Commercial Strategy & Market Understanding

• Understand oil & gas value chains, markets, and commercial structures.
• Analyze supply–demand trends, price drivers, and market cycles.
• Develop strategic sales plans tailored to product portfolios and customer segments.

Negotiation & Marketing Techniques

• Apply world‑class negotiation frameworks for oil & gas sales.
• Master communication, persuasion, and deal‑closing techniques.
• Use marketing and customer‑relationship strategies to build long‑term partnerships.

Price & Proposal Analysis

• Understand pricing mechanisms: Platts, Argus, Brent, WTI, LNG indexes.
• Calculate price formulas, differentials, freight, and quality adjustments.
• Develop competitive sales proposals, quotations, and commercial offers.
• Perform commercial evaluation and sensitivity analysis of proposals.

Risk & Contracting

• Manage commercial risks: credit, counterparty, logistics, price volatility.
• Draft and evaluate key commercial contract elements (SPA, GTCs, Incoterms).

This course is ideal for professionals involved in sales, trading, marketing, and commercial operations within the oil & gas sector:

• Sales & Marketing Managers
• Oil & Gas Traders & Commercial Analysts
• Business Development Teams
• Contracts & Procurement Specialists
• Refinery & Terminal Commercial Teams
• LNG, LPG, Crude & Products Sales Managers
• Strategy, Planning & Economic Analysts
• Anyone involved in pricing, negotiation, or commercial decision‑making

Day 1 – Oil & Gas Markets, Products & Commercial Fundamentals

Topics

• Overview of oil & gas value chains (upstream–downstream–midstream)
• Product portfolios: crude, refined products, LNG, LPG, petrochemicals
• How markets work: physical vs. paper markets
• Key market drivers (geopolitics, supply–demand, OPEC+, refinery margins)
• Role of benchmarks: Brent, WTI, Dubai/Oman, JKM, TTF
• Customer segments and buying behaviors

Workshop

• Analyze real market price movements and identify key drivers.

Day 2 – Pricing Mechanisms & Proposal Development

Topics

• Price indexation: Platts, Argus, futures, forward curves
• Differential pricing: API gravity, sulfur, location, logistics
• Freight, demurrage, and marine cost considerations
• Product quality specifications and impact on pricing
• Developing commercial proposals and price quotations
• Techniques for competitive proposal analysis

Workshop

• Price formula calculation (index + differential + freight + premiums).
• Develop a commercial offer for crude oil or refined products.

Day 3 – Negotiation Techniques for Oil & Gas Selling

Topics

• Strategic negotiation frameworks (BATNA, ZOPA, anchoring, concession planning)
• Cross‑cultural negotiation in global energy markets
• Managing difficult buyers and complex negotiations
• Influencing skills, persuasion, and deal‑closing
• Negotiating SPAs, offtake agreements, and term contracts

Workshop

• Role-play negotiation: supplier vs. customer scenario with real price data.

Day 4 – Marketing Strategies & Customer Value Management

Topics

• Strategic marketing in oil & gas markets
• Brand positioning & differentiation in commodity businesses
• Key account management (KAM) strategies
• Customer value analysis and profitability
• Digital marketing and data-driven decision-making
• Managing commercial relationships & long-term agreements

Workshop

• Develop a strategic marketing plan for a selected oil & gas product.

Day 5 – Risk Management, Contracting & Final Simulation

Topics

• Commercial risks: market, credit, operational, shipping, geopolitical
• Hedging basics: swaps, futures, options
• Contract structures for oil & gas sales
• Key commercial clauses: pricing, quality, delivery, liabilities
• Incoterms, logistics, and shipping considerations
• Final evaluation of proposals & deal economics

Final Simulation

Participants work in teams to:

• Build a price proposal
• Conduct price sensitivity analysis
• Execute a negotiation
• Present a commercial selling strategy to management

CDGA attendance certificate will be issued to all attendees completing minimum of 80% of the total course duration.