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

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