Aerospace Contracts and Negotiation

Date	Reference	Course Fee
7 to 9 October 2008 26 to 28 May 2009 6 to 8 October 2009	PTBM320025 PTBM320026 PTBM320027	€ 2 200

Concentrates on the main aspects of an aircraft purchase agreement from quotation to after-sale obligations, presenting both the seller's and the customer's points of view. You will go through the successive steps of executing the contract, including the proposal; contract negotiation; financial and legal ramifications; post-contractual duties and issues.

Topics covered

Introduction to contracts and first binding commitments

• Contract context:
   - What is a contract
   - Contract life cycle
   - Origin of a contract
   - Contract types
• The offer:
   - Negotiation context
   - Timing for an offer
   - Types of offers
   - Steps leading to an offer
   - Main features
   - First mutual commitment

Successive steps from offer to final binding document

• Contractual negotiation
• Pre-contractual considerations
• Contract set-up
• Follow-up activity and contract administration
• Binding versus non-binding
• Letter of Intent/Memorandum of Understanding/Term sheet/Protocol
• Final binding documents
• The contractual agreement
• Main fields of a contract:
   - Commercial and economic matters
   - Economic rationale and financial matters
   - Pricing
   - Legal matters
   - Technical matters

Contract implementation and management

• Post-contractual signature - duties and issues:
   - Specific documentation and processes
   - Direct administration tasks
   - Delivery
   - Post delivery commitments
   - Contract life/re-negotiation
• Summary of key learning points

Topics supported by phrasing exercises and group tasks.

Who should attend

• Newly appointed contracts professionals in the aerospace or aviation business.
• Marketing and sales staff seeking a greater understanding of the contractual process.

Presenters

Michel Folliot,
Lawyer; Former Deputy VP Legal, Air France

Vark H. Helfritz,
Head of Contracts and Legal, EADS Space Services

Jean-Nöel Garnier,
Asset Manager, AVICO

Register now