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Transcript of Malakhov Vladimir. Presentation for IAEA Technical Meeting on Becoming a Knowledgeable Customer in...
The State Corparation of Atomic Energy RОSАТОМ
ROSATOM NEW PROJECTS of NPS THEME: Contract strategies of project realization of new NPS in ROSATOM.
Vladimir Malakhov Ph.D. DBA Adviser of Director on Capital Investments SC RОSАТОМ
07.04.2014
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 2
INVEST-BUILDING PROCESS (IBP)
ИНВЕСТИЦИОННЫЙ ЗАМЫСЕЛ (INVESTMENT PLANNING)
ФИНАНСОВОЕ ПЛАНИРОВАНИЕ (FINANCING)
БИЗНЕС-ПЛАНИРОВАНИЕ (BUSINESS-PLANNING)
УПРАВЛЕНИЕ РЕАЛИЗАЦИЕЙ ПРОЕКТА (PROCESS MANAGEMENT)
ПРОЕКТИРОВАНИЕ И ДИЗАЙН (ENGINEERING)
КОМПЛЕКТАЦИЯ (PROCURIMENT)
СТРОИТЕЛЬСТВО (CONSTRUCTION)
ВВОД В ЭКСПЛУАТАЦИЮ (OBJECT COMISSIONING)
ЭКСПЛУАТАЦИЯ / РЕАЛИЗАЦИЯ (OPERATION / TRANSFER)
ВЫВОД ИЗ ЭКСПЛУАТАЦИИ (DECOMISSIONING)
I
F
BP
PM
E
P
C
OC
O/T
DC
КОНЦЕПТУАЛЬНЫЙ ИНЖИНИРИНГ (CONCEPT OF DEVELOPMENT & CONCEPTUAL ENGINEERING )
ФИНАНСОВЫЙ ИНЖИНИРИНГ (FINANCIAL ENGINEERING)
ТЕХНИКО-ЭКОНОМИЧЕСКИЙ ИНЖИНИРИНГ (TECHNICAL & ECONOMIC ENGINEERING)
ОРГАНИЗАЦИОННЫЙ ИНЖИНИРИНГ (MANAGERIAL & SYSTEM ENGINEERING)
БАЗОВОЕ И РАБОЧЕЕ ПРОЕКТИРОВАНИЕ (BASIC & DETAILED ENGINEERING & DESIGN)
ЛОГИСТИЧЕСКИЙ ИНЖИНИРИНГ (LOGISTICS ENGINEERING)
ПРОИЗВОДСТВЕННЫЙ ИНЖИНИРИНГ (CONSTRUCTION ENGINEERING)
ИСПЫТАТЕЛЬНЫЙ И ПУСКОВОЙ ИНЖИНИРИНГ (COMISSIONING DESIGN)
ЭКСПЛУАТАЦИОННЫЙ ИНЖИНИРИНГ (OPERATION / CLOSEOUT PROCESSING)
ЛИКВИДАЦИОННЫЙ ИНЖИНИРИНГ (DECOMISSIONING DESIGN)
Basic Invest-Building Process (IBP) Engineering of each stage of IBP Variant circular IBP
THE INVESTMENT-BUILDING PROJECT - any time-limited investment enterprise
directed to create new unique object of the real estate is impossible without
achievement of the purposes of investment.
THE INVESTMENT-BUILDING PROCESS - consecutive set of stages for realization
of any step of the investment building project, directed at achievemenst of the purposes of investments by creation or
changes of objects of real estate.
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 3
INVEST-BUILDING PROCESS VARIANTS IBP DEPEND on PARAMETERS of the PROJECT.
Consultancy
•Master-Plan
•Pre-Feasibility Study
•Feasibility Study
Design and Planning
•Preliminary Planning
•Conceptual Design
•Permit Application Design
•Construction Design
Procurement
•Tendering Procedures
•Suppliers Contracts
•Material Procurement
•Logistics
Construction
•Quality Supervision and Surveying
•As-built Documentation
•Construction cost tracking
•Acceptance
Start-up
•Staff Training
•Operation Manuals
•Maintainance Manuals
•Commissioning
Conceptual Engineering and
Design
•Feasibility Studies
•Basic Engineering
•Front-End Engineering and Design (FEED)
•Process Simulation
•Process Flow Diagram and Equipment Data Sheet
Detailed Engineering and Design
•Technology Process
•Mechanical Engineering
•Civil Engineering
•Process Desing and Piping
•Electrical and Instrimentation Control
Procurement Construction
Management (PCM)
•Expediting and Logistics
•Site management
•Health and Safety Management
•Quality Supervision and Surveying
Commissioning Handover
Rand Up
•As-built Documantation
•Consructioning cost tracking
•Comissioning and Plant
•Acceptance and Start up
Maintainance and Operation
•Plant Operation Management
•Plant Safety and Reliability
•Plant Revamp
•Decommissioning
Variant IBP for not industrial development Variant IBP for industrial development
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 4
INVEST-BUILDING PROCESS INVEST - BUILDING PROCESS BASE CLASSIFICATION INVEST - BUILDING CONTRACTS.
By way of choice of the executor
Competitive negotiations
The Public tender
Возмещение затрат (Cost+Fee)
Метод целевых затрат (Target Price)
Mixed by kinds of works and services
Technological project, Basic
Logistical engineering
Architectural or Design - project
General contract
Contract by kinds of works
Starting-up and adjustment ccontrat
The adviser of the Customer
The engineer of the project
The Site
manager
The manager of project
The responsibility for the professional competence
The responsibility for management and the control
Expanded general contract
EPC (Engineering, Procurement, Construction)
EPCM (Man. for Engineering,
Procurement, Construction)
PMC, EPCI, EPCC, EPCS contracts
Fee and Concession
Development
Contracts-turnkey
Фиксированная цена (Lump Sum)
Единичные цены (Measure&Value)
The announcement of the price
FEED, BP, exlusive project
Conceptual engineering
Изменяющаяся (MV to LSTK)
Basis of classification
By way of volume of the responsibility In invest - building process
Method of definition of the price
Complex Contracts
Engineering
Complete set and deliveries
Construction
Indentification of expenses
Base classification of contracts
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 5
FACTORS OF CONTRACT STRATEGY: CLASSIFICATION OF CUSTOMERS
THE MAIN CLASSIFICATION OF CUSTOMERS
The Passive Nonprofessional Customer (PN)
It is the most passive Customer which doesn't understand specificity of designing, construction and operations with objects,
moreover it basically doesn't intend to concentrate any attention at those objects in the future. Its purpose is to resolve the
assigned task. They are various state organizations or special funds which are
meant for charity.
The Passive Professional customer (PP)
The professional Customer invests in
objects of the real estate with a view to resale them separately in the future or for
other purposes. Those objects must be used neither for exploitation nor for
obtaining benefit by production or by rent activity.
The Active Nonprofessional Customer (АN)
The nonprofessional Customer of the
object which is not included in the field of the most important competences, but it needs for performance of nonspecialized
service functions, but the Customer is compelled to maintain such objects and
therefore has the competence of management, therefore it demands ofthe
strict accounting in the project of operational expenses for exploitation
The Active Professional Client (АP)
The professional Customer in the field of
construction of objects which must be built. It understands the technology or
production better than any of engineering companies and contractors and can adequately estimate expenses for construction, commissioning and withdrawal on the basis of own
competence and experience.
The
cust
om
er
Profile Project
The
th
ird
par
ty
3 4
Non-profile Project
Compliance to competences of Client
The
fu
ture
op
era
tor
of
the
ob
ject
2 1
The main classification of Customers
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 6
FACTORS OF CONTRACT STRATEDY: CLASSIFICATION OF CUSTOMERS THE MAIN CLASSIFICATION OF CUSTOMERS.
The Customer carries out great volume of works by own
department of capital construction. More often designing, as
conceptual as well as fundamental and working designing is carried out by own affiliated structures which are specializing in such objects.There is no needs in
complex (ЕРС/ЕРСМ) of contractors because management, construction and the organization
of works is conducted by own inspectors. In the best cases
contracts are concluded for special sections of design engineering,
creative technological or architectural decisions, exclusive design, subturnkey contract - i.e.
turnkey contract which has a level of title object, specialized and
linear subturnkey contract.Works connected with startup and
adjustment often are carried out by own structures
.
The customer is compelled to have such object for the objective
reasons more often.Either its own service or the expert, employed for
that aim, prepares the technical project for designing (ТЗ) and
employs the company on FEASTS. In this case corporative demands must be fulfilled. At first in case of need
one should address to advisers who are specializing on construction of similar objects. For performance of
works at design engineering the specializing designers are invited to
take part in tender. Functions of the technical adviser (ТЗ) are
carriedout either by own qualified operational service or by the
employed independent expert, but other construction and installation is done by small contractors under their own control, but over typical
works, in case of any atypical project EPCM -contract is optimum
model.
The customer is the professional in this area, but object is stranger for
it. Its specialists are commercial developers more often, but there
can be situations when construction of the similar enterprises are built
under control of experts of the Customer for related structure. In
this situation the Customer assumes functions of the Technical expert and takes charge of professional
competences, namely: the technology, structure of the
equipment, etc. The future operator connects a technological (or
architectural) project with its own requirements and coordinates
executors for realization of stages ИСП. Optimum model is a global
general contractor with functions of design engineering, building
прокъюримента (designs, building materials and auxiliaries) and a site-
manager, PCM - contractor it is optimum.
The customer is either casual, or a rare moderator of the invest-building
project by virtue of the received powers or concrete assignments.
This customer is compelled to address to experts for realization of
all stages of инвестиционно-building process more often, but by virtue of
the professional incapacity seeks also help from experts for an estimation
of offered services, their volume, quality, terms and cost. For such
companies the open public competition is a unique opportunity
to receive object for fair cost. The most acceptable form of contract
model is the EPC-contract for small and average projects and the EMC-
contract for complex projects, which have many titles, with possibility to
attract EPC -subcontractors and mini-EPC contractors and specialized
general subcontractors also.
Classification by the type of the Customer
Model 1 - AP. Model 2 - AN. Model 3 – PP. Model 4 - PN.
The expanded description of 4 types of Customers
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 7
FACTORS OF CONTRACT STRATEGIES: CLASSIFICATION OF CUSTOMERS TRANSITION FROM THE TYPE OF THE CUSTOMER TO THE CONTRACT MODEL.
The Passive Nonprofessional Customer (PN)
It is the most passive Customer which
doesn't understand specificity of designing, construction and operations with objects,
moreover it basically doesn't intend to concentrate any attention at those objects in the future. Its purpose is to resolve the
assigned task. They are various state organizations or special funds which are
meant for charity.
The Passive Professional customer (PP)
The professional Customer invests in
objects of the real estate with a view to resale them separately in the future or for
other purposes. Those objects must be used neither for exploitation nor for
obtaining benefit by production or by rent activity.
The Active Nonprofessional Customer (АN)
The nonprofessional Customer of the
object which is not included in the field of the most important competences, but it needs for performance of nonspecialized
service functions, but the Customer is compelled to maintain such objects and
therefore has the competence of management, therefore it demands ofthe
strict accounting in the project of operational expenses for exploitation
The Active Professional Client (АP)
The professional Customer in the field of construction of objects which must be built.
It understands the technology or production better than any of engineering
companies and contractors and can adequately estimate expenses for construction, commissioning and withdrawal on the basis of own
competence and experience.
Co
mp
eti
tive
ne
goti
atio
ns
Compensation of expenses
The
ten
der
sel
ecti
on
3 4
The announcement of the price
Method of estimation of the cost of the contract
Me
tho
d o
f a
cho
ice
of
the
co
ntr
acto
r
2 1
1-st Process step of formation of contract strategy
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 8
FACTORS OF CONTRACT STRATEGY: ENGINEERING ENGINEERING And TYPE of the CUSTOMER: AP and AN.
I
F
BP
PM
E
P
C
OC
O/T
DC
CONCEPTUAL ENGINEERING: the Customer does itself, can give for outsourcing special sections
FINANCIAL ENGINEERING: the Customer finds financing and credits
TECHNICAL And ECONOMIC SUBSTANTIATION: the Customer himself defines necessity of investments
ORGANIZATIONAL ENGINEERING: the Customer has in its structures the services of capital construction and the Technical
contractor
MANAGERIAL ENGINEERING: the Customer has in its structures the services of capital construction and the Technical contractor
PROCUREMENT and LOGISTICS: the Customer delivers the capital equipment, the rest - Executors
CONSTRUCTION ENGINEERING: Construction is carried out by General contractor
PUTTING INTO OPERATION: the Customer starts up object entirely, separate units and aggregates - can be started by
Executors
OPERATION: the Customer prepares the personnel and conducts management of object by itself
LIQUIDATING ENGINEERING: the Customer projects by itself, outsourcing of special sections
I
F
BP
PM
E
P
C
OC
O/T
DC
I
F
BP
PM
E
P
C
OC
O/T
DC
The CONCEPT: the Customer can make the technical project, more often by means of the expert, the Executor
does all the rest.
FINANCIAL ENGINEERING: the Customer finds financing and credits
TECHNICAL And ECONOMIC SUBSTANTIATION: the Customer himself defines necessity of investments, but
the data can be given by Expert-
MANAGERIAL ENGINEERING: Management of the project is carried out by the Executor, but the Customer creates
the service of its own, which works as Technical customer in the structure
BASIC and DESIGN ENGINEERING: the Executor does everything, considering wishes of the Customer, which is
in charge for maintenance
PROCUREMENT And LOGISTICS: the Executor delivers everything, considering wishes of the Customer
CONSTRUCTION ENGINEERING: Construction is conducted by the Contractors coordinated by the
Customer
PUTTING INTO OPERATION: the Customer starts up the object by its own personnel under direction of Executors
with transfer for maintenance
OPERATION: the Executor trains the personnel of the customer and transfers the management of the object to
customer
LIQUIDATING ENGINEERING: the Customer projects itself, outsourcing of special sections
I
F
BP
PM
E
P
C
OC
O/T
DC
Contact structure of the Customer of 1-st type - the Active Professional
CLIENT CONTRACTOR
Contact structure of the Customer of 2-nd type - the Active Nonprofessional
CLIENT CONTRACTOR
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 9
FACTORS OF CONTRACT STRATEGY: ENGINEERING ENGINEERING And TYPE of the CUSTOMER: PP and PN.
I
F
BP
PM
E
P
C
OC
O/T
DC
CONCEPTUAL ENGINEERING: the Customer does itself, can give for outsourcing special sections
FINANCIAL ENGINEERING: the Customer finds financing and credits
TECHNICAL And ECONOMIC SUBSTANTIATION: the Customer himself defines necessity of investments and risks
MANAGERIAL ENGINEERING: the Client employs the independent expert for the control of work of Executors
BASIC and DESIGN ENGINEERING: the Customer carries out the base project itself , Executors can do the working design
PROCUREMENT and LOGISTICS: the Executor offers the Suppliers, and itself is responsible for logistics
CONSTRUCTION ENGINEERING: Construction is carried out by General contractor
PUTTING INTO OPERATION: the Customer authorizes Executors and experts for start-up
OPERATION: the Executor himself prepares the personnel for management in the future and transfers management of object
LIQUIDATION ENGINEERING: the Owner invites experts, outsourcing of special sections
I
F
BP
PM
E
P
C
OC
O/T
DC
I
F
BP
PM
E
P
C
OC
O/T
DC
CONCEPTUAL ENGINEERING: the Customer employs the qualified Adviser and sets requirements
FINANCIAL ENGINEERING: the Customer finds financing, except for cases of " Speculative and Concession Development
FEASIBILITY REPORT: the Executor carries out the project, the Client if it is necessary, employs the Adviser
MANAGERIAL ENGINEERING: the Executor does. The customer can involve the independent expert to report the work of
Executors
BASIC and DESIGN ENGINEERING: the Executor does the base project, Coauthors can do the equipment design
PROCUREMENT and LOGISTICS: the Executor offers the Suppliers, and itself is responsible for logistics
CONSTRUCTION ENGINEERING: Construction is carried out by General contractor
PUTTING INTO OPERATION: the Executor oneself organizes start-up and authorizes Coauthors
OPERATION: the Executor oneself prepares the personnel for management in the future and transfers management of object
LIQUIDATING ENGINEERING: the Owner invites experts, outsourcing of special sections
I
F
BP
PM
E
P
C
OC
O/T
DC
CLIENT CONTRACTOR CONTRACTOR CLIENT
Contact structure of the Customer of 3-d type - the Passiv Professional Contact structure of the Customer of 4-th type - the Passiv Non-Professional
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 10
FACTORS OF CONTRACT STRATEGY: ENGINEERING TRANSITION FROM COMPLEX КОМПЕТЕНЦИЙ TO CONTRACT MODEL
The Passive Nonprofessional Customer (PN): LS
The Passive Professional customer (PP): TP
The Active Nonprofessional Customer (АN): MV
The Active Professional Customer (АP): CF
Co
mp
etit
ive
neg
oti
atio
ns
Compensation of expenses
The
ten
der
se
lect
ion
3 4
The announcement of the price
Method of estimation of cost of the contract
Met
ho
d o
f a
cho
ice
of
the
Exe
cuto
r
2 1
ENGINEERING is a science and art of extraction of
practical benefit from pure scientific knowledge, such as physics or chemistry for the purpose of use of them
for creation of new buildings, constructions, the
enterprises, factories, machines and mechanisms
2-nd Stage-by-stage step of formation of contract strategy in view of engineering competencies
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 11
FACTORS OF CONTRACT STRATEGY: ENGINEERING STATIC AND DYNAMIC THE COMPETENCIES.
Classification of Customers
Engineering competencies
Static
Dynamic
Factors of contract model
Engineering competencies
Desire to have competencies at the
end of the project
The concept of the early start
The concept of the partner contract
Presence of competencies at the beginning of the
project
Dynamics of competencies of the Customer in the
project
Concept Open Book
Formulas of the contract
Classification of Contracts
INVEST-BUILDING ENGINEERING is a professional enterprise activity on
granting to Customers of the complex engineering services
including modelling of technological processes, designing of buildings and constructions, preparation,
maintenance and technical support of process of construction,
supervision of erection, installation, startup-adjustment and operation of industrial and economic objects.
Duality of engineering as factor of contract strategy
THE ENGINEERING COMPETENCE is an ability to create a new intellectual product on the basis of last
achievements of a science limited by established norms of safety and legislative restrictions, suitable
for target of commercial use in invest-building projects
THE COMPETENCE is a skill level of the company or the expert, sufficient for creation of the product demanded in the market and guaranteeing of conformity of quality
of the offered product to the market expectations.
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 12
FACTORS OF CONTRACT STRATEGY: ENGINEERING THE ACCOUNT OF TRANSFER OF THE ENGINEERING COMPETENCE IN THE CONTRACT MODEL.
The CUSTOMER employs the EXECUTOR without engineering
competences and all works accepts oneself
of
The CUSTOMER employs the EXECUTOR with engineering
competences and the EXPERT for the purpose of estimation of its
competences and taking-over of works
The CUSTOMER employs the EXECUTOR with engineering
competences and the Adviser for the purpose of estimation of its
competences, but the result accepts oneself
The CUSTOMER employs also the EXECUTOR without engineering
competences and the EXPERT with engineering competences for
acceptance of works
It is
no
t d
eman
ded
Is available
It is
dem
and
ed
3 4
Is not available
The engineering competence of the Customer
The
engi
nee
rin
g c
om
pet
en
ce o
f th
e C
on
trac
tor
2 1
Formula-1: Customerr-Builder
(engineering) ↔ Group of executors without
engineering
Formula-2: Builder ↔ ТЗ (ЕРСМ at
Risk) (engineering) + Group of executors without engineering
3-rd Integration Step of Contract strategy - the account of transfer of engineering
Formula-3: Customerr-Builder + Adviser (engineering)
↔ Group of executors (engineering)
Formula-4: Builder + ТЗ (ЕРСМ for Fee) (engineerig) ↔
ЕРС or Group of executors
(engineering)
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 13
FACTORS OF CONTRACT STRATEGIES: THE CONCEPT OF THE OPEN BOOK. THE MOST WIDESPREAD APPROACHES.
Case of realization of the project when at a starting phase there is no time for gathering
information about expenses when the final budget of the project is unknown
yet by virtue of presence of the
factors which doesn't allow to define
precisely profitable base. In this case
designing and construction is conducted by a
principle of granting to all participants of all "fair" expenses
who are approved by the Customer.
The uncertainty of the price
The uncertainty of the term
Case of realization of the project when at a
starting phase it is impossible to find the technological decision or this decision is not approved and terms are not confirmed
technically, when final term of realization is unknown by virtue of
presence of the factors which are not allowing
precisely to define terms of delivery of
decisions. In this case the customer
coordinates risks of contractors on the
basis of "fair" actual expenses.
Projects, profitableness of which scienter
exceeds any costs, for example, beautification
of deposits with the proved stocks exceeding
the investments ten times.
The Projects of exclusive development, a circle of buyers and consumers
of which is precisely certain and the price is
coordinated also.
Projects, profitableness of which is caused by tax
efficiency from development of
infrastructure: roads, engineering constructions
of the general using, a transport and logistical
infrastructure, etc.; Projects, profitableness of
which is guaranteed by virtue of the state
guarantees according to venture investments and
socially responsible investments.
Time factor is the primary factor of the project which
define the term of its implementation. For
example, it can be any protective and other
constructions, startup of which exert influence on
safety of cities and groups of the population. Political
factors - construction of object provides global and local safety, its urgent and
early construction is in itself the political project.
Infrastructural projects - projects, terms of
realization of which do not keep within frameworks
of the investment analysis or typical business-
planning. They are long-term projects with
attraction of megainvestments in the future over a period for
some years.
Classification of approaches of the Open Book
The concept of the early start
The concept of partnership
The guaranteed profitableness
Secondariness of profitableness
Force-majeur objects
Strategic objects
Profitableness from indemnifications
Profitableness from sales
The reasons of occurrence of attitudes in the concept the Open Book
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 14
FACTORS OF CONTRACT STRATEGIES: THE CONCEPT OF THE OPEN BOOK. THREE TYPES OF CONTRACTS IN PARADIGM OF THE OPEN BOOK.
The decision on start of the project before reception of the information on expenses
- " Opening of the Book "
Contract modelling within the limits of concept Open
Book: contracts before closing the book and
transfer contracts
The moment of " Closing of the Book " - a point of
gathering and the statement of the final budget of the project
Contract transmodeling of the contracts for
transferring in connection with approaching of the event of "Closed Book"
Modelling of contracts after situation Closed Book, i.e.
according to standard procedure of the analysis of
stages IBP
OPEN BOOK - The concept of realization of the invest-building projects, which is presumed the beginning of the works on realization of
the project before reception of final representation, as about its design as well as about the budget of investments, in connection with objective impossibility to carry out the works in conformity with classical sequence of stages of invest-
building process
Stream of changes of the approach to the contract modelling in the concept of the Open Book
Prevailing risks of the Customer before «Closing of the Book» and after
The stage of the Open Book The stage of the Closed Book
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 15
FACTORS OF CONTRACT STRATEGIES: CONCEPT OF THE OPEN BOOK.
VARIANTS OF THE TRANSFER CONTRACTS.
Transformation of the risks of the Customer in the
contract policy
Separate works in a stage
The separate stage ИСП
The set of stages ИСП
"
Association of stages on a turn-key basis
Compensation of expenses (cost + fee)
OB to Cost+fix
OB to Cost+fee+reward
Редко применим
Can't be used
Individual quotations (measure & value)
OB to Scope of Works Price
OB to Complete Work Price
OB to General Contractor Price
It is seldom applied
Target expenses (target price)
It is seldom applied
OB to General Price
OB to EPCM
OB to Partner contract
The lump-sum price (lump sum)
Не применим
It is seldom applid
OB to EPC, PCM, CPM
OB to LSTK Blue Dream
of Contractor
Blue Dream of Client
Reduction of the risks of the Customer
Re
du
ctio
n o
f th
e ri
sks
of
the
Cu
sto
me
r
Step 4 in contract strategy - the account of transformation of the contracts after stage the Open Book
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 16
THE FORMATION OF THE CONTRACT STRATEGY: INTEGRATION. THE ACCOUNT OF ALL FACTORS OF THE FORMATION OF THE MODEL.
THE CONTRACT
MODEL OF PROJECT
REALIZATION
STEP-1: CLASSIFICATION OF CLIENTS
RESULT: the General approach to
pricing and a choice of the executors
Engineering of the Executor
Engineering is not transferred
The concept of the partnership
The future Operator of the Object
STEP-4: OPEN BOOK
RESULT: Updating of
complex contracts in view of the transferring
STEP-2: ENGINEERING
RESULT: Division of stages ИСП of engineering and updating of the step-1
STEP-3: THE DYNAMICS OF COMPETANCIES
RESULT: Specification of model of stages ИСП and their integration
into complex contracts
Development is transferred
The concept of the early start
Engineering of the Customer
The specialization of the object
Factors of the formation of the Contract model of the project
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 17
COMPLEX CONTRACT MODELS OF REALIZATION IBP
I
F
BP
PM
E
P
C
OC
O
DC
CONCEPTUAL ENGINEERING: the Customer carries out the project (ТЗ), but itself ТЗ is carried out by the professional
adviser.
FINANCING: the Customer finds financing and credits
The FEASIBILITY REPORT: the Customer himself defines necessity of investments, but the decision is based on data of
the Executor
ORGANIZATIONAL ENGINEERING: the Customer employs the professional controller to control the course of realization of
the project, but the part is carried out by the Executor
BASE And DESIGN ENGINEERING: It is transferred the executor completely and is accepted by the agreement with
the expert
PROCUREMENT And LOGISTICS: the Contractor delivers the equipment coordinated with the expert and ТМЦ
INDUSTRIAL ENGINEERING: Генподрядчик completely operates construction on the object
PUTTING INTO OPERATION: ЕРС- подрядчик starts up object entirely, but under the supervision of the trained personnel
of the Customer
OPERATION: the Customer starts work and conducts management of the object
LIQUIDATING ENGINEERING: the Customer projects oneself, outsourcing of special sections
I
F
BP
PM
E
P
C
OC
O/T
DC
I
F
BP
PM
E
P
C
OC
O
DC
КОНЦЕПТУАЛЬНЫЙ ИНЖИНИРИНГ: Заказчик делает проект ТЗ, но само ТЗ делает профессиональный
консультант
FINANCING: the Customer finds financing by means of advisers
The FEASIBILITY REPORT: the Customer himself defines necessity of investments, but the decision is based on data
of the Executor
ORGANIZATIONAL ENGINEERING: the Customer involves the EPCM contractor for controlling a course of realization of the
project
BASE And DESIGN ENGINEERING: It is transferred to the executor completely, is accepted in coordination with the
Customer
PROCUREMENT And LOGISTICS: ЕРСМ-the contractor delivers the equipment coordinated with the Client and
ТМЦ, by means of contractors also.
INDUSTRIAL ENGINEERING: the EPCM contractor completely operates construction on the object
PUTTING INTO OPERATION: The ЕРСМ contractor starts up object entirely, trains the personnel of the Customer and
involves it in start-up
OPERATION: the Customer starts work and conducts management of object
LIQUIDATING ENGINEERING: the Customer projects oneself, outsourcing of special sections
I
F
BP
PM
E
P
C
OC
T
DC
Model of realization of projects through complex the ЕРС-contract Model of realization of projects through complex the ЕРСM-contract
CLIENT CONTRACTOR CLIENT CONTRACTOR
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 18
COMPLEX CONTRACT MODELS OF REALIZATION IBP THE ACCOUNT OF FEATURES OF THE CHOICE OF THE EXECUTOR FOR COMPLEX THE ЕРС-CONTRACT.
Highly specialized or exclusive objects of
various purpose: sports complexes, ice
arenas, stables, hippodromes,
autodromes, hotels, residential areas and
nondomestic buildings of complex
architecture.
The architect (Designer)
The designer The technologist
Projects of the companies having exclusive right on designing of such
objects, and also by virtue of narrow specialization of design decisions:
military, confidential and nuclear objects
of the state infrastructure
Industrial objects which demand to be bound to initial data for development of
technological projects: the
Chemical industry, даунстрим,
metallurgy, food, building materials, etc. manufactures
Can be used for designing and СМР is
attached to the concrete basic
equipment: turbines, reactors, furnaces
and other exclusive equipment from the
list of manufacturers. They are production
units and power stations.
Can be used, when designing and СМР takes less than 20 %
of cost of the project: sectional-modular objects, modular
mobile facilities and temporary buildings and constructions, mobile technics,
complex technological
complexes and units.
Can be used, when the most part of the contract consist of civil and erection works, delivery of building units and
materials, standardized design:
roads, жильё, service, garages,
networks, warehouses etc.
The capital equipment
Complex deliveries
Construction and installation
Construction
Procurement
Engineering
The key competence of the ЕРС-contractor
Key competence of the ЕРС-contractor as the factor of the selection of the Executor
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 19
COMPLEX CONTRACT MODELS OF REALIZATION IBP COMPARISON of the RUSSIAN TECHNICAL-CLIENT with the ЕРСМ-contractor
The contractor
Ru
ssia
n
The customer
Wes
tern
Representative
The
Co
nce
ptu
al m
od
el
The customer - the Builder The Group of
Executors
Builder The General customer
The Group of Executors
Contractors
EPC-contractor
Technical customer
custome
r Builder Technical customer
Client+ Expert-
Consultant
EPCM for FEE
Client-
Contractors Client EPCM at
RISK
Analogy of the Technical Customer with the ЕРСМ-contractor in contract relationships
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 20
COMPLEX CONTRACT MODELS OF REALIZATION IBP CONTRACT HIERARCHY AND ЕРС-SUBCONTRACT.
Technical supervision
Subcontractors for constuction
Suppliers of the equipment
Suppliers of materials
Suppliers of the equipment
OHSAS
Subcontractors for constuction
Suppliers of the nonbasic
equipment
Subcontractors for constuction
The designer for the local
binding
Suppliers of materials
Designers for typical decisions
The Technical-Client (ЕРСМ -Contractor)
THE BUILDER (THE CLIENT-BUILDER)
The block of a direct control of construction, for example, construction of a factory
The Block of ERS- subcontractors (staff - engineer)
Gen. contractor
Субпроектировщики
The designer
subcostractors
subЕРС in technology
subЕРС in engineering
subЕРС for the Construction
subЕРС for the Equipment
Functions of the Russian the CLIENT- BUILDER or the CLIENT + the ENGINEER-MANAGER
Management of start-up
The ЕРСМ - contractor The investment
adviser Technical supervision, quality
assurance and safety The technical
adviser
The scheme of use ЕРСМ and ЕРС - contracts in the large project
Problems of terminological perception of the Russian Technical Customer and the ЕРСМ - contractor
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 21
CONTRACT STRATEGIES of REALIZATION of NEW PROJECTS OF NPS VERIFICATION OF PROJECTS ACCORDING TO TYPES OF CUSTOMERS
The CUSTOMER of type AP
. The customer is guided by local requirements
and standards and itself prepares ТЗ on the
project. The complex project with equipment
of Росатома and other suppliers, with the
complex integration
The CUSTOMER of type AP
The professional
Customer having not only developed
structure of capital construction, but it constantly maintains
objects of nuclear powers of various types that is why it operates
the project in full.
The CUSTOMER of type PP
. The professional
Customer is compelled to adapt own
engineering for the developed standards of
the country and involves for this purpose
local executors, including in construction
The CUSTOMER of type AP
Rosatom builds by using
own engineering with adaptation to the
international standards and local conditions. Operation through
training of local personnel, model
ВОО.
The CUSTOMER of type AN
The nonprofessional
Customer interested in business administration
of the production by itself in the future. Builds, most likely,
under the international standards, purchases
the engineering and the training.
The new design of the atomic power station
The country with the developed nuclear engineering
In Russia
The customer of all projects - Concern "ROSENERGOATOM"
The country without own nuclear engineering
Abroad
The commercial local Customer
The customer is the enterprise GK ROSATOM
The customer is the enterprise GK ROSATOM
The commercial local Customer
Classification of designs of the atomic power station according to the types of Customers
Accuyu Khankh
ikivi
Belarus
China
Russia
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 22
COMPLEX CONTRACT MODELS OF REALIZATION IBP REALIZATION NEW PROJECTS OF NPS FOR CLIENT TYPE AP IN RUSSIA.
COMPLEX CONTRACT MODELS OF REALIZATION ИСП
Russian (The block of generation and delivery of capacity)
Russian (Nonbasic constructions)
Russian - the basic pool (Nuclear island, etc.)
Are possible Foreign (in the absence thereof of the analogues)
commissioning
GC ROSATOM
Center of CM on a site with blocks according to directions of
management
Russian (The block of generation and delivery of capacity)
ROSENERGOATOM – CLIENT (AP) and future operator
Expert engineering company GK ROSATOM is on the contract for the purpose of control of realization of the project, the budget and norms.
Russian PMC - contractor (one of AEP) as the enterprise of ROSATOM
Subgeneral contractors and mini ЕРС-
contractorsThe Russian
Suppliers
Subgeneral and mini ЕРС-contractors
ROSENERGOATOM filial The customer on the
construction site
The scheme of realization of in-Russian designs of the atomic power station through the quasi-ЕРСМ-contract
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 23
COMPLEX CONTRACT MODELS OF REALIZATION IBP REALIZATION OF FOREIGN PROJECTS OF NPS TROUGH DEVELOPING SCHEMS.
•Build - Operate - Transfer
•Построй - Эксплуатируй - Передай BOT •Build - Own - Operate - Transfer
•Построй - Владей - Эксплуатируй - Передай BOOT •Build - Transfer - Operate
•Построй - Передай - эксплуатируй BTO •Build - Own - Lease - Transfer
•Построй - Владей - Сдай в аренду - Передай BOLT •Build - Transfer - Lease - Operate
•Построй - Передай - Арендуй - Эксплуатируй BTLO •Lease - (Re)Build- Operate
•Арендуй - Перестрой - Эксплуатируй LBO/LRO •Build - Transfer - Maintenance
•Построй - Передай - Обслуживай BTM •Buy - (Re)Build - Operate - Transfer
•Выкупи - Перестрой - Эксплуатируй - Передай BBOT/BROT
•Build - Own - Lease
•Построй - Владей - Сдай в аренду BOL
•Lease - (Re)Build - Operate - Buy
•Арендуй - Перестрой - Эксплуатируй - Выкупай LBOB/LROB
•Build - Own- Operate
•Построй - Владей- Эксплуатируй BOO
•Buy - (Re)Build - Operate
•Выкупи - Перестрой - Эксплуатируй BBO/BRO
ВОО is the most suitable model of realization of designs of NPS abroad
Models of concession development for implementation of projects
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 24
COMPLEX CONTRACT MODELS OF REALIZATION ИСП PROJECTS REALIZATION OF NEW NPS ABROAD BY THE TYPE PP FOR ВОО.
Russian (Nuclear island)
Аsset - Holder From GC «ROSATOM»
Foreign (The block of generation and delivery of capacity)
Foreign (Nonbasic constructions)
Russian (Nuclear island)
Foreign (other)
Suppliers
Foreign (adaptation of the project under local requirements)
Center of CM on a site with blocks according to directions of
management
ROSENERGOATOM filial The customer on the
construction site
The joint Engineer-adviser of the project - the coordination of the
project in local bodies
Russian ЕРСМ at the Risk-contractor (one of AEP)
The Chief-Operator - CONCERN ROSENERGOATOM
Expert engineering company GK ROSATOM on the contract for the
purpose of controlling of realization of the project, the budgeand norms
The local expert in local specifications
The LOCAL PROJECT BUILDER Operator in the Future
Russian Generaldesigner and
coauthors
Subgeneral contractors and the mini ЕРС - contractors
The scheme of realization of foreign projects of new NPS according to the scheme ВОО
Malakhov Vladimir Ph.D.DBA Conference MAGATE-2014 Obninsk, ROSATOM CICET. 07.04.2014г. Page 25
COMPLEX CONTRACT MODELS OF REALIZATION IBP PROJECTS REALIZATION OF NEW NPS ABROAD FOR THE TYPE AP.
Thanks for attention!
Contact: [email protected] mobile: +7 (903) 799-08-98
Russian (nuclear island)
The LOCAL CUSTOMER -
the Future Operator
Joint venture - the control of the project, building nuclear audit
and supervision
Foreign (The block of generation and delivery of capacity)
Foreign (Service and other constructions)
Russian (nuclear island)
Foreign (The Others)
Аsset - Holder from GC ROSATOM
The local expert certified by the another state
Russian Adjuster and foreign coauthors
Russian The ЕРС - countractor (ASE, AEP or Leader ЕРС - the Consortium)
External
Shareholders
Subgeneralcontractors and mini ЕРС - contractors
Suppliers
Staff of construction on a platform with blocks according to directions
of management
Expert engineering company GK ROSATOM on the contract for the
purpose of controlling of realization of the project, the budget and norms
The chief-Operator - CONCERN ROSENERGOATOM
Russian Generaldesigner and
coauthors
Foreign subdesigners (adaptation to the local system)
The scheme of realization of the foreign projects of new NPS for the Client of type AP with Partnership