Open Courses

The procurement cycle, Supply Chain Management and the importance of contracts

• Principles of the procurement cycle and its contribution to effective Supply Chain Management
• Supplier appraisal, post-tender appraisal and developing relevant tender documents
• The fundamentals of contracts within the procurement function
• Understanding standard contracts operating in your own organisation

Developing a contract strategy

• Agreeing on your organisation’s contract strategy
• Assessing and selecting different types of contract and the duration
• The importance of creating effective tender documents
• Identifying risks that exist in contract formulation
• Understanding key areas likely to be negotiated when entering contractual relationships with suppliers

Developing your negotiation skills

• Characteristics of a successful negotiator
• The importance of questioning and listening
• Communication skills and developing rapport
• Using silence as a powerful negotiation tool
• Understanding body language

Conducting the negotiation

• Pre-negotiation research: understanding the subject, the contract and the supplier
• Identifying potential concessions
• Effective bargaining techniques
• Identifying a “win-win” result
• Resolving stalemates and conflict resolution

Contract management and reviewing performance

• The need for ongoing supplier performance management
• Identifying and developing Key Performance Indicators (KPIs)
• Regular assessment suppliers using Service Level Agreements (SLAs) and other techniques
• Maintaining positive working behaviours and preventing declining supplier performance
• Use tools and techniques for monitoring contractual obligations