Hey there! Enjoying our new website? Take a moment to complete this 2-minute survey and earn $100 in credit for any course we provide.
Partner

Contract and Commercial Management Practitioner

Rating:
4.9
English
Intermediate
Video preview
LIVE VIRTUAL
TRAINING
FACE 2 FACE
ON SITE TRAINING
COACHING
& MENTORING
SELF-PACED
TRAINING
Select Date
DownloadDownload Brochure

Course Overview

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.

Key Takeaways

1
Understand and embrace best practices in contracting and contract management.
2
Deliver greater value to the enterprise through enhanced contracted outcomes.
3
Manage risk with greater effectiveness.
4
Accelerate the contracting and contract management process.
5
Minimize disputes and reputation damage related to ineffective contracts.

World Commerce And Contracting Association
Brand Logo
World Commerce & Contracting is an association dedicated to helping our members from all around the world, achieve high performing and trusted trading relationships. We are committed to researching, advocating, improving capabilities and helping our members to connect to share knowledge and leading practice. We address the growing need across all private and public organizations for everyone to be able to prepare, understand and manage contracts, and be skilled at managing commercial relationships. Get ready to embrace change and innovation.

Course Outline

Day 1
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 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 2
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 3
Identify different relationships and their requirements
Outline some of the different types of contract that can be entered into Discuss the difference between a consortium, a prime contractor and a sub-contractor Terms and Conditions Overview Basic contract components Common contract terms Contract review processes Definitions Evaluate clarity and completeness of basic contract elements Understand relevance of term and condition provisions Statement of Work/Service Level Agreement Production SOW Key terms/functions Why a SOW is required Statement of work versus scope of work SOW/SLA Relationship Definition of an SLA What customers require from an SLA Leading and lagging indicators Top tips for creating a robust statement of work
Day 4
Negotiate Negotiation Planning, Overview and Objectives
Principles and best practices of negotiation Understand the internal inhibitors to successful negotiated outcomes and how to control them Framing, Strategy and Goals Presuppositions of a negotiation Understanding the other side in the negotiation Developing a negotiations strategy Negotiation Stages What negotiators must understand before commencing a negotiation Negotiation Techniques Understanding motivations The use of experts in negotiation Issues of relative power Opening the negotiation Responding to an opening offer Tactics, strategies and ethics Best alternative to a negotiated agreement (BATNA) Pricing and Financial Considerations Costing and pricing principles Price methods and structures Links to risk management Term variables Case studies and examples
Day 5
Manage Implementation and Communication
What makes for a risky deal and how to mitigate that risk Developing a communications plan Pre-award to post-award handover activities Communication to the various stakeholders Communications cycle A six step communication planning process Analyzing the contract Monitoring and Performance Management Schedule management Performance monitoring Quality control Tracking deliverables and acceptance Contract Change Management What is a change and who can initiate it? Examples of changes The effect of change Who can initiate change How do you design a change control process? Dispute Handling and Resolution Types of issues in a dispute Common causes of disputes Consequences of a formal dispute How to avoid a dispute Resolution steps, mediation, arbitration and litigation Contract Close-out Types of termination and close-out Required actions Termination of relationship Continuing obligations Records and knowledge capture Smoothly manage the contract closeout process Capture and utilize lessons learned for future use

Who Should Attend?

This highly practical and interactive course has been specifically designed for
Contracting Professionals
Contract Negotiators
Contract Managers and Administrators
Contract Attorneys
Contract Drafting Professionals
Contract Strategists
Procurement Professionals
Strategic Sourcing Professionals
Supply Chain Management Professionals
Commercial Managers
Sales Account Managers
Commercial Project Managers

FAQ

What language will the course be taught in and what level of English do I need to take part in an LEORON training program?
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.
Are LEORON Public courses certified by an official body/organization?
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
What is the deadline for registering to a public course?
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 +1071 4 1075 5711 or [email protected]
What does the course fee cover?
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.
Does LEORON give discounts?
Yes, we can provide discounts for group bookings. If you would like to discuss a discount on a corporate level, we will be happy to talk to you.

Reviews

  • Review:
    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.
    Mohammed Aljarbou, Sr. Contracts Advisor
    KAPSARC
  • Review:
    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
    Eng. Ali Jasem Hasan Al Saeed
    Procurement Supervisor, MARAFIQ
  • Review:
    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.
    Tarek Aboulmona, Senior Contract Manager
    Ericsson CU, KSA
  • Review:
    It worth every penny and every second to learn about the best practices in Contract Management
    Mansour Aljunaydil, Contract Specialist
    Alsalam Aircraft Company
  • Review:
    Leoron is The best training Institute I have seen in my life. Professional team , instructor and amazing preparation for international professional certificate
    Khaled Al Assaf
    Contracts and Agreements Manager
  • Review:
    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.
    Muhannad Alotaibi
    Senior Buyer
  • Review:
    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
    Barry Mehdizadeh
    Senior Director, Intigral
  • Review:
    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
    Mohammed Al Mawali
    Branch Manager, Bank Muscat