Learning Objectives
- Define contract lifecycle management from contract initiation to contract close-out.
- Identify the processes involved in managing contracts in a professional working environment.
- View the customer’s and supplier’s perspective of the process.
- Evaluate suppliers and their bids and proposals.
- Gain familiarity relationship management and its importance in achieving successful outcomes.
- Use prioritization skills in the commercial environment.
Modules
- Overview: What is a contract?
- The role and activities of contract administrators
- Tools supporting effective contract administration
- Using contracts to document commercial relationships
- Choosing the best tool for the job
- Risk management: the 10 common pitfalls of contracting
- What goes wrong before we have started?
- The importance of requirements in contract administration
- Developing statements of work that deliver for parties.
- Choosing the right relationship model
- Understand when to use an RFI, RFP, RFQ
- Defining and managing the content of each request type
- Managing the RFP process
- Ensure strong representation in creating the RFB
- Supporting bids and RFPS
- Describe the end-to-end bidding process
- Definition and contents of the RFP
- Building a scope of work
- Defining SLAS, KPIS, leading and lagging indicators
- Managing the RFP process
- Managing the bidders and responding to their questions
- Pricing considerations
- Opportunity evaluation
- The rationale for a bid process
- The bid process itself
- Information on executing non-disclosure agreements
- The role of contract management in the bid process
- Opening the negotiation
- Responding to an opening offer
- Tactics, strategies and ethics
- The “last gap”
- Behavioral analysis and proving worth
- Strategies and ethics
- Key performance indicators
- Delivery
- Contract targets and other measurements
- Regular management of the contract
- Invoicing
- Measuring and managing different supplier segments
- Attributes of a strategic supplier partnership
- Driving the right relationships for mutual success
- The value of enhanced supplier relationship management
- How to coordinate and collaborate with your suppliers
- Top tips for developing closer relationships with suppliers
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