A one-day workshop
This very practical one-day IACCM-approved programme enables participants to manage the process of commercial contracting and contract management effectively and efficiently to ensure value for money, improved service, and appropriate relationships. It covers a wide range of contract types in terms of risk and value. The programme empowers participants with the tools and techniques needed to collaborate with all key stakeholders.
- Understand the total process of managing contracts
- Exploit opportunities to extract even more added value
- Develop appropriate relationships with contractors
- Understand and use a range of contracting strategies and options
- Measure and improve contract performance
- Understand the impact of legislation on contract performance
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
1. Welcome
- Introductions
- Aims and objectives
- Plan for the day
2. Contract management
- An overview of the contracting process, mapping the ‘territory’
3. Contract managers
- Skills
- Knowledge
- Attributes
- Responsibilities
4. Critical success factors
- Defining successful outcomes
- Effective stakeholder engagement
- Creating a shared vision of the outcomes
5. Placing contracts
- How to develop an effective specification and scope of work documents
- How to develop a robust contracting strategy
- Appropriate types of contract
6. Customers and stakeholders
- Customer and stakeholder analysis
- Managing expectations and the ‘shared vision’ concept to ensure customer co-operation, satisfaction, and delight
7. Working with suppliers
- Creating and developing commercial relationships
- Types of relationship
- How to manage difficult relationships
- Contractor motivational issues
- How to use incentives
8. Negotiation and related skills
- Introduction to key negotiation skills
- Persuading and influencing skills to work with stakeholders to improve outcomes for all
9. Dealing with change
- Claims and variations
- How to challenge contractor claims and requests for variations by making use of contractual terms
- Specifications to prevent false claims
10. Performance improvement
- How to measure and improve contractor performance
- Developing KPI systems
- Using contractual terms and conditions and basic legal principles
11. Contract close
- The importance of effective contract close processes
12. Close
- Review of key learning points
- Personal action planning
