Training
2013 Guide
Relevant training targeted to your needs Leading global excellence in procurement and supply
Contents
03 Introduction to Procurement 03 Advanced Contract Law 04 Bid Management and Evaluation 04 Category Management 05 Category Strategies 05 Contract Law Essentials 08 Contract Management 08 Designing Contracts 09 Finance for Procurement 09 Negotiation Essentials 12 Negotiation Masterclass 12 Project Management for Procurement Managers 13 Risk Management 13 Stakeholder Management 14 Strategic e-Sourcing Management 14 Supplier Performance Management 15 Supplier Relationship Management 15 Supply Market Analysis 16 Writing Specifications
Why Train with CIPS Australasia? We are the worldwide centre of excellence in procurement and supply management issues. 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 real world commercial issues and academic principles. The quality of our programme facilitators and our range of training will suit professionals of all levels. Courses are listed for 2013, offering a wide range of venues and dates across Australia and New Zealand. 2013 Programme Our 2013 programme offers a range of completely new programmes plus a number of courses that have been updated and renamed. Programmes focus on practical and realistic applications of up-to-date professional practices. Attendees are provided with relevant materials, tools and templates to take home and use. Each course is capped at 18 people, ensuring an engaging and interactive and learning environment. All courses are fully catered with morning tea, lunch and afternoon tea provided. Programmes commence at 8.45am and conclude at 5.00pm. Each programme is held at a convenient CBD location. All courses can be booked by visiting www.cips.org/en-AU/Training/Procurement-trainingworkshops/
Procurement and supply chain professionals need to keep pace with the changing business world. Regular professional development is essential in keeping ahead of the game.
Training Guide 2013
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MEMBErShIP
Membership Career excellence with CIPS
CIPS is the leading voice of the procurement and supply profession. We have more than 70,000 members – making us the largest chartered institute in the world for the procurement and supply professional. We set standards in procurement and supply, mandate a Code of Ethics and maintain currency through ongoing professional development. KEY BENEFITS • Stay Informed with a rich body of knowledge • Get Noticed with a globally recognised designation • Powerful Networks – 70,000 members worldwide
• Advance Your Career – industry driven standards; international career mobility • Professionalism – commitment to a Code of Ethics and continuing professional development
• A Strong Voice – where and when it counts • Instant Access – website, e news, LinkedIn and other social media channels • Save – with member discounts and seasonal offers and promotions
CONTACT US
training@ cipsa.com.au
Leading global excellence in procurement and supply
Introduction to Procurement
Advanced Contract Law
Understand the end-to-end process and gain a toolkit of practical knowledge and techniques
Why do suppliers reject certain terms? Why does the legal team insist on certain things being present? Understand the importance of specific areas of contract law in this workshop.
Key course content: ˃˃ The Procurement Framework – Acts, Regulations, Policy ˃˃ An outline of the Law of Contract ˃˃ Procurement planning ˃˃ Specifying the requirement ˃˃ Approaching the market ˃˃ Planning for and conducting the evaluation of offers from evaluation to contract ˃˃ Managing the contract to completion, including performance management and variations
Key course content: ˃˃ Differences between terms and representations ˃˃ What to include in the contract ˃˃ What are liabilities and indemnities, and why do they cause problems? ˃˃ Understanding intellectual property ˃˃ Drafting contractual clauses ˃˃ Competition and Consumer Act and its relevance
This interactive training course takes you through the procurement process from start to finish. You will learn about the importance of procurement and the procurement function, the framework in which procurement happens, how contracts are formed (and varied) and concluded; plus when and how to use deeds of standing offer and panels. You will learn about probity, ethics, conflicts of interest and their impact on procurement. When should you conduct an open approach to the market? Or conduct a selective approach to only a few suppliers? Or direct source from a single supplier? Learn about planning for and then conducting evaluations, the importance of the right evaluation criteria, getting the specification right, methods for evaluating offers, conducting negotiations and debriefing unsuccessful suppliers. Benefits of attending This two-day course is the vital first step to better procurement outcomes. You will learn what to do, how to do it – and most importantly, what not to do! Who should attend? Those in a junior procurement/supply chain role or new to the discipline.
This workshop builds on the Contract Law Essentials programme and will allow procurement professionals to understand the importance of contract drafting and how it applies to the schedules in the template contracts. The programme also highlights some ‘dos and don’ts’ when negotiating terms with suppliers and what needs to be included in any final contract. Benefits of attending By attending this workshop delegates will gain a deeper understanding of the more complex legal issues that they may come across and enable them to be more confident when negotiating – both internally and externally. Who should attend? Procurement professionals looking to reduce organisational risk, and enhance procurement outcomes, through an understanding – and application – of the current legal framework.
Fees Aus (inc. GST)
Member $860
Non-member $990
Fees Aus (inc. GST) NZ
Member $1,720 $1,840
Training Guide 2013
Non-member $1,980 $2,040
3
Bid Management and Evaluation The essential and highly practical guide required for managing the tender process from issue to award. Key course content: ˃˃ Developing Requests for Offer ˃˃ Planning for evaluations ˃˃ Disseminating the Request for Offer and Receipt of Offers ˃˃ Selecting preferred providers ˃˃ Developing and formalising contractual arrangements ˃˃ Post-evaluation debriefs You understand the principles of procurement, but now need more. Fundamental to good procurement is a practical yet robust process of approaching the market and then evaluating received offers. How do you do it? What are the pitfalls and pointers? This course will give you a comprehensive understanding of the tendering process with an emphasis on good planning, important considerations and how to deal with challenging issues, such as: ˃˃ What is a conflict of interest? What risks do they pose? How do we deal with them? ˃˃ What to do with late tenders? What about incomplete tenders? How do you seek clarification of a tender without creating unfair advantage? ˃˃ Debriefing unsuccessful suppliers – what do you tell them? This highly practical course will guide you through the process of managing a tender process. Through a series of group activities, you will analyse the Conditions of Tender and draft contracts, develop a Statement of Requirement, determine key evaluation criteria, develop the Evaluation Plan, conduct an evaluation of tenders, and prepare a debrief for an unsuccessful tender. Benefits of attending: This one-day intensive yet practical course is fundamental for conducting evaluations as a means for selecting the best value-for-money supplier. You will learn what to do, how to do it – and most importantly, what not to do! Who should attend? Any procurement or non-procurement staff involved in managing a tender process.
Fees Aus (inc. GST) NZ
4
Member $860 $920
Non-member $990 $1,020
Category Management Develop your skills to become a successful category manager
Key course content: ˃˃ What is different about Category Management? ˃˃ What you need to consider when identifying the category ˃˃ Importance of Stakeholders ˃˃ Identifying the true need ˃˃ Developing Strategies This course is based on the CIPS Category Management Model
The programme will focus on the activities, tools and techniques needed to develop a category strategy for any area of ‘spend’, using case studies and real-life examples to develop understanding of how to apply the key tools. As part of the programme, you will receive the CIPS Australasia Category Management tool. Benefits of attending • You will understand the Category Management process and how to apply it to different categories of ‘spend’ • You will learn how to apply a range of Change Management techniques to implement Category Management successfully and be able to establish a cross-functional team and effective governance needed to develop a category strategy • You will learn how to gain approval and prepare for implementation Who should attend? Those with an understanding of procurement, seeking to extract value from implementing Category Management. The practical nature of this course will support both organisation-wide reform and individual categories.
Fees Aus (inc. GST) NZ
Member $1,720 $1,840
Non-member $1,980 $2,040
Training Guide 2013
Category Strategies
Contract Law Essentials
An interactive workshop designed to identify differing strategies that can be applied for categories.
A programme designed for those new to procurement to understand the steps and processes involved in forming a contract and identifying some common pitfalls along the way
Key course content: ˃˃ Developing the right category strategy ˃˃ Selecting the right market approach ˃˃ Case studies from leading companies ˃˃ Outsourcing vs Off-shoring vs In-sourcing
Key course content: ˃˃ The elements of a contract ˃˃ How contracts are formed and ended ˃˃ Different types of terms ˃˃ The different damages to consider
There are multiple approaches for category strategies that can be used; this programme reviews some alternative strategies other than simple market testing. The programme reviews the requirements for Outsourcing vs Off-shoring vs In-sourcing and identifies the key areas of analysis that need to be carried out to help understand the correct approach. The programme investigates the differing sourcing options available as well as when and why they should be used. It will also cover options for not sourcing, but developing sources of supply.
This programme covers the elements required to form a binding contract, how to identify when the elements are there and the issues if they are not. Designed to give an overview of the process, the programme goes on to cover the issues around terminating contracts and the implications of incorrectly doing so.
Benefits of attending By the end of the programme, delegates will be able to: • Develop a successful category strategy • Understand differing category strategies and select the right approach for their requirement • Apply the information within their own environment
Benefits of attending By attending this workshop delegates will understand the importance of contract law, common pitfalls in negotiating contracts, and when to involve themselves in house/external legal departments. Who should attend? Procurement practitioners looking to ensure their activity meets essential legal requirements.
Who should attend? Senior category managers and leaders involved with shaping specific strategies including deciding on the market approach.
Fees Fees Aus (inc. GST)
Member $860
Training Guide 2013
Non-member $990
Aus (inc. GST) NZ
Member $860 $920
Non-member $990 $1020
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Business
Improvement
Program
includes pathways to MCIPS
CIPS Corporate Award
develops your organisation’s procurement and supply expertise through an adapted, accredited and applied training programme. CorPorAte AwArd HIgHLIgHtS Individually adapted
Learning stimulates creative thinking
Commercial and personal development needs
Learning comes alive
for each organisation
are addressed in the design of each programme
A skills gap analysis for all
identifies learning needs which programmes are then designed to address
and challenges entrenched views
with interactive workshops, practical assignments and a live business project
Can lead to MCIPS grade of membership
as all programmes are accredited to a global standard
Leading global excellence in procurement and supply
Personal development, business improvement How does Corporate Award work? Created for groups of eight or more, CIPS Corporate Award is a stepped, modular study programme culminating in full MCIPS status. The award is delivered using different learning methods and includes:
The Levels of Corporate Award CIPS Corporate Award has two levels. The successful completion of a Corporate Award programme at Practitioner level results in Associate Membership of CIPS. Subject to three years’ experience in a responsible procurement role. Successful completion at Advanced Practitioner level results in full membership of CIPS (MCIPS).
• An initial skills gap analysis to understand knowledge gaps and suitably adapt the training prior to commencement • We also tailor our training with practical assignments • Interactive workshops and live business projects – to make learning relevant and directly applicable to the problems your organisation is seeking to address.
The benefits •
Value: CIPS Corporate Award delivers proven ROI from applied, practical projects
•
Professionalism: Positive changes in performance, attitude and behaviour that greatly benefit organisational effectiveness and reputation are frequent outcomes
•
Talent: Corporate Award unlocks potential, develops expertise and increases talent management opportunities
•
Accreditation: The award provides candidates with a route to professional membership status - MCIPS – the globally recognised standard in procurement and supply
•
Business improvement: Candidates drive improvements directly back into your organisation through work based projects and assignments and develops skills that have the power to deliver competitive advantage.
ConTACT uS Australasia: +61 3 9629 6000 Email: training@cipsa.com.au www.cipsa.com.au
Contract Management Getting the desired results from your contracts Key course content: ˃˃ Benchmark your Contract Management to best practice ˃˃ Understand the contract lifecycle and how it affects Contract Management ˃˃ Implement the Contract Management team with the right skills ˃˃ Gain exposure to the 100+ possible conditions in a contract ˃˃ Assess good and poor specifications, and what that means to a Contract Manager ˃˃ Examine different techniques required to manage the different price models ˃˃ Kick-off a Governance Charter – the interparty management agreement ˃˃ Implement effective issue, variation, and dispute management ˃˃ Discover your Contract Management style and how to work with different people ˃˃ Plan the end of a contract, and the next generation To manage today’s contracts, a direct role must be played at a strategic and operational level to ensure value-for-money is achieved and risks are minimised. This hands-on training course provides an in-depth understanding of how to effectively manage contracts, and how to get the most value out of them. The course consists of two intensive days filled with pragmatic methods, and numerous interactive exercises designed to assist you in determining the most effective management techniques for your organisation. Delegates are divided into small groups managing similar contracts to work through the issues and course techniques. Benefits of attending With a better understanding of the key aspects of managing contracts and the opportunity to practice them, you can manage your contracts more effectively, and make better choices, with regard to utilising your scarce Contract Management resources. You will receive a confidential 16-page report on your Contract Management style from your online assessment, a contract management guide (worth $150 USD), a performance evaluation guide (worth $150 USD), and numerous examples, articles and best practice checklists. Who should attend? Anyone responsible for one or more aspects of Contract Management, ensuring good governance, or guiding organisational best practice in the area.
Designing Contracts Planning an appropriate approach and contract can make all the difference between success and failure Key course content: ˃˃ The contracting cycle ˃˃ Why contracts fail ˃˃ Different types of contract ˃˃ Developing a contract strategy ˃˃ Selecting the correct market approach ˃˃ Planning for negotiations This course covers the essentials for designing an effective contract. It will identify the reasons behind why contracts fail and then review the elements needed in a sourcing process to ensure the contract is successful. This interactive workshop has been designed to develop skills in contract planning and market engagement. Delegates will gain the confidence to apply these skills practically. Benefits of attending By attending this workshop delegates will gain an understanding of the strategies available and how to apply them to their respective situations. Who should attend? Procurement professionals looking to ensure their contracts are designed to support and enhance intended outcomes.
Fees Aus (inc. GST) NZ
Member $860 $920
Non-member $990 $1,020
Fees Aus (inc. GST) NZ
8
Member $1,720 $1,840
Non-member $1,980 $2,040
Training Guide 2013
Finance for Procurement Understanding key finance information enables you to make better decisions and gives you greater negotiating strength Key course content: ˃˃ Revenue, cost, profit and cash ˃˃ Cost/Volume/Profit modelling, with a focus on understanding cost structures underlying pricing decisions, and how these can be presented ˃˃ Value, including discounted cashflow, Net Present Value, and how to support procurement recommendations with financial rigour ˃˃ Interpreting key financial statements – profit and loss accounts, balance sheets and cash flow statements ˃˃ Key accounting ratios, how to use these to better understand the fundamentals behind a suppliers’ businesses ˃˃ Finding and leveraging cost information into negotiations Understanding the cost structures and cost characteristics of goods and services enables the Procurement Professional to see the wood for the trees, and know what and how to negotiate. When making decisions about whether to use or develop a supplier, buyers need to understand a suppliers’ financial data and other published information. Understanding how to read a set of accounts is a vital part of a buyer’s toolkit, even more so in these challenging times. Presenting procurement recommendations to senior management requires an understanding and use of financial decision-making tools. This course provides key information that will enable you to start asking the right questions, and avoid some of the pitfalls.
Negotiation Essentials The fundamentals of negotiation – gain the effective skills, techniques and tactics needed for positive outcomes Key course content: ˃˃ Methods of persuasion and their application ˃˃ “Golden Rules” of persuasion: how to influence others effectively ˃˃ How to detect and deal with the other party’s attempts to influence you ˃˃ Setting markers and its impact on outcomes ˃˃ Target setting and understanding variables ˃˃ What are the phases of the negotiation and what to do This practical one-day workshop is aimed at delegates who are involved in negotiations and need an introduction to the skills and processes in commercial negotiations. The programme deconstructs the theory of negotiation and delivers a practical guide for all delegates on how to become an effective negotiator. The course identifies the ways that negotiations evolve and the movement techniques that people use, as well as identifying the way to use them. Through role playing and games, we explore the how and why of these techniques. Benefits of attending By attending this workshop, delegates will learn to identify persuasion skills and utilise them in practical situations. Delegates will also understand the overall process required for a successful negotiation. Who should attend? Procurement professionals looking to structure and implement a successful negotiation plan.
Benefits of attending Your knowledge and understanding of financial information and decision criteria will ensure you are better able to: plan and negotiate; make procurement decisions and present these recommendations effectively to your organisation. Who should attend? Procurement Professionals who plan and negotiate supply arrangements, make procurement decisions, and present to senior management. Fees Aus (inc. GST) NZ
Fees Aus (inc. GST)
Member $860
Training Guide 2013
Member $860 $920
Non-member $990 $1,020
Non-member $990
9
TAILORED SKILLS TRAINING
company training
in procurement and supply
CIPS Tailored Skills Training
develops staff talent with targeted training delivered by CIPS approved senior procurement practitioners. From scope to style and timing to location, CIPS designs your training to address the specific issues your procurement team is facing or to meet particular learning outcomes. TaILoreD SkILLS TraInIng HIgHLIgHTS Develops knowledge and skills specific to your organisation’s needs
Targets specific knowledge
rather than broad development needs
Uses content
appropriate to your industry sector
Duration of training
Delivered by senior procurement
Delivery
Suitable for teams
can be scoped from short-courses to long-term structured training
designed to suit learning styles
practitioners and CIPS approved sector specific experts
of eight people or more
Scheduled and located to maximise training time
Leading global excellence in procurement and supply
Tailored skills training How does Tailored Skills Training work?
The benefits
You can choose from an extensive range of CIPS course content that spans all aspects of procurement and supply and addresses all development stages, from new-starter to director-level.
• Improvement: Upskill staff through high quality training
Example training topics • Introduction to Procurement • Bid Management & Evaluation • Category Management • Market Analysis • Social Procurement • Sourcing Techniques
• • • • • •
Stakeholder Management Advanced Contract Law Contract Law Essentials Negotiation Essentials Contract Management Supplier Relationship Management
The scale of your training can be adjusted and can range from short courses to longer-term structured programmes and even individual coaching.
• Impact: Drives value back into your organisation with effectively trained staff • Relevance: Addresses specific knowledge gaps and learning objectives • Effective: Maximises staff development with training designed to accommodate different learning styles • Timesaving: Timed and designed to maximize course efficiency • Cooperation: Builds team-working and interaction through collaborative learning.
To suit different learning styles we use a range of methods to deliver the training including e-learning, face-to-face, teamworking, video-conferencing and guided research. The training is timed to fit around your schedule and delivered in a location that is convenient to you. We agree course objectives with you in advance and formulate a programme of study that is specifically designed to achieve your desired learning outcomes. We continue to review those objectives throughout the training to make sure the programme is delivering against expectations.
ConTaCT uS
TAILORED SKILLS TRAINING
Australasia: +61 3 9629 6000 Email: training@cipsa.com.au www.cipsa.com.au
Negotiation Masterclass Practise your skills in negotiation while managing the behavioural aspects at the highest level
Key course content: ˃˃ The negotiation process ˃˃ How to prepare for a negotiation ˃˃ How to negotiate with partners and in teams ˃˃ The buyer’s perspective on sellers and their tactics ˃˃ The supplier’s perspective on buyers and their tactics ˃˃ Concession behaviour and the art of movement ˃˃ Markers; what they are and how to use them ˃˃ Positive behavioural traits and aspects of non-verbal behaviour ˃˃ Feedback sessions in small groups including video playback and analysis This programme builds on the Negotiation Essentials programme and looks deeper into the preparation and planning aspects of negotiation. We review issues of negotiating in teams and the impact of negotiating in a relationship context. The programme will also review the use of tactics, as well as the ‘dos and don’ts’ of using them and when they may be appropriate, with a review of body language. There is also a video role-play with a professional negotiator so delegates can practise their new skills and receive direct feedback. All delegates will receive a copy of the Negotiation planning tool. Benefits of attending By attending this course, delegates will gain a deep understanding of the phases of negotiation. They will also be given opportunities to practise these and receive one-to-one feedback on their skills. Who should attend? Experienced negotiators looking to lead either a complex negotiation or a negotiation team.
Fees Aus (inc. GST)
12
Member $1,920
Non-member $2,180
Project Management for Procurement Managers Understand how to apply Project Management principles to procurement functions
Key course content: ˃˃ Ability to describe the nine knowledge areas of project management - as defined by PMBoK ˃˃ Reflect on current procurement management context ˃˃ Differentiate between projects and processes ˃˃ How to identify when our ability to influence project direction is greatest ˃˃ Understand the project life cycle This course will introduce delegates to a holistic understanding of project management principles and application, as well as their role and responsibilities. It will cover the underlying principles of the nine functions of project management found in the Project Management Body of Knowledge (PMBoK). Participants will also learn how to apply Project Management principles to procurement functions. Benefits of attending By the end of this course, delegates will be able to: • Reflect on current Project Management context • Differentiate between projects and processes • Describe the project lifecycle • Define the scope of a project • Describe the work breakdown structure and its function in project planning • Define ‘critical path’ and identify its significance in the management of projects • Define requirements for a project, and identify potential quality controls for these requirements Who should attend? This course is suited to Procurement Managers or staff managing the procurement function within projects.
Fees Aus (inc. GST)
Member $860
Non-member $990
Training Guide 2013
Risk Management
Stakeholder Management
Understand how to identify, assess and manage ‘risk’ as part of the procurement process
Confused as to why projects are blocked and fail? Not understanding who and what drives your stakeholders is probably the answer
Key Learning Outcomes ˃˃ The basics of Risk Management and the management process ˃˃ The meaning of Project, Operational and Commercial ‘risks’ and the various approaches ˃˃ Relative Risk Management vs conventional risk assessment ˃˃ Using ‘risk’ to allocate Contract Management effort and resources
Key course content: ˃˃ How to conduct Stakeholder Identification ˃˃ Analysing stakeholders and planning effective communication strategies ˃˃ Stakeholder prioritisation answering the WIIFM question ˃˃ Influencing skills and achieving stakeholder buy-in
This course is designed to enhance participants’ abilities in identifying, assessing, managing and benefitting from a greater understanding of project ‘risks’, evaluation ‘risk’ and ongoing operational ‘risks’ embedded within third party contracts. Benefits of attending Delegates attending this course will be equipped with the skills and knowledge to: • Recognise the differences between Project and Operational Risks • Distinguish between commercial, financial and operational risks • Identify risks, with a particular focus on the ‘daisy chain’ of consequences • Assess the implications of ‘risk event likelihood’ on Risk Assessments • Contrast financial Risk Assessments with financial viability in tender evaluation • Apply the Relative Risk Assessment protocol to inform business cases and procurement strategies • Develop practical mitigation strategies Who should attend? This programme is aimed at procurement professionals of all levels of experience where the need to understand and manage ‘risk’ is of particular importance.
A programme designed to assist procurement professionals to identify and influence the stakeholders who can make or break your project. The programme uncovers who the stakeholders are and how to segment and map them. It looks at power in stakeholders, who has it, and why, as well as identifying the methods of driving change. Finally the programme covers communication strategies and the way messages can be delivered, as well as their effectiveness. Benefits of attending By attending this course, delegates will not only understand, but be armed with processes and tools for effective stakeholder management. Who should attend? Anyone who needs to influence, persuade or negotiate where an assertive approach is required. Buyers of all levels who manage key relationships – internally or externally.
Fees Aus (inc. GST) NZ
Member $860 $920
Non-member $990 $1,020
Fees Aus (inc. GST)
Member $860
Training Guide 2013
Non-member $990
13
Strategic e-Sourcing Management
Supplier Performance Management
Understand e-Auction Strategy from the suppliers and buyers point-of -view and how best to approach them
Understand how to align suppliers and the value they deliver to business requirements
Key course content: ˃˃ How to effectively manage simple to advanced Reverse Auctions ˃˃ Understand how to evaluate e-Auction solutions that may replace existing solutions or fulfil totally new requirements ˃˃ Implement process steps, procedures and expert knowledge into your current sourcing process. ˃˃ How to successfully manage complex scenarios involving multiple suppliers with various groupings of products and/or services ˃˃ Improve your ability to identify the optimum cost effective e-Sourcing strategy
Key course content: ˃˃ Understand the role of different service measure documents ˃˃ How to approach service level agreements ˃˃ Managing and measuring service level agreements ˃˃ Key performance indicators – how to maximise value drivers ˃˃ Motivating suppliers and the use of incentives
This course provides a comprehensive breakdown on the use of Reverse Auctions, providing procurement professionals and suppliers alike with the skills and knowledge needed to effectively plan and manage e-Auction projects. This is an efficient and comprehensive guide to understanding e-Auctions Strategy from the suppliers and buyers point-ofview. It looks at how they can become integrated into your business processes and how best to approach them. Benefits of attending This course, through the use of facilitated sessions, group discussion, and ‘case studies’ will provide delegates with a detailed understanding of: • Project strategy – understanding the e-Sourcing process from the buyer’s perspective and how to match the supplier’s knowledge of price and market conditions • Spend assessment – what methods a buyer can employ to assess ‘cost structure’ to optimise bidding strategy • The post e-Auction actions that need to be taken as part of post-auction strategy Who should attend? This course will benefit procurement professionals looking to develop an understanding of e-Sourcing and the benefits it can offer their organisation. It will also benefit those who have recently implemented an e-Sourcing platform and are looking to maximise benefits to their organisation.
This course will expose delegates to the concept of sound supplier performance strategies. The workshop will provide delegates an opportunity to design and develop effective service level agreements, incentives and key performance documents. It will also assist in the development of supplier capability and Supply Chain Management strategies to improve supplier and purchaser performance. Benefits of attending This course is a fast-paced workshop aimed at achieving ’best in class’ supplier performance that maximises value from suppliers at the lowest sustainable cost. Delegates will leave knowing how to: • Implement a structured and consistent process when dealing with suppliers • Understand what to include in a SLA and learn how to develop it from first principles • Develop incentives and rewards mechanisms • Apply a variety of best-practice tools and techniques to create a SLA, KPIs and incentives • Manage contract fundamentals, the Contract Management cycle, Contract Management plan, roles, responsibilities and tasks • Maximise the value a successful and well-constructed SLA will bring to an organisation. Who should attend? This course will benefit procurement professionals looking to arm themselves with tools and techniques they can apply immediately to generate real results and better outcomes.
Fees Aus (inc. GST)
Member $860
Non-member $990
Fees Aus (inc. GST)
14
Member $860
Non-member $990
Training Guide 2013
Supplier Relationship Management
Supply Market Analysis
Build mutually strong relationships with your vendors to provide real value to your organisation
A programme designed to analyse and interpret Supply Markets to inform category and sourcing strategies
Key course content: ˃˃ Be able to categorise your suppliers to understand the different relationships required ˃˃ Understand the business-to-business relationship and network from a corporate perspective ˃˃ Plan a good relationship from start to finish – from before you’ve selected suppliers, to after they leave ˃˃ Determine and track the value that suppliers provide ˃˃ Manage your interpersonal relationships with suppliers
Key course content: ˃˃ Tools to analyse market structure ˃˃ Tools to identify supplier strategies ˃˃ How markets behave and change ˃˃ Understanding market power ˃˃ Product lifecycle and pricing policies
Supplier relationships are critical to any buying enterprise. Many companies have realised that it is vital to make sure these relationships are managed well – at corporate and interpersonal levels. This course starts at the most strategic level – helping categorise your suppliers by configuration structures, importance, as well as how they view your organisation. We then explore corporate relationships that span many individuals over a long period of time and examine some key tools that are useful when many people are managing supplier relationships. It is not enough just to have a good relationship; your organisation must derive value from it. To do this, we determine how to measure the success of your supplier relationships using the Contract Scorecard. We then seek to improve your interpersonal relationships, not only with suppliers, but within your organisation as well. You will complete an online profiling prior to the course, and will gain valuable insight into your values and behaviours. We then take that further, engaging in a problem solving exercise where your strengths (and weaknesses), and those of your group are put to the test. Benefits of attending You will receive a confidential 16-page report on your contract management style from your online assessment, excerpts from books by Dr. Cullen including the ‘Contract Scorecard’ and ‘Relationships by Design’ and numerous best-practice checklists.
This programme provides delegates with a range of analytical tools designed to help them understand how the supply market does and could operate. In turn this allows the delegate to design their sourcing and category strategies appropriately. It is an interactive programme that allows the delegates to practise the tools described. Delegates are advised to prepare some real situations that they can address in the workshop to generate immediate benefits. Benefits of attending By attending this course, delegates will be equipped with both an understanding of the analytical tools, and the ability to use them. Who should attend? Procurement professionals looking to extract further value from their Supply Chain through the application of proven and reliable techniques.
Fees Aus (inc. GST) NZ
Member $860 $920
Non-member $990 $1,020
Who should attend? Anyone responsible for one or more aspects of a supplier relationship. This includes those in procurement and Contract Management, as well as senior level managers.
Fees Aus (inc. GST)
Member $1,720
Training Guide 2013
Non-member $1,980
15
Writing Specifications Write clear, easy-to-use and commercially-sound specifications, statements of work/requirements and SLAs Key course content: ˃˃ Know why the specification is the most important part of the contract ˃˃ Gain practical experience writing each key part of a specification. ˃˃ Learn how to be clear – and get accurate prices as a result ˃˃ Know how to write KPIs that will work in practice ˃˃ Examine different KPI recourse/reward schemes ˃˃ Be able to critique any specification and fix it ˃˃ Fit the specification into the overall contract The specification is one of, if not, the most important document to form and manage contracts. If it is vague, difficult to use, or overly complex (or overly simplistic), its value is severely compromised. This course takes you through the high-level issues and solutions down to the detailed ones. First, we examine a dispute to assess the role of the specification in allowing two parties to form two completely different views. We then dedicate a significant portion of the course to writing a ‘specification’, and related performance measures that work. We pay close attention to ensuring appropriate structure, clear responsibilities, and the right language. Performance measures, and the financial and non-financial means to drive performance, are explored in detail as well. Benefits of attending As a manager, the responsibility rests with you to ensure your organisation effectively designs, manages and monitors the specifications in the key areas of your business. This two-day intensive workshop gives you the key tools, with practical application, so that quotations are accurate, differing interpretations are few, management can be efficient, and performance is driven to the right result. You will receive a detailed guide to specifications, as well as numerous articles and best-practice checklists. Who should attend? Anyone responsible for preparing, reviewing or managing specifications, or guiding organisational best-practice in the area. This includes engineers, ‘subject matter’ experts, contract managers and procurement professionals.
Fees Aus (inc. GST)
16
Member $1,720
Non-member $1,980
Training Guide 2013
Level 8, 520 Collins Street, Melbourne, Victoria 3000, Australia T: 1300 765 142 (+61 3 9629 6000) F: 1300 765 143 (+61 3 9620 5488)