LOG904-172 Contract and Commercial Management (Autumn 2022)

Independent contractors play an important role when planning and managing procurement, logistics, inventory management and distribution activities. Consequently, every organization must know how to negotiate, draft and handle the contracts that underpin these commercial relationships in a way that supports the business goals in a sustainable way.

The aim of this course is first of all to provide the students with an overview of the contractual processes and phases that underpin the relevant procurement and logistics activities. Secondly, the students will be provided with the fundamental knowledge, competences and tools necessary to conduct the relevant activities in the different phases, e.g. how contracts are connected to business and sustainability goals, how to select the right form of contract, terms and conditions, how to conduct a commercial review of contractual terms, how contracts can be designed to support procurement and logistic processes, quality management etc., and how contracts must be managed in daily operations.

Topics covered

• The interaction between procurement, logistics and contract and commercial management
• The contractual processes and activities, and the relationship to other business processes and activities
• Choosing the right type of contract, terms and conditions
• Main principles of contract law relevant for procurement and logistics
• From initiating the contract to procurement processes and negotiations
• Implementation and communication of the contract, including visuals and software tools
• Service levels and Performance management
• Change management
• Claim and conflict management
• Contract close-out and lessons learned

By the end of this module students will have a knowledge of the main principles of Contract

and Commercal management with an in depth knowledge of the processes and principles that

applies when connecting contract and commercial issues with logistics and procurement

issues.This knowledge is practical useful when working with sale, purchase and most areas

within the logistics industry.

• Three hours of lectures per day and case studies in groups
• Case presentations by students in class
• lectures and discussion of cases in class;
• Contact with, and reference from companies involved with sale, purchase and logistics
• self-study

• Home assessment without presentation
• Cumpolsory attendance
• Grading scale: letter grades

René Franz Henschel: Contract and Commercial Management (2021)(300 pages, to be published as part of the course).