Workshop on Managing relationship in Contracting and Procurement

Program overview:

This program is designed for category managers,
sourcing advisors and contract managers who are responsible for managing
strategic contracts and/or strategic suppliers. The focus is upon ensuring
strong relationships and changing the status quo to deliver better value. This
focuses upon designing, mobilizing and managing structured improvement programs
for strategic suppliers and contractors.

For Whom:

Contract Managers, officers, category managers and
sourcing advisors who are responsible for managing strategic contracts and/or
strategic suppliers, who have good work experience in contract management, and
are familiar with contract management tools and techniques.

Learning Objectives:

At the end of the program, participants will be able to;

·        design effective interactions with strategic suppliers, focusing effort in proportion to risk, value and complexity;

·        engage with and motivate suppliers to align with structured improvement programs;

·        design and implement an appropriate ‘dashboard’ of metrics and key performance indicators;

·        align suppliers to work cooperatively on joint projects with shared goals;

·        manage contract outcomes to meet expectations or forecast benefits; and

·        apply influencing skills to build strategic suppliers and contractors relationships with shared goals.

Course Outline:

Day 1 Module 1: Segmenting supplier relationships

·        Value risk approach and using the value risk matrix

·        Developing a portfolio of supplier relationships

·        Deconstructing elements of supplier relationships

·        Understanding the context, environment and balance of power between the parties

·        Differentiating behaviour for strategic relationships

Day 1 Module 2: Developing joint improvement programs with suppliers

·        Opportunity analysis; how much by when

·        Building support and aligning stakeholders

·       Planning the program

Day 2 Module 1: Getting ‘buy in’ from the supplier

·        Profiling stakeholders and engaging at the right level

·        Pitching the benefits and answering the ‘WIIFM’ question

·        Mobilizing a pilot program

·        Day 2 Module 2: Linking improvement to contract goals

·        Categorizing anticipated benefits

·        Building a contract performance dashboard

·        Securing supplier participation

Day 3 Module 1: Setting realistic targets for improvement

·        Base-lining the ‘status quo’ and current performance

·        Setting realistic targets for improvement and developing KPIs

·        Assigning accountability for performance

·        Day 3 Module 2: Sample client-led strategies

·        Reducing total cost

·        Improving capability

·        Developing competition

Day 4: Module 1: Support in improvement

·        Clarifying who is responsible for what: RACI charts

·        Root cause analysis, affinity mapping and brainstorming

·        The role of feedback in  motivating performance

Day 4: Module 2: Managing performance and providing feedback

·        Pre-meeting actions

·        Giving and receiving feedback – conducting performance reviews

Day 5 Module 1: Dealing with poor or non-performance

·        Escalation processes and conflict resolution

·        Commercial and contractual remedies

Day 5 Module 2: Importance of considering impact/risk and cost to transition to new supplier

·        Course review and action plan development

Training Methodology

Lectures, discussions, exercises, and case studies will be used to reinforce these teachings/learning methods. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields.