training portfolio 2014 - cips · 2014-03-26 · buy a package and save core procurement training...

Leading global excellence in procurement and supply

Training

2014 Portfolio

Training that is relevant and targeted to business needs...for professionals at all levels from new recruits to experienced professionals

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CIPS?Who are

Why train with CIPS?We are the worldwide centre for excellence on procurement and supply management. Our programmes help professionals deliver real strategic and sustainable value to their organisations.

Our training portfolio is constantly developing and we offer new and trusted programmes linked with commercial issues and academia. The quality of the programme leaders and extensive types of training will suit professionals at all levels.

People development• CIPS trains thousands of professionals

every year from around the world – both members and non-members

• World class training and development of the modern professional is a CIPS core strength

• Our qualification is the only one in this field equivalent to a university degree

• CIPS encourages a commitment to lifelong learning with the CIPS Continuing Professional Development (CPD) scheme.

Continuing ProfessionalDevelopment• Helps you improve, record, maintain

and evaluate your technical and managerial skills and knowledge

• Provides evidence of your progress

• All courses in the portfolio count towards the skills category of CIPS new CPD scheme. One-day courses contribute seven hours, two-day courses contribute fourteen hours. Participating in CIPS training courses is one aspect of continued learning. See more about the CIPS CPD scheme on our website: www.cips.org/cpd

CIPS is the leading voice of the procurement and supply profession and, with a global community of over 100,000 in 150 countries, the largest. We set the standards and are the only regulated body in the world to promote a Code of Conduct; a code that has become the international model for purchasing and supply practice.

Core Procurement SkillsIntroductory Courses06 Introduction to Procurement07 Introduction to Negotiation08 Introduction to Contract

Management09 Introduction to Contract Law

Intermediate Courses12 Category Management13 Supplier Performance

Management14 Bid Management and Evaluation15 Finance for Procurement

Advanced Courses18 Negotiation Masterclass19 Supplier Relationship

Management Masterclass20 Contract Management

Masterclass21 Contract Law Masterclass

Planning Skills23 Developing a Category Strategy24 Supply Market Analysis25 Developing Contract

Management Plans and SLAs26 Specification Writing for Services27 Strategic Sourcing28 Sales skills for Procurement

Professionals

Performing Courses30 Reducing Total Cost31 Buyer-Supplier Collaboration32 Lean and Operational Excellence

for Procurement33 Dealing with Poor Performance34 Sustainable and Ethical

Procurement35 Reviewing and Refreshing

Contracts

Specialist Courses37 Negotiating Difficult Contract

Terms38 Risk Management39 Stakeholder Influencing

and Management40 Strategic eAuction Management41 Communication Skills for

Procurement Professionals42 Outsourcing – A Practical

Approach

43 Pricing Schedule

Services• To join and find out more about the

many benefits available, including discounts on all our training courses go to www.cips.org/benefits

• Website offering a wealth of downloadable advice, information and reports

• Online access to learning, the bookshop plus the latest executive posts in procurement

• Supply Management magazine, free to all members, gives the latest news and views in procurement and the business world.

Course fees include• Comprehensive course materials to

support new skills and knowledge back in the workplace

• Lunch, morning and afternoon refreshments.

Core procurement training packagesPurchase any introductory, intermediate or advanced course package and save 10%! See page 43 for further information.

Company training packagesPurchase 10, 15 or 20 days of procurement training and receive a discount of up to 25%* See page 43 for further information.

CIPS Courses

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Or maybe you’d like to refresh your skills?Need to increase your understanding in one or more areas of procurement and supply? You can pick and choose the relevant courses to suit you, or the requirements of your team, and cover the areas of core procurement, planning and performing, along with a number of specialist courses.

Negotiating Difficult Contract

Terms

Stakeholder Influencing and Management

Communications Skills for

Procurement Professionals

Risk Management

Strategic eAuction Management

Outsourcing – A Practical Approach

Specialist

Reducing Total Cost

Lean and Operational

Excellence for Procurement

Sustainable and Ethical

Procurement

Buyer-Supplier Collaboration

Dealing with Poor Performance

Reviewing and Refreshing Contracts

Performing

Developing a Category Strategy

Developing Contract Management

Plans and SLAs

Strategic Sourcing

Supply Market Analysis

Specification Writing for Services

Sales skills for Procurement Professionals

Planning

Introduction to Procurement

Category Management

Negotiation Masterclass

Introduction to Negotiation

Supplier Performance Management

Supplier Relationship Management Masterclass

Introduction to Contract Management

Bid Management and Evaluation

Contract Management Masterclass

Introduction to Contract Law

Finance for Procurement

Contract Law Masterclass

Core

Intr

oduc

tory

Cou

rses

Inte

rmed

iate

Cou

rses

Adva

nced

Cou

rsesNot sure where to start?

Our range of procurement training courses will suit professionals at all levels, ranging from introductory level right through to our advanced Masterclasses.

If you are new to procurement, we recommend that you start your training journey working through our introductory core procurement courses listed above. The introductory core courses are the perfect entry point

into the profession and will give you a thorough knowledge of the basics of procurement and supply which will be of practical day-to-day use in your organisation.

For those with a little more experience behind them, our intermediate and advanced courses may be more suited to your role and area of expertise.

Buy a package and saveCore procurement training packages – Purchase any introductory, intermediate or advanced course package and save 10%! See page 43 for further information.

Company training packages – Purchase 10, 15 or 20 days of procurement training and receive a discount of up to 25%* See page 43 for further information.

Introductory Courses

• Introduction to Procurement

• Negotiation Essentials

• Introduction to Contract Management

• Introduction to Contract Law

Intermediate Courses

• Category Management

• Supplier Performance Management

• Bid Management and Evaluation

• Financial for Procurement

Advanced Courses

• Negotiation Masterclass

• Supplier Relationship Management Masterclass

• Contract Management Masterclass

• Contract Law Masterclass

Your CIPS training journeystarts here…

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Core

Core

A practical two-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions exploring:

1. the procurement lifecycle2. what is our role?3. defining the opportunity4. reviewing the supply market5. negotiating terms

6. selecting the supplier7. managing supplier performance8. reviewing the procurement9. managing supplier relationships

in practice.

A practical one-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions covering:

1. the negotiation process2. what makes a good negotiator?3. planning for the negotiation4. building person to person

relationships

5. probing the issues6. deploying persuasion methods7. reaching agreement8. tactics and ploys9. controlling the negotiation.

The workshop will benefit those who are new to the procurement process and wish to understand their role and the tools to help achieve better outcomes for their organisation.

The workshop will benefit those newly involved in the negotiation process, and those who wish to refresh their appreciation of the skills and behaviours which underpin superior performance.

TWO DAY COuRSE AuSTRALIA NEW ZEALAND

Member Rate (INCL. GST) $1,780 AUD $1,900 NZDNon-Member Rate (INCL. GST) $2,040 AUD $2,100 NZD

ONE DAY COuRSE AuSTRALIA NEW ZEALAND

Member Rate (INCL. GST) $890 AUD $950 NZDNon-Member Rate (INCL. GST) $1,020 AUD $1,050 NZD

• Greater appreciation of the difference between transactional purchasing and contemporary procurement.

• More appreciation of the tools used by procurement practitioners.

• Less likelihood of the procurement process being affected by supplier behaviour to undermine effective procurement.

• More appreciation of the importance of preparation and planning to achieve better outcomes.

• Increased confidence in knowing what to do and say at each phase.

• Less likelihood of losing value through making elementary mistakes in the negotiation process.

• Describe the end to end procurement process and identify the ways in which value may be created or destroyed.

• Define and demonstrate the contribution of the procurement specialist at each phase of the procurement process.

• Distinguish between RFIs, RFPs and other tools of market engagement, and deploy those tools appropriately.

• Define value for money and design evaluation mechanisms to select the best offer for a variety of procurements.

• Demonstrate suitable behaviours in conducting supplier meetings and bid evaluations to uphold professional standards and integrity.

• Describe the negotiation process in terms of the end to end process and demonstrate the behaviours that are appropriate at each phase.

• Conduct negotiation planning in a way that allows the organisation to define the key objectives and how they may be achieved.

• Perform in negotiations in a way that makes realisation of negotiation objectives more likely.

• Demonstrate a range of persuasion methods and behave appropriately in deploying each of them.

• Describe how the negotiator may control the conduct of the negotiation, and demonstrate capability in performing these behaviours.

COuRSE OVERVIEW COuRSE OVERVIEW

WhO ThE COuRSE IS DESIgNED FOR WhO ThE COuRSE IS DESIgNED FOR

BENEFITS OF ATTENDINg BENEFITS OF ATTENDINg

COSTS COSTS

LEARNINg OuTCOMES LEARNINg OuTCOMES

VISITwww.cips.org/

introduction-to-procurement

VISITwww.cips.org/

introduction-to-negotiation

• Negotiation Masterclass• Negotiating Difficult Contract Terms

RELATED COuRSES

Introduction to Procurement Introduction to NegotiationThis workshop aims to equip delegates with an awareness of the essentials of procurement and the role, tools, techniques and methods procurement practitioners use to add value to the process. Participants will explore the procurement process and the ways in which value may be created, shared or destroyed throughout the end-to-end process.

This workshop aims to equip delegates with an understanding of the negotiation process and the tools, techniques and methods negotiators use to achieve better outcomes. Participants will explore negotiation from start to finish, and the behaviours and methods that can be deployed throughout the negotiation process.

• Introduction to Negotiation• Introduction to Contract

Management• Introduction to Contract law

RELATED COuRSES

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Core

Core


1. introduction – the nature of a contract and its formation

2. the shape and purpose of a contract

3. formation of a contract4. the “battle of the forms”5. types of contract terms

6. the form of a contract and drafting clauses

7. what is meant by ‘breach of contract’?

8. contract termination9. contracts as part of risk

management.

The workshop will benefit those who are new to a commercial role, or who need to understand the legal framework that underpins commercial contracts.



• More appreciation of the basis upon which contractual terms are agreed.

• Greater understanding of the contractual remedies for breach of contract.

• Less likelihood of exposing their organisations to contractual risk through inappropriate contractual behaviour.

• Describe the purposes of contracts under Australian contract law.

• List the essential elements needed to form a contract.

• Relate the legal principles to typical business exchanges between commercial entities.

• Distinguish between different contract terms and describe their significance.

• Demonstrate awareness of the issues in designing contracts and drafting contract terms.

COuRSE OVERVIEW

WhO ThE COuRSE IS DESIgNED FOR

BENEFITS OF ATTENDINg

COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

introduction-to-contract-law

A practical one-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions exploring:

1. the contract lifecycle2. reading the contract3. role of the contract manager4. the kick off meeting5. managing performance

6. developing KPIs7. managing performance review8. reviewing and closing out

contracts9. developing a contract

management plan.

The workshop will benefit those who are responsible for achieving outcomes from suppliers, contractors and service providers, and procurement officers who have a requirement to manage contracts.

• Knowledge and application of contract management tools, including a contract management plan.

• More appreciation of the role of the contract manager.

• Less likelihood of poor contract management causing risk, waste or loss for their organisation.

• Describe the key components of a contract and the contract management lifecycle.

• Describe the role of the contract manager and the key relationships needed to make the role successful.

• Translate the contract intent into a practical plan to realise the contractual deliverables.

• Develop an appropriate plan to manage contract variations.

• Develop and manage a contract management plan appropriate for the contract.

COuRSE OVERVIEW



LEARNINg OuTCOMES

VISITwww.cips.org/

introduction-to-contract- management

• Contract Management Masterclass• Reviewing and Refreshing Contracts• Introduction to Contract law• Developing Contract Management

Plans and SLAs• Dealing with Poor Performance

RELATED COuRSES

Introduction to Contract Management Introduction to Contract LawThis workshop aims to equip delegates with the knowledge of a variety of tools, techniques and methods which will help them manage contracts more effectively. Participants will examine the contract lifecycle, the responsibilities of key stakeholders within the lifecycle, and strategies for effective contract management.

This workshop aims to equip delegates with an appreciation of the legal framework affecting contract formation, performance and termination. Participants will explore the risks in commercial dealing and how contractual terms can help clarify rights and obligations between the parties.



COSTS

• Contract Law Masterclass• Negotiating Difficult Contract Terms• Risk Management

RELATED COuRSES

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Discoverwhat’s below the surface…

...more than just membership of our global community

Training courses Members benefit from a 10% discount on all training courses, workshops, seminars and conferences.

CIPS book store Our book shop carries the course books required to study for our global qualifications as well as a range of further reading text books. As a member, you have the opportunity to take advantage of special offers and the Book Advisory Service. Selective discounts available.cips.org/buy

E-learning Support your studies for CIPS qualifications with our flexible online learning portfolio; over 250 hours of professional training.cips.org/e-learning

Regus Business ServicesEnjoy access to 1,000 business lounges and offices in 75 countries when you are on the move and benefit from a 20% discount on all meeting room bookings. Value $708 per year.cips.org/regus

Accor hotels As one of the world’s leading hotel groups with over 3,500 hotels worldwide, Accor offers a range of hotels and destinations for business or leisure to suit every budget. Discounts available on hotel bookings and meeting rooms plus a membership loyalty card. cips.org/accor

CIPS Intelligence A comprehensive online knowledge and information resource that covers key business concepts in procurement and supply management.cips.org/intelligence

Supply Management This free magazine includes latest news, job opportunities and current developments in purchasing and supply. Value $190 per year.

CIPS updateA selection of e-newsletters sign posting members to the latest resources, events and procurement vacancies together with a knowledge update on topical procurement issues.cips.org/e-news

Qualifications UpdateA quarterly newsletter, with information about developments to our education programmes, products and services.cips.org/e-news

global Public Procurement Portal A comprehensive website giving access to expert advice, resources and best practice guidance to enhance and extend professional capabilities of public sector procurement practitioners worldwide.globalpublicprocurement.org

Supply Business The new quarterly title for business leaders who are interested in the massive impact a successful procurement and supply operation can have on their business. Available on subscription only. www.supplybusiness.com

Study Support Optimise your study time by using our online Study Support including exemplar paper for 2013 qualifications and exam technique guides. cips.org/Qualifications/study-support

Regional Events Access a national events program that features expert speakers on topical issues.Discounted member registration.cips.org/regionalevents

Conferences Regional conference program offering the latest industry developments and updates. Discounted member registration.cips.org/events

Networking Join other professionals in your region with similar professional interests and concerns. Meet your local committee members and raise your profile within the procurement community.cips.org/community

MyCIPSThe new MyCIPS area enables you to update your contact information, receive exam results and store personal information. cips.org/mycips

Member Database Online search facility freely accessible by all enabling you to provide evidence of your membership status or check the status of a potential employee or consultant. cips.org/search

Social Media A growing online community on the three main social media sites enables you to stay in touch with colleagues, make new contacts and join in popular discussions.

Save Money Continual Support Stay Connected

Your essential benefitsAs a CIPS member you would expect that the qualifications you achieve are internationally recognised leading to increased earnings, and you will have the opportunity to network with like-minded professionals.

But look below the surface and you will find that being part of our global community also gives you access to a full range of added benefits designed to support your professional and personal development.

If you are not already a member and want to find out how to:• receive guidance and knowledge to help you

improve how you do your job

• build your professional network

• benchmark good practice and enhance your personal development

• achieve qualifications that will help you progress in your career

• potentially earn more.

Find out more about CIPS Membership at www.cips.org/join, or contact our membership team by phoning +61 3 9629 6000 or emailing [email protected].

Join online today

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Core

Core

Category ManagementSupplier Performance Management

This workshop aims to equip delegates with practical methodologies to manage their category from end-to-end, exploring the tools, techniques and methods of category management. Participants will examine how value may be created and lost throughout the category management process, and how to develop category management plans for categories with differing levels of complexity.

This workshop aims to equip delegates with the tools to design, organise and manage a programme to deliver tangible improvements from a supplier relationship. Participants will look at developing a supplier relationship improvement programme to rehabilitate a dysfunctional relationship or improve performance within a satisfactory relationship.


1. designing a supplier performance improvement framework

2. selecting candidates for improvement

3. enrolling suppliers onto the programme

4. governance structures for improvement

5. defining dimensions to measure6. prioritising improvement

opportunities7. levers of performance

management8. problem solving and resolution9. support, escalate or terminate?

The workshop will benefit managers who are responsible for outcomes delivered by suppliers and wish to support selected suppliers in enhancing performance.



• Increased capability to manage supplier performance, including developing a supplier improvement programme.

• More likelihood of improved supplier outcomes.

• Less likelihood that the client will fail to manage critical supplier relationships appropriately.

• Develop a performance management framework to motivate supplier performance for key suppliers.

• Design and implement a supplier improvement programme appropriate for a variety of supplier relationships based upon the goals of each category and the scale of improvement targeted.

• Create appropriate governance and operational review mechanisms to monitor and review improvement.

• Support improvement through problem solving tools and appropriate balance of commercial and contractual motivators.

• Develop a mix of soft and hard boundaries for support and develop contingency plans in the event that improvement is not forthcoming.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

supplier-performance- management


1. the category management process

2. what is the role of a category manager?

3. defining the opportunity4. reviewing the supply market

5. developing a category plan6. engaging the supply market7. managing supplier performance8. review and refresh the strategy9. category management challenges.

The workshop will benefit category managers who need to develop category plans and deliver better outcomes from category management for their organisation.



• Greater understanding of the role of the category manager in facilitating the end-to-end process; what tools, techniques and methods are appropriate at each phase?

• More confidence in the deployment of specific tools which may be appropriate at each phase

• Less likelihood that the category management process will be undermined through role conflict, or the adoption of inappropriate strategies or approaches.

• Describe the end to end category management process and identify the activities and tools that may be used at each phase of the process.

• Describe the role of the category manager during the process and give examples of how value may be added at each phase.

• Develop category plans for categories with a range of different levels of complexity and match the degree of rigour to the complexity of the category.

• Distinguish between purchasing, sourcing, procurement and category management and be capable of pitching the benefits of category management to stakeholders.

• Develop strategies to manage demand as well as supplier performance and demonstrate appropriate behaviours to achieve desired category outcomes.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

category-management

• Developing a Category Strategy• Supply Market Analysis• Reducing Total Cost

• Category Management• Buyer-Supplier Collaboration• Dealing with Poor Performance

RELATED COuRSESRELATED COuRSES

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Core

Core

Bid Management and Evaluation Finance for ProcurementThis workshop aims to equip delegates with practical methodologies to design and conduct RFP, tender and bid management in order to secure best value outcomes. Participants will examine the bid management process and how value may be created and lost throughout the bid management process.

This workshop aims to equip delegates with the financial literacy to deploy financial tools and techniques to reach better decisions. Participants will explore financial tools, techniques and methods which may be used in investment appraisal, ratio analysis, total cost modelling and negotiation planning.


1. why procurement practitioners need to understand financial tools

2. how procurement practitioners can contribute to better business cases

3. how procurement practitioners can contribute to investment appraisal decisions

4. interpreting suppliers published financial accounts

5. getting and interpreting cost breakdowns

6. cost, profit and volume.7. service levels and the cost to serve8. identify the cost drivers that affect

the total cost of ownership9. opportunities for financial literacy

in procurement.

The workshop will benefit procurement managers who wish to improve the utilisation of financial tools and techniques in operational procurement decision making.



• Increased confidence to be able to contribute to investment appraisal, business cases and financial modelling.

• More confidence in the ability to define and measure the best outcome, and measure the benefits of particular choices.

• Less likelihood that the procurement process will be undermined through poor decisions or that organisational risk will be increased through the selection of suppliers who subsequently fail.

• Demonstrate confidence in using selected tools to enhance the quality of decision making.

• Develop appropriate sourcing decisions based upon interpretation of a supplier’s published financial accounts.

• Participate in business case and/or investment appraisal decisions and contribute to robust decision making.

• Develop negotiation targets on a logical basis derived from analysis of suppliers accounts, cost breakdowns or published industry data.

• Model total cost and develop a range of initiatives to reduce the total cost of ownership based on rational cost modelling.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

finance-for-procurement

• Reducing Total Cost

RELATED COuRSES

A practical two-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions covering:

1. the bidding and evaluation process

2. driving out procurement objectives

3. designing the market approach in overview

4. assembling the bid package

5. designing the bid evaluation mechanism

6. managing probity during the process

7. managing evaluation in practice.8. translating the decision into action9. dealing with problems.

The workshop will benefit those who need to design, issue and evaluate competitive offers, such as quotes, tenders, proposals and bids.



• Greater understanding of designing bid documents and maximising the likelihood of receiving competitive offers.

• More likelihood that the bid evaluation framework will identify the best value offers.

• Less likelihood that the bid process will be derailed by low participation rates by suppliers or evaluation mechanisms that have to be ‘fudged’ to deliver the right outcome.

• Describe the market approach process in terms of the end to end activities and list the activities that are appropriate at each phase.

• Select the most appropriate market approach for a given procurement and design a process likely to achieve the procurement objectives.

• Develop a bid package and other detailed plans that defines the procurement objectives and manages the risks in the process appropriately.

• Develop and conduct bid evaluation processes in such a way that an outcome may be reached which selects the best offer/s.

• Manage probity throughout the process to ensure the integrity and objectivity of the process.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/bid-

management-and-evaluation

• Specification Writing for Services• Strategic Sourcing• Sales skills for Procurement • Strategic eAuction Management

RELATED COuRSES

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Professional Qualifications:

your career advantage…

Are you...

No matter what stage of your career you’re at there’s a qualification for you and your experience…

Achieving professional qualifications is a major investment in your future.Be the best you can beA professional qualification will enhance your current skills and practices and equip you with new skills, providing you with the professional tools to excel in your chosen field.

Enjoy greater rewardsOur students tell us that a professional qualification is well worth the investment. Qualifications signal your procurement proficiency to other professionals and employers, giving you a significant career advantage and enabling you to earn more per annum* than non-qualified professionals.

Get ahead of the competitionA professional qualification demonstrates your serious intent and commitment to being a better professional manager. This is a huge advantage when you’re looking to progress in your career.

*CIPS Croner Reward Survey, 2011.

An executive and senior leader?

Senior/Experienced Management?

The brightest and best?

A senior procurement professional?

A senior buyer or contract manager?

A junior to middle manager?

An operational procurement person?

Part-time, non-procurement or new starter?

Wanting to up skill or refresh your procurement knowledge?

Executive Diploma

Management Entry Route to MCIPS

Corporate Award

Professional Diploma in Procurement & Supply

Advanced Diploma in Procurement & Supply

Diploma in Procurement & Supply

Advanced Certificate in Procurement & Supply

Certificate in Procurement & Supply

Procurement skills training

Find out more about CIPS Qualifications at www.cips.org/cips-qualifications, or contact our education team by phoning +61 3 9629 6000 or emailing [email protected].

We offer five qualifications to support your professional development in procurement and supply, developed closely with employers to make sure they respond to current business requirements.

On successful completion of the Diploma, Advanced and Professional diplomas, in conjunction with three years’ experience in procurement and supply, you may apply for full membership of CIPS to use the designatory letters, MCIPS.

Find out more at www.cips.org/mcips, or contact our Education team by phoning +61 3 9629 6000 or emailing [email protected].

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Core

Core

Negotiation MasterclassSupplier Relationship Management Masterclass

This workshop aims to equip delegates with capability in negotiation in terms of tools, process and methods effective negotiators use to achieve better outcomes. Participants will examine complex negotiations, and the tools, disciplines and behaviours that underpin effective negotiation.

This workshop includes role-play and assumes prior knowledge of basic negotiation concepts and behaviours.

This workshop aims to equip delegates with the tools to design, organise and deploy appropriate supplier relationships with suppliers across the spend portfolio. Participants will explore designing and deploying a portfolio of supplier relationships, managing complex relationships and dealing with dysfunctional relationships.

• Develop a portfolio of supplier relationships and allocate suppliers into the most appropriate relationship type.

• Develop joint initiatives with suppliers and design and manage appropriate governance and team mechanisms to secure co-operative outcomes.

• Engage suppliers in feedback mechanisms to develop mutual understanding and select the most appropriate dimensions for measurement and feedback.

• Distinguish between supplier performance management and supplier development and design appropriate interventions in each case.

• Develop relationship action plans to target the drivers of relationships and adapt the priorities for a range of different contexts and relationships.

LEARNINg OuTCOMES

VISITwww.cips.org/

supplier-relationship- management-masterclass

• Supplier Performance Management• Developing Contract Management

Plans and SLAs• Dealing with Poor Performance

RELATED COuRSES

A practical two-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions covering

1. what separates good negotiators from the rest?

2. planning for a successful negotiation

3. the hierarchy of logical arguments

4. how to negotiate more effectively in a team

5. concession behaviour in win/win negotiations

6. dealing with cultural issues in negotiation

7. resolving impasses in negotiation8. neutralising negotiation tactics9. practical role play.


1. developing a portfolio of supplier relationships

2. segmenting supplier relationships3. deconstructing elements of

supplier relationships4. how to differentiate supplier

relationships5. developing joint cost and value

initiatives

6. customer of choice and 180 degree feedback

7. improving delinquent supplier performance

8. improving supplier capability9. developing a supplier relationship

plan.

The workshop will benefit those who wish to build upon their prior knowledge of the negotiation process, and those who wish to refresh their existing capability in terms of the skills and behaviours which underpin superior performance.

The workshop will benefit senior managers who manage policy and/or a portfolio of suppliers and who wish to develop existing capability in supplier relationship management.





• More rigour in negotiation preparation and planning to ensure that the team are well prepared when they reach the table.

• More confidence in facilitating the team so that each team member knows what to do and say at each phase.

• Less likelihood of increased risk through the negotiation process being delayed, subverted or failing to deliver the required outcomes.

• More capability to design and manage a range of supplier relationships, including co-operative relationships.

• More capability to design and deploy an appropriate organisational design so that the client can define roles and responsibilities in supplier relationship management.

• Less likelihood that the client will fail to manage critical supplier relationships appropriately.

• Develop appropriate negotiation plans including appropriate objectives and negotiation methods for complex negotiations.

• Develop fact-based negotiation methods that are soundly based upon robust arguments and be able to deconstruct the other party’s rationale and logic.

• Design and conduct co-operative negotiations and display appropriate behaviours to support co-operation rather than competition.

• Develop a degree of cultural literacy to diagnose how the other party behaves and makes decisions, and adapt our behaviour to avoid conflict.

• Recognise the impact of behaviour on others and adapt our own style according to behaviours most conductive to success.


WhO ThE COuRSE IS DESIgNED FORWhO ThE COuRSE IS DESIgNED FOR

BENEFITS OF ATTENDINgBENEFITS OF ATTENDINg

COSTSCOSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

negiotiation-masterclass

• Negotiating Difficult Contract Terms• Stakeholder Influencing and

Management

RELATED COuRSES

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Core

Core

Contract Management Masterclass Contract Law MasterclassThis workshop aims to equip delegates with the capability to manage complex contracts more effectively, and explores the challenges faced by managers of complex contracts. It features a selection of complex issues and aims to explore practical solutions drawing upon good practice from procurement, legal and behavioural science.

This workshop aims to equip delegates with an in-depth understanding of the legal risks, challenges and opportunities associated with contract formation, managing contractual breach and contract termination. Participants will examine the legal issues and managerial choices associated with commercial contracting.

• Evaluate what balance is needed between commercial mechanisms to manage risk and contractual mechanisms.

• Design and negotiate appropriate liability, indemnity and warranty clauses for their organisation.

• Design negotiation strategies for both co-operative and competitive negotiations which make it more likely that the resultant contract will meet the client’s needs.

• Critically assess when to invoke informal and formal remedies for poor performance, including liquidated damages and termination clauses.

• Describe the key provisions of the Competition and Consumer Act 2010 and relate the provisions to the behaviour of procurement practitioners in their organisation.

LEARNINg OuTCOMES

VISITwww.cips.org/

contract-law-masterclass

• Reviewing and Refreshing Contracts• Negotiating Difficult Contract Terms• Risk Management

RELATED COuRSES

A practical two-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions covering:

1. key challenges facing contract managers

2. developing specifications for services

3. early contractor involvement4. co-operative contracting in

practice

5. reducing complexity in contracting6. detecting and dealing with

malpractice7. risk management in practice8. performance based contracting

in practice9. capturing lessons learned.


1. contracts in context2. what should and should not

be in a contract?3. contract negotiations4. liability clauses

5. indemnity clauses6. warranty clauses7. intellectual property clauses8. dealing with contractual breach9. Competition and Consumer

Act 2010.

The workshop will benefit those who are responsible for managing high value and/or high risk contracts, and who wish to build upon a basic appreciation of contract management.

The workshop will benefit managers who wish to build upon an existing appreciation of contract law principles and consider broader risk and managerial issues associated with commercial contracting.





• More capability to define the role of the contract manager and deploy this role with other stakeholders involved in the contract management process.

• Ability to apply the tools of contract management, especially in respect of complex contracts for services.

• Less likelihood of role conflict, lack of organisational capacity or capability in contract management causing risk for the organisation.

• More appreciation of the organisation‘s risk profile and the issues raised in risk allocation.

• Increased sensitivity to the organisational enablers of risk mitigation within the client and/or the supplier.

• Less likelihood that risk management is undertaken in a way that results in the wrong party managing the risk.

• Select the most appropriate contractual approach to secure co-operation and/or share risk with the contractor.

• Evaluate specifications used in the acquisition of services and develop specifications that define the scope of the work and the quality standards to be performed.

• Identify opportunities to reduce waste and loss in contracting through reducing fraud and complexity.

• Identify when and how performance based contracts may be deployed in the contracting portfolio.

• Design and implement a simple mechanism to capture and share lessons learned with other stakeholders.




BENEFITS OF ATTENDINgBENEFITS OF ATTENDINg

COSTS

COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/contract-

management-masterclass

• Developing Contract Management Plans and SLAs

• Dealing with Poor Performance• Reviewing and Refreshing Contracts

RELATED COuRSES

2322

Planning

Developing a Category StrategyThis workshop aims to support delegates in developing an appropriate category strategy based upon their category objectives, the complexity of the category and the external supply market. This practical workshop introduces a variety of tools, techniques and methods which can be used to develop a category strategy, addressing both pre-award and post-award opportunities to add value to the procurement of categories.

• Design and develop category strategy at a level of rigour appropriate for the complexity of the category and nature of the category objectives.

• Develop a range of practical procurement strategies which may support achieving category objectives.

• Demonstrate tools which may help match potential strategies with the specific character and complexity of the category.

• Facilitate stakeholders and/or a cross functional team to select the most appropriate strategies based upon a reconciliation of the business need, balance of risk and opportunity in the supply market.

• Present the selected strategies in a way that maximises the likelihood of stakeholder acceptance.

LEARNINg OuTCOMES

VISITwww.cips.org/

developing-a-category- strategy

• Category Management• Strategic Sourcing

RELATED COuRSES

A practical one-day workshop consisting of nine sessions involving exercises, case studies, presentations and trainer-facilitated discussions examining:

1. developing a category strategy2. what should be in a category

strategy?3. defining category objectives from

spend and opportunity analyses4. defining risks and opportunities

in the market5. options in terms of strategies

for demand and supply market management?

6. distinguishing tactical and strategic approaches

7. matrix based approaches to strategising

8. facilitating the team to develop/ refine a range of potential market approaches

9. scaling potential benefits and presenting the strategy.

This workshop is designed for category managers or procurement practitioners who need to develop category plans. The programme assumes some awareness of commercial and procurement principles, and will introduce a selection of category management tools.



• Ability to identify the opportunities in categories and driving out the real business needs through analysis of demand and stakeholder engagement.

• More capability in understanding supply markets and identifying the risks and opportunities present in the supply market.

• Less likelihood that the category strategy will be misaligned to the category needs and market risks, and opportunity.

COuRSE OVERVIEW



COSTS

• use your precise organisational language and models• address specific problems and opportunities facing your procurement team• equip delegates with the tools required to meet particular KPIs• maximise ROI with customised content specific to your organisation• provide a more cost effective option that allows you to get more of your team involved.

Customised training coursesCIPS also has a selection of additional procurement skills training courses beyond those listed in our portfolio that can be delivered in-house, including but not limited to:

• Spend segmentation – category tree development

• Supplier and buyer perception analysis• Designing a supplier communication

plan for success• Dimensioning & scaling your demand• Marketing your procurement

• Options for market engagement• Attitudinal change• Managing person-to-person relationships• Price benchmarking• Category value benchmarking• Options for category refresh• Designing next generation outcomes.

A customised training programme will:

procurementtraining

Want to take your

to the next level?

Our range of skills training courses can be delivered in house to suit you and the specific requirements of your team. We can tailor our extensive course material for your specific industry or sector, or design a fully comprehensive programme to integrate with your organisational practice and behaviour.

Contact our business solutions team today to discuss your specific business needs by phoning +61 3 9629 6000 or emailing [email protected].

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Plan

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PlanningDeveloping Contract Management Plans and SLAsThis workshop aims to equip participants with the ability to design and draft contract management plans and service level agreements (SLAs). Participants will look at the creation of a contract management plan, examining the ‘what’, the ‘how’ and the ‘when’ of contract management.

• Design a contract management plan that matches the challenges of the category and the rights and obligation in the contract.

• Drafting performance standards and KPIs, and relating them to the key contractual deliverables.

• Critically analyse the key clauses of a contract management plan.

• Design and execute a performance management regime that allows the contract manager to manage the provider’s performance.

• Manage variations and revisions to the agreement and ensure that the contract management plan adapts to any changes in the contract.

LEARNINg OuTCOMES

VISITwww.cips.org/

developing-contract- management-plans-and-slas

• Supplier Performance Management• Supplier Relationship Management

Masterclass• Dealing with Poor Performance

RELATED COuRSES


1. “agreements” in general/types of agreements

2. drafting obligations or expectations

3. legally binding obligations4. how do we measure

performance?

5. enforcing the essentials6. building a contract management

plan7. structure, content and purpose

of SLA elements8. key performance indicators (KPI)9. incentivisation.

The workshop will benefit managers who are responsible for post award contract management, and who need to identify who is responsible, and how the contract management is managed once it is ‘on foot’. This may be relevant to contract managers and other managers responsible for provider performance.



• More capability to design the contract management plan in light of the complexity of the category and the challenges in ensuring performance meets the contractually-agreed standards.

• Greater likelihood that the performance of contract management will align with the business needs.

• Less likelihood that contract management will fail due to lack of role clarity, lack of resource, or lack of management of provider performance.

COuRSE OVERVIEW



COSTS

Supply Market AnalysisThis workshop aims to equip delegates with the tools to explore supply markets of varying complexity to act as the foundation for an appropriate sourcing strategy. Participants will undertake the development of a coherent market analysis including defining the market, selecting tools for supply market analysis, interpretation of the analyses and development of appropriate recommendations for market approach.


1. profiling markets and interpreting the implications of the analysis

2. defining the market; which market?

3. sources of information; getting the data

4. tools focusing on the structure of the market

5. tools focusing on the dynamics of the market

6. matrix based tools of analysis7. matching the rigour to the level

of complexity8. from analysis to interpretation;

“so what”?9. from interpretation to action;

market approach.

This workshop will benefit people who need to analyse markets to identify appropriate information upon which to base robust decisions about how to approach that market.



• Enhanced capability to deploy a range of tools to analyse supply markets in terms of structure, capacity, competition and trends.

• Greater selectivity in determining which tools are appropriate based upon the complexity of the market and the category.

• Less likelihood that the choice of tools will become mechanistic or disproportionate to the level of rigour needed.

• Identify tips, tricks and traps for the various tools of analysis which may be applied to markets.

• Design the rigour of analysis based upon the category complexity and the constraints affecting the project such as time and competing priorities, as well as the character of the supply market.

• Evaluate supply market characteristics based upon a selection of tools of analysis and identify the salient features of the market in terms of structure and dynamics.

• Develop appropriate conclusions based upon the analysis, and link the resultant market approach to the supply market character.

• Identify the information sources which may be relevant to the market review and match the information sources to the tools of analysis.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/supply-

market-analysis

• Strategic Sourcing• Lean and Operational Excellence

for Procurement

RELATED COuRSES

2726

Plan

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Planning

Strategic SourcingThis workshop aims to equip delegates with a range of tools, techniques and methods which procurement practitioners can deploy in order to manage strategic sourcing in a way that creates value for their organisation. Participants will be introduced to sourcing tools and processes, and explore what separates “strategic” from “tactical” activities.

• Describe the sourcing process and identify the ways in which value may be created or destroyed.

• Deploy a range of tools and techniques to analyse both internal and external environments and reach appropriate interpretations about the significance and the meaning of the analysis.

• Develop appropriate strategies to approach the supply market based upon a reconciliation of the internal and external environments.

• Define value for money and design evaluation mechanisms to select the best offer in an agnostic and transparent way.

• Design and deliver an appropriate sourcing process for the rigour of the category and the supply market.

LEARNINg OuTCOMES

VISITwww.cips.org/

strategic-sourcing


1. the sourcing process2. defining the opportunity3. stakeholder engagement4. reviewing the supply market5. designing the market approach

6. engaging the market7. negotiating terms8. selecting the supplier9. matching the rigour of the process

to complexity.

The workshop will benefit practitioners who are involved in strategic sourcing and want to add value to the sourcing process through effective deployment of a range of tools to deliver better outcomes for their organisation.



• Ability to apply tools and techniques relevant to the sourcing phase of procurement projects.

• Increased capability in matching the rigour of the process to the complexity of the category and the supply market.

• Less likelihood of the sourcing process delivering an inflexible and inappropriate process or an outcome that was not planned.

COuRSE OVERVIEW



COSTS

Specification Writing for ServicesThis workshop aims to equip procurement practitioners with the tools and underpinning knowledge to develop and draft specifications to enable better outcomes from their contracts for service delivery. Participants will examine the issues associated with defining - and delivering - consistent service standards; from the structure and format of the specification, through to the wording and measurement.


1. developing specifications for services

2. types of specification; input, output and hybrid specifications

3. format of a specification; scopes of work, output statements, service level agreements

4. identifying potential gaps in service quality

5. determinants of service quality6. defining quality levels for services7. language to be used, and to be

avoided8. measuring service quality in

practice9. defining unique standards or

matching the market?

This workshop will benefit people who need to develop specifications for services or manage those who do.



• More capability to design specifications that are appropriate for the complexity of the category and the relative expertise of the client and the service provider.

• More likelihood that the specification as drafted will communicate the range and quality of performance needed and allow effective measurement of actual service delivered.

• Less likelihood that the specification as drafted will lead to confusion on behalf of the provider or inability on behalf of the client to measure whether the actual service delivered aligns with the service needed.

• Demonstrate capability to design and draft appropriate specifications.

• Identify key drivers that affect the quality of services and identify mechanisms to reduce the incidence of quality gaps in service performance.

• Draft specifications in clear language, appropriate sentence structure and with minimal ambiguity.

• Evaluate when to use specifications that are generic and market focused and when to use service standards which are unique and specific to the client.

• Develop processes to review and evaluate specifications and ensure that published specifications are intelligible to the intended audience.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

specification-writing- for-services

• Strategic Sourcing• Lean and Operational Excellence for

Procurement

RELATED COuRSES

28 29

Plan

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Sales skills for Procurement ProfessionalsThis workshop aims to equip participants with an awareness of sales techniques in order to neutralise supplier’s tactics, and to emulate sales behaviours in influencing internal stakeholders during the procurement process. Participants will explore business to business sales techniques and examine the ways in which sales practitioners seek to influence the sales/procurement process for significant sales.


1. ‘selling to’ versus ‘buying from’; the change in business to business sales processes

2. the ‘hard sell’; features and benefits

3. the ‘soft sell’ and value based sales

4. strategic selling and buying facilitation

5. accessing and engaging the ‘VITO’6. key ways salespeople try to

influence the procurement process

7. negotiating tactics and ploys8. needs identification; explicit

and latent needs9. how procurement practitioners

can outwit the sales person.

This course will benefit those involved in category management, strategic sourcing, procurement or vendor management who manage complex business to business acquisition projects.

ONE DAY COURSE AUSTRALIA NEW ZEALAND


• An understanding of suppliers sales techniques in order to neutralise suppliers tactics.

• More engagement of the client’s business and better alignment to the procurement project’s goals and objectives.

• Less likelihood that the procurement process is sabotaged or subverted by the participants in a bid or negotiation process.

• Describe the sales process and a variety of methods that sales people use to influence buying behaviour in business to business sales.

• Identify which sales strategies, tactics and behaviours can be adopted to influence stakeholders within our own organisations.

• Develop appropriate mechanisms to neutralise the influence of sales people on the procurement process.

• Drive out real business needs in an agnostic way that ensures that procurement decisions are reached in an environment of probity and transparency.

• Detect and neutralise a variety of common negotiation tactics and promote a culture in negotiations of transparency and ethical behaviour.

COURSE OVERVIEW

WHO THE COURSE IS DESIGNED FOR

BENEFITS OF ATTENDING

COSTS

LEARNING OUTCOMES

VISITwww.cips.org/sales-

skills-for-procurement- professionals

• Stakeholder Influencing and Management

• Communication Skills for Procurement Professionals

RELATED COURSES

CorporateCertificationCIPS

Find out more about corporate certification at www.cips.org/corporate-certification, or contact our business solutions team by phoning +61 3 9629 6000 or emailing [email protected].

Your journey to world class procurement and supply.

Value Successful completion has been proven to deliver significant cost savings.

Performance CIPS Corporate Certification builds efficient, effective and economic ways of working.

Reputation Achievement of a CIPS Corporate Certification award boosts reputation, awareness and credibility.

Risk Management Participation in CIPS Corporate Certification can improve risk identification, management and mitigation.

Relationship Successful accreditation results in stronger stakeholder relationships and increased staff morale and engagement levels.

Our Corporate Certification awards organisations for best practice and will drive:

Why not take our

FREEONLINE health check

– a quick 20 questions to determine if the fundamentals

are in place to operate an effective procurement

and supply function.

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Perf

orm

ing Perform

ing


• Recognise the key drivers of relationship effectiveness, including ‘hard’ issues such as capability and ‘softer’ issues such as culture and relational capability.

• Identify and profile the commercial drivers which can act on both buyers and suppliers.

• Assess and manage the risks to buyers and suppliers in charters, agreements and contracts.

• Manage communication between the parties at a variety of organisational levels to ensure that expectations of each party are appropriate at each phase of the relationship.

• Deploy a variety of mechanisms to reduce conflict and manage problems as and when they occur.

LEARNINg OuTCOMES

VISITwww.cips.org/buyer- supplier-collaboration

• Stakeholder Influencing and Management


RELATED COuRSES


1. a roadmap for success2. business case for collaboration3. selecting candidates for

collaboration4. behaviours and capability which

support collaboration5. selecting projects for collaboration

6. contractual issues raised by collaboration

7. commercial issues raised by collaboration

8. relational competence; my way, your way, or our way?

9. building resilience, preventing and resolving problems.

This workshop is designed for category, contract and vendor managers and procurement practitioners who are responsible for developing and managing collaborative arrangements.



• More likelihood of forging sustainable relationships with strategic suppliers to cut costs, increase innovation, and improve quality.

• More practical initiatives to promote and develop collaboration, including “catalyst” sessions to drive economic and operational value.

• Less failed relationships or ‘false dawns’ as the initial “honeymoon period” of relationships is replaced by cynicism and unmet expectations as practical challenges reduce the expected benefits from collaboration.

COuRSE OVERVIEW



COSTS

Reducing Total CostThis practical workshop explores how lower costs can be achieved by employing the principle of total cost of ownership. Price is often a key driver in the evaluation of offers, and this workshop will explore which other factors organisations need to dimension if they are to minimise the total cost.


1. reducing total cost2. the total cost principle; origin

and basis3. building a total cost model4. validating cost estimates5. identifying cost drivers

6. proposing cost levers7. develop a category-specific plan8. ideas to reduce total cost in

practice9. measuring the impact of cost

reduction initiatives.

This workshop is designed for procurement people who want to model and reduce total costs. The programme will support category managers, vendor managers, or anyone working in procurement who has a professional interest in broadening the range of factors used in making procurement choices.



• Ability to apply practical methods to model total cost for a variety of categories, including direct and indirect costs associated with the acquisition, performance and close out of goods and services.

• More capability in applying practical methods to generate a range of practical ideas to reduce total cost, and assess their likely impact on the total cost profile.

• Less likelihood that the procurement process will make price focused choices which increase total cost.

• Develop a total cost model and identify the components that are part of the organisation’s direct and indirect total cost.

• Scale the total cost using available data and/or estimates to approximate the total cost.

• Distinguish between cost levers and cost drivers and understand what factors drive cost for the category or project.

• Develop a range of initiatives to reduce total cost and select the most appropriate options for a given category.

• Assess the impact of cost reduction initiatives to reduce total cost and develop appropriate lessons learned.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

reducing-total-costs

• Category Management• Developing a Category Strategy

RELATED COuRSES

Development and implementation of new products and services may need collaboration between buyers and suppliers, however, collaboration can present significant challenges. Delegates will examine the tools and underpinning knowledge to design, organise and deploy appropriate supplier collaboration relationships with strategic suppliers in the spend portfolio.

3332

Perf

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• Describe the fundamentals of defining contractual obligations.

• Evaluate methods for addressing poor performance.

• Critically review opportunities for performance measures improvement.

• Design and draft questions to ascertain contract performance and termination.

• Explain how to best utilise the various legal resolutions available for poor performance.

LEARNINg OuTCOMES

VISITwww.cips.org/dealing- with-poor-performance

• Buyer-Supplier Collaboration• Stakeholder Influencing and

Management

RELATED COuRSES


1. rights and liabilities under a contract

2. performance and “obligations” under a contract

3. contract terms4. interpreting contracts – what

did the parties intend?

5. legal remedies for poor performance

6. managing contracts pro-actively7. negotiating better performance8. alternative dispute resolution9. discharge of a contract.

This workshop is designed for category managers, contract managers or procurement practitioners who are responsible for managing recurring arrangements such as period agreements or contracts for categories which are needed on an ongoing basis.



• More likelihood of recognising and defining poor performance.

• More awareness of opportunities to behave in a professional way and the challenges faced in designing and implementing performance reviews.

• More effective use and better mutual understanding with stakeholders of utilising alternative dispute resolution methods.

COuRSE OVERVIEW



COSTS

Lean and Operational Excellence for ProcurementThis workshop aims to introduce practical lean and operational excellence tools, concepts and methodologies to improve the efficiency of procurement resources and maximise the effectiveness of the procurement process. Delegates will explore how Lean, Theory of Constraints and Six Sigma tools and concepts can be applied to the procurement process.


1. overview – LEAN, Theory of Constraints, Six Sigma

2. operational excellence for procurement

3. breaking constraints4. practical problem solving

5. cycle time improvement6. the DMAIC cycle7. application in procurement8. operational excellence

improvement system9. identification of areas for

application in your organisation.

This workshop is designed for managers responsible for procurement who need to achieve ‘more with less’. This may include senior managers, or staff with capability and excellence responsibilities, as well as managers interested in applying contemporary continuous improvement methodologies to improve areas of work.



• Capability in applying lean tools to the procurement process as well as the supply chain, to identify opportunities and accelerate outcomes by reducing impact of bottlenecks.

• More efficient procurement processes from limiting delays from bottlenecks and also from challenging waste throughout the process.

• Less likelihood that procurement projects will be delayed due to constraints or resource shortages.

• Describe and apply a selection of lean tools and techniques to a given situation and identify opportunities for improvement.

• Critically review the procurement process and identify opportunities to remove constraints, reduce delays and accelerate throughput.

• Critically review the supply chain between their organisation and their first tier supplier/s and identify opportunities to remove constraints and reduce delays and waste.

• Evaluate opportunities for improvement and propose a case for re-engineering the process based upon reasoned opportunity analysis.

• Support others in applying lean methodologies and be capable of demonstrating selected tools to others to highlight the contribution of lean tools to operational excellence.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

lean-and-operational- excellence-for-procurement

• Strategic Sourcing

RELATED COuRSES

Effective management of poor performance makes sense economically. It avoids excessive costs and establishes a collaborative, rather than adversarial, relationship for all parties involved. Delegates will be equipped with the skills to recognise, rectify and manage less than optimal performance in a contract through pro-actively minimising the risk of poor performance, and finding suitable methods of resolution.

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Perf

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ingReviewing and Refreshing ContractsThis workshop examines the often-neglected phase of many contracts which looks at the performance of the contract, and of the supplier, and the choices made about what to do next. Choices may include revising the objectives or strategies adopted in the procurement, or deciding to extend (or not to extend) the current agreement.

• Design and develop review processes that are commensurate with the complexity of the project and/or category.

• Evaluate whether the project realised the intended benefits and category objectives.

• Review supplier performance using consistent standards and ensure that any improvement opportunities are surfaced.

• Evaluate opportunities for continuous improvement through conducting both lessons learned and critical incident reviews.

• Develop recommendations for next steps that are evidence based and which capture explicit and tacit knowledge.

LEARNINg OuTCOMES

VISITwww.cips.org/reviewing- and-refreshing-contract

• Contract Management Masterclass• Dealing with Poor Performance

RELATED COuRSES


1. reviewing and refreshing contracts2. what are we reviewing and

against what?3. evaluating the procurement

against the original objectives and comparing actual & expected benefits

4. evaluate the supplier’s performance

5. what are the options in terms of next steps?

6. benchmarking and understanding the competitiveness of the current arrangement

7. capturing critical incidents for continuous improvement and lessons learned

8. drafting and communicating next steps recommendations

9. designing the process to be quick and simple.

This workshop is designed for category managers or procurement practitioners who are responsible for managing recurring arrangements such as period agreements or contracts for categories which are needed on an ongoing basis.



• More capability in evaluating the performance of the agreement/s in realising the original procurement objectives.

• More capability in surfacing options that are presented in terms of renewing or extending the agreement and deriving lessons learned.

• Less likelihood that the category or procurement strategy will fail to seize the learning opportunities and repeat any errors or poor practices.

COuRSE OVERVIEW



COSTS

Sustainable and Ethical ProcurementThis workshop aims to equip delegates with the tools, skills and knowledge to realise the potential opportunities and benefits from sustainable and ethical procurement (SEP). Participants will explore how to uncover the potential opportunities in procuring sustainably, and navigate through the challenges that an organisation may encounter in sourcing products and/or services in today’s complex trading environment.


1. the fundamentals of SEP2. how SEP fits into the overall

business strategy3. assessing the organisation’s

spend under SEP guidelines4. the strategic and tactical approach

to SEP5. how to leverage SEP as both the

purchaser and supplier6. how to structure RFPs, RFQs

and construct contracts for SEP

7. coaching suppliers how to structure responses to RFPs and RFQs for SEP

8. select, deliver, manage and monitor contracts for the SEP of goods and services

9. position and leverage of the organisation’s SEP policies and practices to deliver both tangible and non-tangible benefits.

The workshop will benefit managers responsible for policy and/or a portfolio of suppliers, and/or clients, and who wish to transition to SEP policies and practices that will deliver the “right” product or service, with overall positive “economic value”.

• More likelihood of designing and implementing SEP based upon best practices, and contemporary regulations and legislation.

• An understanding of best practice and the challenges faced in designing and implementing SEP.

• Less likelihood of repeating common errors in behaving sustainably, or being frustrated by internal and/or external barriers.

• Describe the fundamentals of SEP, with examples from their own spend portfolio.

• Reconcile how SEP fits into the overall business strategy of the organisation.

• Analyse the organisation’s spend portfolio and conduct an opportunity analysis to identify categories which may be candidates for SEP.

• Design RFPs, RFQs and contracts which incorporate SEP as decision making criteria.

• Develop and/or review the organisation’s SEP policies and practices to deliver both tangible and non-tangible benefits.

COuRSE OVERVIEW



LEARNINg OuTCOMES



COSTS

VISITwww.cips.org/sustainable- and-ethical-procurement

3736

SpecialistNegotiating Difficult Contract TermsThis workshop aims to equip delegates with an appreciation of how to best use the ‘fine print’ terms in a contract, also known as the ‘legal’ or ‘boilerplate’ terms. Participants will explore the nine key parts of a contract, and how to draft terms in order to reduce the risk borne by the organisation. This workshop assumes prior knowledge of basic contractual concepts.

• Review a contract and identify the nine key parts of a contract.

• Design the contract in the light of the risks in the contract and the power balance between the parties.

• Design and draft terms so that they reduce risk borne by the organisation.

• Identify and mitigate the common legal risks faced by non-lawyers.

• Describe how to best use internal/ external lawyers.

LEARNINg OuTCOMES

VISITwww.cips.org/negotiating-

difficult-contract-terms

• Negotiation Masterclass• Contract Management Masterclass• Developing Contract Management

Plans and SLAs

RELATED COuRSES


1. the key parts of a commercial contract

2. laws that can affect a contract3. interpreting the contract4. deal versus boilerplate terms5. identifying the parties

6. the key ‘difficult’ contract terms7. review of a sample commercial

contract8. how to quickly draft a contract9. common legal risks faced by

non-lawyers.

The workshop will benefit those who wish to build upon their prior knowledge of the contracting process, and be able to use a contract’s terms to their benefit.



• More understanding of difficult terms, including: indemnity, capping of liabilities, insurance, force majeure, jurisdiction clause, waiver of subrogation clauses, intellectual property, entire agreement clauses, assignment and change of control.

• Greater understanding of difficult terms and thus there will be more rigour in contractual preparation and planning resulting in the negotiating team being better prepared for the negotiations.

• Less likelihood of accepting unfavourable clauses like unlimited indemnities, capped liabilities, waiver of subrogation clauses and disengagement (or transition).

COuRSE OVERVIEW



COSTS

identify talentNeed a way to

and address development needs?

Developing your team carries many benefits. From an increase in knowledge, to an increase in staff morale – one thing is certain – the result is improved operational performance. CIPS Skills gap Analysis provides an in-depth assessment of your employees’ procurement training needs and talents, giving you invaluable information to inform your people development strategy.

Find out more by visiting www.cips.org/skills-gap-analysis, or contact our business solutions team by phoning +61 3 9629 6000 or emailing [email protected].

Knowledge CIPS Skills Gap Analysis is guided by our online Procurement Competency Questionnaire, available in 10 languages and comprises 156 multiple choice questions across 9 key areas. This will produce an at-a-glance guide to your procurement strengths and development needs, highlighting the stars of the future and assisting in the recruitment process.

Benchmarking Over 10,000 procurement professionals from over 400 organisations have undertaken the Procurement Competency Questionnaire, allowing us to measure the performance of your people against the average and best in class (top 10%) of your sector.

Development The online questionnaire allows you to identify the people in your team who would benefit most from a targeted development programme.

Value By assessing the gaps in your team’s knowledge you can strategically target and prioritise training spend to get the most from your budget.

Our Skills gap Analysis will drive:

3938

SpecialistStakeholder Influencing and ManagementThis workshop aims to develop participants capability to build more effective stakeholder relationships with others working along the supply chain. Participants will be equipped with tools, techniques and skills used to influence stakeholders and align them around the project goals and objectives.

• Develop practical approaches to stake-holder identification and segmentation as a prelude to designing appropriate relationships with stakeholders.

• Engage with, and influence, a range of stakeholders, dealing with their questions and objections about participation in the project.

• Deploy practical tools to define roles and responsibilities to ensure that role ambiguity is minimised.

• Develop communication programmes to both ‘push’ information and allow stakeholders to ‘pull’ information about the project or category which is aligned to the stakeholder’s needs and reasonable expectations.

• Develop the capability to influence horizontally and upwards to lobby and influence governance groups and senior managers to align them around project goals and recommendations.

LEARNINg OuTCOMES

VISITwww.cips.org/stakeholder-

influencing-and-management


RELATED COuRSES


1. stakeholder influencing and management

2. how to identify stakeholders3. profiling stakeholders and their

likely interest4. engaging stakeholders and

building rapport5. influencing stakeholders and

dealing with objections

6. managing ‘turf wars’ and role conflict

7. designing communication programmes

8. managing upwards; dealing with your boss, governance groups and the senior leadership team

9. building and re-building trust and other challenges.

This workshop will benefit practitioners involved in managing categories, projects, contracts and suppliers who need to manage stakeholders to realise their planned project outcomes. This may include resource managers, service delivery managers, contract managers, category managers and procurement practitioners.



• More capability in identifying and engaging stakeholders and diagnosing what role they may play in the project.

• More capability in influencing stakeholders and dealing with role conflict, disagreements about direction, and support challenges.

• Less conflict with stakeholders or project delays due to loss of stakeholder engagement or disagreement about direction or choices to be made.

COuRSE OVERVIEW



COSTS

Spec

ialis

t

Risk ManagementThis workshop aims to equip participants with a range of practical tools and techniques to identify, scale and treat risk in order to create an acceptable level of residual risk for their organisation. Participants will examine risk management from a process and supply chain point of view, and address traditional approaches to risk identification, scaling and treatment, and different ways of thinking about risk, such as scenario planning, contingency planning and Cynefin.


1. risk management in practice2. practical methods for risk

identification3. the use of scenarios to aid risk

identification4. practical methods for risk scaling5. practical methods for risk

treatment

6. cynefin and dealing with different contexts

7. contingency planning and business continuity

8. corporate risk appetite and residual risk scaling

9. alternatives to rules-based risk management regimes.

This course will benefit those who wish to think practically and holistically about how risk impacts upon their business objectives and how their organisation can address the risks faced in a balanced way.



• More capability in applying practical methods to identify risks which may affect procurement projects, including risks from the external environment and the supply chain.

• Ability to apply practical methods to scale risks, including scaling the residual risk borne by the organisation after risk controls have been applied.

• Less likelihood that the procurement process is affected by uncertainty and/or reduced consequence if the procurement process is affected by uncertainty.

• Design and implement a risk management process for a variety of risks, both internally and externally originated.

• Conduct risk identification and scaling workshops in a way that creates a robust outcome enjoying the support of participants.

• Facilitate alternative approaches such as scenario planning and Cynefin to risk identification and treatment, and combine traditional and contemporary perspectives.

• Propose balanced risk treatment options for a risk, including risk acceptance, transfer and contingency planning as part of a coherent suite of potential treatment options.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/

risk-management

4140

SpecialistCommunication Skills for Procurement ProfessionalsThis workshop aims to develop participants capability to build rapport with stakeholders, engage with them, and communicate more effectively in one-on-one and small group contexts.

Participants will examine contexts in which practitioners in the procurement process may interact with others, developing skills and confidence in diagnostic interviews, presentations, small group facilitation and influencing.

• Develop confidence in your communication ability and recognise how you can be more effective in communications with others.

• Develop empathy to diagnose stakeholder issues through questioning and tuning in to what is said and what is not said.

• Improve ability to engage with and influence small groups through improved facilitation capability.

• Develop capability to communicate abstract and complex ideas both in writing and orally when presenting to others.

• Develop the capability to project yourself more confidently in a range of situations so that your performance is more impactful.

LEARNINg OuTCOMES

VISITwww.cips.org/

communication-skills-for- procurement-professionals

• Sales skills for Procurement• Stakeholder Influencing and

Management

RELATED COuRSES


1. communication skills in overview2. interpersonal skills overview3. questioning skills and diagnosing

information4. listening and tuning in to verbal

and non-verbal communication5. facilitating small groups and teams

6. influencing people using push and pull styles

7. presentation skills; oral and in writing

8. giving and receiving feedback with others

9. improving your own personal ‘brand’.

This workshop will be of benefit to practitioners whose role involves them in interacting with others, and who wish to develop their personal confi-dence and capability in communicating more effectively.



• Increased confidence in leading and facilitating interactions with others working in and around the supply chain.

• More effective communication will help foster improved relationships and better mutual understanding with stakeholders.

• Less likelihood that stakeholder relationships will be compromised through poor communication behaviours or failure to build appropriate levels of rapport and engagement.

COuRSE OVERVIEW



COSTS

Spec

ialis

t

Strategic eAuction ManagementThis workshop aims to develop participants capability to develop an Auction Strategy from the suppliers and buyers point of view; how best to engage, and communicate more effectively in a one-to-many online context. Participants will explore practical contexts in which practitioners can employ the eAuction process, by providing both the buyer & supplier with the skills and knowledge necessary to effectively plan and manage eSourcing & eAuction projects.


1. the esourcing and auction process2. traditional & contemporary

auction styles3. auction theory & ethics4. RF(x) creation

5. auction parameters on dynamics6. eAuction preparation7. eAuction preparation on event day8. post eAuction positioning9. understanding supplier tactics.

This workshop is designed for category managers or procurement practitioners and sellers who are responsible for managing recurring arrangements such as period agreements or contracts for categories who would like to explore eAuction strategies.



• Greater confidence in leading and facilitating the eSourcing process from the buyer’s perspective and how to match the suppliers knowledge of price and market conditions.

• More effective spend assessment will help foster improved methods a practitioner can employ to assess cost structure to optimise bidding strategy.

• Less likelihood that stakeholder relationships will be compromised through effective post eAuction positioning.

• Explain the different types of Auction benefits and when to use them.

• Implement process steps and procedures into your current sourcing process.

• Provide methods buyers can employ to assess their cost structure to optimise their bidding strategy.

• Understand how to successfully manage complex scenarios involving multiple suppliers with various groupings of products and/or services.

• Explain how to assist your suppliers to develop an Auction Strategy and prepare for a dynamic bidding event using a auction strategy check list.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/strategic- eauction-management

4342

Spec

ialis

t

Outsourcing – A Practical ApproachThis workshop aims to develop participants capability for pursuing the outsourcing or sharing of services, and achieving better value for money. Participants will explore the strategic, commercial, and change management issues raised from an executive perspective, as well as following the process once the decision to outsource has been taken.


1. a practical approach to outsourcing

2. the outsourcing process overview3. base-lining current service

standards and costs4. benchmarking what is the

commercial opportunity in terms of service and costs?

5. what service standards do we need? What cost structure can we afford?

6. what is the strategic logic of outsourcing in a particular project?

7. burying the past, matching the present or accessing the future? The ‘do or contract?’ decision

8. sourcing potential providers and structuring a commercial contract to realise the benefits

9. managing the transition between internal and external stakeholders.

This workshop will benefit executives who are considering reviewing a function which is currently in-sourced and wish to explore if there is an opportunity to explore outsourcing the function to another provider.



• More robust and defensible decisions to insource or outsource.

• More likelihood that the commercial process to identify and negotiate terms with an incoming provider is managed in a way that leads to business continuity and realisation of the planned benefits.

• Less likelihood that the process of outsourcing fails to realise the business case benefits.

• Describe the end-to-end outsourcing process in terms of the key activities, tools and processes.

• Evaluate the ‘do or contract’ decision using a number of lenses to validate the strategic logic of potentially outsourcing.

• Define service standards and costs at the level that the organisation needs and can afford, based upon current business priorities rather than historical choices.

• Manage the procurement process to locate, evaluate and select a suitable provider to deliver the services.

• Describe the options for contractual vehicles to deliver the services and describe the change management requirements to transition in a new provider.

COuRSE OVERVIEW



COSTS

LEARNINg OuTCOMES

VISITwww.cips.org/outsourcing

-a-practical-approach

ONE DAY COuRSE AuSTRALIA NEW ZEALANDMember Rate (INCL. GST) $890 AUD $950 NZDNon-Member Rate (INCL. GST) $1,020 AUD $1,050 NZD

TWO DAY COuRSE AuSTRALIA NEW ZEALANDMember Rate (INCL. GST) $1,780 AUD $1,900 NZDNon-Member Rate (INCL. GST) $2,040 AUD $2,100 NZD

ONE DAY COuRSESIntroduction to Negotiation

Introduction to Contract Management

Introduction to Contract Law

Supplier Performance Management

Finance for Procurement

Developing a Category Strategy

Supply Market Analysis

Developing Contract Management Plans and SLAs

Specification Writing for Services

Strategic Sourcing

Sales skills for Procurement Professionals

Reducing Total Cost


Lean and Operational Excellence for Procurement


Reviewing and Refreshing Contracts

Negotiating Difficult Contract Terms

Risk Management

Stakeholder Influencing and Management

Strategic eAuction Management

Communication Skills for Procurement Professionals

Outsourcing – A Practical Approach

TWO DAY COuRSESIntroduction to Procurement

Category Management

Bid Management and Evaluation

Negotiation Masterclass

Supplier Relationship Management Masterclass

Contract Management Masterclass

Contract Law Masterclass

Sustainable and Ethical Procurement

CIPS Open Training Courses

Our procurement training courses are offered over one or two day sessions, and are priced as below:

Core procurement training packagesPurchase any introductory, intermediate or advanced course package and save 10%!

Don’t forget that CIPS members will receive an additional 10% discount on the prices listed in the table above.

10 DAYS AuSTRALIA NEW ZEALANDStandard Rate (INCL. GST) $10,200 AUD $10,500 NZD15% Discount (INCL. GST) $8,670 AuD $8,925 NZDSaving (INCL. GST) $1,530 AuD $1,575 NZD

15 DAYSStandard Rate (INCL. GST) $15,300 AUD $15,750 NZD20% Discount (INCL. GST) $12,240 AuD $12,600 NZDSaving (INCL. GST) $3,060 AuD $3,150 NZD

20 DAYSStandard Rate (INCL. GST) $20,400 AUD $21,000 NZD25% Discount (INCL. GST) $15,300 AuD $15,750 NZDSaving (INCL. GST) $5,100 AuD $5,250 NZD

*Discount based on one day non-member rate.

Company training packagesPurchase 10, 15 or 20 days of procurement training and receive a discount of up to 25%*

Customised Training ProgramsOur range of skills training courses can be delivered in house to suit you and the specific requirements of your team. We can tailor our extensive course material for your specific industry or sector, or design a fully comprehensive programme to integrate with your organisational practice and behaviour.

CIPS Australasia Procurement Training2014 Pricing Schedule

Contact +61 3 9629 6000 or email [email protected] for further information.

INTRODUCTION (5 DAYS) AUSTRALIA NEW ZEALANDStandard Pricing (INCL. GST) $5,100 AUD $5,250 NZD10% Discount (INCL. GST) $4,590 AuD $4,725 NZD Saving (INCL. GST) $510 AuD $525 NZD

INTERMEDIATE (6 COURSES)Standard Pricing (INCL. GST) $6,120 AUD $6,300 NZD10% Discount (INCL. GST) $5,508 AuD $5,670 NZDSaving (INCL. GST) $612 AuD $630 NZD

ADvANCED (8 COURSES)Standard Pricing (INCL. GST) $8,160 AUD $8,400 NZD10% Discount (INCL. GST) $7,344 AuD $7,560 NZDSaving (INCL. GST) $816 AuD $840 NZD

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CIPS group Easton house, Easton on the hill, Stamford, Lincolnshire, PE9 3NZ, united Kingdom T +44 (0)1780 756777 F +44 (0)1780 751610 E [email protected]

CIPS Africa ground Floor, Building B, 48 Sovereign Drive, Route 21 Corporate Park, Irene X30, Centurion, Pretoria, South Africa T +27 (0)12 345 6177 F +27 (0)12 345 3309 E [email protected]

CIPS Australasia Level 2, 520 Collins Street, Melbourne, Victoria 3000, Australia T 1300 765 142/+61 (0)3 9629 6000 F 1300 765 143/+61 (0)3 9620 5488 E [email protected]

CIPS Middle East & North Africa Office 1703, The Fairmont Hotel, Sheikh Zayed Road, PO Box 49042, Dubai, United Arab Emirates T +971 (0)4 327 7348 F +971 (0)4 332 5541 E [email protected]

www.cips.orgCIPS™ is a registered trademark of the Chartered Institute of Purchasing & Supply

training portfolio 2014 - cips · 2014-03-26 · buy a package and save core procurement training...

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