A two-day workshop (an IACCM qualification (CCMA))
This two-day programme gives the key insights and understanding of contracting principles and the impact they have on business and operations. The course is designed for individuals involved in or supporting contracting who want to improve their commercial management skills; individuals in functions such as project management, business development, finance, operations who need practical training in commercial management; general audiences wanting to gain a basic understanding of commercial management.
This is an assessed programme, leading to the International Association for Contracts & Commercial Management (IACCM)’s coveted Contract and Commercial Management Associate (CCMA) qualification.
- Develop robust contract plans, including scope of work and award strategies
- Conduct effective contracting activities, including ITT, RFP, negotiated outcomes
- Negotiate effectively with key stakeholders, making use of the key skills of persuading and influencing and to work with stakeholders to improve outcomes
- Set up and maintain contract management systems
- Take a proactive approach to managing contracts
- Make effective use of lessons learned to promote improvements from less than optimal outcomes, using appropriate templates
- Develop and monitor appropriate and robust Key Performance Indicators to manage the contractor and facilitate improved performance
- Understand the approvals process and how to develop and present robust propositions
- Make appropriate use of best practice contract management tools, techniques and templates
Expert trainer
Dr Ray Carter runs his own international training and development consultancy, specialising in procurement. A prolific author, his fourth book, Practical Contract Management, with Steve Kirby and Alan Oxenbury, was published in 2012. He has also had numerous articles and papers published in journals such as Supply Management and the Centre for Advanced Procurement’s Praxis publication.
Session outline
DAY ONE
1. Introductions
- Aims
- Objectives
- Plan for the day
2. Commercial context
- Explaining the contracting context
- Define the key objective
- The importance of contact management
- Impact upon the business
3. Stakeholders
- How to undertake stakeholder mapping and analysis
- Shared vision concept
- How to engage with HSE, Finance, Operations
4. Roles and responsibilities
- Exploring the key roles and responsibilities of contract administrators, HSE, Finance, Divisional managers, etc
5. Initiating the contract cycle
- Overview of the contracting cycle
- Requirement to tender
- Methods
- Rationale and exceptions
6. Specifications
- Developing robust scope of works
- Use of performance specifications
- Output based SOW
7. Strategy and award criteria
- Developing a robust contract strategy
- Award submissions/criteria
8. Managing the tender process
- Review the pre-qualification process
- Vendor registration rules and processes
- Creation of bidder lists
- Evaluation, short listing, and how to use of the 10Cs© model template and app
9. Types of contract
- Classify the different types of contracts
- Call-offs
- Framework agreement
- Price agreements
- Supply agreements
10. The contract I: price
- Understanding contract terms
- Methods of compensation
- Lump sum, unit price, cost plus, time and materials, alternative methods
- Cost plus a fee, target cost, gain share contracts
- Advanced payments
- Price escalation clauses
DAY TWO
11. Risk
- How to manage risks
- Risk classification
- Mitigation of contractual risks
12. Contractor relationship management session
- Effectively managing relationships with contractors
- Types of relationships
- Driving forces?
- Link between type of contract and style of relationship
13. Disputes
- Dealing with disputes
- Conflict resolution
- Negotiation
- Mediation
- Arbitration
14. Contract management
- Measuring and improving contract performance
- Using KPIs and SLAs
- Benchmarking
- Cost controls
15. The contract II: terms and conditions
- Contract terms and conditions
- Legal aspects
- Drafting special terms
16. Managing claims and variations
- How to manage contract and works variations orders
- Identifying the causes of variations
- Contractor claims process
17. Completion
- Contract close-out process
- Acceptance/completion
- Capture the learning/HSE
- Final payments, evaluation of performance
18. Close
- Review
- Final assessment
