PHD COURSE CONTRACT MANAGEMENT AND COMPLEX INTERNATIONAL PROJECTS - DIDATTICA POLITO
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PhD Course
Contract Management and Complex International Projects
The increasing liberalisation of the transport market lays within the current economic
and international transport policy as well as juridical and institutional framework of the
Dottorato di Ricerca in Urban and Regional Development
different transport modes in Europe. Following the liberalisation of air transport and
freight, local public transport is now subjected to call for tenders to deliver their
services. Furthermore, since 2020, all the national high speed sections will be open
to concurrence, with exception for non-rentable sections. Eventually, in 2033 all the
current contracts will be ended.
The opening of the markets at worldwide level challenges the companies both when
preparing the tender and when managing the contract. The contract management is,
today, a specific skill more and more requested by the companies working on big
orders both at national and international level.
The growing use of Design-Build-Operate-Maintain (DBOM) models to carry out big
infrastructural projects in Europe and worldwide introduces new specificities and
contractual complexity for the involved actors.
The content of the course deals with the organization of a multinational Corporation
and its functions, such as Bid Manager, Procurement Manager, Engineering, Contract
Manager and his/her role in today organizations, bids organization, procurement plan,
onshore activities, contract structures, models and templates for engineering projects,
main contractual issues, basics of negotiation techniques, claim management and
arbitration.
A section of the course is devoted to increase the soft skills through a deep insight in
the negotiation techniques, including a practical part.
More in detail, the course will provide the following subjects:
1. Complex international bids
2. Procurement & Supply Chain
3. Negotiations
4. Contract and risk management
5. Integrated complex urban transportation projects
The course will be held by outstanding experts with high international reputation in
the above field.
The description of the above sessions follows.
Scientific Coordinator: Prof. Cristina Pronello
Lecturers: Jordi Ballester (Leonardo)
Domenico Coiro (Leonardo)
Politecnico e Università di Torino: Dottorato di Ricerca in Urban and Regional Development
c/o DIST
Castello del Valentino
Viale Mattioli, 39 – 10125 TORINO Italy
tel: +39 011 090 6439 fax +39 011 090 7461
e-mail: dottorato.d.ist@polito.itPolitecnico e Università di Torino: Dottorato di Ricerca in Urban and Regional Development
Rachele Gabellini (ADR Center S.r.l. and Partner at Studio Legale
Gabellini & Associati)
Filippo Mangoni (Leonardo)
Alessandro Mannelli (Leonardo)
Federico Neri (Leonardo)
Flavio Petrilli (Thales)
Cristina Pronello (Politecnico di Torino)
Giacomo Speretta (Leonardo)
Dario Zimmardi (ADR Center S.r.l.)
Course: 25 hours
Calendar: 14th, 17th, 20th, 21th February 2020 and 3 March 2020
Venue: Sala Vigliano – Interuniversity Department of Regional and Urban
Studies and Planning - DIST
Castello del Valentino. Viale Mattioli, 30. 10125 Torino
Course scheduling
Friday 14 February 2020 (Room Sala Vigliano)
9:00 – 13:00
Introduction to the course.
The competition for the market and the tenders (Cristina Pronello)
LEAP Program: Leonardo Empowering Advanced Partnerships (Jordi
Ballester)
13:00 – 14:00 Lunch time
14:00 – 16:00
Complex international bids (Filippo Mangoni)
16:00 – 16:30 Break
16:30 – 18:30
Procurement & Supply Chain (Federico Neri)
Monday 17 February 2020 (Room Sala Vigliano)
10:00 – 12:00
Business case: improving international business (Giacomo Speretta)
12:00 – 14:00 Lunch time
14:00 – 16:00
2Politecnico e Università di Torino: Dottorato di Ricerca in Urban and Regional Development
Practice (Domenico Coiro)
Thursday 20 February 2020 (Room Sala Caccia)
10:00 – 13:00
Integrated complex urban transportation projects (Alessandro Mannelli)
Friday 21 February 2020 (Room Sala Vigliano)
13:30 – 17:30
Contract & Risk management (Flavio Petrilli)
Tuesday 03 March 2020 (Room Sala Vigliano)
11:00 – 13:00
Negotiating Complex business environments through the path of human
being interaction (Dario Zimmardi – Rachele Gabellini)
14:00 – 16:00
Negotiating Complex business environments through the path of human
being interaction (Dario Zimmardi – Rachele Gabellini)
The teachers
Domenico Coiro is a Civil Engineer, graduated from the University of Turin
“Politecnico di Torino” in 1999 with a Master Degree thesis on jobsite organization in
underground infrastructure projects. Working for major international infrastructure
companies (Geodata S.p.A., Infra.To Turin Automatic Underground System, Thales,
Leonardo) over the last 15 years, Domenico has achieved a significant experience in
design, work supervision and project management for geo-engineering projects,
particularly focused on Contract management, claims analysis and management,
dealing with Governmental lenders and public tenders for public contracts in the
infrastructures and transportation sector. He is currently responsible for the Global
Sourcing of the Leonardo Cyber Security Division.
Rachele Gabellini Is a lawyer specialized in civil, commercial and employment
alternative dispute resolution. Former senior associate at Baker&McKenzie law firm
(Rome and London offices) she is currently mediator and trainer at ADR Center S.r.l.
and Partner at Studio Legale Gabellini & Associati. She graduated with Merit at Queen
Mary University within the Postgraduate Diploma in International Commercial
Arbitration and Alternative Dispute Resolution. She has been appointed as mediator
in a large number of complex cases and successfully mediated numerous local and
international cases exceeding 5 million euros. Since 2014 she is Responsible of ADR
Center’s local Resolution Center. She is Adjunct professor at Luiss Guido Carli Law
Faculty as teacher in negotiation, “NegotiatingLab”. Since 2009, she has been
3Politecnico e Università di Torino: Dottorato di Ricerca in Urban and Regional Development
lecturing in the following Master courses at Luiss: “Legal Advisor and Human
Resources Management” directed by Professor R. Pessi and “Consulente Legale
d’Impresa” directed by Professor Di Ciommo. Since 2009 she trains executives and
employees of multinational companies in Italy and abroad. Author, of the books “Il
ruolo dell’avvocato in mediazione” - Giuffrè; “Mediazione e Conciliazione delle
Controversie – Strumenti ADR e tecniche di negoziazione” – WoltersKluwer and
“NegoziAzione – il Manuale dell’Interazione Umana” Giuffrè. Since 2017 she is a
teaching assistant in the “Negotiation and Leadership” course held in Italy by trainers
from Harvard Law School's Program on Negotiation., organized in cooperation with
Luiss Guido Carli and ADR Center. Member of Kotler Impact Italia as negotiation and
leadership expert. She has been recently appointed as local mediator at ESA
(European Space Agency).
Alessandro Manelli is a passionate about Railway System Integration and turning
technology into tangible value to customers.
During over 20-year career in multi-national and multi-cultural environments he had
the opportunity to cover the entire life-cycle of a project, from opportunity evaluation
to the turn-key delivery of complex automation security and communication solutions
for the transportation market.
His work with operators and system integrators has provided him an end-to-end
perspective on the value chain:
- PROJECT MANAGEMENT in Alcatel and Thales for the delivery of turnkey LRT
integrated security, communications and automation systems, managing a cross-
functional team, driving internal execution to meet business targets, ensuring and
improving Contract profitability.
- COMMISSIONING MANAGEMENT in Alcatel and Leonardo for the coordination of
the system V&V activities, from the in-house Type/Routine tests,
components/subsystems FAT, to the site installation, integration and acceptance
tests.
- PRE-SALES COORDINATION in Thales and Leonardo for the coordination of the
cross-functional Bid Teams for the development of the technical proposals as well
as for the preparation, presentation and negotiation of the commercial offer.
- BUSINESS DEVELOPMENT AND SALES in Thales and Leonardo, forecasting of
long and short-range market potential, “Make or buy” strategy definition for
products and solutions, Key Account Management from prospects identification
and proposal preparation to negotiation with customers.
Filippo Mangoni is a Telecommunication Engineer, graduated from the University of
Florence in 2004. He is currently working as Proposal Manager in Leonardo. During
the last 15 years Filippo has worked in Alcatel, Thales and then Leonardo as bid and
proposal manager for complex international projects related Transportation, Security
and Critical Infrastructures domains, among them Doha Metro and Lusail tramway in
Qatar, Metrobus Lines in Mexico, Etihad Rail in UAE.
Federico Neri is working as Procurement Demand manager in Leonardo. He was
degree in Electronic Engineering, section "Electronic technology and design“, at
Florence University, developing a thesis entitled "Project of a neuronal network for
4Politecnico e Università di Torino: Dottorato di Ricerca in Urban and Regional Development
the dynamic allocation of channels to Personal Communication Networks". He joined
this company in 1997. During last 22 years he covered different roles as Quality
Engineer, System Tester, Sw and Hw Engineer working on complex solutions and
products of the TETRA Infrastructure (Radio Base Stations & Handhelds). As
Procurement he is working on complex national and international projects related to
Communications, Transportation, Security and Critical Infrastructures domains,
among them Al Bayt Stadium in Qatar, Etihad Rail in UAE, Police Interforces in Italy
Flavio Petrilli is a Civil Engineer, graduated with honors from the University of Rome
“La Sapienza” in 2002 with a Master Degree thesis on risk management in large
infrastructure projects. Working for major international corporations over the last 12
years, Flavio has achieved a significant experience in infrastructural,
telecommunication and Oil & Gas sectors, particularly focused on Risk management,
Contract and Commercial management, project appraisal and control, cost and
scheduling engineering and claims analysis. He has been Adjunct Professor of
“Business administration and project management” and of “Law and Economics for
IT industry” for the University of Rome “La Sapienza” and is currently responsible for
the Contract Management and Export Control compliance functions for Thales Italia.
Flavio has participated as a speaker in several international conferences, besides
being trainer and author of several publications on contract and risk management.
Cristina Pronello is Full Professor at Politecnico di Torino, at Interuniversity
Department of Regional and Urban Studies and Planning where she coordinates the
TRIS (Transport Research for Innovation and Sustainability) research group. She has
also Full Professor at Sorbonne Universités – UTC, where she still holds the Chair of
“Intelligent Transport Systems and Territorial Dynamics”.
She was President of the Regional Transport Authority of Piedmont Region in Italy
(2016-2018) and she is now member of the Board of Directors of Ferrovie dello Stato
Italiane SpA.
She was before (2010-2012) full professor at Université Lumière Lyon2, LET
(Laboratoire d’Economie des Transports). She has an extensive international
experience in the transport research field. She has been national expert in the
Transport Programme Committee at the European Commission; she was member of
Scientific Advisory Board of JPI Urban Europe (2012-2018); Chair of the COST
“Transport and Urban Development” Domain Committee (2006-2014); member of
ECTRI (European Conference of Transport Research Institutes) since 2003 where
she served in the board from 2005 to 2013. She was member (till to 2018) of the US
TRB Committees on International Activities and she is member of Technology
Transfer and Women's Issues in Transportation. She is member of the EU
Evaluator/Review Expert database within the Horizon 2020, 7th FP, ERANET, ESF,
Agence Nationale de la Recherche de France (ANR), MIUR (Ministry for University
and Research), and of AERES now HCERES (Haut Conseil à l’évaluation de la
recherche et de l’enseignement supérieur), and Fonds québécois de la recherche sur
la société et la culture (FQRSC).
Her main research fields are transport systems’ environmental impacts, travel
behaviour and travel surveys. She is author of more than 100 international
publications and she has taken part in numerous research activities, contracts and
5Politecnico e Università di Torino: Dottorato di Ricerca in Urban and Regional Development
advices, and coordinated several research projects on transport planning and policy,
public transport, travel behaviour, ITS, and environmental impacts from transport. She
is a member of editorial boards of some international journals.
Giacomo Speretta is an Electronics Engineer with an MBA focused on International
Business with lectures supported by INSEAD, Columbia, London Business School,
Massachusetts Institute of Technology (MIT), Scuola Superiore Sant'Anna and SDA
Bocconi. More than 10 years of experience in developing and evaluating innovative
technologies, marketing process and offerings, aimed at improving quality and
efficiency. His credentials include progressive responsibility with documented
success at various organizational levels. Significant experiences in the areas of
Business Development, Complex Sales and Project Management, in the present role
he is working to shape the new international footprint of Leonardo’s Cyber Security
Division.
Dario Zimmardi: Senior lawyer and managing partner at Studio Legale Zimmardi.
Dario specialises in corporate and commercial matters, as well as domestic and
international law on contracts. In addition, Dario is expert in banking law, regulatory
law, aviation and transport law, energy law and IT. Dario is very active in national
and international mediation and ADR, as he is one of the mediators at ADR Center.
Dario trains executives and employees of multinational companies in Italy and abroad
such as Leonardo Company (ex Finmeccanica, Selex Sistemi Integrati, Selex IS/ES)
and Poste Italiane S.p.A. on contractual and negotiation skills. Dario provides legal
assistance in litigation and mediation (ADR). Dario has extensive experience in the
legal aspects of the creation and development of start-ups and newcos in Italy.
Author of articles about negotiation, mediation and arbitration, Dario is also a
professional mediator of ADR Center and an accredited trainer pursuant to legislative
decree 28/2010 and subsequent amendments. Dario is the lawyer of management of
primary insurance companies (dealing also with complex claims) and of cooperative
credit banks.
In 2018 he successfully attended the “Negotiation and Leadership” course held in Italy
by trainers from Harvard Law School's Program on Negotiation., organized in
cooperation with Luiss Guido Carli and ADR Center.
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