DAY ONE

Contract and Commercial Management Introduction

• Outlines the concepts of best practice in contracting

• Define contract management and our role in contracting

Contract Administration

• The purpose of the contract manager

• Pre-award responsibilities

• Post-award responsibilities

• Involvement in contracting strategy

• Undertaking competitive and market research on commercial terms, policies and practices

• Auditing contract structures and terms to provide competitive advantage.

Requirements Definition

• Defining the role of requirements as a basis for the scope of work and supply

• The impact of a deficient requirements gathering processes

• Staying aligned with business drivers

• Requirements gathering tools and techniques

• Prioritization of requirements

• Frequently encountered issues in requirements gathering

• Causes for delay or failure

Sourcing Options

• Uncovering the build versus buy decision

• Evaluating and aligning with potential project scope

• Examining options and alternate methods of contracting

• Manage the sourcing processes

• Avoid the common sourcing mistakes

• Principles, drivers and risks of outsourcing

Undertaking a Terms Audit

• Benefits of a terms audit and the consequences of inappropriate terms

• Approach to conducting a terms audit

• Scope and description

• Frequency and indications of need  

• How to undertake the audit

Cost Identification

• Finalizing the cost estimates

• Ultimate investment will depend upon effectiveness of negotiations and post-award management

• Tax and inter-company considerations (allocations)

• Fundamentals of finance and accounting

• Costing and pricing the bid

• Price vs. cost of relationship

DAY TWO

RFI,RFP,RFQ

• Understand when to use a request for information, a request for proposal or a request for quotation and the differences between them

• Defining and managing the content of each request type

• Managing the RFP process

• Assure strong representation in creating the RFP

• Supporting bids and RFPs

Bid Process and Rules

• Describe the end to end bidding process

• Approaches to scoring and ranking suppliers

• Definition and contents of the RFP

• Managing the RFP process

• Managing the bidders and responding to their questions

• Pricing considerations

• Supplier notification and the BAFO process

Evaluation Criteria

• Evaluation framework and the rules for its application

• Criteria categories to consider when developing an evaluation matrix

• Weighting evaluation criteria

• Achieving buy-in to criteria

• Confirm strategic priorities and relative ranking

• Common issues to be aware of in an evaluation matrix

• Implementing the evaluation framework

• Who should participate in the evaluation

Stakeholder Management

• The identification of stakeholders and their prioritization

• Understanding stakeholder needs

• Communicating with the stakeholder community

• Developing suppliers as stakeholders

Understanding Markets and Opportunities

• Identifying potential markets

• Market segmentation

• Competitive analysis

• Product definition

DAY THREE