Thursday 2 August

5:30pm - 7:30pm Workshop A:Analysing your Business Contracting Capabilities: Improving the Organisation’s Contract Management Capabilities using the Contract Management Maturity Model

Speaker:

Cyril Jankoff
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.

Friday 3 August

8am - 11.15am Workshop B: Breakthrough Negotiation: ‘Changing the Focus to Value

Speaker:

Stephen Kozicki
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 region.

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:

• Apply the negotiation framework to your business or department.
• Plan more effectively for all negotiation situations with key suppliers to your business or Government department.
• Determine the real issues for attention, not just price in all contract negotiations.
• Prepare for different types of negotiations.

Friday 3 August

11.45am - 2.45pm Workshop C: Managing Change Through Conscious Relationship Building

Speaker:

Louise Silburn
Director
Transforming Partnerships

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:

• Setting up high trust/high performance internal contracting teams
• Building shared understanding between individuals and groups who may have different agendas and desired outcomes (ie contractors and client contract management teams)
• Managing our own subconscious saboteur behaviours
• Understanding how our own and others’ preferred thinking styles impact on our approach to communication and work practices.

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.