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Level 3: Advanced

For those who would like to 'deep-dive' and master an advanced skill.

Increase your specialist knowledge by partaking in an advanced procurement course – this will add intellectual theory and practical skills to your repertoire.

One or Two Day Courses

1. Advanced Contract Management

AIM

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

SCOPE

This one-day workshop explores practical contract management.

WHO THE COURSE IS DESIGNED FOR

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.

BENEFITS OF ATTENDING

Attendance will help build capability in effective contract management. As well as this participants will gain three key benefits from attending:

  • More knowledge and capability in managing contracts throughout their lifecycle
  • More knowledge and capability in applying tools and techniques of contract management to a range of contracts
  • Less likelihood of the contract outputs or outcomes failing to meet expectations in terms of cost and value

KEY LEARNING OUTCOMES

By the end of the workshop delegates will 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

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  •  Contract set up
  • Managing with KPIs
  • Negotiation and influencing
  • Key challenges in managing contracts
  • Cost and value management
  • Supplier performance management
  • Managing variations
  • Managing contract close out
  • Detecting and dealing with malpractice
Course code: 302
Investment: 1 day
|
Cost: $3,700

2. Advanced Negotiation

AIM

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.

SCOPE

This intensive two-day workshop explores the context and processes of the negotiation process at an advanced level. There will be pre- and post-workshop activities totalling about 40 minutes additional workload, as the workshop is founded upon 70/20/10 principles

WHO THE COURSE IS DESIGNED FOR

The workshop will benefit managers involved in commercial negotiations who wish to develop their existing capability in managing negotiation processes.

BENEFITS OF ATTENDING

Attendance will help develop existing capability in negotiation, and in the tools that may be used. As well as this, participants will gain three key benefits from attending:

  • More appreciation of how to relate negotiation to the context the party’s relationships
  • More capability in preparing for negotiation and executing those plans
  • Less likelihood of the negotiation process failing to realise the planned objectives

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  • 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

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • The negotiation process in overview
  • Understanding the context of the negotiation
  • Managing the political dimension
  • Managing the negotiation process
  • Setting objectives
  • Influencing the other party
  • Interpersonal behaviours
  • Role play application
  • Review and lessons learned
Course code:
Investment: 1 day
|
Cost: $5,890

3. Driving Strategic Sourcing Initiatives and Tender Evaluation

AIM

This workshop aims to equip participants with capability in effectively leading and managing strategic sourcing initiatives to deliver value for money outcomes.

SCOPE

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.

WHO THE COURSE IS DESIGNED FOR

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.

BENEFITS OF ATTENDING

Attendance will help develop existing capability in the sourcing process, and in the tools and techniques that may be used to achieve value for money outcomes that meet the customer’s needs. As well as this participants will gain three key benefits from attending:

  • More appreciation of when to match the market and when to develop unique solutions
  • More capability in managing project teams to reach the ‘right’ decision
  • Less likelihood of the sourcing process becoming derailed by conflict and disagreement

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  • 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

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • What is “strategic” about sourcing?
  • From policy outcomes to KPIs
  • Defining business needs
  • Managing stakeholder expectations
  • Facilitation of project teams
  • Managing the evaluation process 1/2
  • Managing the evaluation process 2/2
  • Developing the business case
  • Securing stakeholder support for the implementation plan
Course code:
Investment: 1 day
|
Cost: $3,700

4. Enabling Better Business Outcomes from the Procurement Process

AIM

This workshop aims to equip participants with the underpinning knowledge to support effective leadership of the category management and/or sourcing function.

SCOPE

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.

WHO THE COURSE IS DESIGNED FOR

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

BENEFITS OF ATTENDING

Attendance will help raise understanding of the procurement process and the how better outcomes may be achieved through effective leadership of the process. As well as this, participants will gain three key benefits from attending:

  • More appreciation of what ‘good practice’ looks like in managing the procurement process
  • More appreciation of the capabilities needed to manage the procurement process
  • Less likelihood of the procurement process failing to deliver the planned outcomes due to poor functional leadership.

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  • 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

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • Overview of the procurement process
  • What’s strategic about procurement?
  • Defining an “intelligent customer”
  • What does ‘good practice’ look like? 1/2
  • What does ‘good practice’ look like? 2/2
  • Risks relevant to the procurement process
  • Controls relevant to the procurement process
  • Capabilities of an effective procurement practitioner
  • KPIs for procurement practitioners
Course code:
Investment:
|
Cost: $3,700

5. Master Class – Category Management

AIM

This workshop aims to equip delegates with practical methodologies to manage their category from end- to-end.

SCOPE

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.

WHO THE COURSE IS DESIGNED FOR

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

BENEFITS OF ATTENDING

Attendance will equip delegates with the tools, techniques and methods that category managers can deploy at the various stages of the category management process.

As well as this participants will gain three key benefits from attending:

  •  More appreciation of the role of the category manager in facilitating the end-to-end process; what tools, techniques and methods are appropriate at each phase?
  • More confidence in the deployment of specific tools which may be appropriate at each phase.
  • Less likelihood that the category management process will be undermined through role conflict, or the adoption of inappropriate strategies or approaches

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  1. Describe the end to end category management process and identify the activities and tools that may be used at each phase of the process
  2. Describe the role of the category manager during the process and give examples of how value may be added at each phase
  3. Develop category plans for a range of different levels of complexity and match the degree of rigour to the complexity of the category
  4. Distinguish between purchasing, sourcing, procurement and category management and be capable of pitching the benefits of category management to stakeholders
  5. Develop strategies to manage demand as well as supplier performance and demonstrate appropriate behaviours to achieve desired category outcomes

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • The category management process
  •  What is the role of a category manager?
  • Defining business needs
  • Defining the opportunity
  •  Reviewing the supply market
  •  Developing a category plan
  • Engaging the supply market
  •  Managing supplier performance
Course code:
Investment:
|
Cost: $9,800

6. Master Class – Contract Law

AIM

This workshop aims to equip delegates with an in-depth understanding of the legal risks, challenges and  opportunities associated with contract formation, managing contractual breach and contract termination.

SCOPE

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.

WHO THE COURSE IS DESIGNED FOR

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.

BENEFITS OF ATTENDING

Attendance will improve the ability of attendees to consider the risk controls in their contracting system and the organisational issues raised.

As well as this participants will gain three key benefits from attending:

More appreciation of the risk profile of their organisation and the issues raised in risk allocation

  1. More sensitivity to the organisational enablers of risk mitigation with the client and/or the supplier
  2. Less likelihood that risk management is undertaken in a way that results in the wrong party managing the risk.

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  1. Evaluate what balance is needed between commercial mechanisms to manage risk and contractual mechanisms
  2. Design and negotiate appropriate liability, indemnity and warranty clauses for their organisation
  3. Design negotiation strategies for both cooperative and competitive negotiations which make it more likely that the resultant contract will meet the client’s needs
  4. Critically assess when to invoke informal and formal remedies for poor performance, including liquidated damages and termination clauses
  5. Describe the key provisions of the Competition and Consumer Act 2010 and relate the provisions to the behaviour of procurement practitioners in their organisation

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • The primary functions of contract
  •  Introduction to the legal process
  • Creating a legally enforceable contract
  • Key contract operationalises
  •  Some key laws that can affect the contract
  • Key parts of a contract
  • Problematic contract terms
  •  Common problems faced by non-lawyers
Course code:
Investment:
|
Cost: $9,800

7. Master Class – Contract Management

AIM

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

SCOPE

This intensive workshop explores the tools, techniques and methods of contract management.

WHO THE COURSE IS DESIGNED FOR

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.

BENEFITS OF ATTENDING

Attendance will help build capability in effective contract management.

As well as this participants will gain three key benefits from attending:

  1. More knowledge and capability in managing contracts throughout their lifecycle.
  2. More knowledge and capability in applying tools and techniques of contract management to a range of contracts.
  3. Less likelihood of the contract outputs or outcomes failing to meet expectations in terms of cost and value.

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  1. Recognise and respond to key challenges when managing contracts.
  2. Deploy a range of contract management tools and demonstrate appropriate behaviours in a range of contract management situations.
  3. Manage cost and supplier performance during the contract so that contract outcomes are consistent with expectations.
  4. Manage contracts in a way that ensures effective stakeholder engagement contracts.
  5. Comply with the contract management framework and reduce the impact of uncertainty upon contractual results

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • Contract set up
  •  Managing with KPIs
  •  Negotiation and influencing
  • Key challenges in managing contracts
  •  Cost and value management
  •   Supplier performance management
  • Managing variations
  •   Managing contract close out
Course code:
Investment:
|
Cost: $9,800

8. Master Class – Strategic Procurement

AIM

This workshop  give you the knowledge & understanding, the techniques and the confidence to address this increasingly vital area of expense strategically – to minimize the time, money and effort used supporting both your core and non-core business. .

SCOPE

This intensive workshop will  give you the knowledge and understanding, the techniques and the confidence to address your expenditure strategically – to minimise the time, money and effort used supporting both your core and non-core business.

WHO THE COURSE IS DESIGNED FOR

This workshop is designed as a programme for middle managers in procurement, and some procurement knowledge and experience is assumed

BENEFITS OF ATTENDING

Attendance will help build understanding the true role of procurement for your organisation, and how to take a more strategic approach that is right for you.

As well as this participants will gain five key benefits from attending:

  1. Understand the context & complexity within which modern strategic procurement has to deliver and meet stakeholder needs
  2. Have a thorough grasp of the essentials and the process of a strategic approach to procurement.
  3. Be able to commence both a spend analysis & risk analysis, as a start to a more strategic approach to procurement.
  4. Have the confidence to be able to manage suppliers through a more strategic procurement process.
  5. Be able to utilise a wide variety of strategic procurement tools and techniques

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  1. Understand what strategic procurement has to deliver to meet stakeholder needs
  2. Appreciate best practice processes to strategic procurement Plan key sourcing events allocating timescales that are appropriate to the scale and complexity of the activity.
  3. Use spend and risk analysis to implement strategic approaches to procurement.
  4. Confidently manage suppliers with advanced processes.
  5. Apply the full extent of procurement tools available.
  6. Tailor procurement processes to your company’s unique outlook.

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • The business context for procurement until 2020
  •  The role of modern procurement & supply management
  •  Opportunity analysis
  • Market analysis
Course code:
Investment:
|
Cost: $9,800

9. Master Class – Supplier Relationship Management

AIM

This workshop aims to equip delegates with the tools to design, organise and deploy appropriate supplier relationships with suppliers across the spend portfolio.

SCOPE

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

WHO THE COURSE IS DESIGNED FOR

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.

BENEFITS OF ATTENDING

Attendance will enhance the capability of attendees to design and manage a portfolio of supplier relationships.

As well as this participants will gain three key benefits from attending:

  1. More capability to design and manage a range of supplier relationships, including co-operative relationships
  2. More capability to design and deploy an appropriate organisational design so that the client can define roles and responsibilities in supplier relationship management
  3. Less likelihood that the client will fail to manage critical supplier relationship appropriately

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  1. Develop a portfolio of supplier relationships and allocate suppliers into the most appropriate relationship type
  2. Develop joint initiatives with suppliers and design and manage appropriate governance and team mechanisms to secure co-operative outcomes
  3. Engage suppliers in feedback mechanisms to develop mutual understanding and select the most appropriate dimensions for measurement and feedback
  4. Distinguish between supplier performance management and supplier development and design appropriate interventions in each case
  5. Develop relationship action plans to target the drivers of relationships and adapt the priorities for a range of different contexts and relationships

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • Developing a portfolio of supplier relationship
  •  The role of modern procurement & supply management
  •  Opportunity analysis
  • Market analysis
Course code:
Investment:
|
Cost: $9,800

10. Master Class – Negotiation

AIM

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

SCOPE

This intensive two-day workshop explores the context and processes of the negotiation process at an advanced level. There will be pre and post workshop activities totalling about 40 minutes additional workload, as the workshop is founded upon 70/20/10 principles.

WHO THE COURSE IS DESIGNED FOR

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.

BENEFITS OF ATTENDING

Attendance will help develop existing capability in negotiation, and in the tools that may be used.

As well as this participants will gain three key benefits from attending:

  1. Greater appreciation of how to relate negotiation to the context of the party’s relationships
  2. More capability in preparing for negotiation and executing those plans
  3. Less likelihood of the negotiation process failing to realise the planned objectives

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

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

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • The negotiation process in overview
  •  Understanding the context of the negotiation
  •  Managing the political dimension
  • Managing the negotiation process
  • Setting objectives
  • Influencing the other party
  • Interpersonal behaviours
  • Role play of negotiation
  • Review and lessons learned
Course code: 303
Investment: 2 days
|
Cost: $16,000

11. Outcome Based Contract Management

AIM

This workshop aims to develop awareness and understanding of managing outcome based relationships.

SCOPE

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

WHO THE COURSE IS DESIGNED FOR

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.

BENEFITS OF ATTENDING

Attendance will help build capability in managing effective relationships. As well as this delegates will gain three key benefits from attending

As well as this participants will gain three key benefits from attending:

  • More knowledge and capability in managing outcome based agreements throughout their lifecycle
  • More knowledge and capability in applying tools and techniques of contract management to outcome based contracts
  • Less likelihood of the contract outcomes failing to meet expectations in terms of cost and value

KEY LEARNING OUTCOMES

By the end of the workshop delegates will be able to:

  • 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

COURSE STRUCTURE

There will be pre- and post-workshop activities totalling about 90 minutes additional workload, as the workshop is founded upon 70/20/10 principles. The pre-workshop activity will stimulate thought about the role of a category manager in contributing to organisational results. The workshop will be led by an experienced facilitator, and will include nine sessions involving exercises, case studies, presentations and facilitated discussions. The post-workshop activity will seek to reinforce the learning and to maximise the transfer of knowledge from the workshop to the workplace.

HIGH LEVEL SESSION PLAN

  • Relationship analysis
  • Service performance management
  • Performance regime
  • Monitoring and reporting mechanisms
  • Remuneration regime
  • Continuous improvement mechanisms
  • Resolving disputes and issue resolution
  • Managing contract set up
  • Managing review meetings
Course code:
Investment:
|
Cost: $3,700
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