01 - 03 August, 2012, The Sebel, Surry Hills,Sydney, NSW
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The Risk Doctor
Exploring how the Contract Management Maturity Model can help achieve sought objectives
In any organisation one needs processes, and as the general level of the organisation’s / department’s processes improve so normally does the chances of achieving sought objectives. The use of the Contract Management Maturity Model creates a more systematic way to reduce risks and achieve sought objectives.
Part 1: Diagnosing your organisation’s contract management capabilities
This interactive workshop will commence with an activity where the participant will personally diagnose their own organisation’s / department’s contract management capabilities to determine their strengths and weaknesses. The identification of the key commercial contract risks faced will help the participant develop a contracting model to reduce risks and achieve sought objectives.
Part 2: Analysing the Contract Management Maturity Model
This Part comprises an analysis of the Contract Management Maturity Model. Each business has unique needs within those processes. We will discuss how to make your organisation’s / department’s contract management processes and capabilities more mature and find the optimum level for your specific business needs.
Part 3: Action Plan
The session will end with each participant developing their own action plan to manage risks and improve their management capabilities.
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Bennelong Vendor Management Group
Chaotic change is occurring in the business world for major corporations in the USA, Europe and Australia. So, as an executive or, senior manager or head of
a procurement team, you need to be able to make rapid decisions that allow
your business to adapt and fast! We need bold and decisive action in 2012 to
deal with today’s negotiation issues.
However not enough buyers are focusing on growing value from their current
top suppliers. Also not enough sellers understand ‘value’ and few buyers or
procurement teams understand why ‘value’ is critical to their strategic success.
The focus will be on negotiating on value not price, the presenter will present a
case study of a major bank and a global supplier, looking at a new framework
for negotiation and enhancing buy/sell relationships with a top supplier. In
addition to drawing on his experience working with companies such as IBM,
Westpac, Bayer, Medtronic, Procter & Gamble, and 3M in the Australia/Asian
Participants will be able to analyse the relational, strategic and substantive
issues in each negotiation, and to work towards the best immediate outcome,
while retaining valuable long-term business relationships. Using global
examples and concepts relevant to business, the workshop is designed to
provide a challenging learning environment.
Participants should look forward to developing a comprehensive, adaptable
and dynamic negotiation skill set. The message from the whole process is to
create a greater understanding of how ‘value’, both perceived and real, plays
such a critical role in every negotiation with all key suppliers.
You will learn how to:
Successfully managing in the world of complex and long term contracts
requires not only a capacity to understand the legal, commercial and practical
issues at stake but also a sophisticated understanding of the human dynamics
that play into the mix. Louise Silburn has coached many teams operating
in complex contracting environments and is very clear about the correlation
between successful contract management and the amount of time and effort
put into building strong relationships with the people involved in that contract.
This workshop will provide participants with an opportunity to analyse their own
experiences in terms of the impact of people’s behaviour in the contractual
setting and to begin to understand how to better influence that behaviour to
achieve long term, trusting business relationships.
The workshop will be interactive: participants will work together to practice:
At the end of the workshop, participants will be more familiar with paying attention to the processes of a group or one to one interaction – thus enabling them to manage relationships more consciously. They will understand themselves a little better and possibly their colleagues and stakeholders and will be confident to invest time in relationship building in future contract management situations.
The workshop will consist of two activities and a range of different discussion
around the highlighted topics.
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