Procurement & Contracts
درباره این دوره
Course Objective
The primary objective of this course is to students with the knowledge and skills necessary to effectively manage procurement and contracts within an organization. Students will learn the principles and practices of procurement, understand the strategic role of procurement in achieving organizational goals, and develop the ability to draft and manage contracts to maximize value and minimize risk.
Course Overview
This course provides a comprehensive exploration of procurement and contract management. It covers the entire procurement cycle, from identifying needs and developing specifications to supplier selection, negotiation, and contract administration. Students will gain insights into the strategic importance of procurement in the context of supply chain management and organizational performance.
Key topics:َ
Introduction toَ Procurement and Supply Chain Management: Understanding the role of procurement in the broader supply chain context and its impact on organizational success.
Procurement Planning and Strategy: Developing procurement strategies aligned with organizational goals, including make-or-buy decisions, and supplier relationship management.
Supplier Selection and Evaluation: Criteria and processes for selecting and evaluating suppliers, including request for proposals (RFP), request for quotations (RFQ), and tendering processes.
Contract Law and Legal Aspects: Fundamental principles of contract law, key legal terms, and the legal framework governing procurement contracts.
Contract Development: Techniques for drafting clear, enforceable contracts to achieve favorable terms and conditions.
Contract Management and Administration: Best practices for managing contracts post-award, including performance monitoring, change management, dispute resolution, and contract closeout.
Through a combination of lectures, case studies, group discussions, and practical exercises, students will develop a deep understanding of procurement and contract management, preparing them to make informed decisions and lead procurement initiatives in their future careers.
Course Materials:
Main books:
- “Procurement and Supply Chain Management” by Kenneth Lysons and Brian Farrington (2020)
Overview: This comprehensive textbook covers all aspects of procurement and supply chain management, offering a detailed exploration of strategic sourcing, supplier management, and the latest trends in procurement practices.
- “Drafting and Negotiating Commercial Contracts” by Mark Anderson and Victor Warner (2023)
Overview: This practical guide focuses on the nuances of negotiating and drafting commercial contracts. It provides detailed advice on contract terms, risk management, and dispute resolution.
- “Building procurement” edited by Roy Morledge et all (2021).
Overview: This handbook offers a comprehensive overview of procurement practices and policies, combining theoretical insights with practical applications. It covers various sectors and international perspectives.
- “Purchasing & supply chain management” by Robert Monczka (2021).
Overview: This book explores advanced concepts in strategic sourcing, purchasing, emphasizing the importance of innovative sourcing models and the role of technology in modern procurement.
- “Contract administration” by Bill Davison and McCue Clifford (2023).
Overview: This book provides an in-depth look at contract management as a core business competence. It covers the lifecycle of contract management, from initiation and negotiation to execution and closeout.
- “World Class Contracting” by Gregory A. Garrett (6th Edition, 2015)
Overview: This book offers practical insights and strategies for managing contracts effectively. It emphasizes best practices and provides real-world examples to illustrate key concepts.
- “The Procurement and Supply Manager’s Desk Reference” by Fred Sollish and John Semanik (3rd Edition, 2007)
Overview: This reference book is an essential guide for procurement professionals, covering topics such as strategic sourcing, negotiation techniques, supplier management, and procurement law.
Complementary book:
Procurement finance by Bernardo Nicoletti (2022)
Corey, J. (2021). Contract Management and Administration for Contract and Project Management Professionals: Second Edition Volume – 2.
Grading:
| Items | Marks |
|---|---|
| Home works | 2 |
| Class Exams | 3 |
| Project | 5 |
| Mid term | 4 |
| Final Exam | 6 |
| Total | 20 |
اساتید دوره
دکتر علی فتحعلی زاده
Educational Background:
- Sharif University of Technology, Tehran, Iran (2016-2020)
Ph.D in Management, Graduate School of Management & Economics,
Thesis title:
Improving the Fiscal Regime of the New Iranian Petroleum Contract through Aligning the Incentives between the Owner and Contractor Considering Contractual Risks
- Sharif University of Technology, Tehran, Iran (2013-2015)
MBA, Strategy management, Graduate School of Management & Economics
- Sharif University of Technology, Tehran, Iran (2007-2011)
B.Sc. in petroleum engineering, Chemical & Petroleum Engineering Department
- High School Diploma in physics and mathematics, Shahid Beheshti High School, Rasht
Honors, Awards and Certificates:
- PMP Certification, Abu Dhabi, UAE, 2018
- Negotiated contracts with leading international oil companies, including Shell, Total, BP, Gazprom, and Sinopec, contributing to contract values over $10 billion.
- Fastest Ph.D. Graduate from Sharif University’s Graduate School of Management & Economics.
- Top MBA Graduate in Strategy Management with a GPA of 18.25/20, ranked in the top 0.1% of national MBA entrance exam (out of 30,000 applicants).
- Ranked Top 1% of the National University Entrance Examination Among More Than 400,000 Applicants
- Top Ranked Student in High School for Three Years with Total GPA: 19.40/20
- Top Student Award, Senior Year, Dino Danesh High School
- Top Student Award, Junior Year, Dino Danesh High School
- High school achievements: Ranked First among 100 students, Rasht, Iran
Teaching Experience:
- Visiting Professor: Procurement and Contracts, (Sharif University of Technology 2024 – Present)
- Visiting Professor: Project management, (Sharif University of Technology 2020 – Present)
- Visiting Professor: Project Risk Management, Islamic Azad University (Olum Tahghighat 2018-2020)
- Contract Management at NIOC, 2022-2024
- Negotiation Principles and Tactics at NIOC, 2023
- Incoterms and Letter of Credits at NIOC, 2024
Work Experiences:
- National Iranian Oil Company (Deputy on Development and Engineering)
- Head of Research and Development at Deputy on Development and Engineering (2024-Present)
- Leading and Supervising research projects
- Enhancing negotiation strategies that align with corporate goals and have led to measurable improvements in project timelines and budget adherence
- Lead Negotiator
- Responsible for Contract and Project Management (2020-2024)
- Chief negotiator in upstream contracts worth $10 billion,
- Optimizing contract structures to reduce risks.
- Ensuring that contract negotiations are successfully completed within agreed parameters for pricing and contractual risk profiles, and is in line with the company’s strategies and policies
- Monitoring contractor performance in the project, to ensure quality and cost targets are met and ensuring the project is implemented in a manner consistent with the contract terms
- Working with Deputy CEO to develop policy and strategy of National Iranian Oil Company
- Senior Corporate Development and Finance Specialist (2017-2020)
- Conducted quantitative, qualitative, and/or mixed methods research methods, statistical design and analysis for decision making
- Undertook strategic and risk modeling and scenario planning for business decisions
- Assessed the potential size of the global hydrocarbon market and the share of demand that Iran could capture to underpin the National Hydrocarbon Strategy
- Hasin Technology
- Corporate Development and Strategy Specialist (2015-2017)
- Serving as the secretary of negotiations
- Contributed to project implementation (using BSC)
- Made recommendations based on emerging trends, internal business process improvement expansion opportunities and competitive threats
- Managed qualitative and quantitative risk analysis (based on Monte-Carlo Simulation) and generated risk assessment reports and risk management plan
- Managed project costs and change management process and monitored progress to meet schedule and budget requirements
Publications:
- Fathalizadeh, Ali, Belhaj, Hadi (2023, October). Contractual Solutions to Barriers of Technology Transfers in Upstream Contracts, San Antonio, Texas, USA, SPE Annual Technical Conference and Exhibition.
This study proposes frameworks for overcoming technical barriers in upstream contract negotiations
- Dehghan, R., Sepehri, M., & Fathalizadeh, A. (2022). Quantitative Risk-Analysis Process of Oil and Gas Upstream Service Contracts. Practice Periodical on Structural Design and Construction, 27(2), 04022008.
Examines risk analysis processes for oil and gas contracts, providing insights into structural safety and risk management
- Dehghan, R., Mortaheb, M. M., & Fathalizadeh, A. (2020). A heuristic approach to forecasting the delivery time of major project deliverables.Practice Periodical on Structural Design and Construction, 25(2), 06020004.
- Insight or Fate of OPEC, In Donyaye Eghtesad newspaper, the most popular and circulated economic newspaper in Iran (spring 2015)
- The OPEC falling period, In Ghanoon newspaper in Iran (spring 2015)
- The effect of leadership on organizational innovation in the third international conference on Management, Economics & Development in Iran
- The effect of human resource management styles on organizational commitment in the third global conference on Managements, Economics, Accounting, and Humanities at the Beginning of Third Millennium in Iran
- Selecting the most appropriate strategy from SWOT analysis using ANP approach in the 14th International Management Conference in Iran
Accomplished Projects and Term papers:
- Sc. project, modeling oil-water, two-phase flow relative permeability for one of the reservoirs in Iran (spring 2007)
- Strategic planning course project, Analyzing oil industry(2014)
- System dynamic course project, The effect of tariff on some foods in Iranian agriculture (2014)
- Corporate finance course project, Fundamental analysis of Loghman corporation (2014)
- OM course project, Analyzing the operations in Iranian restaurants (2015)
- Marketing planning course projects, Designing a market plan for a food retailer (2014)
- SD course project, The effect of tariff on some foods in Iranian agriculture (Spring 2014)
- Corporate finance course project, Fundamental analysis of Loghman corporation (2014)
- OM course project, Analyzing the operations in an Iranian restaurant (2015)
- Marketing planning course projects, Designing a market plan for a food retailer (2014)
Languages:
Farsi: Native, English: fluent, Arabic: Elementary, Spanish: Elementary, Chinese: Elementary
English Test Scores:
IELTS: Overal: 8, 2019
