Course Summary

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This intermediate level course focuses on the pre-construction stage of a PPP, including project tender up to selection of preferred bidder, signing the PPP

equip its participants from both public and private

negotiation of key project terms.

This training is aimed primarily at professionals with practical experience in PPPs, public sector procurement

The course builds up on the Fundamentals of PPP course, therefore participants are expected to have a good understanding of key PPP concepts. Basic knowledge of

prerequisite, but would be an advantage.

The course will look at the PPP project procurement process via the risk management perspective and

for successfully negotiating and delivering PPP Projects. It will also give participants a detailed understanding of

export credit agencies, as well as institutional investors, bond markets, etc.

The training is based on international experience and best practice. It makes intensive use of case studies, discussions and exercises that involve all participants. Delegates who have attended the course will be able to identify and resolve key procurement issues, successfully

to the PPP project.

© PPP Experts Limited 2017. All rights reserved.

PPP Project Negotistion,Mobilisation and Fundraising

ProgrammeOverview

Programme Outline

DAY ONESergey Samolis – Director of Training, PPP ExpertsFormer Managing Director, Head of Infrastructure Finance at Sberbank CIB

Sergey has over 15 years of experience in

-private partnerships as a banker, project manager, consultant, trainer and researcher. His sectoral experience includes transport, utilities, water, waste management, health, education, etc.

Before joining PPP Experts as Director of Training, he was MD, Head of Infrastructure Finance at Sberbank, the largest bank in Russia, Central Asia, Eastern and Central Europe, prior to that – Senior Banker at Eurasian Development Bank, a regional International Financial Institution (IFI) with membership of six ex-USSR states. During his banking carreer he led teams that

major PPP project in Russia, Central Asia and Eastern Europe, including some Global and European Deals of the Year.

(IPMA), member of the Major Projects Association and International Project Management Association, Expert with the UNECE PPP Team of Specialists and National PPP Centre of Russia. He delivered courses with PPP Experts internationally and lectured extensively with Universities and Business Schools on Public-Private Partnerships, Infrastructure and Project Finance.

PPP Contract Negotiations

DAY TWO

Dimensions of Risk in PPP Projects

1.0 Welcome, Introductions and Course Objectives

1.1 National PPP Market - National PPP Maturity - International Market Contrasts - National PPP Marketplace 1.2 Proposal Selection Criteria - PPP Credibility - Technical Scope - Management Capability - Quality Assurance - Financial Arrangements - Terms of Engagement - Price

1.3 Bidder Proposal Compliance - Bidding Stages - Legal Framework - Contract Terms - Payment Mechanism - Technical Scope - Programme Plan - Project and Risk Management - Financial Structure & Management - Base Price - Risk Allocation & Price 1.4 Case Study and Team Exercise - Bid Adjudication

1.5 Negotiation Process - Competitive Bidder Management - Prioritisation of Key Project Requirements - Negotiating Strategy Development

B - Competitive Dialogue Structure & Planning - Legal, Technical and Financial Structured Meetings - Achieving Convergence to an Acceptable Position - Down Selection to a Preferred Bidder - Final Negotiations to Contract Closure - Final Negotiations to Financial Close

1.6 Case Study 2 and Team Exercise - Negotiating Tactics

1.7 Summary of Day 1/Plan for Day 2

About Course Trainer:

- Provide current guidance and thinking regarding the procurement phase up to contract award, commercial and �nancial close- Negotiate PPP contracts, deals and disputes- Provide insight on to how to plan for the main issues which arise in major projects of this nature - Identify and manage risks typical for a PPP project- Know and appreciate best practice in PPP project management - Allow delegates to cement the learning process throughout be ending them with practical exercises - Ensure delegates have current guidance and useful documents/templates

Key Learning Outcomes:

© PPP Experts Limited 2017. All rights reserved.

2.1 Day 2 Objectives

2.2 Market Risks - The PPP market in each Country is unique as is the Country’s Legislative Framework and Political appetite for PPP projects with Inward Foreign Investment - The market risks in countries will be compared for various infrastructure sectors; transport, education, hospitals etc. - The concept of the levels of PPP Market maturity and country risk 2.3 Commercial Risks - Commercial Risks are those risks inherent in the project lifecycle, their likelihood of occurrence, severity and mitigation - Overall project viability, construction stage completion to cost, programme and quality, environmental risk, operational performance and revenue generation risk, contractual coherence, supervening events, termination and hand-back stage risks2.4 Macroeconomic Risks - Macroeconomic risks come from the economic environment in which the PPP project operates

Programme Outline

DAY TWORegistration on this course includes

- All training materials

- Post training support

Continued

deals, demand risk and substitute competing services.

exchange and additional cost facilities 2.5 Political Risks - Political risks include a Governments appetite for PPP and levels of Private Sector long term participation in public infrastructure - The Public Sector investment risks include: currency convertibility/transfer, expropriation of the project by the state and war or civil disturbance - This discussion will include the common risk of Changes in Law and Quasi-political risks such as Public Sector breach of terms or creeping expropriation

2.6 Regulatory, Institutional & Legal Risks - The context of regulatory, institutional and legal risk areas and events

2.7 Summary & Conclusion of Day 2/Plan for Day 3

What Is Included?

All our training are conducted on personalised tablets. Each delegate will receive their own tablet to keep, fully loaded with all the course materials and case studies!

Tablet Technology:

DAY

THREE

PPP Project Initiation & Fund Raising

3.1 Day 3 Objectives

- Pre-Feasibility - Strategic Planning - National/Regional Economic Development - PPP vs Public Procurement Options - International Lessons on PPP Project Choice - Technical Parameters - Financial Parameters - Legal Parameters

3.3 World Bank PPP Project Lifecycle - Country Assistance Strategy

- Appraisal & Approval - Implementation & Supervision - Completion - Evaluation

3.4 Case Study 3 and Team Exercise - Urban Metro PPP Project

3.5 Legal and Commercial Readiness - National PPP Market Development - Maturity of the Legal Framework - Regional and Sector Maturity - Risk Transfer - Project Realism - Legal Negotiations - Convergence to Financial Closure

3.5 International Funding Institutions - World Bank - Asian Development Bank - International Finance Corporation - European Investment Bank - European Bank for Reconstruction and Development

3.6 Case Study 4 and Team Exercise - Preparing the PPP Case

3.7 Course Conclusion and Feedback

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Comments from past programmes

“ An excellent programme delivered by a

very experienced trainer. I would

highly recommend this to anyone working

on major PPP projects ”

S.T. – EPC client, Asia

“ The course focused on key issues that we

were experiencing and helped

address most of them.

A.P . – Airport Authority, Middle East

In-House Training SolutionsIf you have a number of delegates with

similar training needs, then you may

wish to consider having an In-House

training solution delivered locally

© PPP Experts Limited 2017. All rights reserved.

**Discount available for delegates from the same organisation attending each course. VAT not included in price.

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PPNMFR-LON12-17 £2,150 GBP

PPP Experts Training Course

11 – 13 December 2017, London, UK

Registration form

These unique programmes have been designed in consultation with our clients and our objective is to deliver on your business needs. The trainers are globalexperts in their fields and we are confident each participant will be able to apply their knowledge and skills learned during the course, immediately to your work.On successful completion of each course, delegates will be presented with a Certificate of Attendance.

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Fees include all the tuition, full coursedocumentation, lunches andrefreshments for the duration of theprogramme. Incidental expenses: PPPExperts Limited EMEA is NOTresponsible for covering airfare or othertravel costs incurred by registrants.Delegates will be responsible for theirown accommodation. An invoice will besent upon receipt of registration form.Payment must be received in full priorto the course start.

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PPP Experts Limitedreserves the right to changeor cancel any part of itspublished programme dueto unforeseencircumstances.

* The prices quoted here arecorrect at time of print butmay be subject to change.

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PPP Experts Limited 153 -159 B ow Roa d L ondon E32SE United KingdomRegistration No. 7820236England

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A full refund less an administration fee of £200 willbe given for cancellation requests received up to30 working days before the event. Cancellationsmust be made in writing (letter) and reach thiso ce before the 30 working day deadline.Delegates who cancel less than 30 working daysbefore the event, or who don't attend, are liable topay the full course fee and no refunds can begiven. However , if you wish to transfer to anothercourse of the same value, and you have paid yourcourse fee in full, you will only be invoiced for 25%of the new course fee. Please note that you canonly transfer once. Please note that the

next course must take place within 6 months ofthe initial application. Of course, a replacement isalways welcome.

PPP PROJECT NEGOTIATION,MOBILISATION AND FUNDRAISING