« Back to course list

International Natural Gas Business - Market Entry Strategy and Commercial Contract Conception (PBM13)


    The understanding of markets, players and commercial basics of the natural gas industry will help participants to draft and negotiate (international) natural gas sales contracts, develop market entry strategies and – ultimately – conclude deals. This course provides an understanding of the economics of the natural gas industry along the value chain, with an international perspective and hands-on experience.

    Course Level: Skill
    Duration: 4 days
    Instructor: Andrej Pustisek

    Designed for you, if you are...

    • A manager, engineer or geoscientist from industry, consultancy firms, traders or regulatory and governmental institutions, with an interest in acquiring profound knowledge of the international natural gas business
    • A manager or (lead) negotiator of natural gas exports, (general) sales or purchase contracts (LNG or pipeline)

    A basic understanding of the fundamentals of the industry is assumed.

    How we build your confidence

    • Interactive lecture, based on up-to-date industry information and practical experience
    • Case studies
    • Simulations
    • Web-based information access
    • Individual and working group exercises
    • Extensive handouts for individual repetition and additional documentation

    The benefits from attending

    By the end of the course you will be confident in your understanding of:

    • The natural gas business and the international natural gas markets
    • Competitors’, suppliers’, customers’ and regulators’ intentions and incentives
    • How to structure, negotiate and evaluate natural gas sales, transportation and storage contracts
    • Interdependencies and differences between natural gas sales, transportation and storage
    • How to determine and evaluate natural gas prices
    • How to deal with (price) risk
    • Unbundling and the role of natural gas transportation and storage
    • Current international natural gas market trends
    • Essential sources of information


    • Fundamentals
      - Natural gas as a source of energy: users, usage and usability
      - Components, players and interdependencies of the natural gas value chain - incl. trading, transportation, storage and distribution
      - International natural gas markets (incl. hubs) and infrastructure: supply, demand, sales
      - Regulation
      - Security of supply and security of demand
    • Economics of contracts
      - General structure and economic objectives
      - Commodity (long-term vs short-term, different pricing concepts)
      - Transportation (pipeline and LNG)
      - Storage
      - Key non-price terms and conditions and their economic impact in modern markets
      - Pricing
      - Implications and interdependencies
    • Current trends and recent developments
      - Market developments
      - Environmental impact
      - Portfolio management and risk mitigation
      - (US) shale gas
      - Globalisation: the impact of LNG
      - Cross commodity trading
      - Strategic pitfalls (case studies)



      © All rights reserved
      HOT Engineering GmbH   Tel: +43 3842 43 0 53-0   Fax +43 3842 43 0 53-1   hot@hoteng.com