Adding Value though Effective Contract Management in the Public Sector

Why Attend?

Effective contract management is crucial if a Public Sector organisation is to secure and possibly exceed the Value that has been delivered by the Procurement team in securing the contract itself.

This course will equip the Contract Manager and other key Stakeholders with the fundamental skills, tools and techniques to manage suppliers effectively and deliver the expected Value from the contract – and quite possibly extract further value through engaging in Supplier Relationship Management.

Who Should attend?

Delegates from all Stakeholders involved with a Contract within the Public Sector – from the Client function, the Procurement team and Contract Managers and any other individual who would benefit from a greater understanding of the role and value-add of Contract Management.

Course Objectives

To ensure that all delegates are able to:

  •  Fully appreciate the difference between Tactical and Strategic Procurement and how to treat different situations appropriately.
  •  Use Market Segmentation tools, Supply Positioning and Supplier Preferencing in a real negotiation situation.
  •  Understand their own negotiation style and recognise the styles of others. To be able to flex and adapt their negotiation style in various situations.
  •  Be familiar and understand the stages of a negotiation.
  •  Gain knowledge on the behavioural aspects of a negotiation.

Training Methodology

Our trainers are all FCIPS / MCIPS qualified teachers who have extensive experience of Negotiations across numerous industries and within the Public Sector, including Local Authorities, Civil Service, NHS, Education and others . Collectively our training team have delivered across all levels to hundreds of delegates, both domestic and Global, over the last decade.

The course will be extremely participative and exercise driven, with many relevant examples and anecdotes provided to bring practice and theory to life.

Benefits of Attending

Upon completion of this course every delegate will be able to:

  •  Explain the role and importance of effective Contract Management to deliver contract success and added Value.
  •  Be familiar with a number of key Market analysis Segmentation tools to position a contract and determine its treatment including how the Supplier Relationship should be treated.
  •  Create and use a number of Supplier Performance Management (SPM) tools and measures to ensure the expected contract performance is received.
  •  Identify, assess and manage and Risk that may occur in their contract delivery.
  •  Understand the benefits of engaging in Supplier Relationship Management (SRM) with the right Suppliers and the right Contracts.

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