Contract and Commercial Management Practitioner

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 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

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