A one-day workshop
This course is designed to empower the participant with the skills and knowledge required to understand and apply contract and commercial relationship principles and techniques in an operational and managerial role to ensure optimal outcomes. The emphasis is on working in a cross-functional way with key stakeholders and suppliers.
Supplier relationship management is all about maximising opportunities for value for both sides by means of highly effective relationships. Ultimately, those suppliers that have the greatest influence on an organisation’s performance are the ones to directly involve in SRM activities.
- Understand the different types of commercial relationship
- Audit current suppliers and develop more effective future relationships with them
- Understand the motivation of suppliers to perform
- Take a proactive, collaborative, and agile approach to managing contract and commercial relationships
- Develop and monitor appropriate and robust KPIs and SLAs to manage and improve relationships
- Appreciate the cross-functional nature of supplier relationship management
- Collaborate with suppliers to deliver sustainable performance and to manage and exceed stakeholder expectations
- Make effective use of lessons learned to promote improvements from less-than optimal outcomes, using appropriate templates
- Effectively manage the process of change, claims, variations, and dispute resolution with suppliers
- Make appropriate use of best practice supplier relationship management tools and techniques.
Expert trainer
Sharon Croome spent more than 25 years with the Ministry of Defence and various UK-based major contractors before setting up her own consultancy in commercial, procurement and supply chain management. She supports MOD and DE&S clients with procurement strategies, supplier/customer contract drafting and advice, and the design and delivery of commercial professionalisation training.
Session outline
1. Introduction
- Learning outcomes
- Learning styles
- Plan for the day
2. Commercial environment
- The contracting context
- Key objectives of contract management
- Successful supplier relationships – importance and impact on the organisation
3. Critical success factors
- Essential principles of contract management and administration
- A six-step model
4. Putting the ‘management’ into contract management
- Contract management as a key management activity
- Traditional v new age models of contract management
- The need for a fully commercial approach
- Added value of effective contract management
5. Analysing the role
- Contract management and contracting defined
- The necessity for formal contracts
6. Developing the role
- Stakeholder mapping and analysis
- The ‘shared vision’ concept
- Engaging with HSE, Finance, Operations
7. Performing the role
- Developing effective contracting plans and strategies
- Contract close-out and acceptance
- HSE
- Final payments
- Evaluation of performance
- Completion – capturing the learning
8. Conclusion
- Further information
- Open forum Q&A
- Action planning
- Summary
