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AED 18.300

Home All Courses CCMP Contract and Commercial Management Practitioner
4.9

CCMP Contract and Commercial Management Practitioner

3 alternative locations available

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.

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Run This Course

Enjoy this certified

program at your premise of choice, with lower costs, and schedule that suits you best.

FULLY CUSTOMIZED

ACCORDING TO YOUR NEEDS!

5 Key Takeaways

1

Understand and embrace best practices in contracting and contract management.

Deliver greater value to the enterprise through enhanced contracted outcomes.

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3

Manage risk with greater effectiveness.

Accelerate the contracting and contract management process.

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5

Minimize disputes and reputation damage related to ineffective contracts.

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See What’s Inside Our 2019 Catalog

Course Outline

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

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:

  • 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

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FREQUENTLY ASKED QUESTIONS

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.

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.

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