Training. Portfolio. Leading global excellence in procurement and supply

Transcription

1 Training Portfolio 2014 Training that is relevant and targeted to business needs...for professionals at all levels from new recruits to experienced professionals Leading global excellence in procurement and supply

2 CIPS Courses Who are CIPS? Procurement Skills Introductory Courses 06 Introduction to Procurement 07 Introduction to Negotiation 08 Introduction to Contract 09 Introduction to Contract Law Intermediate Courses 12 Category 13 Supplier Performance 14 Bid and Evaluation 15 Finance for Procurement Advanced Courses 18 Negotiation Masterclass 19 Supplier Relationship Masterclass 20 Contract Masterclass 21 Contract Law Masterclass CIPS is the leading voice of the procurement and supply profession and, with a global community of over 100,000 in 150 countries, the largest. We set the standards and are the only regulated body in the world to promote a Code of Conduct; a code that has become the international model for purchasing and supply practice. Planning Skills 23 Developing a Category Strategy 24 Supply Market Analysis 25 Developing Contract Plans and SLAs 26 Specification Writing for Services 27 Strategic Sourcing 28 Sales skills for Procurement Professionals Why train with CIPS? We are the worldwide centre for excellence on procurement and supply management. Our programmes help professionals deliver real strategic and sustainable value to their organisations. Our training portfolio is constantly developing and we offer new and trusted programmes linked with commercial issues and academia. The quality of the programme leaders and extensive types of training will suit professionals at all levels. People development CIPS trains thousands of professionals every year from around the world both members and non-members World class training and development of the modern professional is a CIPS core strength Our qualification is the only one in this field equivalent to a university degree CIPS encourages a commitment to lifelong learning with the CIPS Continuing Professional Development (CPD) scheme. Continuing Professional Development Helps you improve, record, maintain and evaluate your technical and managerial skills and knowledge Provides evidence of your progress All courses in the portfolio count towards the skills category of CIPS new CPD scheme. One-day courses contribute seven hours, two-day courses contribute fourteen hours. Participating in CIPS training courses is one aspect of continued learning. See more about the CIPS CPD scheme on our website: cpd Services To join and find out more about the many benefits available, including discounts on all our training courses go to benefits Website offering a wealth of downloadable advice, information and reports Online access to learning, the bookshop plus the latest executive posts in procurement Supply magazine, free to all members, gives the latest news and views in procurement and the business world. Course fees include Comprehensive course materials to support new skills and knowledge back in the workplace Lunch, morning and afternoon refreshments. procurement training packages Purchase any introductory, intermediate or advanced course package and save 10%! See page 43 for further information. Company training packages Purchase 10, 15 or 20 days of procurement training and receive a discount of up to 25%* See page 43 for further information. Performing Courses 30 Reducing Total Cost 31 Buyer-Supplier Collaboration 32 Lean and Operational Excellence for Procurement 33 Dealing with Poor Performance 34 Sustainable and Ethical Procurement 35 Reviewing and Refreshing Contracts Specialist Courses 37 Negotiating Difficult Contract Terms 38 Risk 39 Stakeholder Influencing and 40 Strategic eauction 41 Communication Skills for Procurement Professionals 42 Outsourcing A Practical Approach 43 Pricing Schedule 02 03

3 Your CIPS training journey starts here Advanced Courses Planning Performing Specialist Introductory Courses Introduction to Procurement Negotiation Essentials Introduction to Contract Introduction to Contract Law Intermediate Courses Category Supplier Performance Bid and Evaluation Financial for Procurement Negotiation Masterclass Supplier Relationship Masterclass Contract Masterclass Contract Law Masterclass Introductory Courses Intermediate Courses Introduction to Procurement Introduction to Negotiation Introduction to Contract Introduction to Contract Law Category Supplier Performance Bid and Evaluation Finance for Procurement Developing a Category Strategy Supply Market Analysis Developing Contract Plans and SLAs Specification Writing for Services Reducing Total Cost Buyer-Supplier Collaboration Lean and Operational Excellence for Procurement Dealing with Poor Performance Negotiating Difficult Contract Terms Risk Stakeholder Influencing and Strategic eauction Not sure where to start? Our range of procurement training courses will suit professionals at all levels, ranging from introductory level right through to our advanced Masterclasses. If you are new to procurement, we recommend that you start your training journey working through our introductory core procurement courses listed above. The introductory core courses are the perfect entry point into the profession and will give you a thorough knowledge of the basics of procurement and supply which will be of practical day-to-day use in your organisation. For those with a little more experience behind them, our intermediate and advanced courses may be more suited to your role and area of expertise. Buy a package and save procurement training packages Purchase any introductory, intermediate or advanced course package and save 10%! See page 43 for further information. Company training packages Purchase 10, 15 or 20 days of procurement training and receive a discount of up to 25%* See page 43 for further information. Advanced Courses Negotiation Masterclass Supplier Relationship Masterclass Contract Masterclass Contract Law Masterclass Strategic Sourcing Sales skills for Procurement Professionals Or maybe you d like to refresh your skills? Sustainable and Ethical Procurement Reviewing and Refreshing Contracts Communications Skills for Procurement Professionals Outsourcing A Practical Approach Need to increase your understanding in one or more areas of procurement and supply? You can pick and choose the relevant courses to suit you, or the requirements of your team, and cover the areas of core procurement, planning and performing, along with a number of specialist courses

4 Introduction to Procurement Introduction to Negotiation This workshop aims to equip delegates with an awareness of the essentials of procurement and the role, tools, techniques and methods procurement practitioners use to add value to the process. Participants will explore the procurement process and the ways in which value may be created, shared or destroyed throughout the end-to-end process. This workshop aims to equip delegates with an understanding of the negotiation process and the tools, techniques and methods negotiators use to achieve better outcomes. Participants will explore negotiation from start to finish, and the behaviours and methods that can be deployed throughout the negotiation process. Describe the end to end procurement process and identify the ways in which value may be created or destroyed. Define and demonstrate the contribution of the procurement specialist at each phase of the procurement process. Distinguish between RFIs, RFPs and other tools of market engagement, and deploy those tools appropriately. Define value for money and design evaluation mechanisms to select the best offer for a variety of procurements. Demonstrate suitable behaviours in conducting supplier meetings and bid evaluations to uphold professional standards and integrity. A practical two-day workshop consisting of nine sessions involving exercises, 1. the procurement lifecycle 2. what is our role? 3. defining the opportunity 4. reviewing the supply market 5. negotiating terms 6. selecting the supplier 7. managing supplier performance 8. reviewing the procurement 9. managing supplier relationships in practice. Greater appreciation of the difference between transactional purchasing and contemporary procurement. More appreciation of the tools used by procurement practitioners. Less likelihood of the procurement process being affected by supplier behaviour to undermine effective procurement. case studies, presentations and trainer-facilitated discussions covering: 1. the negotiation process 2. what makes a good negotiator? 3. planning for the negotiation 4. building person to person relationships 5. probing the issues 6. deploying persuasion methods 7. reaching agreement 8. tactics and ploys 9. controlling the negotiation. More appreciation of the importance of preparation and planning to achieve better outcomes. Increased confidence in knowing what to do and say at each phase. Less likelihood of losing value through making elementary mistakes in the negotiation process. Describe the negotiation process in terms of the end to end process and demonstrate the behaviours that are appropriate at each phase. Conduct negotiation planning in a way that allows the organisation to define the key objectives and how they may be achieved. Perform in negotiations in a way that makes realisation of negotiation objectives more likely. Demonstrate a range of persuasion methods and behave appropriately in deploying each of them. Describe how the negotiator may control the conduct of the negotiation, and demonstrate capability in performing these behaviours. Introduction to Negotiation Introduction to Contract Introduction to Contract law The workshop will benefit those who are new to the procurement process and wish to understand their role and the tools to help achieve better outcomes for their organisation. The workshop will benefit those newly involved in the negotiation process, and those who wish to refresh their appreciation of the skills and behaviours which underpin superior performance. Negotiation Masterclass Negotiating Difficult Contract Terms introduction-to-procurement TWO Day Course Australia New Zealand introduction-to-negotiation Member Rate (incl. GST) $1,780 AUD $1,900 NZD Non-Member Rate (incl. GST) $2,040 AUD $2,100 NZD 06 07

5 Introduction to Contract Introduction to Contract Law This workshop aims to equip delegates with the knowledge of a variety of tools, techniques and methods which will help them manage contracts more effectively. Participants will examine the contract lifecycle, the responsibilities of key stakeholders within the lifecycle, and strategies for effective contract management. This workshop aims to equip delegates with an appreciation of the legal framework affecting contract formation, performance and termination. Participants will explore the risks in commercial dealing and how contractual terms can help clarify rights and obligations between the parties. Describe the key components of a contract and the contract management lifecycle. Describe the role of the contract manager and the key relationships needed to make the role successful. Translate the contract intent into a practical plan to realise the contractual deliverables. Develop an appropriate plan to manage contract variations. Develop and manage a contract management plan appropriate for the contract. Contract Masterclass Reviewing and Refreshing Contracts Introduction to Contract law Developing Contract Plans and SLAs Dealing with Poor Performance introduction-to-contractmanagement 1. the contract lifecycle 2. reading the contract 3. role of the contract manager 4. the kick off meeting 5. managing performance 6. developing KPIs 7. managing performance review 8. reviewing and closing out contracts 9. developing a contract management plan. Knowledge and application of contract management tools, including a contract management plan. More appreciation of the role of the contract manager. Less likelihood of poor contract management causing risk, waste or loss for their organisation. The workshop will benefit those who are responsible for achieving outcomes from suppliers, contractors and service providers, and procurement officers who have a requirement to manage contracts. case studies, presentations and trainer-facilitated discussions covering: 1. introduction the nature of a contract and its formation 2. the shape and purpose of a contract 3. formation of a contract 4. the battle of the forms 5. types of contract terms 6. the form of a contract and drafting clauses 7. what is meant by breach of contract? 8. contract termination 9. contracts as part of risk management. More appreciation of the basis upon which contractual terms are agreed. Greater understanding of the contractual remedies for breach of contract. Less likelihood of exposing their organisations to contractual risk through inappropriate contractual behaviour. The workshop will benefit those who are new to a commercial role, or who need to understand the legal framework that underpins commercial contracts. Describe the purposes of contracts under Australian contract law. List the essential elements needed to form a contract. Relate the legal principles to typical business exchanges between commercial entities. Distinguish between different contract terms and describe their significance. Demonstrate awareness of the issues in designing contracts and drafting contract terms. Contract Law Masterclass Negotiating Difficult Contract Terms Risk introduction-to-contract-law 08 09

6 Discover what s below the surface...more than just membership of our global community Save Money Continual Support Stay Connected Training courses Members benefit from a 10% discount on all training courses, workshops, seminars and conferences. CIPS book store Our book shop carries the course books required to study for our global qualifications as well as a range of further reading text books. As a member, you have the opportunity to take advantage of special offers and the Book Advisory Service. Selective discounts available. cips.org/buy E-learning Support your studies for CIPS qualifications with our flexible online learning portfolio; over 250 hours of professional training. cips.org/e-learning Regus Business Services Enjoy access to 1,000 business lounges and offices in 75 countries when you are on the move and benefit from a 20% discount on all meeting room bookings. Value $708 per year. cips.org/regus Accor Hotels As one of the world s leading hotel groups with over 3,500 hotels worldwide, Accor offers a range of hotels and destinations for business or leisure to suit every budget. Discounts available on hotel bookings and meeting rooms plus a membership loyalty card. cips.org/accor CIPS Intelligence A comprehensive online knowledge and information resource that covers key business concepts in procurement and supply management. cips.org/intelligence Supply This free magazine includes latest news, job opportunities and current developments in purchasing and supply. Value $190 per year. CIPS Update A selection of e-newsletters sign posting members to the latest resources, events and procurement vacancies together with a knowledge update on topical procurement issues. cips.org/e-news Qualifications Update A quarterly newsletter, with information about developments to our education programmes, products and services. cips.org/e-news Global Public Procurement Portal A comprehensive website giving access to expert advice, resources and best practice guidance to enhance and extend professional capabilities of public sector procurement practitioners worldwide. globalpublicprocurement.org Supply Business The new quarterly title for business leaders who are interested in the massive impact a successful procurement and supply operation can have on their business. Available on subscription only. Study Support Optimise your study time by using our online Study Support including exemplar paper for 2013 qualifications and exam technique guides. cips.org/qualifications/study-support Regional Events Access a national events program that features expert speakers on topical issues. Discounted member registration. cips.org/regionalevents Conferences Regional conference program offering the latest industry developments and updates. Discounted member registration. cips.org/events Networking Join other professionals in your region with similar professional interests and concerns. Meet your local committee members and raise your profile within the procurement community. cips.org/community MyCIPS The new MyCIPS area enables you to update your contact information, receive exam results and store personal information. cips.org/mycips Member Database Online search facility freely accessible by all enabling you to provide evidence of your membership status or check the status of a potential employee or consultant. cips.org/search Social Media A growing online community on the three main social media sites enables you to stay in touch with colleagues, make new contacts and join in popular discussions. Your essential benefits As a CIPS member you would expect that the qualifications you achieve are internationally recognised leading to increased earnings, and you will have the opportunity to network with like-minded professionals. But look below the surface and you will find that being part of our global community also gives you access to a full range of added benefits designed to support your professional and personal development. Join online today If you are not already a member and want to find out how to: receive guidance and knowledge to help you improve how you do your job build your professional network benchmark good practice and enhance your personal development achieve qualifications that will help you progress in your career potentially earn more. Find out more about CIPS Membership at join, or contact our membership team by phoning or ing membership@cipsa.com.au

7 Category Supplier Performance This workshop aims to equip delegates with practical methodologies to manage their category from end-to-end, exploring the tools, techniques and methods of category management. Participants will examine how value may be created and lost throughout the category management process, and how to develop category management plans for categories with differing levels of complexity. This workshop aims to equip delegates with the tools to design, organise and manage a programme to deliver tangible improvements from a supplier relationship. Participants will look at developing a supplier relationship improvement programme to rehabilitate a dysfunctional relationship or improve performance within a satisfactory relationship. Describe the end to end category management process and identify the activities and tools that may be used at each phase of the process. Describe the role of the category manager during the process and give examples of how value may be added at each phase. Develop category plans for categories with a range of different levels of complexity and match the degree of rigour to the complexity of the category. Distinguish between purchasing, sourcing, procurement and category management and be capable of pitching the benefits of category management to stakeholders. Develop strategies to manage demand as well as supplier performance and demonstrate appropriate behaviours to achieve desired category outcomes. Developing a Category Strategy Supply Market Analysis Reducing Total Cost category-management A practical two-day workshop consisting of nine sessions involving exercises, 1. the category management process 2. what is the role of a category manager? 3. defining the opportunity 4. reviewing the supply market 5. developing a category plan 6. engaging the supply market 7. managing supplier performance 8. review and refresh the strategy 9. category management challenges. Greater understanding of the role of the category manager in facilitating the end-to-end process; what tools, techniques and methods are appropriate at each phase? More confidence in the deployment of specific tools which may be appropriate at each phase Less likelihood that the category management process will be undermined through role conflict, or the adoption of inappropriate strategies or approaches. The workshop will benefit category managers who need to develop category plans and deliver better outcomes from category management for their organisation. 1. designing a supplier performance improvement framework 2. selecting candidates for improvement 3. enrolling suppliers onto the programme 4. governance structures for improvement 5. defining dimensions to measure 6. prioritising improvement opportunities 7. levers of performance management 8. problem solving and resolution 9. support, escalate or terminate? Increased capability to manage supplier performance, including developing a supplier improvement programme. More likelihood of improved supplier outcomes. Less likelihood that the client will fail to manage critical supplier relationships appropriately. The workshop will benefit managers who are responsible for outcomes delivered by suppliers and wish to support selected suppliers in enhancing performance. Develop a performance management framework to motivate supplier performance for key suppliers. Design and implement a supplier improvement programme appropriate for a variety of supplier relationships based upon the goals of each category and the scale of improvement targeted. Create appropriate governance and operational review mechanisms to monitor and review improvement. Support improvement through problem solving tools and appropriate balance of commercial and contractual motivators. Develop a mix of soft and hard boundaries for support and develop contingency plans in the event that improvement is not forthcoming. Category Buyer-Supplier Collaboration Dealing with Poor Performance supplier-performancemanagement TWO Day Course Australia New Zealand Member Rate (incl. GST) $1,780 AUD $1,900 NZD Non-Member Rate (incl. GST) $2,040 AUD $2,100 NZD 12 13

8 Bid and Evaluation Finance for Procurement This workshop aims to equip delegates with practical methodologies to design and conduct RFP, tender and bid management in order to secure best value outcomes. Participants will examine the bid management process and how value may be created and lost throughout the bid management process. This workshop aims to equip delegates with the financial literacy to deploy financial tools and techniques to reach better decisions. Participants will explore financial tools, techniques and methods which may be used in investment appraisal, ratio analysis, total cost modelling and negotiation planning. Describe the market approach process in terms of the end to end activities and list the activities that are appropriate at each phase. Select the most appropriate market approach for a given procurement and design a process likely to achieve the procurement objectives. Develop a bid package and other detailed plans that defines the procurement objectives and manages the risks in the process appropriately. Develop and conduct bid evaluation processes in such a way that an outcome may be reached which selects the best offer/s. Manage probity throughout the process to ensure the integrity and objectivity of the process. Specification Writing for Services Strategic Sourcing Sales skills for Procurement Strategic eauction A practical two-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions covering: 1. the bidding and evaluation process 2. driving out procurement objectives 3. designing the market approach in overview 4. assembling the bid package 5. designing the bid evaluation mechanism 6. managing probity during the process 7. managing evaluation in practice. 8. translating the decision into action 9. dealing with problems. Greater understanding of designing bid documents and maximising the likelihood of receiving competitive offers. More likelihood that the bid evaluation framework will identify the best value offers. Less likelihood that the bid process will be derailed by low participation rates by suppliers or evaluation mechanisms that have to be fudged to deliver the right outcome. 1. why procurement practitioners need to understand financial tools 2. how procurement practitioners can contribute to better business cases 3. how procurement practitioners can contribute to investment appraisal decisions 4. interpreting suppliers published financial accounts 5. getting and interpreting cost breakdowns 6. cost, profit and volume. 7. service levels and the cost to serve 8. identify the cost drivers that affect the total cost of ownership 9. opportunities for financial literacy in procurement. Increased confidence to be able to contribute to investment appraisal, business cases and financial modelling. More confidence in the ability to define and measure the best outcome, and measure the benefits of particular choices. Less likelihood that the procurement process will be undermined through poor decisions or that organisational risk will be increased through the selection of suppliers who subsequently fail. Demonstrate confidence in using selected tools to enhance the quality of decision making. Develop appropriate sourcing decisions based upon interpretation of a supplier s published financial accounts. Participate in business case and/or investment appraisal decisions and contribute to robust decision making. Develop negotiation targets on a logical basis derived from analysis of suppliers accounts, cost breakdowns or published industry data. Model total cost and develop a range of initiatives to reduce the total cost of ownership based on rational cost modelling. Reducing Total Cost bidmanagement-and-evaluation The workshop will benefit those who need to design, issue and evaluate competitive offers, such as quotes, tenders, proposals and bids. TWO Day Course Australia New Zealand Member Rate (incl. GST) $1,780 AUD $1,900 NZD Non-Member Rate (incl. GST) $2,040 AUD $2,100 NZD The workshop will benefit procurement managers who wish to improve the utilisation of financial tools and techniques in operational procurement decision making. finance-for-procurement 14 15

9 Achieving professional qualifications is a major investment in your future. Be the best you can be A professional qualification will enhance your current skills and practices and equip you with new skills, providing you with the professional tools to excel in your chosen field. Enjoy greater rewards Our students tell us that a professional qualification is well worth the investment. Qualifications signal your procurement proficiency to other professionals and employers, giving you a significant career advantage and enabling you to earn more per annum * than non-qualified professionals. Get ahead of the competition A professional qualification demonstrates your serious intent and commitment to being a better professional manager. This is a huge advantage when you re looking to progress in your career. Professional Qualifications: your career advantage No matter what stage of your career you re at there s a qualification for you and your experience Are you... An executive and senior leader? Senior/Experienced? The brightest and best? Executive Diploma Entry Route to MCIPS Corporate Award We offer five qualifications to support your professional development in procurement and supply, developed closely with employers to make sure they respond to current business requirements. On successful completion of the Diploma, Advanced and Professional diplomas, in conjunction with three years experience in procurement and supply, you may apply for full membership of CIPS to use the designatory letters, MCIPS. Find out more at mcips, or contact our Education team by phoning or ing education@cipsa.com.au. A senior procurement professional? A senior buyer or contract manager? A junior to middle manager? An operational procurement person? Part-time, non-procurement or new starter? Wanting to up skill or refresh your procurement knowledge? Professional Diploma in Procurement & Supply Advanced Diploma in Procurement & Supply Diploma in Procurement & Supply Advanced Certificate in Procurement & Supply Certificate in Procurement & Supply Procurement skills training 16 *CIPS Croner Reward Survey, Find out more about CIPS Qualifications at cips-qualifications, or contact our education team by phoning or ing education@cipsa.com.au. 17

10 Negotiation Masterclass Supplier Relationship Masterclass This workshop aims to equip delegates with capability in negotiation in terms of tools, process and methods effective negotiators use to achieve better outcomes. Participants will examine complex negotiations, and the tools, disciplines and behaviours that underpin effective negotiation. This workshop includes role-play and assumes prior knowledge of basic negotiation concepts and behaviours. This workshop aims to equip delegates with the tools to design, organise and deploy appropriate supplier relationships with suppliers across the spend portfolio. Participants will explore designing and deploying a portfolio of supplier relationships, managing complex relationships and dealing with dysfunctional relationships. Develop appropriate negotiation plans including appropriate objectives and negotiation methods for complex negotiations. Develop fact-based negotiation methods that are soundly based upon robust arguments and be able to deconstruct the other party s rationale and logic. Design and conduct co-operative negotiations and display appropriate behaviours to support co-operation rather than competition. Develop a degree of cultural literacy to diagnose how the other party behaves and makes decisions, and adapt our behaviour to avoid conflict. Recognise the impact of behaviour on others and adapt our own style according to behaviours most conductive to success. Negotiating Difficult Contract Terms Stakeholder Influencing and negiotiation-masterclass A practical two-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions covering 1. what separates good negotiators from the rest? 2. planning for a successful negotiation 3. the hierarchy of logical arguments 4. how to negotiate more effectively in a team 5. concession behaviour in win/win negotiations 6. dealing with cultural issues in negotiation 7. resolving impasses in negotiation 8. neutralising negotiation tactics 9. practical role play. More rigour in negotiation preparation and planning to ensure that the team are well prepared when they reach the table. More confidence in facilitating the team so that each team member knows what to do and say at each phase. Less likelihood of increased risk through the negotiation process being delayed, subverted or failing to deliver the required outcomes. The workshop will benefit those who wish to build upon their prior knowledge of the negotiation process, and those who wish to refresh their existing capability in terms of the skills and behaviours which underpin superior performance. A practical two-day workshop consisting of nine sessions involving exercises, 1. developing a portfolio of supplier relationships 2. segmenting supplier relationships 3. deconstructing elements of supplier relationships 4. how to differentiate supplier relationships 5. developing joint cost and value initiatives 6. customer of choice and 180 degree feedback 7. improving delinquent supplier performance 8. improving supplier capability 9. developing a supplier relationship plan. More capability to design and manage a range of supplier relationships, including co-operative relationships. More capability to design and deploy an appropriate organisational design so that the client can define roles and responsibilities in supplier relationship management. Less likelihood that the client will fail to manage critical supplier relationships appropriately. The workshop will benefit senior managers who manage policy and/or a portfolio of suppliers and who wish to develop existing capability in supplier relationship management. Develop a portfolio of supplier relationships and allocate suppliers into the most appropriate relationship type. Develop joint initiatives with suppliers and design and manage appropriate governance and team mechanisms to secure co-operative outcomes. Engage suppliers in feedback mechanisms to develop mutual understanding and select the most appropriate dimensions for measurement and feedback. Distinguish between supplier performance management and supplier development and design appropriate interventions in each case. Develop relationship action plans to target the drivers of relationships and adapt the priorities for a range of different contexts and relationships. Supplier Performance Developing Contract Plans and SLAs Dealing with Poor Performance supplier-relationshipmanagement-masterclass TWO Day Course Australia New Zealand Member Rate (incl. GST) $1,780 AUD $1,900 NZD Non-Member Rate (incl. GST) $2,040 AUD $2,100 NZD TWO Day Course Australia New Zealand Member Rate (incl. GST) $1,780 AUD $1,900 NZD Non-Member Rate (incl. GST) $2,040 AUD $2,100 NZD 18 19

11 Contract Masterclass Contract Law Masterclass This workshop aims to equip delegates with the capability to manage complex contracts more effectively, and explores the challenges faced by managers of complex contracts. It features a selection of complex issues and aims to explore practical solutions drawing upon good practice from procurement, legal and behavioural science. This workshop aims to equip delegates with an in-depth understanding of the legal risks, challenges and opportunities associated with contract formation, managing contractual breach and contract termination. Participants will examine the legal issues and managerial choices associated with commercial contracting. Select the most appropriate contractual approach to secure co-operation and/or share risk with the contractor. Evaluate specifications used in the acquisition of services and develop specifications that define the scope of the work and the quality standards to be performed. Identify opportunities to reduce waste and loss in contracting through reducing fraud and complexity. Identify when and how performance based contracts may be deployed in the contracting portfolio. Design and implement a simple mechanism to capture and share lessons learned with other stakeholders. Developing Contract Plans and SLAs Dealing with Poor Performance Reviewing and Refreshing Contracts contractmanagement-masterclass A practical two-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions covering: 1. key challenges facing contract managers 2. developing specifications for services 3. early contractor involvement 4. co-operative contracting in practice 5. reducing complexity in contracting 6. detecting and dealing with malpractice 7. risk management in practice 8. performance based contracting in practice 9. capturing lessons learned. More capability to define the role of the contract manager and deploy this role with other stakeholders involved in the contract management process. Ability to apply the tools of contract management, especially in respect of complex contracts for services. Less likelihood of role conflict, lack of organisational capacity or capability in contract management causing risk for the organisation. The workshop will benefit those who are responsible for managing high value and/or high risk contracts, and who wish to build upon a basic appreciation of contract management. TWO Day Course Australia New Zealand Member Rate (incl. GST) $1,780 AUD $1,900 NZD Non-Member Rate (incl. GST) $2,040 AUD $2,100 NZD A practical two-day workshop consisting of nine sessions involving exercises, 1. contracts in context 2. what should and should not be in a contract? 3. contract negotiations 4. liability clauses 5. indemnity clauses 6. warranty clauses 7. intellectual property clauses 8. dealing with contractual breach 9. Competition and Consumer Act More appreciation of the organisation s risk profile and the issues raised in risk allocation. Increased sensitivity to the organisational enablers of risk mitigation within the client and/or the supplier. Less likelihood that risk management is undertaken in a way that results in the wrong party managing the risk. The workshop will benefit managers who wish to build upon an existing appreciation of contract law principles and consider broader risk and managerial issues associated with commercial contracting. TWO Day Course Australia New Zealand Member Rate (incl. GST) $1,780 AUD $1,900 NZD Non-Member Rate (incl. GST) $2,040 AUD $2,100 NZD Evaluate what balance is needed between commercial mechanisms to manage risk and contractual mechanisms. Design and negotiate appropriate liability, indemnity and warranty clauses for their organisation. Design negotiation strategies for both co-operative and competitive negotiations which make it more likely that the resultant contract will meet the client s needs. Critically assess when to invoke informal and formal remedies for poor performance, including liquidated damages and termination clauses. Describe the key provisions of the Competition and Consumer Act 2010 and relate the provisions to the behaviour of procurement practitioners in their organisation. Reviewing and Refreshing Contracts Negotiating Difficult Contract Terms Risk contract-law-masterclass 20 21

12 Want to take your procurement training to the next level? Developing a Category Strategy This workshop aims to support delegates in developing an appropriate category strategy based upon their category objectives, the complexity of the category and the external supply market. This practical workshop introduces a variety of tools, techniques and methods which can be used to develop a category strategy, addressing both pre-award and post-award opportunities to add value to the procurement of categories. Our range of skills training courses can be delivered in house to suit you and the specific requirements of your team. We can tailor our extensive course material for your specific industry or sector, or design a fully comprehensive programme to integrate with your organisational practice and behaviour. A customised training programme will: use your precise organisational language and models address specific problems and opportunities facing your procurement team equip delegates with the tools required to meet particular KPIs maximise ROI with customised content specific to your organisation provide a more cost effective option that allows you to get more of your team involved. Customised training courses CIPS also has a selection of additional procurement skills training courses beyond those listed in our portfolio that can be delivered in-house, including but not limited to: Spend segmentation category tree development Supplier and buyer perception analysis Designing a supplier communication plan for success Dimensioning & scaling your demand Marketing your procurement Options for market engagement Attitudinal change Managing person-to-person relationships Price benchmarking Category value benchmarking Options for category refresh Designing next generation outcomes. case studies, presentations and trainer-facilitated discussions examining: 1. developing a category strategy 2. what should be in a category strategy? 3. defining category objectives from spend and opportunity analyses 4. defining risks and opportunities in the market 5. options in terms of strategies for demand and supply market management? 6. distinguishing tactical and strategic approaches 7. matrix based approaches to strategising 8. facilitating the team to develop/ refine a range of potential market approaches 9. scaling potential benefits and presenting the strategy. Ability to identify the opportunities in categories and driving out the real business needs through analysis of demand and stakeholder engagement. More capability in understanding supply markets and identifying the risks and opportunities present in the supply market. Less likelihood that the category strategy will be misaligned to the category needs and market risks, and opportunity. This workshop is designed for category managers or procurement practitioners who need to develop category plans. The programme assumes some awareness of commercial and procurement principles, and will introduce a selection of category management tools. Design and develop category strategy at a level of rigour appropriate for the complexity of the category and nature of the category objectives. Develop a range of practical procurement strategies which may support achieving category objectives. Demonstrate tools which may help match potential strategies with the specific character and complexity of the category. Facilitate stakeholders and/or a cross functional team to select the most appropriate strategies based upon a reconciliation of the business need, balance of risk and opportunity in the supply market. Present the selected strategies in a way that maximises the likelihood of stakeholder acceptance. Category Strategic Sourcing developing-a-categorystrategy Planning 22 Contact our business solutions team today to discuss your specific business needs by phoning or ing training@cipsa.com.au. 23

13 Supply Market Analysis This workshop aims to equip delegates with the tools to explore supply markets of varying complexity to act as the foundation for an appropriate sourcing strategy. Participants will undertake the development of a coherent market analysis including defining the market, selecting tools for supply market analysis, interpretation of the analyses and development of appropriate recommendations for market approach. Developing Contract Plans and SLAs This workshop aims to equip participants with the ability to design and draft contract management plans and service level agreements (SLAs). Participants will look at the creation of a contract management plan, examining the what, the how and the when of contract management. Planning Identify tips, tricks and traps for the various tools of analysis which may be applied to markets. Design the rigour of analysis based upon the category complexity and the constraints affecting the project such as time and competing priorities, as well as the character of the supply market. Evaluate supply market characteristics based upon a selection of tools of analysis and identify the salient features of the market in terms of structure and dynamics. Develop appropriate conclusions based upon the analysis, and link the resultant market approach to the supply market character. Identify the information sources which may be relevant to the market review and match the information sources to the tools of analysis. Strategic Sourcing Lean and Operational Excellence for Procurement supplymarket-analysis 1. profiling markets and interpreting the implications of the analysis 2. defining the market; which market? 3. sources of information; getting the data 4. tools focusing on the structure of the market 5. tools focusing on the dynamics of the market 6. matrix based tools of analysis 7. matching the rigour to the level of complexity 8. from analysis to interpretation; so what? 9. from interpretation to action; market approach. Enhanced capability to deploy a range of tools to analyse supply markets in terms of structure, capacity, competition and trends. Greater selectivity in determining which tools are appropriate based upon the complexity of the market and the category. Less likelihood that the choice of tools will become mechanistic or disproportionate to the level of rigour needed. This workshop will benefit people who need to analyse markets to identify appropriate information upon which to base robust decisions about how to approach that market. case studies, presentations and trainer-facilitated discussions examining: 1. agreements in general/types of agreements 2. drafting obligations or expectations 3. legally binding obligations 4. how do we measure performance? 5. enforcing the essentials 6. building a contract management plan 7. structure, content and purpose of SLA elements 8. key performance indicators (KPI) 9. incentivisation. More capability to design the contract management plan in light of the complexity of the category and the challenges in ensuring performance meets the contractually-agreed standards. Greater likelihood that the performance of contract management will align with the business needs. Less likelihood that contract management will fail due to lack of role clarity, lack of resource, or lack of management of provider performance. The workshop will benefit managers who are responsible for post award contract management, and who need to identify who is responsible, and how the contract management is managed once it is on foot. This may be relevant to contract managers and other managers responsible for provider performance. Design a contract management plan that matches the challenges of the category and the rights and obligation in the contract. Drafting performance standards and KPIs, and relating them to the key contractual deliverables. Critically analyse the key clauses of a contract management plan. Design and execute a performance management regime that allows the contract manager to manage the provider s performance. Manage variations and revisions to the agreement and ensure that the contract management plan adapts to any changes in the contract. Supplier Performance Supplier Relationship Masterclass Dealing with Poor Performance developing-contractmanagement-plans-and-slas Planning 24 25

14 Specification Writing for Services This workshop aims to equip procurement practitioners with the tools and underpinning knowledge to develop and draft specifications to enable better outcomes from their contracts for service delivery. Participants will examine the issues associated with defining - and delivering - consistent service standards; from the structure and format of the specification, through to the wording and measurement. Strategic Sourcing This workshop aims to equip delegates with a range of tools, techniques and methods which procurement practitioners can deploy in order to manage strategic sourcing in a way that creates value for their organisation. Participants will be introduced to sourcing tools and processes, and explore what separates strategic from tactical activities. Planning Demonstrate capability to design and draft appropriate specifications. Identify key drivers that affect the quality of services and identify mechanisms to reduce the incidence of quality gaps in service performance. Draft specifications in clear language, appropriate sentence structure and with minimal ambiguity. Evaluate when to use specifications that are generic and market focused and when to use service standards which are unique and specific to the client. Develop processes to review and evaluate specifications and ensure that published specifications are intelligible to the intended audience. 1. developing specifications for services 2. types of specification; input, output and hybrid specifications 3. format of a specification; scopes of work, output statements, service level agreements 4. identifying potential gaps in service quality 5. determinants of service quality 6. defining quality levels for services 7. language to be used, and to be avoided 8. measuring service quality in practice 9. defining unique standards or matching the market? More capability to design specifications that are appropriate for the complexity of the category and the relative expertise of the client and the service provider. case studies, presentations and trainer-facilitated discussions covering: 1. the sourcing process 2. defining the opportunity 3. stakeholder engagement 4. reviewing the supply market 5. designing the market approach 6. engaging the market 7. negotiating terms 8. selecting the supplier 9. matching the rigour of the process to complexity. Ability to apply tools and techniques relevant to the sourcing phase of procurement projects. Increased capability in matching the rigour of the process to the complexity of the category and the supply market. Less likelihood of the sourcing process delivering an inflexible and inappropriate process or an outcome that was not planned. Describe the sourcing process and identify the ways in which value may be created or destroyed. Deploy a range of tools and techniques to analyse both internal and external environments and reach appropriate interpretations about the significance and the meaning of the analysis. Develop appropriate strategies to approach the supply market based upon a reconciliation of the internal and external environments. Define value for money and design evaluation mechanisms to select the best offer in an agnostic and transparent way. Design and deliver an appropriate sourcing process for the rigour of the category and the supply market. Planning Strategic Sourcing Lean and Operational Excellence for Procurement specification-writingfor-services More likelihood that the specification as drafted will communicate the range and quality of performance needed and allow effective measurement of actual service delivered. Less likelihood that the specification as drafted will lead to confusion on behalf of the provider or inability on behalf of the client to measure whether the actual service delivered aligns with the service needed. This workshop will benefit people who need to develop specifications for services or manage those who do. The workshop will benefit practitioners who are involved in strategic sourcing and want to add value to the sourcing process through effective deployment of a range of tools to deliver better outcomes for their organisation. strategic-sourcing 26 27