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Deal 5: Fr. Lurssen Werft Managing Director Dirk Malgowski on Modular Patrol Vessels Public Tender

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On November 18, 2020, CEE Legal Matters reported that Gugushev & Partners had helped Fr. Lurssen Werft GmbH & Co KG, part of Northern Germany's Lurssen shipyard group, win a public tender for the supply of two multipurpose modular patrol vessels to the Bulgarian Navy. CEEIHM spoke with Dirk Malgowski, Managing Director at Fr. Lurssen Werft, to learn more about the matter.

CEEIHM: To start, please introduce Fr. Lurssen Werft and its operations.

Dirk: Lurssen is an independent and family-owned company with more than 145 years of experience in shipbuilding. We specialize in the design and manufacturing of yachts, naval, and coast guard vessels. In addition to new builds, we offer extensive after-sales services that include repairs, refits, maintenance, and worldwide logistics services. Lurssen is headquartered in Bremen, Germany. Today, our group of companies includes six highly-specialized production sites in northern Germany and more than 2,800 skilled and qualified employees. In addition to building ships in Germany, we also offer local infrastructure support and the transfer of knowledge and technology. We can build vessels locally in the customer's country and cooperate with domestic shipyards as well as with the local supply industry.

CEEIHM: What do you believe it was about your bid that ultimately made it come on top?

Dirk: At Lurssen, trust is the foundation of our business and we are very grateful for our customer's confidence in our company, our people, and our capabilities. When putting together the tender documents, we put a focus on staying within the given budget whilst, at the same time, offering the renowned Lurssen quality. We listened carefully to the specific requirements of the Ministry of Defence and integrated them into our design. We also made a very conscious decision to build both ships in Bulgaria and in cooperation with our local shipbuilding partner MTG Dolphin.

CEEIHM: What was the process like from your perspective and what did you find to be the most challenging aspects of it?

Dirk: As with any project, the process was complex and the customer’s requirements high. Nevertheless, we were able to close the contract in a comparatively short period of time. This success was based on a trustful working relationship, the expert team presented by the MoD, and the support of our local partners such as Gugushev & Partners.

CEEIHM: At what stage was Gugushev & Partners brought on and what was the firm's mandate precisely?

Dirk: Gugushev & Partners joined our team at a fairly early stage of the Request for Proposal. 

CEEIHM: And what was it about Gugushev & Partners that made it the firm of choice for you?

Dirk: At that phase of a Request for Proposal, we were looking for a reliable local partner with a deep knowledge of the local law and tax structure. Our goal was to find a Bulgarian law firm with international experience to support us throughout the entire process from the Request of Proposal, all the way to the contract negotiation phase. We evaluated a number of potential partners but it soon became clear that Gugushev & Partners were the ideal choice: they had an excellent portfolio, experience in working with the Ministry of Defence, and strong local knowledge. At the same time, they were internationally experienced and shared our values as a family-owned company such as trust, teamwork, transparency, and flexibility. With their support, we were able to manage the complex process well. We are very pleased to say that the cooperation with Gugushev & Partners has proved to be highly successful.

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