This project, which involves
MAN Energy Solutions delivering, installing and commissioning engines
and other equipment for a 200 MW power plant in Cambodia, is a real sprint.
According to Claire Watkins, even the bidding phase was a race to the line: “It
was just seven weeks from the initial meeting with the customer to conclusion
of the contract, a magnificent sales performance.” She was responsible for the commercial
and contractual part of the bid, in other words payment terms and guarantees,
tax, insurance, contractual penalties and questions of liability, plus risk
analysis and management.
Preparing the bid was one
thing, negotiating the contract something else entirely. Her colleague Johann
Stocks took care of the business trip to Cambodia. The pair make a good team.
“Claire helped me get to grips with the project quickly so that I was as well
prepared as possible for the contract negotiations. The week of negotiations
demanded the greatest possible stamina, persistence and creativity from
everyone involved. We would not otherwise have sewn up the contract,” Johann
This project is an outstanding example of good collaboration
in the international sales and tendering network
Great support from colleagues
in Singapore and India also proved invaluable. “We were able to exploit our
team’s cultural diversity to respond to the customer and understand him, but
also to show clearly how far we can go,” says Stocks. The negotiating team
developed a joint strategy and stuck to it. “It wasn’t always easy, as the
customer had very challenging ideas regarding price and delivery time, and we
have virtually no previous experience in Cambodia,” says Johann Stocks, looking
back. On top of this, parallel negotiations were under way with a competitor
for a similar project in the immediate vicinity. So it was not just a matter of
a single contract, but of reputation. That made the support provided by Claire
Watkins in Augsburg all the more valuable. The result: After a week of
intensive negotiations, the deal was closed.
According to Johann Stocks, the enormous pressure to succeed and succeed
quickly bound the team together: “We were all gripped by a healthy ambition to
seal the deal with the best possible terms.” Claire Watkins adds: “This project
is an outstanding example of good collaboration in the international sales and
Wilson Phua, Singapur
Eduardo Sanchez Cabrera,
Musheer Hadi, John Leow, Ravindra Nikam, Nicolas Probst, Manuel Stelzer, Johann
Stocks, Alois Volk, Claire Watkins, David Yan and Ismail Yildirim
A 200 MW power plant with
eleven 18V51/60 dual-fuel engines is to be built in the Cambodian capital. The
deadline set by the end customer, national energy utility Electricité du
Cambodge, is just ten months from conclusion of the contract to commissioning.
MAN Energy Solutions managed to secure the contract and so land
MAN ES’s first project in Cambodia. The contract is worth in the upper
tens of millions. The contracting process was one of the fastest ever in the
history of MAN Energy Solutions.
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