Procurement Principles
采购原则
Jeff Woodhams
The Procurement Process采购程序
deciding
what you
Want
确定需求
special issues
特殊问题
legal aspects
法律问题
issuing
the ITT
发布ITT
financial
Issues
财务问题
creating the
right documents
制定正确的文件
tender
Evaluation
评标
terms &
Conditions
合同条款与条件
pre-tendering
activities
招标前的活动
presentations
&
Negotiations
谈判
Planning Contract and Project合同和项目的规划
Jeff Woodhams
Procurement Planning
采购计划
Jeff Woodhams
Energy Balance Forecast
The Steps to be Followed
能源平衡预测步骤
Gross Domestic Product
国内生产总值
energy use
market shares of each fuel
total electricity requirement
load factor
maximum demand最大需求
national and by main markets
全国和主要市场的能源使用
influence of prices and other market
forces每种燃料的市场份额：
价格及其他市场因素的影响
电力总要求
载荷因素
Energy Flows能源流
conversion
losses
efficiency losses
by final users
primary input
supply of
primary &
secondary fuels
demand for
useful energy
distribution
losses
million tonnes of
coal equivalent
therms
useful therms
有用能源需求
主要投入: 相当于 煤的百万吨数
转换损失
分配损失
最终用户的 效率损失
Pre-Contract Planning
合同前的计划
tender preparation period招标准备期
tender period投标期
tender assessment period评标期
Programme项目
requisition
to HQ
向HQ请购
enquiry
Date询问日期
prepare
specification/
tender list
tender
due date投标截止日
contract
release
Date授予合同日期
access
date
completion
date
准备技术规格/投标清单
完工日期
Sequence of Events/Activities活动顺序
contract planning合同计划
TO - prepare technical specification
准备技术规格
CO - contract strategy
合同策略
prepare prelim tender list准备预备投标清单
CO comment
CO评价
RO approval
RO批准
commercial terms & conditions商业条款
supplier assessment technical供应商技术评估
supplier assessment commercial供应商商业评估
tender assessment technical投标技术评估
tender assessment commercial投标商业评估
tender receipt & opening
接收投标及开标
tender distribution
投标分配
recommendation
check contractor financial status核查承包商财务能力
Prepare internal contract document准备内部合同文件
Prepare contract letter准备合同文本
contract award授予合同
contract administration合同管理
collate enquiry doc
整理询问文件
final tender list最后投标名单
RO approval of enq. Doc
RO批准询问文件
issue enquiry发放澄清材料
= issue to specialists向专家分发
= in-feed from specialists专家反馈
1
2
1
2
1
2
1
2
建议
Contractual Risk合同风险
Jeff Woodhams
Contractual Risk 合同风险
typically consider一般考虑
price价格
programme计划
specification技术规格
Express Terms明示条款
a clear stipulation in the contract which the parties intend to be binding
在约束各方的合同中明确规定
courts now tend to look at the effect of a breach 法院会考虑违约的影响
if serious, an injured party can repudiate 如果是严重违约，受损害的一方可以拒绝履约
traditionally: conditions and warranties传统：条件和担保
terms going to the essence of the contract contract can be repudiated违反合同的实质条款，合同可以被取消
minor terms only remedy is damage违反合同的次要条款，唯一的补救方法 是损害赔偿
Condition and Warranty
条件和担保
Condition条件
is of fundamental importance非常重要
if not fulfilled, contract is discharged如果不符合，合同就会被取消
warranty担保
is of lesser importance次等重要
does not discharge the contract不取消合同
remedy is normally damages补救方法通常是损害赔偿
Implied Terms默认条款
not expressly stated by the parties but by law are part of the contract
没有被合同双方明示，但依法成为合同的一部分
terms implied by custom习惯默认条款
established practice or usage in the trade贸易中的确定做法或用法
terms implied by statute法律默认条款
civil law, Sale of Goods Act, etc 民法，货物销售法案等
terms implied by the courts法院默认条款
the doctrine of the implied term, the presumed intention假定意图
Late Completion迟延完工
how realistic is programme?计划怎样切合实际
float不确定
delayed start开工延迟
how are delays handled?如何处理延迟
extension of time延长工期
sub-contractors分包商
force majeure不可抗力
financial provisions财务条款
Contract Programme
合同项目
Ideal理想
Risky风险性
Possible可能
Responsibility for Lateness延迟责任
"Time of the essence"
or
Force Majeure不可抗力
Purchaser采购员
Contractor承包商
Riot暴乱
Weather天气
Hostilities敌对行为
Epidemics传染病
industrial disputes? 工业争议？
access to site接触现场
Instructions指示
Engineer工程师
other contractors其他承包商
sub-contractors
shared facilities共用设施
Materials物料
Manufacture制造
Installation安装
Commissioning委任
分包商
Cost of Lateness延迟成本
effect on
cost
profit
cash flow
rejection or damages拒绝或损害赔偿
liquidated
at large
对成本，利润和现金流的影响
Liquidated Damages
违约赔偿金
contract
% or sum
or
whole
sections
contract price
original
+
provisional
sums?
+
variations?
+
inflation?
applied to
when invoked -
during contract
or on
takeover
Default违约
Inactivity活动停止
liquidation - contractor or purchaser 清偿承包商或采购方
formal notice正式通知 other contractor其他承包商 extra expense额外费用
for defaulter违约方
Business Re-Engineering业务重构
Assignment任务
sub-letting分包
parent company
Guarantees总公司担保
bonds
"get purchaser's OK!"
provisions on 有关下列条款
take-over接收
Merger合并
MBO MBI
re-organisation重组
may affect会影响
Interested Parties利益各方
采购方
Seller
销售方
Buyer
采购方
Interested Parties利益各方
Nominated
Subcontractor
被指定的分包商
Engineer
工程师
Seller
销售方
Buyer
采购方
Interested Parties利益各方
Subcontractor
分包商
Supplier
供应商
nominated
Subcontractor
指定的分包商
other
Specialists
其他专家
Engineer工程师
Seller
销售方
Buyer
采购方
Interested Parties利益各方
工程师
Subcontractor
分包商
Supplier
供应商
nominated
Subcontractor
被指定的分包商
other
Specialists
其他专家
Engineer 工程师
Seller销售员
Buyer 采购员
Arbitrator仲裁员 expert专家 insurer保险商 banker金融商
understand for each party供各方理解
roles, interests, obligations & authority
职责，利益，义务和权利
different objectives不同的目标
Quality Management
质量管理
get it right first time! 首次就确保质量
WHAT IS QUALITY???质量的概念
conformance to requirements符合要求
NOT degree of excellence, luxury, goodness or shininess并非达到奢华的程度
Quality质量
Satisfaction of the
Engineer/Purchaser
工程师/采购员满意
options to correct 纠正选择
GOODS货物
SERVICES服务
return & replace退换
other supplier其他供应商
reduce price降价
additional items增加商品
Rectify改正
reduce price减价
improve for future未来改善
Cost of Quality质量成本
1
2
3
4
Period期间
0
2%
4%
6%
8%
10%
reject rate
拒绝率
tendered rate 投标率
Cost of Quality质量成本 (2)
0
1
2
3
4
5
6
7
8
9
Period期间
0
10
20
30
40
50
faults
Plant工厂 C
21%
2%
2%
2%
2%
2%
2%
2%
21%
44%
Plant工厂 B
6%
4%
3%
3%
3%
7%
10%
14%
21%
28%
plant工厂 A
10%
10%
10%
10%
10%
10%
10%
10%
10%
10%
guarantee
Period保证期
Achieving Specification
获得技术规格
1
2
3
4
5
Period期间
0
10
20
30
40
50
Costs成本
capital cost资本成本 A
45
capital cost资本成本 B
35
lifetime cost生命周期成本 B
15
15
15
15
15
lifetime cost生命周期成本 A
10
10
10
10
10
potential damages潜在损失
Specification Shortfall
技术规格不足
Plant工厂
Services服务
potential consequences 潜在后果
Correction纠正
Damages损害
Rejection拒绝
Improvement改善
fee reduction费用减少
Replacement替换
Provider提供者
Property and Risk
财产和风险
payment
Made
brought
to site
on
certificate
part
payment
contract
paid
all
paid
event
seller‘s risk销售方风险
seller‘s property销售方财产
purchaser‘s property
采购方财产
purchaser‘s risk
采购方风险
consider ...
temporary plant on site
items marked as purchaser's property
Romalpa clause
repaired plant
hired plant
Insurance保险
contract works合同项目
site works现场施工
third party / public liability第三方/公共责任
product liability产品责任
professional indemnity职业保护
Warranty担保
Consider考虑
risk of failure失败的风险
mobilisation costs动员成本
inconvenient timing不当的时机
latent defects潜在的缺陷
strategic stock策略库存
effect on retentions滞留影响
commitment for spare parts提供零件责任
profitable?赢利？
make with original plant?由原工厂生产？
Warranty (2)担保
service contracts can cover 服务合同包括
regular maintenance定期维护
breakdowns故障
Lifetime cost生命周期成本
tendered with plant工厂招标
deal with inflation应付通货膨胀
adjustment for varied failure rate?调整
Legal Risk法律风险
Common Law普通法
court decisions法院裁决
Legislation立法
Unfair Contract Terms Act 歧视合同条款法案
Sale of Goods Act 货物销售法案
Supply of Goods and Services Act 货物和服务供应法案
Copyright, Designs & Patents Act 版权，设计和专利法案
Treaty of Rome罗马条约
EU Procurement Directives EU采购指令
Contract Law合同法
definition of a contract 合同定义
a legally binding agreement made between two or more persons两个或两个以上的人订立的具有法律约束力的协议
a bargain between parties involving mutual promises涉及双方承诺的协议
an agreement whereby if one party fails to act, the other has a legal remedy一方违约时另一方获得法律补偿的协议
Classification of Contracts合同分类
a contract may be合同可以是
a simple contract简单的合同
oral, written or implied口头、书面或暗示的
consideration essential对价为必需
action within 6 years of cause
a speciality contract or deed签字盖章合同或证书
executed under seal盖章
consideration not necessary无需对价
action within 12 years of cause
Valid and Void Contracts
有效合同和无效合同
essential elements of a legal contract
合法合同之要素
all MUST be present or the contract will be
上述要素必须全部具备，否则合同将:
void, voidable or unenforceable
无效，可撤消或无强制效力
Consideration
对价
Capacity
能力
Intention
意图
offer &
Acceptance
邀约与接受
Legality
合法性
Possibility
可能性
Consent
各方同意
Capacity to Contract
订立合同的能力
aliens, convicts, infants, lunatics and drunks incapable of entering into a contract!外国人，罪犯，儿童，精神病 患者和酒醉者不能签定合同
Companies must comply with their Memorandum and Articles of Association公司必须遵守组织章程
otherwise ultra vires 否则为越权行为
Legality合法性
the subject matter must not be contrary to law 合同之标的物不得违反法律
intention to create legal relations
must be present for contract to exist合同成立必须建立法律关系
genuine consent真正的各方同意
agreement must not be procured by协议不能通过下述方法获得: fraud欺诈 misrepresentation错误陈述 mistake错误 undue influence or duress不正当之影响或胁迫
Remedies for Breach of Contract违反合同的补救
rejection or repudiation拒绝履行
damages损害赔偿
quantum meruit请求给付合理价格
specific performance 具 体执行
injunction强制执行
rescission撤销
rectification纠正
Mistake错误
narrow legal sense only 只限于狭义法律意义
common mistake普通错误
mutual mistake双方错误
unilateral mistake单方错误
renders a contract void and without effect使合同无效
}
Misrepresentation
错误陈述
a statement of fact事实之陈述
past or present过去或当前
made by one party一方 作出
one of the causes inducing the contract产生合同之原因之一
proven to be untrue 证明为不真实
distinguish from 損uffs?or commendatory statements区别于？或评论性陈述
Frustration 落空
supervening illegality 非法性
destruction of something necessary必需事项的破坏
specific event essential具体重大事件
death or personal incapacity 死亡或个人能力丧失
vital change in circumstances 环境重大变化
Intellectual Property
知识产权
Confidentiality保密
Copyright版权
Trade Marks商标
Registered Designs
注册设计图形
Design Rights设计权利
Patents专利
Protection..保护..
What is protected?保护什么
How long does it last?保护期
How to get it?如何获得
Why use it?为什么使用
Protection of Designs
设计图形之保护
Registered Designs
注册设计图形
Design Rights
设计权利
what is protected
保护内容
shapes / patterns - with eye
Appearance 形状/式样等 视觉外观
shapes of non-artistic
manufactured items 非艺术性制造产品形状
how long期限
25 years年
10 years - 1st sale
15 years - recording design
how to get it
获得方法
apply to Designs Registry
向设计注册局申请
Automatic自动
why use it
使用原因
stop others using
similar design
禁止他人使用类似设计
stop others making
the article
禁止他人制造类似产品
Patents and Copyright专利和版权
neither has basically been changed by the new Act 两者基本上没有在新法案中变更
Patents - the concept must pass stringent tests专利之概念必须经过严格检验
generally last 20 years max. 通常最长达20年
Copyright版权
is automatic, no registration, no fee自动，不用注册，不用付费
for life of author plus 70 years作者有生之年加70年
stops people copying your words禁止别人复制
won抰 protect re-structured information保护改编之信息
can be worded how you like可以自由表达
IPR and Specifications
技术规格
Who will own the IPR that will be created?谁将拥有IPR
How is copyright handled in your documents?文件中如何处理版权
Are you licensing a process etc. to a sub-contractor?向分包商特许一项工艺？
Any patents or registered designs in your specification?技术规格中有任何专利或注册设计？
Have you talked to your Patent Agent?同你的专利代理谈过了？
IPR and Specifications
技术规格
ownership of
intellectual property
知识产权
copyright on
Documents
文件之版权
licensing to
sub-contractors
向分包商特许
patents / registered designs
in specification?技术规格中的 专利/注册设计？
talk to Patent Agent
同专利代理讨论
Property Damage
财产损害赔偿
Accidental意外
with owner
negligence疏忽
with negligent party
Personal Injury人身伤害
no restriction for DEATH or PERSONAL INJURY due to NEGLIGENCE
由于疏忽造成的死亡或人身伤害
HSWA provisions HSWA条款
site procedures现场程序
existing?存在
available?可以获得
emphasized?强调
training?培训
The Environment环境
if appropriate, tenders to address标书应在适当地方说明
hazardous substances危险物质
pollution control污染控制
waste control废物控制
scientific development科学发展
packaging, storage and disposal包装、储存和处置
Green Purchasing Policy
绿色采购政策
incorporate environmental factors考虑环境因素
promote environmental awareness改善环境意识
incorporate environmental audits into approval
Process在批准程序中包含环境审计
replace disposables wherever sensible
替换可置换之部件
apply environmental considerations to their
Management将环境因素应用于资源管理中
keep in close touch with all interested parties
同所有利益方保持紧密联系
are sources of supply renewable?
供应来源是可更新的？
DECISIONS
决定
SUPPLIERS
供应商
RECYCLING
循环利用
RESOURCES
资源
AWARENESS
意识
RENEWABLES
更新
Green Specifications (1)；绿色技术规格
waste / ruined products废物/毁损产品
facilities for reworking翻工设施
suitable collection facilities适用的回收设施
treatment and disposal arrangements废物加工和处理设施
safety procedures安全程序
plant shut down not to cause excess emission levels关闭工厂避免引起过度辐射
Green Specifications (2)
绿色技术规格
emissions and discharges辐射和排放物
specify approved methods of monitoring methods for checking accuracy规定核查准确性的监控方法
make suppliers guarantee achieving required levels使供应商保证获得要求的水平
overseas manufacturers海外制造商
emphasise UK regulations, incorporate them into specification 强调英国条例，包含于技术规格中
Environmental Risk
环境风险
duty of care on purchasers采购方责任
contract conditions alone insufficient合同条款本身并不够
ensure compliance by all contractors保证所有承包商遵守
