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Introduction to supplier management
- Levels of supplier relationship (strategic, business and operational)
- Lifecycle of a supplier relationship
- Supplier relationship management introduced
- Managing risk in supplier management
- Stakeholder identification
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Defining business requirements
- The importance of requirements
- Types of requirements – business, system and performance
- Qualities of ‘good’ requirements
- The ‘requirements document’
- Cataloguing requirements – business, system and performance
- Prioritising requirements
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Sourcing and selecting suppliers
- The sourcing process
- Researching possible suppliers
- Request for Information / Pre-Qualification Questionnaire
- Special rules for public sector procurements
- Assessing and filtering responses
- Request for Proposal / Invitation to Tender
- Detailed response assessment
- Non-disclosure agreements
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Engaging with the supplier
- Refining the requirements
- The Service Level Agreement – purpose and structure
- Structure of an SLA and steps in establishing the SLA
- Refining and agreeing key performance indicators and deliverables
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The contract
- Contract types and duration
- Contract terms and conditions
- Contract placement and termination
- Negotiation, arbitration and litigation
- Variations to the contract
- Acceptance
- Copyright, patents and other intellectual property rights
- Escrow agreements
- Limitations of liability
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Establishing the working relationship
- The implications of culture on performance / relationships
- Assessing organisations
- Using emotional intelligence in customer / supplier relationships
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Influencing and leading suppliers
- Stages in the supplier relationship
- Styles of leading and managing
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Organising and managing supplier reviews
- Introduction – the purpose of supplier reviews
- Template for a review meeting
- Presenting the results – the project dashboard
- Using review for proactive risk analysis and management
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Relationship and segmentation analysis
- What is supplier segmentation?
- Risk / Significance / Value model – how customer sees supplier
- Strength / Attractiveness model – how supplier sees customer
- Correlating the two perspectives
- Optimising the relationship
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Negotiating with suppliers
- Negotiation defined
- Approaches to negotiation
- Negotiation planning checklist
- Behaviours in reaching agreement
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Managing changes to scope and requirements
- The inevitability of changes
- Map for change requirement discussion
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Preventing supplier complacency
- Changing and evolving supplier relationships
- Assessing supplier attitudes and behaviour
- Stages of relationship breakdown
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Handling disputes and conflict
- An approach to managing conflict
- Escalation and dispute resolution
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Closure and exit
- Potential closure situations – project closure, end of long term contract, premature termination
- Risk assessment for the exit stage
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Learning lessons from a supplier relationship
- Reviewing a project and a longer-term contract
- Staging an effective review
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