extended face to face course guide · where an agency wishes to arrange for agency exclusive...

TARGETED PROCUREMENT TRAININGA capability development initiative of the State Procurement Board.

E X T E N D E DF A C E T O F A C EC O U R S E G U I D E

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Major Training Services (MTS) 38

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Annual face to face training calendar

The State Procurement Board provides an annual calendar of face to face targeted procurement training. These sessions are delivered as a blended cohort of across agency staff and are a great opportunity to learn as well as network. These workshops are coordinated by the Procurement Policy, Governance and Capability team. The annual face to face training calendar and accompanying course guide is published each year on the State Procurement Board’s website - https://www.spb.sa.gov.au/content/professionaldevelopment/targeted-training-program. Registrations for these sessions can be made via the Board’s online shop.

Online training

Online training is also available to purchase for staff to undertake at any time when convenient and at a pace preferred by the learner - https://www.spb.sa.gov.au/content/line-training.

Long list of face to face training available to agencies

The workshops on the published targeted training calendar contain some, but not all, of the targeted training workshops on offer by the Board’s providers. From time to time an agency may wish to book a training session exclusively for its own agency staff – either from the training calendar or from the wider range of workshops options available under the contract. This document has been designed to give you an overview of the procurement face to face training courses available to agencies.

How do I book?

Where an agency wishes to arrange for agency exclusive training, the process is as follows:

• In the first instance, the agency should contact the Procurement Policy, Governance and Capability team regarding training needs. The team will discuss the training needs and recommend which workshop(s) are most appropriate. The team will provide details of the suppliers of those workshops to the agency.

• The agency will contact the supplier to determine availability, whether any agency specific contextualisation is required. Contracted rates apply to the training.

• The agency decides based on the information provided by the supplier whether it wishes to book the agency specific workshop(s).

• The agency advises the Procurement Policy, Governance and Capability team whether the workshop is proceeding and if so the context, number of participants and date to be held.

• Procurement Policy, Governance and Capability provide the agency with the feedback form.

• The agency is responsible for arranging venue hire and any catering, raising the purchase order and payment of the supplier and managing invoices.

• The agency is the main contact point for delivering the agency specific training.• The supplier seeks and collates participant feedback from the workshop.• The supplier provides the feedback to the agency and a summary report

including course details, participant numbers and average overall satisfaction rating out of 10 to the Procurement Policy, Governance and Capability team. (This information is used by the team as part of its general reporting obligations to the Board, to help monitor the supplier’s performance and to identify any common areas of need across agencies which could be aggregated).

For more information

Lisa Hannagan, Capability Development OfficerEmail: [email protected]: (08) 8463 3678

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aAdvanced Contract Management 4

Category Management Essentials 5

Commercial Acumen Essentials 6

Communication Skills 7

Conflict Resolution 8

Contract Law Essentials 9

Contract Management Essentials 10

Developing a Category Strategy 11

Drafting Specifications and Offers 12

Driving Strategic Sourcing Initiatives & Tender Evaluation 13

Enabling Better Business Outcomes from the Procurement Process 14

Enabling Better Outcomes from the Contracting Process 15

Implementing Category Strategy 16

Intermediate Contract Management 17

Introduction to Contract Law 18

Legal Aspects of Establishing & Managing Contracts 19

Masterclass – Category Management 20

Masterclass – Commercial Acumen 21

Masterclass – Contract Law 22

Masterclass – Negotiation 23

Masterclass – Strategic Procurement 24

Masterclass – Supplier Relationship Management 25

Negotiating Outcomes 26

Negotiation Essentials 27

Outcome Based Contract Management 28

Procurement Essentials 29

Procurement for non-Procurement Professionals 30Service Level Agreements (SLAs) & Key Performance Indicators

(KPIs) 31

Social & Sustainable Procurement 32

Strategic Sourcing 33

Supplier Relationship Management 34

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Advanced Contract Management

This workshop aims to develop capability in applying a range of tools and techniques in contract management.

Learning Outcomes

On completion of this course participants should be able to:

• Recognise and respond to key challenges when managing contracts• Deploy a range of contract management tools and demonstrate appropriate

behaviours in a range of contract management situations• Manage cost and supplier performance during the contract so that contract

outcomes are consistent with expectations• Manage contracts in a way that ensures effective stakeholder engagement• Comply with the contract management framework and reduce the impact of

uncertainty upon contractual results

• Value risk approach to managing contracts

• Roles and responsibilities• Effective stakeholder management

success• Setting KPIs• Developing an appropriate range of

KPIs• Performance management• Push and pull approaches to influencing• Principles of negotiation• Managing the kick off meeting• Reducing complexity• Distinguishing “noise” from “trends”• Deciding what records to keep• Understanding total cost• Reducing total cost• Tracking cost, value and benefit

realisation

• Elements of supplier performance management

• Motivating the supplier to perform• Dealing with poor performance• Good practice in managing variations• What can be varied, when and how?• Variation by conduct• Tips, tricks and traps of managing

variations• Managing transitions• Tips, tricks and traps for contract close

out• Capturing and sharing lessons learned• Targeting potential fraud• Potential red flags• Controls and supervision

Who should attend

The workshop will benefit those who are responsible for managing contracts that are complex, high value and/or high risk, and generally those who wish to develop their existing capability in contract management. It is assumed that participants in this workshop have some contract management experience, and that they wish to further develop their understanding of contract management tools and techniques.

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1 day course

Category Management Essentials

This workshop aims to equip participants with an overview of the essentials of category management. It explores roles, key activities, tools, and methods category managers use to drive value from the procurement process.

Learning Outcomes


• Describe the category management framework and identify the ways in which value may be created or lost through effective (or ineffective) category management

• Define the role of the category manager and describe (in overview) how that role relates to other stakeholders supporting effective category management

• Identify the tools and resources that are appropriate at each phase of category management

• Category management compared with sourcing and procurement

• The category management framework• How category management can deliver

better outcomes• What is the role of a category manager?• Understanding our stakeholders• Spend analysis• Demand analysis• Understanding the outcomes we are

seeking and identifying opportunities• Attributes of suppliers• Understanding markets and market

dynamics• Identify strategic suppliers• Developing options; how can we create

the value?• Selection of options; how will we get the

value?• Making sure we keep the value;

contract/financial administration

• Developing a category management plan

• Ensuring stakeholder alignment• Planning for success• Monitoring and reporting upon

performance of the category management plan

• Understanding supplier relationship management

• Contract management in practice and the role of the category manager

• The contract management plan and its relevance to category management

• Completing the contract management plan

• Using the plan during contract management

• Measuring progress toward policy goals and outcomes

• Co-ordinating multiple interests• Who to contact for more information

Who should attend

The workshop will benefit those who are involved in strategic sourcing and category management. In particular this course will benefit people who are new to category management or who may contribute to category management as part of their duties, or those who require a ‘refresher’.

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1 day course

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Commercial Acumen Essentials

This intensive one-day workshop explores commercial acumen for contracting professionals from start to finish, and the behaviours and methods that can be deployed throughout the life-cycle to strengthen the decisions made.

Learning Outcomes


• Protect the interests of the organisation by the use of the supply chain and contracting life cycles

• Safeguard against supply chain and contracting interruptions by enhancing the contracting process

• Develop clear performance criteria that are workable for both vendor and purchaser• Suggest insightful ways to create strategy• Improve ability to read and interpret contracts and financial documents that relate to

the contract• Enhance identifying, assessing and mitigating risks skills• Manage the negotiating process to ensure that there is a longer-term win-win

outcome• Capture performance so that it can be optimally evaluated and monitored

• Identifying the key steps in strategic planning• Realising that “everything in business is related”• Improving an organisation’s contract management

capabilities• Strategic suppliers and customers• Identifying key internal and external risks• Tools to help you identify and mitigate key risks• Using the procurement life-cycle to predict future risks• “Black Swan Events”• Learning from mistakes• Understanding our business and that of clients/

suppliers• Examining how decisions can affect cash flow• Describing how the parties make/spend their

moneyImproving profits/surpluses• Better pricing and costing decision making• Budgets and the effect of variations• Other party due diligence and security options• Developing Effective Business Cases• Planning a strategic negotiation• Unwrapping key negotiation styles and phases• Leveraging your bargaining power in a negotiation• The IACCM Top Terms in Negotiation Report• Up skilling inexperienced negotiators

• Reading and interpreting a contract• Creating a valid and enforceable contract• Describing the key contractual remedies• Discussing some key laws that can have an effect on

the contract: ACL, Agency, IP, PPSA, Small Business Unfair Contract Terms law (commenced on 12 November 2016), Tender, etc

• Purpose of “deliverables”• Differentiating SLAs, KPIs, PIs, rebates, incentives and

bonuses• Writing ‘quality’ into a contract• Examining transition clauses• Monitoring and evaluating deliverables• Comparing and contrasting “managing” and

“leading”• Examining successful change management• Building trust and relationships• Improving communication• Identifying and proving commercial opportunities• Selling commercial opportunities to key stakeholders• Developing commercial opportunities• Key legal and financial issues in developing

commercial opportunities• Using business tools to assist

Who should attend

The workshop will benefit those involved in the contracting process, and those who wish to fine-tune their appreciation of the skills and behaviours which underpin superior performance. It is suitable for those in procurement, operations and sales functions.

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1 day course

Communication Skills

The ability to communicate effectively can have a profound effect on your professionalinteractions. The way our suppliers and stakeholders respond and interact with us isoften a result of our communication techniques.

Learning Outcomes


• Have insight into their personality type and communication preferences, using a proprietary profiling tool

• Learn to recognise other people’s personality types and communication preferences• Learn to adjust their own communication approach based on need and situation• Understand barriers to effective communication and how to overcome them• Become a more effective communicator through the use and application of practical

tools.

Six sessions delivered over a full day in a facilitated classroom format. This course utilises workbooks, case studies and real world procurement experience. A role play exercise is conducted at the end of the course, to gather in the learning, and to assess how well the participants have understood the training.

Who should attend

This course will be of benefit for all participants involved in managing projects,contracts and suppliers. These may include strategy, planning and resource managers,service delivery managers, contracts personnel, operations and divisional managersand most importantly procurement and purchasing managers.

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1 day course

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Contract Law Essentials

This intensive workshop explores the risks in commercial dealing and how contractual terms can help clarify rights and obligations between the parties.

Learning Outcomes


• 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

• The legally enforceable bargain• Precedence between different contract

documents• Privity• Misrepresentation• Contract amendments• The need for a contract document• Special features of your organisation’s

contractsStandard contract forms (if relevant)

• Other forms of contract• The objectives of a contract, including

the allocation of risk• Pre-requisites to form a contract• Offer• Counter offer• Acceptance• Consideration• Analysis of RFPs and RFTs• How to win the battle of the forms• eCommerce and the battle of the forms• Express terms• Implied terms

• Conditions• Warranties• Representations• Form of the contract• Use of language• Dictionary of legal terms• Breach of a warranty• Breach of a condition• Liquidated damages• How can a contract be terminated?• “Termination for convenience”• Obligations upon the parties• Transferring risk to other parties• The balance of power• The role of procurement and corporate

counsel

Who should attend

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

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1 day course

Conflict Resolution

Often when dealing with procurement and supply management conflict, it is the result of people having differing needs, opinions, expectations and importantly different perspectives. The reality of conflict is that in any human relationship it is inevitable, if handled well, conflict provides a powerful avenue for significant growth. Conflict resolution involves recognising and managing the particular conflict. This is an essential part of building emotional intelligence, and nurturing relationships.

Learning Outcomes


• Have a thorough understanding of the sources, causes and types of conflict• Master all six phases of the conflict resolution process• Learn to apply conflict resolution approaches• Learn how to use parts of the conflict resolution process to recognise and prevent

conflict before it escalates• Develop communication tools such as agreement frames and open questions.

Six sessions delivered over a full day in a facilitated classroom format. This course utilises workbooks, case studies and real world procurement experience. A role play exercise is conducted at the end of the course, to gather in the learning, and to assess how well the participants have understood the training.

Who should attend

This course will be of benefit for all participants involved in managing projects, contracts and suppliers. These may include strategy, planning and resource managers, service delivery managers, contracts personnel, operations and divisional managers and most importantly procurement and purchasing managers.

Course Content

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1 day course

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Contract Management Essentials

This workshop aims to equip participants with awareness of the essentials of contract management. It explores roles, tools, techniques and methods contract managers use to add value to contract management.

Learning Outcomes


• Describe the Contract Management Framework and identify the ways in which value may be created or destroyed through effective contract management

• Define the role of the contract manager and understand how that role relates to other stakeholders supporting effective contract management

• Identify the tools and resources that are appropriate at each phase of contract management

• Understand what a ‘value risk’ approach to contract management means, and adopt contract management processes consistent with the risk and value profile of the contract

• Roles and responsibilities• Contract management framework• Why planning is important• Structure of contracts• Key clauses to focus upon• Rights and obligations of the parties• Understanding risk• Defining value• Application of the value risk matrix to

contract management• Identifying stakeholders• Identifying key tasks and activities• Assigning responsibility• The contract management plan• Completing the plan in contract set up• Using and reviewing the plan during

contract management• Contract management plan

• Information management• Managing the kick off meeting• Establish KPIs• Monitoring performance• Extending or renewing contracts• Contract/financial administration• Final performance review• Contract close out• Capturing lessons learned• Catalogue of tools, templates and other

resources• Where to find the resources• Using the resources to improve contract

management

Who should attend

The workshop will benefit those who undertake contract management as part of their duties, and in particular people who are new to contract management or require a ‘refresher’. It is especially relevant to those who are responsible for delivering outputs or outcomes by working with external service providers.

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1 day course

Developing a Category Strategy

This practical workshop introduces a variety of tools, techniques and methods which can be used to develop a category strategy appropriate for the category. The workshop will adopt an end-to-end approach to category management, addressing both pre-award and post-award opportunities to add value to the procurement of categories.

Learning Outcomes


• 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 and balance of risk and opportunity in the supply market

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

• What should be in a category strategy?• Defining category objectives from spend and opportunity

analyses• Defining risks and opportunities in the market• What are the options in terms of strategies for demand and

supply market management?• Distinguishing tactical and strategic approaches• Matrix based approaches to strategising• Facilitating the team to develop/ refine a range of potential

market approaches• Scaling potential benefits and presenting the strategy to

governance groups and other stakeholders• Scope of category management• Sample category strategy plans• Which audience are we writing for?• The category strategy as stakeholder• What can we do to change the value derived from any

category?• “Broad brush” options at opportunity analysis• Category objectives beyond “needs and wants”• How do we understand what is happening in the market?• Examples of market risk• Examples of market opportunity• Understanding the balance of power• The link between our needs from the category and our market

power• Changing demand and consumption• Changing the specification• Changing the market approach• Changing the source

• Changing the level of control• Changing the relationship• Changing the pricing basis• Examples of tactical initiatives• Examples of strategic approaches• The scale and timing of benefit realisation for tactical and

strategic initiatives• Presenting your ideas to the team• Getting executive support for the planBuilding a portfolio of

initiatives• Why do so many strategies involve a “go to market”

approach?• Kraljic’s Portfolio Analysis• Other matrix based approaches• Customer Segmentation models• Reconciling market perspectives• Why matrix-based approaches help develop repeatable and

defensible strategies beyond RFPs• What is our role on the team?• Model of team facilitation• Why do stakeholders sometimes say “no”?• Influencing stakeholders “offline”• What’s in it for them? Selling the benefits• Dealing with objections and building consensus• Don’t be a 10% buyer!• What factors affect the improvement target?• Scaling improvement opportunities• Presenting a range of targets• Presenting the strategy to governance groups• Developing three point plans that people can remember

Who should attend

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.

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1 day course

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Drafting Specifications and Offers

This workshop aims to equip participants with knowledge and skills to improve their capability in how to draft specifications (also known as requirements, scope of work etc.) and ‘go-to-market’ documents to better support the sourcing process.

Learning Outcomes


• Describe how the specification and offer documents can promote or diminish innovation and competition

• Develop specifications and ‘go-to-market’ documents that are outcome focused and appropriate for the project using language which promotes supplier comprehension and engagement

• Plan key sourcing events allocating timescales that are appropriate to the scale and complexity of the activity

• Manage risk and opportunity in the sourcing process

• Overview of the procurement process• Sourcing and procurement compared• The strategic sourcing process• Defining project scope• Gathering data• Stakeholder identification• Project kick off and checkpoint• Analysing spend and demand• Understanding our stakeholders needs

and how best to engage them• What outcomes are we seeking to

achieve?• What are value levers?• Who are our current suppliers?• Reviewing potential suppliers• Supply market analysis• Engaging and briefing potential suppliers• Understanding transition costs (changing

suppliers)• Developing strategy options – what

contracting and commercial model will drive the results and the outcomes we want?

• Selection of strategy/ies• Benefits estimated• Potential risks in the sourcing process• Scaling the risks• Treating risks during the sourcing phase• Selecting the right document for the

right sourcing strategy• Defining outcomes / objectives upfront• Include contract documents• Specifying the evaluation criteria and

evaluation process (e.g. shortlisting, supplier presentations etc.)

• Developing the evaluation plan• Capturing lessons learned• Deciding what is significant and what is

“noise”• Creating and sharing transferable

learning points

Who should attend

The workshop will benefit those who are responsible for preparing ‘go-to-market’ documents, or specifications, requirements, scope of work for inclusion in a contract or procurement process.

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1 day course

Driving Strategic Sourcing Initiatives & Tender Evaluation

This intensive one-day workshop explores a number of elements of the sourcing process at an advanced level including developing sourcing strategies, facilitating decision making and effective stakeholder engagement, driving value for money outcomes, and managing the evaluation process.

Learning Outcomes


• Develop bid and evaluation plans for a variety of categories which are appropriate with the project and for the category

• Apply stakeholder influencing skills to facilitate the project team to outputs that are in the best interests of the whole of the public service

• Design and deploy appropriate evaluation strategies to identify the most suitable offers

• Link the sourcing objectives to the objectives of the organisation and develop congruent KPIs and benefit realisation plans

• Tactical and strategic behaviour• Examples of strategic procurement• When sourcing is a tactical process• Diagnosing strategic goals and business priorities of

the public authority• Aligning the contribution of procurement to those

goals• Setting realistic goals of what sourcing can

contribute; opportunity analysis• Engaging with key stakeholders and diagnosing

their business and personal needs• Developing a scorecard of key outputs and

outcomes• Defining ‘value for money’ for different categories• Who are our current suppliers?• Reviewing potential suppliers• Supply market analysis• Engaging and briefing potential suppliers• Facilitating teams to be creative, such as

generating potential sourcing strategies• Facilitating teams to reach consensus, such as

selecting sourcing strategies• Facilitating teams to make decisions, such as

selecting successful suppliers• Selecting the bid evaluation criteria and bid

evaluation process (e.g. shortlisting, supplier presentations etc.)

• Managing communications with suppliers during the evaluation process

• Developing the evaluation planClosing out the process – best practice for forming contracts

• Calibrating the scoring process• Managing divergent opinions during the evaluation

process• Developing recommendations for governance

groups• Completing the business case• Measuring outputs against the original

procurement objectives• Capture lessons learned and performance against

knowledge transfer objectives• Securing stakeholder support for the

implementation plan• Engaging with stakeholders (such as category

managers) to progress handover• Design mechanisms to track benefits• Handover to category manager and contract

manager

Who should attend

The workshop will benefit experienced sourcing practitioners, particularly those involved in complex, high value and/or high risk sourcing activities, who wish to develop their existing capability in managing sourcing projects.

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1 day course

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Enabling Better Buiness Outcomes from the Procurement Process

This intensive one-day workshop explores roles, activities and methods used in procurement, and to improve awareness of how to effectively lead and manage procurement teams.

Learning Outcomes


• Identify the key success factors for a procurement process which drives value for money outcomes

• Define what ‘good’ looks like for key enablers of the procurement process• Identify the capabilities that underpin superior performance in managing the

procurement process• Develop appropriate metrics and reports to monitor the performance and contribution

of the procurement process

• The category management framework• Category management implementation• Translating goals into specific targets• Why do some projects fail?• Kotter’s approach to change management• Building a “guiding coalition”• Identify a sponsor• Develop a project charter• Setting realistic targets; “how much by

when?”• Review of demand management strategies;

what are the key barriers?• Review of demand management strategies;

what are the key enablers?• Key elements of a change programme to

implement demand management• Review of sourcing strategies; what are the

key barriers to success?• Review of sourcing strategies; what are the

key enablers of success?• Key elements of a program to realise

potential sourcing benefits• Risks in the end to end procurement process• Symptoms of low efficiency in the

procurement process

• Symptoms of fraud and malpractice in the procurement process

• The Queensland Procurement Policy (and applicable legislation, Codes of Conduct, agency/organisational procurement frameworks, processes and procedures)

• Consequences of non-compliance• Technical capabilities that drive superior

performancePersonal attributes associated with superior performance

• Development interventions for procurement practitioners

• Importance of matching expertise and experience (including commercial acumen) to the complexity and importance of high value, high risk or strategic procurement activities and negotiations

• KPIs associated with effectiveness and contributing to policy goals and outcomes

• KPIs associated with efficiency, economy and benefits

Who should attend

The workshop is aimed at leaders and senior managers who are responsible for the delivery of procurement outcomes in their organisation.

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1 day course

Enabling Better Outcomes from the Contracting Process

This intensive one-day workshop explores roles, activities and methods used in procurement, and to improve awareness of how to effectively lead and manage procurement teams.

Learning Outcomes


• Identify the key success factors for a procurement process which drives value for money outcomes

• Define what ‘good’ looks like for key enablers of the procurement process• Identify the capabilities that underpin superior performance in managing the

procurement process• Develop appropriate metrics and reports to monitor the performance and contribution

of the procurement process








potential sourcing benefits• Risks in the end to end procurement process• Symptoms of low efficiency in the

procurement process

• Symptoms of fraud and malpractice in the procurement process

• The Queensland Procurement Policy (and applicable legislation, Codes of Conduct, agency/organisational procurement frameworks, processes and procedures)

• Consequences of non-compliance• Technical capabilities that drive superior

performance• Personal attributes associated with superior

performance• Development interventions for procurement

practitioners• Importance of matching expertise and

experience (including commercial acumen) to the complexity and importance of high value, high risk or strategic procurement activities and negotiations

• KPIs associated with effectiveness and contributing to policy goals and outcomes

• KPIs associated with efficiency, economy and benefits

Who should attend

The workshop is aimed at leaders and senior managers who are responsible for the delivery of procurement outcomes in their organisation.

Course Content

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1 day course

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Implementing Category Strategy

This workshop aims to develop capability in implementing category strategies, focusing upon the second two phases of the category management framework. It explores in detail the tools, techniques and methods category managers use to add value to these phases.

Learning Outcomes


• Implement category management plans for a variety of categories which are compliant with the category management framework with strategies that are appropriate for the category

• Identify barriers and enablers for a variety of category strategies and develop implementation plans to address the challenges and opportunities

• Develop ‘dashboards’ of KPIs and performance metrics to track progress in benefit realisation

• Synthesise information from a variety of sources to develop coherent implementation plans that enjoy the support of stakeholders








potential sourcing benefits

• Review of contract management strategies; what are the key barriers to success?

• Review of contract management strategies; what are the key enablers of success?

• Key elements of a program to realise potential contract management benefits

• Defining “buckets” of benefits• Relating the range of metrics to category

complexity and the Value Risk Matrix• Measurement and reporting upon progress• Supplier relationship management in

practice• External relationship mapping• Aligning participants with category goals• Stakeholders and strategy development• Risk and strategy development• Governance, engagement and control

Who should attend

The workshop will benefit category managers who wish to develop their existing capability in the implementation of category management plans.

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1 day course

Intermediate Contract Management

This workshop aims to equip participants with capability to identify effective performance measures (e.g. KPI’s) and develop and administer contract management plans to deliver better contractual outcomes.

Learning Outcomes


• Develop smart KPI’s that are effective and relevant to achieving outcomes• Develop contract management plans so that the plan is consistent with the risk, value

and complexity of a variety of contracts• Manage the contract in accordance with the contract management plan

• The Value Risk Matrix• The role of planning in contract

management• Organising for success• Significance of the contract term and

extensions• Scope of the contract specification• Implications of how the supplier is

remunerated• Stakeholders and their roles and

responsibilities• Developing a communications plan• Deciding the frequency and nature of

meetings• Key Performance Indicators (KPIs)• What should be measured, and how?• How many KPIs is enough?• Format of KPI’s and KPI reporting• What is a “saving” and what are

“benefits”?• Measuring and validating benefit

realisation• Reporting upon results

• The escalation sequence• When and how to escalate• Exploration of the alternatives to

litigation• Understanding the key risks• Practical strategies to reduce likelihood

& impact• Risk transfer mechanisms within the

contract• What can be varied, when and how?• Good practice in managing variations• Tips, tricks and traps of managing

variations• Extensions and renewals• Managing stakeholders during

handovers• Tips, tricks and traps of transition

management• Managing change effectively

Who should attend

The workshop will benefit those who are responsible for developing performance measures (e.g. KPIs, service levels) in contracts, and for developing contract management plans.

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1 day course

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Legal Aspects of Establishing & Magaging Contracts

1 day course

This workshop aims to equip participants with awareness of those aspects of contract law that are relevant to contract managers and people responsible for putting contracts in place with suppliers.

Learning Outcomes


• Describe the principles of contract formation and relate that to the procurement process

• Identify a selection of terms found in contracts and describe their significance in the event of poor performance causing breach of the contract

• Describe the circumstances and processes appropriate to contract termination and relate the principles to their own contracts

• Describe alternative ways of resolving disputes other than litigation or termination

• Why contracts are important• Examples of types of contractual

agreements• Selecting the right contract to use (value

risk approach)• Offer and acceptance• Other key essentials to form a contract• Rights and obligations of the parties• Variation by conduct• The significance of bid documents• Process contracts and implications for

buyers• Pre-contractual representation and

communication• Letters of intent• Non-binding ‘agreements’ (e.g. MOU’s,

Heads of Agreement)• Express and implied terms• Conditions and warranties• Recognising different types of terms in

practice• What service levels are defined in the

contract?

• Distinguishing issues from more serious problems

• Giving the supplier notice of poor performance

• Completion of the contract; “specific performance”

• Types of damages• Termination• Breach of a condition• What is reasonable notice?• Escalation and involving other

stakeholders• The escalation sequence• When and how to escalate• Exploration of the alternatives to

litigation• Assigning responsibility for risk

management• Scaling and managing residual risk• Reducing the likelihood of contractual

problems

Who should attend

The workshop will benefit those who undertake contract management or establish contracts with suppliers as part of their duties – in particular people who are new to contract management or sourcing, or those who require a ‘refresher’.

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Introduction to Contract Law

This workshop aims to equip participants with an appreciation of the legal frameworkaffecting contract formation, performance and termination. This intensive workshop explores the risks in commercial dealing and how contractual terms can help clarify rights and obligations between the parties.

Learning Outcomes


• Describe the principles of contract formation and relate that to the procurement process.

• Identify a selection of terms found in contracts and describe their significance in the event of poor performance causing breach of the contract

• Describe the circumstances and processes appropriate to contract termination and relate the principles to their own contracts.

• Describe alternative ways of resolving disputes other than litigation or termination.

The workshop will be led by an experienced facilitator, and will include nine sessionsinvolving exercises, case studies, presentations and facilitated discussions.

Who should attend

The workshop will benefit those who undertake contract management or establish contracts with suppliers as part of their duties - in particular, people who are new to contract management or sourcing, or those who require a ‘refresher’.

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1 day course

2120

Masterclass - Category Management

2 day course

This intensive workshop explores the tools, techniques and methods of category management, and will explore how value may be created and lost throughout the category management process.

Learning Outcomes


• 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 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.

• Defining the opportunity• Reviewing the supply market• Developing a category plan• Engaging the supply market• Managing supplier performance• Review and refresh the strategy• Who are your stakeholders?• RASCI and our role at different phases• Stakeholder analysis• Category management & procurement

compared• Spend and opportunity analysis• Sources of data• Profiling our demand• Undertaking opportunity analysis• Sources of information• Developing market enquiries RFI and EOI• Tools to profile supply markets• What’s in a category plan?• Reconciling our needs with the market

character

• Market approach options• Selecting the right market approach• Market interactions, RFQ, RFP and RFT• Market interventions• Negotiation• Bid evaluation• Contract award and mobilisation• Standards and KPIs• Metrics• Review meetings and feedback• Levers of contractual performance• Relationships• Capturing lessons learned• Did we realise the procurement

objectives?• Continuous improvement• Reducing process complexity• Stakeholder relationships and role

confusion• Defining category boundaries

Who should attend

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

Course Content

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Masterclass - Commercial Acumen

2 day course

This intensive two-day workshop explores commercial acumen for contracting professionals from start to finish, and the behaviours and methods that can be deployed throughout the life-cycle to strengthen the decisions made.

Learning Outcomes


• Be more likely to achieve contractual goals quickly and with less effort, disputes and cost.

• Reduce the likelihood of losing value through making elementary mistakes.• Protect the interests of the organisation by the use of the supply chain and contracting

life cycles.• Safeguard against supply chain and contracting interruptions by enhancing the

contracting process.• Develop clear performance criteria that are workable for both vendor and purchaser.• Improve ability to read and interpret contracts and financial documents that relate to

the contract.• Enhance identifying, assessing and mitigating risks skills.• Capture performance so that it can be optimally evaluated and monitored.

• Defining “acumen”• Identifying the key steps in strategic planning• Realising that “everything in business is related”• Determining what the various departments do to

achieve the business mission• Describing why early supply chain problems can

cause issues further along the chain• Understanding our business and that of clients/

suppliers• Examining how decisions can affect cash flow and

profits• Describing how the parties make/spend their money• Making more objective pricing and costing decisions• Mitigating revenue and expenditure leakages,

including fraud• Other party due diligence and security options• Identifying and improving key stakeholder,

commercial and supply chain relationships• Describing why the contract is the framework of

commercial relationship• Comparing and contrasting ‘managing’ and

“leading”• Examining successful change management

• Building trust and relationshipsImproving communication

• Identifying the commercial and legal purposes of a contact

• Linking the strategic plan, business case and the contract

• Describing how to read and understand a contract• Creating a valid and enforceable contract• Planning a negotiation for desired business outcomes• Examining key ways to manage contract risk exposure• Reviewing performance data• Interpreting the patterns and trends• Planning and executing the review meeting• Purpose of “deliverables”• Differentiating SLAs, KPIs, PIs, rebates, incentives and

bonuses• Writing “quality” into a contract• Identifying the optimum number of deliverables?• Examining transition clauses• Monitoring and evaluating deliverables

Who should attend

The workshop will benefit those involved in commercial contracts, negotiations and relationships who wish to develop their existing capability in managing commercial processes. This will be of particular benefit to those involved in high risk or high value arrangements.

Course Content

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2322

Masterclass - Contract Law

2 day course

This intensive workshop explores the legal issues and managerial choices associated with commercial contracting. The workshop will address risk, legal framework, options and choices for each of contract formation, contract terms, contract breach and contract termination.

Learning Outcomes


• 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 cooperative 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

• Traditional approach to contracting• Being more proactive to contracting• Balancing the commercial and legal parts of a

contract• Where to find relevant laws• How to successfully sue in court• How to successfully defend a legal claim• Using costs to strengthen your case• How the courts resolve contractual disputes• The legal and commercial definitions of a contract• Contract disasters and what we can learn from them• Creating with the ‘exchange of promises’ doctrine• Preventing your contract becoming void for

uncertainty• Winning the “battle of the forms”• Are your MOUs, MOAs or Letters of Intent binding?• Issues that make your contract invalid or

unenforceable• Excluding liability• Preventing subcontracting, assignment and change

of control• Ways to terminate your contract• Choosing your remedies: unliquidated damages

versus LDs versus indemnities• Using a deed to increase contractual certainty• Outlining the rules of contract interpretation• Practical drafting tips and traps

• Determining if a counterparty is authorised to sign• Avoiding misleading and deceptive statements• Choosing an effective dispute resolution methods• Listing what to look for in a Certificate of Currency• Determining who owns the copyright• When to register a security interest under the PPSA• Complying with the process tender contract rules• The nine different parts of a contract• The need for recitals• Key issues with the commercial terms and legal terms• Better practice with dating, witnessing and exchange

of contracts• What purchasers and vendors seek from an IP clause• Dealing with vendor attempts to delete

indemnitiesInsisting on a waiver of right of subrogation• Tips and traps in obtaining optimal insurance cover• Agreeing to capped liabilities and consequential

losses• Dealing optimally with internal and external lawyers• Focusing on the boilerplate terms• Methods of how to deal with contracting risks• Determining what needs to be put in the contract• What did you learn?• Identification of contracting risks your organisation

faces• Determining how to mitigate the risks?

Who should attend

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.

Course Content

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Masterclass - Negotiation

2 day course

This workshop aims to develop participants existing capability in planning and executing negotiation. It explores the context of the relationship and the strategies and behaviours that underpin negotiating better outcomes.

Learning Outcomes


• Design and implement negotiation plans for a variety of different relationship types.• Develop negotiation plans relevant to realising business objectives.• Lead the negotiation process and adopt appropriate behaviours at each phase.• Demonstrate a variety of persuasion methods and deploy them appropriately during

negotiations.

• Planning the what and the how of negotiation

• Risks and opportunities• Managing the negotiation process• The balance of power between the

parties; who needs who more?• Objectives appropriate for different

contexts• Behaviours appropriate for different

contexts• The political dimension to the

negotiation; how is each party influenced?

• Managing communication flows within our organisation

• Lobby and influencing the other party• What is going on at each phase of a

negotiation?• Governance controls and managing the

licence to agree• Staying in control of the negotiation

process• The link between objectives and

relationships

• Objective setting in practice; developing a range of objectives

• Jointly setting objectives in collaborative relationships

• How we influence the other party• Matching the persuasion method to the

relationship• Managing stakeholder behaviour• The principles of assertive behaviour• Towards emotional intelligence;

tuning in to what is said and what is communicated non-verbally

• Questioning and listening• Preparing for a negotiation• Two cycles of negotiation practice• Application of theory in practice• Key lessons learned• Tactics and ploys• The role of planning in shaping

outcomes

Who should attend

The workshop will benefit those involved in commercial negotiations who wish to develop their existing capability in managing negotiation processes. This will be of particular benefit to those involved in high risk or high value arrangements.

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Course Content

25

Masterclass - Strategic Procurement

2 day course

This intensive workshop explores sourcing tools and processes and seeks to explore what separates “strategic” from “tactical” activities. The workshop defines how value may be created, shared or destroyed in the sourcing process, and the internal and external interactions that are critical success factors.

Learning Outcomes


• 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.

• Defining the opportunity• Stakeholder engagement• Reviewing the supply market• Designing the market approach• Engaging the market• Negotiating terms• Selecting the supplier• Matching the rigour of the process to complexity• Spend analysis• Opportunity analysis• Demand analysis• Total cost analysis• Stakeholder analysis• Engaging key stakeholders• Overcoming potential objections to participation• RASCI and our role during the sourcing process• Defining• Sources of information• Supplier appraisal• Developing market enquiries RFI and EOI• Understanding market structure• Understanding market dynamics• Supply chain analysis• How this phase can add or destroy value• Designing the market approach• Market interactions• Market interventions

• Matrix based approaches to market approach• Selecting the market approach• How this phase can add or destroy value• RFT, RFP, RFQ; is there a difference?• The “battle of the forms”• Assembling the offer documents• Designing the evaluation framework• Probity, ethics and transparency• How this phase can add or destroy value• Planning for negotiation• Setting objectives• Methods of persuasion• Dealing with the response “no!”• Engaging subject matter experts/lawyers• How this phase can add or destroy value• What is best value/”value for money”?• Managing the evaluation process• Weighted factor analysis• Promoting agnosticism and consensus• Awarding the business• Notifying bidders of the decision• How this phase can add or destroy value• Simple, complicated, complex and chaotic situations• Matching the rigour to the situation• Sample sourcing process for simple markets• Sample sourcing process for complicated markets• Decomplexifying the process

Who should attend

The workshop will benefit practitioners who are involved in strategic sourcing and who wish to develop the contribution of their role through more effective deployment of a range of tools to deliver better outcomes for their organisation.

Course Content

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Masterclass - Supplier Relationship Management

2 day course

This intensive workshop explores designing and deploying a portfolio of supplier relationships, managing complex relationships and dealing with dysfunctional relationships.

Learning Outcomes


• 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.

• Why we need to segment supplier relationships• Deconstructing elements of supplier relationships• Differentiating supplier relationships• Developing joint cost and value initiatives• Becoming a “customer of choice”• Improving supplier performance• Improving supplier capability• Developing a supplier relationship plan• The supply base as a strategic asset• Identifying the “vital few” suppliers• Targeting new suppliers and delinquent suppliers• The balance of power between the parties• The allocation of rights and obligations• The personal dimension between the parties• How relationships may differ across these

dimensions• Matrix based approaches• Resource based approaches• Reviewing the spend portfolio• Formal and informal classification schemes• Treating suppliers consistently across categories• Constituting joint cost down/cost out teams• Creating an appropriate governance

environment

• Creating value, claiming value, and sharing value?

• Identifying suitable projects• Dealing with obstacles to benefit realisation• What is a “customer of choice”?• Setting up a 180 degree feedback programme• What dimensions can we measure?• Dealing with unexpected feedback• Enrolling suppliers in improvement programmes• Executive support for improvement• Developing contingency plans• Target setting and incremental improvement• Supplier development in practice• Governance needed to sponsor development• Developing a business case for change• Market making in practice• Category plan and relationship plan?• What we can change in a relationship• What we can influence in a relationship• Key relationship levers

Who should attend

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.

Course Content

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2726

Negotiating Outcomes

1 day course

This workshop aims to improve participants’ capability in planning and conducting negotiations. It explores, techniques, influencing and interpersonal skills that are key to successful negotiations.

Learning Outcomes


• Design and implement negotiation plans for a variety of different relationship types• Develop negotiation plans relevant to the objectives you are seeking to achieve• Describe the negotiation process and adopt appropriate behaviours at each phase• Describe a variety of persuasion methods and use them appropriately during

negotiations

• Planning the objectives• Planning the motivational strategy• Managing the process• The balance of power between the

parties; who needs who more?• The political dimension to the

negotiation; which constituencies influence each party?

• The cultural dimension to the negotiation; how does ‘our way’ differ from ‘their way’ of getting things done?

• The link between sourcing objectives, benefits and negotiation objectives

• Objective setting in practice; developing a range of objectives

• Setting ‘anchors’ for negotiation; what does ‘success’ look like?

• What are the phases of a negotiation?• Key behaviours at each phase• Staying in control of the negotiation

process• Managing behaviours during the social

phase• Making an impactful opening statement• Aligning participants with customer

goals

• The range of motivators we can use and selecting the most appropriate motivator

• Linking the selection of motivators to the desired relationship/s

• Principle –v- positional negotiating – which is more effective and why?

• Calibrating the scoring process• Managing divergent opinions during the

evaluation process• Developing recommendations for

governance groups• The principles of assertive behaviour and

communicating assertively• Dealing with offers that are not what we

want• When to put down an anchor and when

not to put down an anchor• Using proposals to unblock an impasse• Deploying the most appropriate

motivators for the relationship and the procurement objectives

• Overview of ‘tips and traps’ for effective negotiation

Who should attend

The workshop will benefit experienced any procurement practitioners who wish to develop their existing capability in planning and conducting negotiations.

Course Content

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Negotiation Essentials

1 day course

This intensive one-day workshop explores negotiation from start to finish, and the behaviours and methods that can be deployed throughout the negotiation process.

Learning Outcomes


• 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 what are 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 the negotiation and demonstrate capability in performing these behaviours

• Planning for the negotiation• Building person to person relationships• Probing the issues• Deploying persuasion methods• Reaching agreement• Behaviours that help realise better outcomes• Behaviours that are not helpful• Understanding who has the balance of

power• Identifying negotiable issues• Setting objectives• Considering the likely range of settlement

with the other party• Managing the greeting phase• Managing the social phase• Building rapport with the other party• Signalling migration to the business agenda• What are our assumptions?• What don’t we know?• What questions may the other party ask?• Questioning and listening skills• Using facts, data and information

• Using power, leverage or coercion• Using bargaining with a single issue to reach

agreement• Using bargaining with multiple issues to

reach a win/win outcome• Dealing with rejection• Managing counter-offers• Making concessions• Summarising the agreement• Ethical standards of behaviour• Managing time effectively• Dealing with an impasse• Traps that may lead to poor outcomes• The power of an agenda• Controlling the questions• Using summary as a means to get back on

topic• Parking lots, whiteboards, and timeouts

Who should attend

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.

Course Content

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2928

Outcome Based Contract Management

1 day course

This one-day workshop explores the role of the client in managing outcome based relationships.

Learning Outcomes


• Build and manage appropriate relationships• Manage the performance of the provider and demonstrate appropriate behaviours in

a range of performance management situations• Manage provider performance during the agreement so that contract outcomes are

consistent with expectations• Comply with the contract management framework and reduce the impact of

uncertainty upon contractual results

• Why outcome based relationships are special

• Value risk approach to managing relationships

• Roles and responsibilities in outcome agreements

• The scope and standard of services• Intended outcome(s) of the contract/s• Managing changes to scope• The performance management

framework• Performance measures in the contract• Trigger threshold/s for rewards• Designing governance mechanisms• Reporting by the provider• Scheduling review meetings• Payment mechanisms• The basis for additional payments• The basis for limiting payments• Creating a culture of improvement• Client role in results based accountability• Managing the creation of new IP

• Issue identification and exploration• Escalation process• Evaluating a provider recovery plan• Program for contract establishment

process• Building person to person relationships• Building trust and collaboration in

outcome relationships• Agenda for review meetings• Dealing with performance variations• Setting targets and joint planning

processes

Who should attend

The workshop will benefit those who are responsible for managing relationships which are focused upon rewarding outcomes rather than outputs or processes. It is assumed that participants in this workshop have some familiarity with results based accountability, and that they wish to further develop their understanding of managing relationships where the focus is upon rewarding outcomes.

Course Content

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Procurement Essentials

This workshop aims to equip participants with an overview of the strategic sourcing process. It explores roles, key activities and methods used to drive value from the procurement process.

Learning Outcomes


• Describe the strategic sourcing process and identify the ways in which value may be created (or lost) through effective (or ineffective) management of the sourcing process.

• Identify the relationships that the sourcing team need to establish with internal and external stakeholders, including category managers.

• Identify the tools and resources that are appropriate at each phase of the strategic sourcing process.

• Relate strategic sourcing and category management to the end-to-end procurement process.

• Overview of the procurement process; sourcing and procurement compared

• The strategic sourcing process in overview • Why sourcing projects (sometimes) fail• How planning supports better outcomes from

sourcing• Data, information, knowledge and intelligence;

making sense of data • Source of spend data• Who are our stakeholders?• What are the outcomes/objectives we want to

achieve?• How can the procurement process create

value? • Understanding suppliers and supply markets• Appraising potential suppliers• Motivating suppliers to take part • What options do we have to release value?• What performance measures should be included

in the contract to drive good performance and outcomes?

• Types of benefits from strategic sourcing • The sourcing process and the sales process; how

they differ

• How do market approaches differ; EOI, RFI, RFQ, ITO/RFP etc.

• Pro’s and con’s of different sourcing strategies (e.g. direct negotiations, closed tender, open tender)

• Selecting the most appropriate sourcing strategy using a value risk approach – factors to consider

• Types of specification • Probity considerations • Why good governance mattersImportance of

‘smart’ evaluation criteria• Tips, tricks and traps in selecting the best supplier • Why contracts matter• What can go wrong in transition• Remaining focused on the outcomes we are

seeking to achieve• How do we keep track of potential benefits• Reducing the number of different solutions• Matching the solution to the customer needs

and outcomes• Engaging with stakeholders and aligning

different priorities

Who should attend

The workshop will benefit those who are involved in the procurement/sourcing process and who perform activities that are part of the sourcing process. In particular this course will benefit people who are new to procurement or sourcing or who may require a ‘refresher’.

Course Content

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1 day course

3130

This workshop aims to introduce part-time participants in the procurement process to the goals, processes, tools, and techniques of procurement. It explores the basics of procurement in a jargon-free way targeted at part-time participants.

Learning Outcomes


• Describe the end to end procurement process.• Describe the risks and opportunities in the procurement and identify the controls that

are appropriate to manage the process.• Apply a variety of principles to simple and/or lower value acquisitions to manage

acquisitions both from existing contractual solutions and when no arrangements exist.• Manage simple bid processes and ensure that the best solution is selected.

• Overview of how the procurement process can deliver value for money• Risks and opportunities in the procurement process• What do we need?• Writing the specificationUnderstanding suppliers and the market• Developing a procurement plan• Managing the bid process• Evaluating offers and selecting the best offer• Making sure that we get what we paid for

Who should attend

The workshop is targeted at part time participants in the procurement process, who are probably not working in a full time procurement role, but who need to manage basic procurement tasks.

Course Content

Procurement for Non-Procurement Professionals

1 day course

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Service Level Agreements (SLAs) & Key Performance Indicators (KPIs)

The aim of the course is to equip participants with the ability to design and draft service level agreements, key performance indicators and incentive schemes. The course explores planning to manage provider performance from the creation of a service charter through to the performance review meeting.

Learning Outcomes


• Design a contract management plan that matches the challenge in the category and the rights and obligation in the contract

• Draft performance standards and KPIs and relate 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.

• “Agreements” in general/types of agreements• Drafting obligations or expectations• Legally Binding Obligations• How do we measure performance?• Enforcing the essentials• Building a Contract Management Plan• Structure, content and purpose of SLA elements• Key Performance Indicators (KPIs)• Incentivisation

Who should attend

The course will benefit both procurement, commercial and contract managers who are responsible for setting up performance frameworks and post award contract management.

Course Content

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1 day course

3332

Social & Sustainable Procurement

2 day course

This intensive workshop explores how to uncover the potential opportunities in procuring sustainably, and navigate through the challenges that an organsiation may encounter in sourcing products and/or services in today’s complex trading environment.

Learning Outcomes


• Describe the fundamentals of sustainable and ethical procurement, with examples from their own spend portfolio

• Reconcile how sustainable and ethical procurement 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 sustainable and ethical procurement

• Design RFPs, RFQs and contracts which incorporate sustainable and ethical procurement as decision making criteria

• Develop and/or review the organisation’s sustainable and ethical procurement policies and practices to deliver both tangible and non-tangible benefits

• Understanding the fundamentals of sustainable and ethical procurement

• Understand where and how sustainable and ethical procurement fits into the overall business strategy of the organisation

• Assessing the organisation’s spend under sustainable and ethical procurement guidelines

• The strategic and tactical approach to sustainable and ethical procurement

• How to leverage sustainable and ethical procurement as both the purchaser and supplier

• How to structure RFPs, RFQs and construct contracts for sustainable and ethical procurement

• Coaching suppliers how to structure responses to RFPs and RFQs for sustainable and ethical procurements

• Select, deliver, manage and monitor contracts for the sustainable and ethical procurement of goods and services

• Position and leverage the organisation’s sustainable and ethical procurement policies and practices to deliver both tangible and non-tangible benefits

Who should attend

The workshop will benefit managers responsible for policy and/or a portfolio of suppliers, and/or clients, and who wish to transition to sustainable and ethical Procurement policies and practices that will deliver the “right” product or service, with overall positive “economic value”, whilst pro-actively managing the associated risks.

Course Content

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This intensive workshop explores sourcing tools and processes and seeks to explore what separates “strategic” from “tactical” activities. The workshop defines how value may be created, shared or destroyed in the sourcing process, and the internal and external interactions that are critical success factors.

Learning Outcomes


• 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

• Overview of sourcing and the procurement process• Creating the right foundation for a successful project• Understanding the internal environment and outcomes we are seeking to achieve• Supply market analysis – understanding who can supply us• Strategy development – what options do we have to create better value for money?• Engaging the market• Managing bids and evaluation• Implementation – ensuring we realise the benefits• Key sourcing challenges

Who should attend

The workshop will benefit practitioners who are involved in strategic sourcing and who wish to develop the contribution of their role through more effective deployment of a range of tools to deliver better outcomes for their organisation.

Course Content

Strategic Sourcing

1 day course

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3534

Supplier Relationship Management

1 day course

This one-day workshop focuses upon designing, mobilising and managing structured improvement programs for strategic suppliers and contracts.

Learning Outcomes


• Design interactions with ‘strategic’ suppliers, focusing effort in proportion to risk, value and complexity.

• Manage benefit realisation during the contract so that contract results are more consistent with forecasts.

• Engage with and motivate suppliers to align with structured improvement programs.• Design and implement an appropriate ‘dashboard’ of metrics and key performance

indicators

• Value risk approach and using the value risk matrix

• Developing a portfolio of supplier relationships

• Deconstructing elements of supplier relationships

• Understanding the context, environment and balance of power between the parties

• Differentiating behaviour for strategic relationships

• Opportunity analysis; how much by when• Building support and aligning stakeholders• Planning the program• Profiling stakeholders and engaging at the

right level• Pitching the benefits and answering the

‘WIIFM’ question• Mobilising a pilot program• Categorising anticipated benefits• Building a contract performance dashboard• Securing supplier participation• Base-lining the ‘status quo’ and current

performance

• Setting realistic targets for improvement and developing KPIs

• Assigning accountability for performance• Reducing total cost• Improving capability• Developing competition• Clarifying who is responsible for what: RACI

charts• Root cause analysis, affinity mapping and

brainstorming• The role of feedback in motivating

performance• Pre-meeting actions• Giving and receiving feedback –

conducting performance reviews• Escalation processes and conflict resolution• Commercial and contractual remedies• Importance of considering impact/risk and

cost to transition to new supplier

Who should attend

The workshop is aimed at category managers, sourcing advisors and contract managers who are responsible for managing strategic contracts and/or strategic suppliers. The focus is upon ensuring strong relationships and changing the status quo to deliver better value. It is assumed that participants in this workshop are experienced in contract management, and are familiar with contract management tools and techniques.

Course Content

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(MTS

)Bid Evaluation Training 38

Category Management 39

Debrief Market & Stakeholders 40

Develop & Formalise Contracts 41

Developing Specifications 42

Finance for Procurement 43

Fundamental Aspects of Contract Law 44

Manage Distribution & Receipts of Bids 45

Plan Procurement Strategy 46

Principles of Contract Management 47

Procurement (Acquisition) Planning 48

Procurement Awareness 49

Procurement Basics 50

Procurement Delegation 51

Procurement Fundamentals 52

Procurement Governance - Procurement Governance Committee / Accredited Purchasing Unit Training 53

Procurement Governance (Probity & Ethics) 54

Procurement Risk 55

Select Preferred Suppliers (Supplier Selection) 56

Strategic Negotiation 57

Strategic Sourcing 58

Tactical Negotiation 59

3938

Bid Evaluation Training

The objective of this workshop is to provide advanced instruction for the assessment of complex procurements.

Learning Outcomes


• have the ability to develop Evaluation Plans for complex procurement• understand techniques for developing scoring standards and weightings systems.

• Planning for Evaluation Complex Procurement• Scoring Standards• Establishing Weightings• Managing Evaluation.

Who should attend

This one-day interactive course is for those undertaking an evaluation of supplier’s responses for significant procurements and explores advanced evaluation techniques often required to assess large highly complex high-risk projects.

Course Content

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(MTS

)

1 day course

Category Management

The objective of this workshop is to provide an overview into the planning of Category Management.

Learning Outcomes


• understand the principles of Category Management• select appropriate categories• develop a Category Management Plan.

• CIPS Category Management Model• Context of Category Management• Selecting Categories• Developing a Category Plan• Establishing Category Arrangement• Managing a Category.

Who should attend

This one-day interactive course is for dedicated procurement officers who are involved with categories or who wish to advance their skills, and provides an overview into the techniques for selecting categories and the requirement for Category Planning.

Course Content

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(MTS

)

1 day course

4140

Debrief Market & Stakeholders

Half day course

The objective of this workshop is to address the debriefing of successful and unsuccessful tenderers and other stakeholders, at the completion of the tendering process.

Learning Outcomes


• understand the purpose of providing feedback to tenderers and other stakeholders• describe the debriefing process and content of debriefings• demonstrate the conduct of a tender debriefing.

• Briefing Internal Stakeholders• Debriefing Unsuccessful Tenderers• Feedback to the Successful Tenderer• Publicising the Tender Outcomes• Record Keeping and Issue Management• Debriefing Activity.

Who should attend

This 4.5-hour interactive course explains the importance of debriefing suppliers and briefing stakeholders and is for those undertaking procurement activities or who are about to undertake a project with a procurement component.

Course Content

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Develop & Formalise Contracts

1 day course

The objective of this workshop is to ensure that those establishing contracts understand the importance of setting up correctly.

Learning Outcomes


• understand the importance of accuracy and correctness in establishing contracts• explain the process of gaining approvals and formalising contract arrangements.

• Confirm key negotiated agreements• Amending agreed contract terms• Contract Award Approval• Formalising the contract arrangement.

Who should attend

This one-day interactive course is to provide a methodology to ensure sound contractestablishment for those undertaking procurement activities or who are about to undertake a project with a procurement component.

Course Content

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)

4342

Developing Specifications

1 day course

The objective of this workshop is to address the development of effective documentation for approaching market.

Learning Outcomes


• describe the composition of the market approach documentation• understand and contribute to the development of Specification Development

documentation using available templates• define the role of specifications in a procurement• explain the types of specifications• understand and contribute to the development of effective specifications.

• Market Approach Documents• The Supplier’s Perspective• Specifications• Types of Specifications• Issues in Specifications Development• Seven Steps to Developing an Effective Specification.

Who should attend

This one-day interactive course is to provide an overview of the development of specifications and for those undertaking procurement activities or who are about to undertake a project with a procurement complement.

Course Content

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(MTS

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Finance for Procurement

1 day course

The aim of this one-day workshop is to address pricing and tenderer financial viability during tender evaluation and contract management.

Learning Outcomes


• explain how tendered prices are constructed• understand approaches to evaluating tendered prices• identify key aspects of the financial viability of prospective suppliers• identify financial viability issues during a contract.

• Costs and Prices• Evaluating Price• Evaluating Financial Viability• Financial Viability once in a Contract.

Who should attend

This one-day interactive course is for those undertaking procurement activities or who areabout to undertake a project with a procurement component and explores the issues ofFinancial matters for procurement including supplier financial health.

Course Content

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4544

Fundamental Aspects of Contract Law

1 day course

The objective of this workshop is to provide an overview of the legal basis of contracts.

Learning Outcomes


• understand the basis of contract law• understand key contract clauses from Governments perspective• key legal issues in relation to managing contracts.

• Introduction to Contracts• Contract Fundamentals• Contract Types and Terms• Contract Conclusion• Managing Disputes.

Who should attend

This one-day interactive course is for those undertaking procurement activities or who areabout to undertake a project with a procurement component and is designed to explore and understand the basis of contract law and its implications in managing contracts.

Course Content

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Manage Distribution & Receipts of Bids

1 day course

The objective of this workshop is to address the requirements of Invitation to Supply documents and the receipting of responses.

Learning Outcomes


• understand the structure of Invitation to Supply Documentation• explain the probity issues in communication with suppliers• describe the process of release of Invitation to Supply Documents and receipts of

response bids.

• Developing Request Documents• Releasing the Invitation to Supply• Probity and Communication• Receipting Responses to Invitation to Supply.

Who should attend

This one-day interactive course provides an overview of the process of market engagement to establish supply contract for those undertaking procurement activities or who are about to undertake a project with a procurement component.

Course Content

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4746

Plan Procurement Strategy

1 day course

The objective of this workshop is to address the conduct of market research and analysis and its central use in developing a procurement strategy.

Learning Outcomes


• explain the purpose and conduct of market research• describe approaches to analysing market research• understand the application of market analysis to developing the procurement

strategy.

• What is market research• Conducting market research• Analysing market research data• Developing a procurement strategy.

Who should attend

This one-day course is to provide the linkage between market conditions and procurement strategy for those undertaking procurement activities or who are about to undertake a project with a procurement component.

Course Content

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Principles of Contract Management

1 day course

The objective of this workshop is to provide practical knowledge and skills in relation to managing contracts.

Learning Outcomes


• understand the Principles of Contract Management• undertake Contract Management Planning• manage supplier relationships, performance variations, disagreements• describe contract management processes including record keeping and closure.

• Defining the Issues in Contract Management• Planning to Manage Contracts• Managing Relationships• Managing Supplier Performance• Contract Variation• Managing Disagreements• Value Adding• Contract closure and Review.

Who should attend

This one-day interactive course is for those undertaking procurement activities or who areabout to undertake a project with a procurement component and provides a detailed overview of Planning for Contract Management and the management of key aspects.

Course Content

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4948

Procurement (Acquisition) Planning

1 day course

Procurement Awareness

1 day course

The objective of this workshop is to address the requirements of acquisition planning accounting for markets, risks, specifications and evaluation.

Learning Outcomes


• understand SPB’s Acquisition Planning Policy• have knowledge of Acquisition Planning• undertaking Market Research and Risk Management• develop specifications and evaluation plans.

• Acquisition Planning Policy• Acquisition Plans• Market Research• Risk Assessment• Market Approach• Specifications• Evaluation Plan.

Who should attend

This one-day interactive course is for those undertaking procurement activities or who areabout to undertake a project with procurement components and provides a detailed overview for the SPB’s Acquisition Planning Policy and the requirements for planning procurement for.

Course Content

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The objective of this workshop is to provide an overview of the SPB’s Procurement Policy Framework and address the practical steps in conducting simple procurement.

Learning Outcomes


• understand the SPB’s Procurement Policy Framework• apply the SPB’s Simple Procurement Policy• undertake simple procurement.

• SPB policies and guidelines• Plan for procurement of goods or services• Undertake procurement• Manage contracts.

Who should attend

This one-day course is for briefing new and or temporary employees to ensure appropriatecompliance to procurement policies, it provides an overview of the SPB’s Procurement Policy Framework and simple procurement.

Course Content

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5150

Procurement Basics (PSPSS00041)

3 day course

Procurement Delegation (PSPSS0043)

3 day course

The objective of this workshop is to ensure project officers and operational managers have sufficient knowledge to conduct effective procurement activities within their area of responsibility. This workshop provides a detailed overview of procurement for officers undertaking projects and or operations that require significant procurement activities. Units include:

• PSPETH001 Uphold the values and principles of Public Services• PSPLEG001 Comply with legislation in the public sector• PSPPC001 Carry out basic procurement

Learning Outcomes


• have knowledge of ethical aspects of procurement activities• have knowledge of approvals process requirements of procurement activities• have a basic knowledge of procurement.

• The Government system and source of authority• Delegation and the responsibilities for submitting a proposal• Probity and Ethics• Code of Conduct• Plan to Procure goods and services• Select a suitable offer• Administer Contracts.

Who should attend

This three-day accredited course is designed for induction level course for new employees at any level.

Course Content

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The objective of this workshop is to ensure sufficient knowledge of procurement to enable the effective and confident exercising of delegations. Units include:

• PSPGEN043 Exercise Delegations• PSPPC Procure Goods and Services• PSPPC007 Manage Contracts

Learning Outcomes


• have knowledge of the exercise of delegations• have knowledge of the basics of procurement• have knowledge of the basics of contract management.

• The Government legislative system and the source of authority• The responsibility and practical application of delegations• Procurement Approvals• Basic procurement and sufficiency in procurement applications• Sufficiency in Contract Management.

Who should attend

This three-day accredited course is designed for public service officers who haveresponsibility in approving procurement activities and those with new delegations andrequiring a refresher.

Course Content

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Successful completion will result in a Statement of Attainment and units towards a Certificate IV qualification.


5352

Procurement Fundamentals (PSPSS042)

3 day course

Procurement Governance - Procurement Governance Committee/Accredited Purchasing Unit Training Half day course

The objective of this workshop is to provide a detailed induction to entry level procurement officer and as the first development path for a graduate officer. Note thiscourse is the accredited version of the SPB’s Acquisition Planning, Supplier Selection andPrinciples of Contract Management Courses. Units include:

• PSPPC004 Plan Procurement• PSPPC006 Select Provider and Develop Contracts• PSPPC007 Manage Contracts

Learning Outcomes


• have knowledge of the planning required for relatively simply procurements• have knowledge of the process of evaluation of tender responses within the

Government context• have knowledge of the basics of contract management.

• Plan procurement• Plan evaluations• Select providers• Simple negotiation• Contract award• Manage contracts.

Who should attend

This three-day accredited course is designed as an introduction to procurement for thoseundertaking simple procurements where limited request for quotes is preferred.

Course Content

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The aim of this half-day workshop is to address the significance of governance, ethics and probity for those who have a role in the gateway approval of procurement actions.

Learning Outcomes


• understand the legislative function of government and the obligations of public officials

• understand the governance function in public authorities • describe the concepts of ethics and probity• explain key ethics and probity aspects of procurement.

• Understanding Government• Understanding Governance• Obligations of Public Officials• Issues in Ethics, Accountability and Probity• Ethics and Probity Obligations in Procurement.

Who should attend

Members of Strategic Procurement Units (SPU), Accredited Procurement Units (APU)and Executive Management.

Course Content

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5554

Procurement Governance (Probity & Ethics)

1 day course

Procurement Risk

1 day course

The aim of this one-day workshop is to address the significance of governance, ethicsand probity in public sector procurement.

Learning Outcomes


• understand the legislative function of government and the obligations of public officials

• understand the governance function in public authorities• describe the concepts of ethics and probity• explain key ethics and probity aspects of procurement.

• Understanding Government• Understanding Governance• Obligations of Public Officials• Issues in Ethics, Accountability and Probity• Ethics and Probity Obligations in Procurement.

Who should attend

Procurement officials and managers.

Course Content

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The objective of this workshop is to address the identification, assessment and management of risk throughout the procurement process.

Learning Outcomes


• identify the nature of risk and typical risk in a procurement and contract environment• apply the risk management process in accordance with AS/NZ ISO 3100 and the SPB

Risk Management Guideline• develop risk treatments or strategies for managing risks• draft a procurement risk management plan• know where to seek assistance.

• What is Risk Management?• Context and Risk Identification• Assessing Risks• Treating Risks• Risk Management Plans.

Who should attend

This one-day interactive workshop is for those undertaking procurement activities or who are about to undertake a project with a procurement component and to provide an overview into risk management practice in procurement and contract activities.

Course Content

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5756

Select Preferred Suppliers (Supplier Selection)

1 day course

Strategic Negotiation

1 day course

The aim of this one-day workshop is to address the planning and conduct of evaluating responses to Invitations to Supply.

Learning Outcomes


• understandthe SPB’s Supplier Selection Policy• explain the requirements to be included within an Evaluation Plan• undertake the evaluation of offers• prepare the Tender Evaluation Report.

• Evaluation Planning• Evaluation Process• Evaluation Criteria• Evaluation Methodology• Evaluation Team and Operation• Evaluating Offers• The Tender Evaluation Report.

Who should attend

This one-day interactive course is for those undertaking procurement activities or who areabout to undertake a project with a procurement component and takes participants through the process of planning for and undertaking an evaluation of responses to an invitation to supply.

Course Content

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The objective of this workshop is to provide an overview into the key aspect of commercial negotiations in particular in the establishment of and during the management contracts.

Learning Outcomes


• understand the Principles of Negotiation• plan for negotiations• determine appropriate negotiations strategies• manage a team for negotiation.

• Principles of Negotiation• Negotiation Style Inventory and Behaviour• Tools of Persuasion• Preparing for Negotiations• Bargaining• Team Negotiations.

Who should attend

This one-day interactive course is for those undertaking procurement negotiations andexplores the planning and techniques that are required to successfully undertake commercial contract negotiations.

Course Content

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5958

Strategic Sourcing

1 day course

Tactical Negotiation

Half day course

The aim of this one-day workshop is to provide an overview into the development of strategic sourcing initiatives.

Learning Outcomes


• understand the importance of Strategic Sourcing• analyse to establish Strategic Sourcing initiatives• plan for Strategic Sourcing and establish strategic relationships and contracts.

• Introduction to Strategic Sourcing• Three Strategic Tenants• Six Stages of Strategic Sourcing• Demand Analysis• Market Analysis• Strategic Relationships• Managing Recalcitrant Behaviour.

Who should attend

This one-day interactive course is for dedicated Procurement Officers who regularly undertake significant procurements and provides an understanding of the issues to be considered for Strategic Procurements.

Course Content

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The objective of this workshop is to provide a basic understanding of simple commercial negotiations.

Learning Outcomes


• understand the principles of negotiations• develop and manage the negotiation for simple contracts.

• Principles of Negotiation• Negotiation Style Inventory and Behaviour• Preparing for Negotiation• Conducting Negotiation.

Who should attend

This half day interactive course is for those undertaking simple contract negotiations and isdesigned to provide some skills for simple contract negotiations.

Course Content

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Business Acumen & Commercial Skills 62

Engaging & Influencing Stakeholders 63

Evaluating Tenders and Quotes 64

Introduction to Contract Management 65

Introduction to Government Procurement (SA Specific) 66

Negotiation Skills 67

Procurement Planning 68

Understanding Contract Terms/Contract Negotiation 69

6362

Business Acumen & Commercial Skills

Business and commercial acumen is a phrase that you often hear, but it’s not somethingthat’s well understood. In essence, business acumen is a critical understanding of key elements of how a business operates, how it makes money and the underlying businessmodels that a business uses. This course uncovers the secrets that entrepreneurs and business leaders have developed over many years. But you won’t find it in any MBA program!

Learning Outcomes


• Understand the concepts of the market and competition• Understand the different business structures and their benefits and constraints• Understand what the business delivers and how the business attracts customers• Explain the critical ‘systems’ every successful business uses• Understand the business model, and what the business does to generate revenue and

create a profit• Explain why businesses fail.

• Module 1 – The Purpose of a Business• Module 2 – Competition and Markets• Module 3 – Business Structure• Module 4 – Business Models• Module 5 – Financial Management• Module 6 – Innovation and Product Development• Module 7 – Critical Business Systems• Module 8 – Why Businesses Fail

Who should attend

Procurement practitioners, contract managers and administrators. This course is readily aimed at all staff looking for an introduction to best practice in areas like financial and operational requirements of business. This course helps students have a greater appreciation and more thorough understanding of how business works and the components that are vital to business success such as financial reporting, operations, business cases, and strategy development and implementation.

Course Content

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1 day course

Engaging & Influencing Stakeholders

Effective stakeholder engagement is critical to the success of projects and contracts.Where there are issues with influencing and engaging with stakeholders, or specificstakeholders are not effectively engaged, issues will arise very quickly in the projector contract. This course covers stakeholder identification and analysis as well as sometechniques and approaches that can be used to engage and influence stakeholders.

Learning Outcomes


• Identify types of stakeholders (who and what are stakeholders)• Analyse the stakeholder to understand their interests, needs and expectations• Apply key questions to define the influences of the stakeholder• Understand the techniques and approaches that can be used with stakeholders to

engage and influence• Understand the communication and reasoning skills involved in engagement• Describe common problems that can be experienced with stakeholder engagement.

Module 1 – What is a stakeholder:

• Identifying stakeholders – what types are there• What is their interest and/or influence• What do you need from your stakeholders

Module 2 – Stakeholder analysis:

• Stakeholder mapping• How to conduct a stakeholder impact analysis• Key considerations like timing and when to communicate

Module 3 – Stakeholder engagement:

• How to mobilise your stakeholders• Understanding power and influence• Creating stakeholder relationships

Who should attend

This course is designed for procurement officers, contract managers, project managersand team leaders who are involved in stakeholder management on a regular basis.

Course Content

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1 day course

6564

Evaluating Tenders & Quotes

Selecting the right supplier is critical in the procurement process. If you undertakea poor evaluation or fail to have a clear set of evaluation criteria, you can end upwith the wrong supplier. This can create a long list of headaches, result in a pile ofwasted money and often results in you not achieving your procurement goals. Getit wrong and you can end up in hot water, facing legal challenges and suppliercomplaints. This course demystifies the evaluation process and looks at best practicein relation to planning and undertaking the tender or quote evaluation, negotiatingthe contract and also debriefing the bidders that were unsuccessful.

Learning Outcomes


• Understand the process for evaluating a tender or quote• Understand the types of situations when negotiation is required• Understand the negotiation process and approaches (consultative and competitive)

as well as ethical considerations• Plan the evaluation/ negotiation process• Understand the publicising of contracts, transparency and some points of difference

across jurisdictions.

• Module 1 – Evaluation Responses• Module 2 – Negotiating the Contract• Module 3 – Debriefing Unsuccessful Bidders• Module 4 – Publicising Contracts

Who should attend

Any procurement professional who has the responsibility for the planning andundertaking of the tender or quote evaluation, negotiating the contract and alsodebriefing the bidders that were unsuccessful.

Course Content

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1 day course 1 day course

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Introduction to Contract Management

Ready to take the next step in your procurement career with a new role or need to refine or update your skills for your current position?Every day we deal with dozens or even hundreds of contracts. Whilst not every contract is a commercial contract, many of the principles that apply to contracts and their management also cross over to consumer contracts.This face to face program will provide an introduction to contracts and contract management.

Learning Outcomes


• Define a contract and understand the importance of knowing the parties• Understand the building blocks of contracts• Identify the key elements involved in contract formation• Demonstrate an understanding of common contract terms and conditions• Identify potential contractual issues• Identify and manage variations• Identify key contract risks• Finalise contracts

• Building Blocks of Contracts• Common Terms and Conditions• The Contract Manager• Contract Risks• Contract Administration• Finalising the Contract

Who should attend

This program is designed for those officers such as administrative staff, project leaders, and senior decision makers and procurement officers who have a requirement to manage contracts.

Course Content

1 day course

6766

Introduction to Government Procurement (SA specific)

1 day course

This course provides an introduction to procurement and specifically focuses on the legislation, regulation and policies that apply to procurement in the South Australian Government.The course explains in clear language what is required to comply and provides tips and suggestions to make the whole procurement process easy to understand and less stressful. The course is based on 15 years’ of hands-on procurement experience across federal, state and local government.

Learning Outcomes


• Describe SA Government procurement legislation, policies & guidelines;• Explain procurement principles for the SA Govt• Describe simple procurement thresholds and methods.

• Overview• Legislation, Regulations and Policy• Procurement Principles• Policies and Process• Procurement Thresholds and Methods

Who should attend

The course is designed for those new to government procurement that need to be across SA specific policies and procedures, or for those people that have procurement as part of their job.

Course Content

This course specifically covers:

• The State Procurement Act 2004 and State Procurement Regulations 2005• State Procurement Board Policies and Guidelines• Achieving Value for Money in procurement• Procurement methods and polices that apply to Simple Procurement (value under

$550,000)

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Negotiation Skills

Every day we negotiate. Be it with family, work colleagues, suppliers or with clients. Yet in many cases we are often unprepared, don’t get the outcome we are after, or just simply say yes to everything and give away pretty much all we have. But it doesn’t have to be that way.

This course teaches the basics of negotiation and shows how to get the best outcome for all parties involved. The course specifically looks at:

• common negotiations that you are involved in every day• the negotiation process and why planning is critical• the need to be ethical in a negotiation in order to maintain trust• the key principles you must apply in every negotiation• how to plan for a tough negotiation• different negotiation tactics and how to use and counter them• wrapping up the negotiation and documenting the agreement

Learning Outcomes


• Understand the types of negotiation• Describe the negotiation process• Identify principles and ethics in negotiations• Plan a negotiation• Describe some tactics used in negotiations• Describe how to wrap up a negotiation.

• Module 1 – Common negotiations• Module 2 – Negotiation Process• Module 3 – Principles and Ethics• Module 4 – Negotiation Planning• Module 5 – Negotiation Tactics• Module 6 – Wrapping it up

Who should attend

This course is designed for procurement officers, contract managers, project managersand team leaders who are involved in negotiation on a regular basis.

Course Content

1 day course

6968

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Procurement Planning

1 day course

Procurement can be defined as the process used by business and government agencies to acquire the resources they need from other organisations. Procurement includes the purchase, lease, rental or exchange of goods, services, works or property, and the disposal of any of these when they are no longer needed.

Even simple procurements require some degree of planning, not only to ensure that they are completed effectively, but also to ensure that they comply with all Government requirements.

The degree of planning and documentation required will vary, depending on the complexity of the procurement, its value and its relative risk to the agency, but all procurements benefit from the time spent ensuring that the procurement is undertaken in most cost-effective and compliant way.

Learning Outcomes


• Plan for the procurement, including assessing the market, assessing risks to the agency associated with the procurement

• Agreeing on the most appropriate procurement approach and developing a procurement plan

• Developing specifications that detail the goods, services or works to be undertaken by a supplier

• Undertake the procurement according to your plan• Developing criteria for evaluating responses to the procurement

• Overview of the procurement process• Developing the procurement plan• Developing specifications• Evaluation criteria

Who should attend

This program is designed for those officers such as administrative staff, project leaders, senior decision makers and procurement officers who have a requirement to procure assets, goods or services.

Course Content

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Understanding Contract Terms & Contract Negotiation

1 day course

The business implications of a poorly formed contract can be significant in procurement, as in any other business function. Contractual mistakes can end up costing thousands or even millions of dollars, not to mention valuable supplier relationships.

As someone who creates, manages, reviews or enters into commercial contracts, mitigating these risks is a daily priority.

Learning Outcomes


• Define a contract and understand the importance of contract law within the procurement function.

• Understand the building blocks of contracts.• Identify the key elements involved in contract formation and potential risks.• Demonstrate an understanding of common contract terms and conditions.• Identify potential contractual issues and key risks.• Identify and manage variations in contracts.• Understand the various remedies for breach of contract.

• Contract Formation• Contract Terms• Consent and Performance• Frustration and Breach• Vitiating Factors• Remedies

Who should attend

This program is designed for those officers such as administrative staff, project leaders, and senior decision makers and procurement officers who have a requirement to manage contracts and understand basic contract law elements.

Course Content

For further information or enquiries, please contact us at:

State Procurement BoardProcurement Policy, Governance and CapabilityDepartment of Treasury and Finance Email: [email protected] Phone: +61 8 8226 5001 Website: www.spb.sa.gov.au