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overview
Key Learning Objectives
- Be able to categorise your suppliers to understand the different relationships
- Know the business-to-business relationship and network from a corporate perspective
- Plan an effective relationship from start to finish – before you’ve selected any suppliers as well as when they leave
- Determine and track the value of suppliers using the Contract Scorecard
- Have your personal conflict management style profiled and benchmarked, and see how the styles can affect your team and relationships with providers.
About the Course
Supplier relationships are critical to any enterprise that has significant spend with external providers.
Leading companies have realised that it is vital to make sure these relationships are managed well – at corporate and interpersonal levels. Your organisation’s brand in the market as a customer of choice accelerates competition and lowers cost. The opposite brand has the opposing effect.
The course starts at the most strategic level – showing you how to categorise your suppliers by configuration structures, importance, and well as how they view your organisation. We then explore relationships that span many people over long periods, and gain experience in key tools.
During our next challenge in course we determine how to measure the success of your supplier relationships using the Contract Scorecard. It is not enough just to have a good relationship; your organisation must derive value from it.
We then seek to improve your interpersonal relationships, not only with suppliers, but within your organisation as well. You will complete a conflict management profile to gain valuable insight into your values and behaviours. We take that further, and engage in a problem solving exercise where your strengths (and weaknesses), and those of others in your group, are put to the test.
Who Will Benefit
This course is for those responsible for supplier relationships, as well as those wanting to develop strategic relationships, including:
- Supplier/vendor relationship managers
- Category managers
- Business, project, and contract managers
- Operations personnel involved with third parties
- Procurement and legal
pricing
Testimonials
““Whole new ways of doing contracts, working with people and negotiation skills. Sara has worldly knowledge, enjoyable stories, excellent delivery and practical experience.“ ”
Program Manager, Advisory and Ecosystems, LCMA
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Agenda
Introduction and baseline of your SRM challenges
Categorising suppliers
- Outside vs. inside spend
- By grouping configuration
Determining relative importance
- Their importance to you
- Your importance to them
Relationship reach
- Over time: the contract lifecycle
- Many-to-many: the networks
Governance Charter
- Key elements of the interparty management agreement
- Interparty roles and accountabilities
Scorecarding suppliers
- The Contract Scorecard
- Supplier evaluation reporting
Relationship design
- Relationship quadrant and KPIs
Interpersonal relationships
- Contract Management Profile styles – your style, and global benchmarks
Managing conflict and difficult conversations
- Alternative dispute resolution (arbitration, mediation, and independent expert) – how it really works
- Your conflict management style
- Conflict styles in action
- Plan a constructive solution
- CMP test
On-site & in-house training
Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?
Talk to us about an on-site/in-house & customised solution.