Robust contracts department are critical to gaining client trust, says Moataz al-khayyat

Robust contracts department are critical to gaining client trust, says Moataz al-khayyat

UrbaCon Trading & Contracting, a rising Qatari contractor, says firmly imposed control in its contractual agreements and an absence of disputes provide the perfect springboard for growth, the restructuring of its departments and client base diversification

Clear contractual procedures and a meticulous eye for identifying contract risks in advance contribute to smooth relationships with clients, and are essential to a contractor’s reputation.

The contracts department of a company primarily looks at producing the finished contract according to the employer’s needs, and in making sure that suppliers, subcontractors, vendors of materials and finishes are contracted on a similar basis, to ensure the satisfaction of their client.

“I think the fact that we are where we are, and that we have the workload that we, highlights that we are obviously handling that very well, because any prominent contractor has a good relationship with its clients,” says Alexander Milne, UCC’s contracts and commercial director.

“We try to deliver on time. There are always reasons for not doing that, whether it is variations or increased scope, but we have good client relationships and we intend to maintain those.”

As part of the streamlining of the contractual department’s procedures, it has both strengthened its internal processes and handed over non-core functions by developing dedicated divisions.

Moataz Al-Khayyat, CEO of UCC, notes: “We have brought in a standardised procedure and set forms for subcontract and consultancy agreements, and there is an on-going process to ensure that our documentation becomes ever clearer and that the department is continually updated.

Ramez AlKhayat, MD of UCC, adds: “This is an important step as we strive to be more involved in the local market, to increase our market and to introduce greater diversity into our client base.”

More recently, UCC’s contract department has handed the front-end design within its design and build contracts, to sister company International Design & Consultancy Company (IDCC).

Milne explains: “IDCC provides concept design and architects, and conducts concept design competitions for the client, to give him various options if there is a project he wants to build. I was handling last year, but now my function is back to dealing with the post-contract side.”

The importance of this interactive approach to the project before the contract gets underway it that is gives the client options, brings them on board and builds up trust between the parties.

Milne adds: “Rather than just saying, ‘Here’s you project, here’s what it’s going to look like’, we present our clients various design proposals to provide a range conceptual viewpoints for the project.”