1. No category

Underleverandørens rolle –
kontrakten
DANSK EKSPORTFORENING
22. september 2011
Bo Sandroos, adv.
22/09/2011
1
Oversigt
1. Markedssituationen i dag – betydning for kontrakten
2. Offshore kontraktsforhandlinger
3. Juridiske udfordringer – de tre vigtigste
1.
2.
3.
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Få betaling for dit arbejde
Undgå et ansvar der ikke er dit
Beskyt din vare/know-how
Sikre indtjeningen fra projektet
(afkastet/profitten)
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Min baggrund
• Selvstændig advokat med speciale inden for offshore
• Tidligere ansat i Mærsk Olie, juridisk afdeling og i Denerco
Oil som kommerciel chef – begge på ”købersiden”
• På leverandørsiden, salgschef i IBM’s olie- og gasgruppe i
Nordsøen
• I dag rådgiver for begge typer af aktører
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Offshorekontrakter er mange ting
1. Den ”rene” eksport (af en vare) – køb/salg
2. Salg af en vare med offshore service (installation mv.)
3. Fremstilling/tilpasning, evt. + offshore service
4. Produkt + Engineering + offshore service
5. ”Ren arme og ben” (offshore)
6. Offshore installationsfartøjer (heavy-lift, kran)
7. Transport
8. Maritime services (standby, supply)
9. Specialydelser (drilling, well services, dykkere)
10. Rådgivning
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Offshore markedet i dag (2011)
Kunderne
• Rationaliserer antallet af leverandører
• Større fokus på Procurement/indkøb
• Økonomifunktionen større indflydelse
Produkterne
• Produceres hvor billigst
• ”Generiske” produkter
• Imitation / innovation
Underleverandørerne selv
• Specialisering
• Konsolidering
• Øgede formelle krav
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Kontrakts-kæden - overblik
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Kontraktsforhandlingen
• Forhandlingsprocessen
– Det samlede forhandlingsforløb
– Det enkelte forhandlingsmøde
• Den internationale dimension – betydning for
–
–
–
–
Tidsforbrug
Omkostningerne
Risikoen
Processen og kulturen
• Særligt om forhandlinger i offshoresektoren
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Forhandlingsforløbet
Forhandling/salg
International
dimension
-
Tid
Sted
Risiko
Omkostning
Proces
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”Macro”
planen
DET SAMLEDE FORLØB
Udbud
Tilbud/tender
Forhandling
Letter of Intent
Forhandling
Underskrivelse
Start af levering
”Micro”
planen
International
dimension
DET ENKELTE FORHANDLINGSMØDE
Forberedelse, fokus og prioritering
Indledning
Håndtering af krav
Pauser/”time-outs”
Delaftaler – hvad er nået?
Næste skridt
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Hvad er særligt ved offshoreforhandlinger?
22/09/2011
Betydningen af
teknologi
Betydningen af
logistik
Tidsaspektet
Reference-salg
Kundens
ressourcer
Standardisering
”Etisk”
anskaffelse
Globalisering
”Store”
organisationer
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Hvad er advokatens fineste opgave?
At være med til at beskytte kontraktens
lønsomhed
Der er en direkte sammehæng mellem afkast /
lønsomhed (profit) og vilkår (kontrakt)
Profit
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Kontrakt
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Juridiske udfordringer
Sikre betaling
• For udført arbejde / for aftalt arbejde
• For ekstraomkostninger
• Betalingsplan – fakturering - indsigelser
Undgå ansvar der ikke hører hjemme hos dig
• Typer af ansvar – kontraktsansvar, ansvar for skader
• Ansvarsbegræsning(er)
Sikre sin know-how/vare/kernekomptence
• Strategi – patent vs. hemmeligholdelse
• Ophavsret (software)
Få løst konfliker der opstår
• Hurtigt, effektivt og uden skade på økonomisk stilling eller
renomé
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Opsummering
• ”No terms are free” - juridiske vilkår har betydning for
projektets succes
• Vigtigt at sikre sig:
1.
2.
3.
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Du skal sikre dig betaling for det arbejde du har udført
Du skal undgå at sidde tilbage med et ansvar der ikke rettelig hører
hjemme hos dig
Du skal beskytte din kernekompetence/know-how
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En case
(kopi omdelt)
• Offshore arbejde – team på borerig
• Suspension af arbejdet
• Formulering af de relevante klausuler i kontrakten
• Temaer/spørgsmål
– Fokus på ”nr. 1” – sikre betaling / dækning af omkostninger
– En lille smule om ”nr. 2” – ansvar
– Behandler ikke ”nr. 3” – beskyttelsen af know-how/varen
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En case – offshore arbejde suspenderes
Spørgsmål:
• Får vi betaling for det arbejde vi udfører?
• Får vi dækket vore omkostninger? I hvilket omfang?
• Hvis vi sendes i land og siden offshore igen, hvad så med
”knock-on effekter” (på de efterfølgende jobs for andre
kunder)?
• Hvad med udstyr der (midlertidigt) efterlades offshore?
• Hvad er vores pligter i øvrigt? Kan vi ifalde noget ansvar?
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Kundens oplæg:
1.1 Company may require Contractor to suspend the performance of Work completely or partially.
1.2 Upon receiving any such notice of suspension, Contractor shall promptly suspend further
performance/Delivery of Work to the extent specified.
1.3 During the period of suspension, Contractor shall properly care for, protect and mitigate costs in
relation to all parts of Work in progress and materials, supplies and equipment Contractor has on hand
for performance of the suspended part of Work, but Contractor shall continue to perform all nonsuspended parts of Work.
1.4 Company shall reimburse Contractor for the Work, its reasonable net costs and net expenses (which
Contractor shall use its due diligence to mitigate) incurred in compliance with any suspension request
and associated reinstatement request.
For clarification purposes Company shall compensate Contractor for suspension of the Work as
follows:
a) for Work executed, or pro rata for Work partly executed, at the date of commencement of the
suspension in accordance with the Agreement and the individual Purchase Order;
b) for personnel retained on standby during the period of suspension at the written request of the
Company Representative unless such personnel can be reasonably redeployed by Contractor;
c) for safeguarding the Work in transit or at the Work Site; and
d) for direct costs of demobilisation and remobilisation of personnel.
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Spørgsmål:
• Får vi betaling for det arbejde vi udfører?
• Får vi dækket vore omkostninger? I hvilket omfang?
• ”Knock-on effekter” (på de efterfølgende jobs for andre
kunder)?
• Udstyr der (midlertidigt) efterlades offshore?
• Pligter i øvrigt? Kan vi ifalde noget ansvar?
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Vores bud på formuleringen - I
1.1 Company may by giving Contractor prior written notice hereof require Contractor to suspend
the performance of Work completely or partially.
1.2 Upon receiving any such notice of suspension, Contractor shall promptly suspend further
performance/Delivery of Work to the extent specified.
1.3 during the period of such suspension, Contractor shall properly care for, protect and mitigate
costs in relation to all parts of Work in progress and materials, supplies and equipment Contractor
has on hand for performance of the suspended part of Work but shall continue to perform all nonsuspended parts of Work.
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Vores bud på formuleringen - II
1.4 Company shall reimburse Contractor for the Work, its reasonable net costs and net expenses
(which Contractor shall use its due diligence to mitigate) incurred in compliance with any
suspension request and associated reinstatement request.
For clarification purposes Company shall compensate Contractor for suspension of the Work as
follows:
a) for Work executed, or pro rata for Work partly executed, at the date of commencement of the
suspension in accordance with the Agreement and the individual Purchase Order, including the
reimbursement of the costs for cancellation of personnel after booking, costs for rearrangement of personnel based upon priority of bed spaces, helicopter tickets and similar
costs;
b) for personnel retained on standby during the period of suspension at the written request of the
Company Representative unless such personnel can be reasonably redeployed by Contractor;
c) for safeguarding the Work in transit or at the Work Site,
d) for direct costs of demobilisation and remobilisation of personnel;
e) for costs relating to Contractor’s interrupted offshore schedule, including all labour costs and
costs for re-scheduling other work and re-prioritising contractual commitments to other clients
of Contractor; and
f) for other items related to the suspended Work.
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Vores bud på formuleringen - III
1.5 During suspension, Company shall have the option of either;
A) retaining at Company’s premises or Company’s rig all materials, tools and equipment of
Contractor (which may comprise materials etc. leased by Contractor) which may be stored in
Contractor’s containers, for a period of seven) days at no cost to Company where after Company
may still retain such materials etc. provided Company pay rental fees in accordance with
Appendix B, or
B) Promptly return such materials etc. to Contractor at its sole cost and risk unless otherwise has
been agreed between the parties. Re-delivery shall be deemed to have taken place when
Company receives a receipt notice duly signed by Contractor if carried out by Company.
If Company decides to retain the above materials etc. at its premises or its rig, Company shall
take due care of the materials etc. and shall re-place or pay the costs of any lost materials etc.
The foregoing shall also apply during suspension to materials etc. that have already been installed
however where the Work has not been completed by Contractor due to suspension.
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Yderligere info
• www.sandroos.dk – ”News & Events”
– Abonnere på nyhedsbrev
– Artikler, præsentationer mv.
Tak for opmærksomheden
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