Contract Management
In-Person/Online
3 Days
English/Arabic
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.
In-Person/Online 3 Days
English/Arabic
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
Module 1: Introduction to Contract Management
- 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
Module 2: Overview of the Contract Management Lifecycle
Module 3: Requirements Development and Management
- 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
Module 4: Proposal Strategy and Creation. How to Use Them
- Understand when to use an RFI, RFP, RFQ
- Defining and managing the content of each request type
- Managing the RFP process
- Assure strong representation in creating the RFB
- Supporting bids and RFPS
Module 5: Timing, Construction and Style
- 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
Module 6: What a Supplier Will do With Your Proposal
- 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
Module 7: Building a Power Dynamic
- Opening the negotiation
- Responding to an opening offer
- Tactics, strategies and ethics
Module 8: Best Alternative to a Negotiated Agreement (BATNA)
- The "last gap"
- Behavioral analysis and proving worth
- Strategies and ethics
Module 9: Managing Performance
- Key performance indicators
- Delivery
- Contract targets and other measurements
- Regular management of the contract
- Invoicing
Module 10: Managing the Supply Base
- 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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