People enter Contract and Commercial Management discipline from a wide variety of backgrounds, often with little or no specific training. They may be financial or legal professionals, they may have come from sales or from a market intelligence function.
A key value offered is that the IACCM learning provides everyone with a consistent base level of knowledge. IACCM also introduces the concept of a professional standard and matching certification, to encourage individuals in their continued development. This enables IACCM to deliver a valid assessment of current capabilities at Associate, Practitioner and Expert level.
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
EDUCATIONAL PARTNER
IACCM - International Association for Contract & Commercial Management
With members from 151 countries and 10787 corporations, IACCM is leading the way in responding to the demands of global networked markets. Our membership is drawn from many industries and is made up of contract and commercial managers, negotiators, attorneys and supply chain professionals. Hundreds of organizations have also established Corporate Memberships, gaining enhanced services that support their performance and understanding of market trends. Through our worldwide presence and networked technology, IACCM members gain access to the thought leadership and practical tools that are essential for competitiveness in today’s fiercely contested global markets. We provide insight to the leading-edge contracting and commercial skills, policies, procedures and methods that are fundamental to managing enterprise and individual risks. This insight equips professionals and their leaders to implement best practice governance of contractual commitments and trading relationships.
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Who Should Attend?
This highly practical and interactive course has been specifically designed for:
“Leoron is The best training Institute I have seen in my life. Professional team , instructor and amazing preparation for international professional certificate”
Contracts and Agreements Manager
Muhannad Alotaibi
5
It was a great session. Thank you Mr. Martin Chalkley. Clear explanations of concepts, good sense of progression through the topics. I would definitely recommend this to all contract specialists/managers.
Senior Buyer
Barry Mehdizadeh
5
This CCMP course is essential for anyone dealing with commercials and contract management. I have benefited from the course as it helped me identifying gaps and gather valuable knowledge. Its practical approach to meet colleagues from other domain and share experience is vital within this course and helps to enhance the spectrum
Senior Director, Intigral
Mohammed Al Mawali
5
This is an essential course for anyone dealing with contract and contract management. I, for one, can confidently say that I have benefited from the course as it helped me with taking good quick decisions without any hesitation. The invaluable knowledge I have gathered when I attended this course will remain with me and hopefully can share it with my coworkers
Branch Manager, Bank Muscat
Mohammed Aljarbou, Sr. Contracts Advisor
5
Leoron is a re-defining how development training should be done. The course, coordination for event, and instructor were amazing. Definitely will take another course with them.
KAPSARC
Eng. Ali Jasem Hasan Al Saeed
5
This type of program is not a usual program you will spend couple of days and might not remember most of its material. It was very interactive program which not only helped me to remember the information but also made the program much more fun and openly exchanging knowledge between the instructor and participants. The large experience of both instructor and participants raise the program to higher level. This program help me in looking and dealing with matters relating to Contracts Managements in deferent way positively which resolve the problems successfully in addition finding easily the right path for solution . I love to be enrolled in another very special program like this one and particularly with customer oriented and wonderful training provider like LEORON
Procurement Supervisor, MARAFIQ
Tarek Aboulmona, Senior Contract Manager
5
IACCM certification is becoming a necessity in today’s rising importance of the global concept of Contracts Management. The course I attended with both IACCM and Leoron was a step forward in building an up-to-date knowledge base to help me further in my career. The instructor Mr. Martin was able to convey his knowledge and the other attendees experience to me, using cases that are related to the actual work environment and its requirements. He was a great knowledgeable communicator and mentor. The organization/content of the course, in all meanings, were excellent, customized to the participants needs and to both academic and practical requirements. I would highly recommend this rich experience with Leoron and IACCM to all my connections.
Ericsson CU, KSA
Mansour Aljunaydil, Contract Specialist
5
It worth every penny and every second to learn about the best practices in Contract Management
Alsalam Aircraft Company
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Procurement & Contracts
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With attending this program, you will gain a gold embossed CIPP™ Certificate with your name and designation as Member of ACPOP (Member of the Association of Certified Procurement & Operations Professionals). This certificate shows that you have completed graduate level procurement and supply chain management education and that you have the skills and experience to manage procurement programs on a national, regional and global level.
Advanced Diploma in Strategic Sourcing and Category Management
Learn how world class Procurement leaders deliver success in organizations and how you can deliver transformational results. This Master class helps delegates become Procurement Masters:
Learn best practice approaches to buying goods and services.
Manage the risks and issues within your supply chain.
Reduce business costs and maximize your business profits.
With attending this program, you will gain a gold embossed CIPP™ Certificate with your name and designation as Member of ACPOP (Member of the Association of Certified Procurement & Operations Professionals). This certificate shows that you have completed graduate level procurement and supply chain management education and that you have the skills and experience to manage procurement programs on a national, regional and global level.
Businesses are increasingly reliant on their supply partners. Learn how to focus on the suppliers who can help your organization move into the future. Take advantage of this extensive learning program, delving deep into the ‘source-to-exit’ relationship governance of your supply base. Learn about tools that will develop your skills and enhance your capabilities. Be able to make greater contributions to drive forward your corporate goals and objectives and drive smarter behaviors from your internal clients. Learn how to create an atmosphere wher...
Most of our public courses are delivered in English language. You need to be proficient in English to be able to fully participate in the workshop and network with other delegates. For in-house courses we have the capability to train in Arabic, Dutch, German and Portuguese.
LEORON Institute partners with 20+ international bodies and associations. We also award continuing professional development credits (CPE/PDUs) for:
1. NASBA (National Association of State Boards of Accountancy)
2. Project Management Institute PDUs
3. CISI credits
4. GARP credits
5. HRCI recertification credits
6. SHRM recertification credits
The deadline to register for a public course is 14 days before the course starts. Kindly note that occasionally we do accept late registrations as well, but this needs to be confirmed with the project manager of the training program or with our registration desk that can be reached at +971 4 447 5711 or [email protected].
The course fee covers a premium training experience in a 5-star hotel, learning materials, lunches & refreshments, and for some courses, the certification fee and membership with the accrediting bodies.
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