and Europe, as well as the UK.

IPSEC TRAINING COURSE DESCRIPTION This hands on course focuses on IPsec VPNs. Rather than focusing on one implementation this course concentrates on the technologies and protocols of IPsec. Starting with an overview of the complete IPsec architecture the course then moves onto ESP packet analysis along with encryption and authentication provided. IKEv1 and IKEv2 are both covered in detail. Having covered IPsec with pre shared keys the course then moves onto IPsec with certificates followed by IPsec issues. The course is vendor neutral with hands on with both Cisco and Microsoft implementations. WHAT WILL YOU LEARN * Explain how IPsec works. * Explain the role of AH, ESP and IKE. * Configure IPsec. * Troubleshoot IPsec. IPSEC TRAINING COURSE DETAILS * Who will benefit: Technical staff working with IPsec. * Prerequisites: Definitive IP VPNs for engineers. * Duration 3 days IPSEC TRAINING COURSE CONTENTS * What is IPsec? How to spell IPsec, IPsec is IP security, confidentiality, integrity, authenticity, replay protection, what is a VPN? Network layer security, IPsec and IPv4, IPsec and IPv6, the suite of protocols, the standard, IPsec RFCs, IPsec history. Hands on Analysis of 'normal' IP packets. * IPsec architecture The IPsec protocols, AH vs ESP, Why two headers? transport mode, tunnel mode, Remote access VPNs, site to site VPNs, security associations, SA database, Security Parameters Index, implementations: Host tack, Bump in the Stack, Bump in the Wire. Hands on Configuring IPsec. * AH What AH does, the stack, The AH header, What is authenticated? Device authentication. AH in transport mode, AH in tunnel mode. Hands on AH packet analysis. * ESP What ESP does, the ESP header, ESP in transport mode, ESP in tunnel mode, ESP and SA, ESP and SPI. Hands on ESP packet analysis, policy configuration. * IPsec encryption IPsec is a framework, standard algorithms, ESP keys, the role of IKE, key lifetimes, how IKE generates the keys, DES, 3DES, AES, cipher block chaining, counter mode, other encryption. Hands on Encryption configuration. * IPsec authentication Authentication types, IPsec authentication, Authentication algorithms: MD5, keyed SHA-1, HMAC-MD5, HMAC-SHA-1, HMAC-RIPEMD, other authentication algorithms. Hands on Authentication configuration. * IKE Internet Key Exchange, IKE and the SAD, the two phase negotiation, ISAKMP, ISAKMP header, pre shared keys, digital signatures, public key encryption, Diffie Hellman, proposals, counter proposals, nonces, identities, phase 1 negotiation: main mode, aggressive mode, base mode. Phase 2 negotiation: quick mode, new group mode. Hands on IKE packet analysis. * More IKE PFS, IKE and dynamic addresses, XAUTH, hybrid authentication, CRACK, ULA, PIC. User level authentication. IKE renegotiation, heartbeats. Hands on Troubleshooting IPsec. * IKEv2 The IKEv2 exchange, IKE_SA_INIT, IKE_AUTH, CREATE_CHILD_SA, IKEv2 packets, the informational exchange. Comparing IKev1 vs IKE v2. Hands on IKEv2 configuration and analysis. * PKI What is PKI?, Digital certificates, Certificate authorities, CA servers, RA, VA, certificates, CA hierarchy, CRLs, certificate formats. Hands on installing and configuring certificate servers. * IPsec issues NAT, IPsec overhead and fragmentation. * Summary IPsec strengths and weaknesses. Where to get further information.

This very practical two-day workshop analyses the content and implications of key MoD terms and conditions of contract. The programme explains the principles and terminology of the contractual aspects of defence procurement as well as considering a number of relevant policies and initiatives. The course covers key components, constructs and methodologies associated with any commercial venture entered into with the UK MoD. Starting at the MoD organisational level the workshop sets the scene by looking at the acquisition process and organisation, detailing the various roles and responsibilities of MoD personnel. The workshop provides an in-depth examination of MoD DEFCONs and many narrative terms, setting them in the context of the organisation and its structures. The workshop helps participants to gain an understanding of the content and purpose of the range of MoD DEFCONs and narrative conditions commonly used throughout the acquisition lifecycle. It includes a review of Part 2 of the Defence Reform Act 2014 regarding Single Source Pricing, which comes into effect in 2015 and is already starting to be applied to significant contracts. On completion of this programme the participants will understand the terminology associated with the MoD terms and conditions of contract and will have an accurate view of their relevance, usage and their legal basis and how they can affect contractual and commercial decision-making. They will have gained an insight into defence acquisition contracting and they will be more commercially aware. DAY ONE 1 THE COMMERCIAL ENVIRONMENT * Key roles and responsibilities of the MoD organisations at the heart of the acquisition process 2 TENDERING TO MOD * An appraisal of some of the obligations placed upon contractors when they are submitting a proposal to the MoD pre-contract 3 STANDARDISED CONTRACTING * MoD have introduced non-negotiable standardised contracts for certain levels of procurement. This section considers their use and relevance to defence contracting 4 PRICING, PROFIT, POST-COSTING AND PAYMENT * The parameters specific to a costing structure and the differences between competitive and non-competitive bidding * The role of the QMAC, the profit formula, the requirements for equality of information and post-costing * Different types of pricing and issues surrounding payment 5 DEFENCE REFORM ACT - SINGLE SOURCE PRICING * Single Source Pricing under Part 2 of the new Defence Reform Act * Changes from the existing position, how contractors are affected and the compliance regime that accompanies the new requirements 6 DELIVERY AND ACCEPTANCE * Specific requirements and the significance and impact of failing to meet them * Acceptance plans * Non-performance and the remedies that may be applied by the Customer - breach of contract, liquidated damages and force majeure DAY TWO 7 PROTECTION OF INFORMATION AND IPR * Contractor's and MoD's rights to own and use information * How to identify background and foreground intellectual property * Technical information and copyright in documentation and software * How to protect IPR at the various stages of the bidding and contracting process 8 DEFENCE TRANSFORMATION AND DEFENCE COMMERCIAL DIRECTORATE * Widening and increasing roles and functions of the Defence Commercial Directorate * Background to the Defence Reform Act 2014 9 LEGAL REQUIREMENTS * Terms used in MoD contracts to reflect basic legal requirements * Records and materials required for MOD contracts and therefore the obligations, responsibilities and liabilities that a company undertakes when it accepts these conditions * Overseas activities 10 SUBCONTRACTING AND FLOWDOWN * Understanding the constructs required by the MoD for subcontracting * Which terms must be flowed down to the subcontractor and which are discretionary 11 TERMINATION * Termination of a contract for default * Termination for convenience * How to optimise the company's position on termination 12 WARRANTIES AND LIABILITIES * Obligations and liabilities a company might incur and how they might be mitigated * MoD policy on indemnities and limits of liability 13 ELECTRONIC CONTRACTING ENVIRONMENT * Electronic forms of contracting * Progress toward a fully electronic contracting environment