This study was conducted with the aim of identifying, ranking, and proposing possible strategies for successful contract formation with project contractors, using Amir Kabir Petrochemical Company as a case study. In terms of purpose, the research is classified as an applied study, while in terms of data collection, it is a descriptive-analytical investigation. The statistical population consisted of experts and specialists among the official employees of Amir Kabir Petrochemical Company. Using judgmental sampling, 15 experts and specialists in contracts and procurement affairs were selected. Data were collected through interviews.
The categories related to the internal conditions of Amir Kabir Petrochemical Company in the field of contracts with project contractors, based on the views of experts and specialists, included:
(a) Internal regulations, comprising the subcategories of pre-project execution regulations and regulations during project implementation;
(b) Employer representatives, including the subcategories of project definition, project execution, and project completion; and
(c) Tender documents, including the subcategories of governing conditions of the tendering process, draft contracts, scope of work, and pricing schedules.
The categories related to the external conditions of Amir Kabir Petrochemical Company in the field of contracts with project contractors, based on the views of experts and specialists, included:
(a) Governance, comprising the subcategories of legal frameworks, general contract conditions, and directives and circulars;
(b) Contractor operational capabilities, including the subcategories of leadership capability, execution capability, and financial capability; and
(c) Business challenges, including the political and economic subcategories.
The categories related to the proposed strategies for successful contract formation with project contractors at Amir Kabir Petrochemical Company, based on the views of experts and specialists, included:
(a) Internal organizational strategies, comprising the subcategories of revising pre-project regulations, improving the quality of the employer’s human resources, and reviewing the structure and content of tender documents; and
(b) External organizational strategies, including the subcategories of alignment with governance, participation in contractor workshop management, and maintaining continuous and constructive interaction with contractors.
Finally, a number of practical recommendations were presented.