Post on 08-Aug-2018
8/23/2019 Seminar Contract Administration Dubai
1/101Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
COURSE SUMMARY COURSE OUTLINE
t is a well know fact that the bestendering and contract writing is of limitedalue if the contract is not carefullydministered from award to completion.
World-class organizations view thepplication of best practices in contractdministration as being essential skill setseeded by all employees involved in theontract management process.he participant will be guided through the
many steps of contract administration fromhe time the award is made through to thenal acceptance, payment, and the contractose out so that the total objectives ofntering into the contract are achieved.his program is designed to presentontract administration as more than just aob or activity but as an importantrofession essential to therganizations ability to meet its goals.
eminar Objectives:
pon completion of this seminar,articipants will know:
How To Provide Better Outcomes FromContractsImportant Elements Of Contract
AdministrationContract Monitoring TechniquesHow To Get Fair Treatment In ContractChangesContract Termination IssuesHow To Prepare For Claims And DisputesReview Acceptance And Contract CloseOut IssuesThe Inputs And Outputs In ContractAdministration
Organizational Outcomes:
he organization will benefit by:
Better Outcomes From Contracts For AllOutsourced Activities
Greater Strategic Focus Of ThoseInvolved In ContractingAdministrationHigher Productivity Of ContractAdministration PersonnelReduced Total Cost Of OwnershipResulting From Better ContractManagementImproved Contractor Performance
ersonal Outcomes:
ttendees will gain by participation in thisrogram as a result of:
Increased Skill Sets In ContractAdministration
A Greater Sense Of ProfessionalismIncreased Confidence In Dealing WithContract IssuesGreater Ability To Lead Contracts ToSuccessful ConclusionsIncreased Recognition By TheOrganization Due To ImprovedPerformance
Effective Contract Administration
Objectives Of Contract Administration
The Most Critical Elements
Skill Sets
Key Players In Contract Administration
Typical Inputs To Contract
Administration
SmallGroup Exercise: What are the areas
in which a contract administrator shouldhave knowledge?
Sets the stage for the program andemphasizes that with the ever-increasingquantity of outsourcing by organizations,
Contract Administration is emerging as a
critical competency for professionals andmanagers in most functional activities.
Analysis of the Contract
Starting The Contract File
Understanding the Statement of Work
and Establishing Major Deliverables
Post Award Conference
Typical Contract Measurements
SmallGroup Exercise: Develop A List OfMeasurements For Supplier Contract
Performance.Focuses on the issues of understandingwhat the contract covers and the
challenges that will be faced in its proper
administration.
Typical Outputs of ContractAdministration
Supplier Relationship Management
Cost Control
Forecasting Performance
Monitoring Progress
Risk Analysis
Responses To Risk
Group Discussion: The group will presentexamples of newly defined risk after thecontract was awarded and discuss the
potential responses to that risk.
Reviews the typical outputs of goodcontract administration and establishes
additional responsibilities for those having
contract management responsibilities.
Maintaining Schedules & Dealing with
Changes
Expediting Techniques
Contract Changes
Example Changes Clause
Requesting Cost Breakdowns
Types of Cost that Make up Price
Evaluating Price Changes
Individual Exercise: Determine the fairness of
a price change for additional services quoted
by a supplier.Presents solutions to two of the major issues
in contract administration which are on time
delivery and controlling the impact ofchanges.
Issues In Contract Performance
Force Majeure
Liquidated Damages Clause
Types Of Contract Termination
Breach Of Contract
Group Discussion: The group will discussactual experiences in contract termination
when the cause was not the fault of the seller
but for the convenience of the buyer.
Explores the reality that contracts to do
always end in the way that the parties
contemplated in the beginning.
Acceptance and Close Out
Final Acceptance
Claims And Disputes
Close Out Procedures
Post Contract Review Meeting
SmallGroup Exercise: What should be
covered in the inspection and acceptance
sections of the contract?
Will discuss many aspects of the final phasesof the contract to insure that the reasons for
entering into the contract were in factaccomplished.
This Course is Conducted By:Robi Bendorf
Who Should Attend:
Contract Administrators, Project Coordinators,Contracts Officers and Managers, EngineeringProject Managers, Construction Managers,Tenders Managers, Buyers, Procurement/
Purchasing Managers, Project Managers,Maintenance Mangers and Systems Managersand all others in organizations whoseleadership want world-class skills sets in thoseinvolved in contract management activities.The program is a great way to develop thosenew to the function, prepare for a majorproject, or useful as a refresher for veterans
Other Trainings:
Strategic Negotiations inPurchasing & Procurement
Supplier Relations & PerformanceManagement
7 Step Strategic Sourcing
Procurement Strategy Development& Management
IT Contract Development
8/23/2019 Seminar Contract Administration Dubai
2/102Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
COURSE SUMMARY COURSE OUTLINE
his course will provide tools andechniques to enable participants to
etermine the need to negotiate, pursue a
actical or a strategic approach to theegotiation and how to separate the key
egotiation drivers of the individual parties.
urther learn how to examine themportance of the negotiation strategy and
ow it is fully integrated into the corporate
rocurement strategy.
ttend & Discover:
Plan in multi-disciplinary teams
Create the right negotiation strategyUnderstand key tactics and ploys
Understand the impact of legislation on
the outcomeSelect the right type of supplier
relationships - recognise theirapplicability and the best means of
measurement.
Identify key behavioural aspects within
the negotiation
Know what makes a skilled negotiator
Integrate negotiation into the total
purchasing cycle
Apply the key tasks for the preparationand planning needed for successful
negotiationManage the key phases of negotiation
his Course is Conducted By:ob Thompson
The Evolution of Negotiation within
the Procurement Environment
Strategy Preparation and Determination
Implications for the Buyer and Seller
Negotiation Research
The Ideal Negotiation
Preparation and Planning
Key Phases
Key Issues
Key behavioural aspects
Tactics and Ploys
The Negotiation
Structure
Conflict Management
Persuasion Techniques
Review and Analysis
Control
Agreement
Implementation
Personal Negotiation Profiling
Characteristics of a skilled Negotiator
Individual Improvement Programmes
What are they?
How are they created?
How can they be used?
What will they tell me?
Skills Assessment Profiling
Analysis and Creation of Individual
negotiation profiles
Style
Power
Attitude
Flexible v positional
Handling the Negotiation Scenario
A Business scenario to provide basedata to form part of the individual
Improvement programme and re-affirm
the appropriateness of the profilecreated
People vs Organisations
Understanding the impact of different
personal and cultural styles
National characteristics
Drivers and Restrainers
Style profiles
Behaviours and customs
Develop the right information base
Understand the Business methods
Understand the social and political
organisation
Understand the Financial and legalmodus operandi
Understand the Infrastructure and
logistical systems
Positions vs Interests
Creating the right environment andrelationships
Venues
Timescales
Types of relationships
Research
Management of the NegotiatingEnvironment
Personal behaviour and attitudes Meeting the needs of the other party
Satisfying the other parties interests
Maintaining flexibility
Exercise:
A Business problem is identified against which
a profile of the people vs organisational andpositions vs interests are identified and
through negotiation a solution achieved.
A full day negotiation Exercise testing
the skills and profiles of the participants
We want the supplier to say yes
The third business problem will incorporate allthe key factors of the programme.
Evaluating and re-assessing the Individual
Improvement Programmes and setting targets
for the future.
ho Should Attend:
aders, Managers, and Professionals in
rchasing, Procurement, and Supplyanagement , Materials, Contracts, Projects,
aintenance, Operations, and Financial
anagers and, All other Managers andofessionals interested in lowering total cost
d increasing productivity and profitntributions from better procurement
perations.
Robs interactive approach & in-depthexplanations and examples added immensevalue.
He added new dimensions to the ContractManagement, Contracts Creation & relationshipwith strategic information and application.
Contracts ManagerBT APPLIED TECHNOLOGY
8/23/2019 Seminar Contract Administration Dubai
3/103Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
COURSE SUMMARY COURSE OUTLINE
Professionalism in the field of quality,
procurement, materials planning andsupply chain management has grown
extensively. There are new roles that
require a thorough understanding offunctional interrelationship, if you are to
succeed.
This course identifies the elements neededto provide a business with best materials
and/or service. Understand how to bringtogether the concepts of Total Cost, Lean/
Six Sigma, Certification Process ofSuppliers, and the new relationships
necessary to ensure success. Thenstruction will show how to establish
clear, mutually acceptable goals with your
suppliers.
With the knowledge and practicalmethodology learned in this course, you
will have the ability to boost your
suppliers performance.
What you will learn
How to develop a collaborative partnership
and obtain peak performance. What the methodology is in creating an
environment that engenders a productiveexchange of ideas and focus on companyobjectives.
How to relate Total Cost to Purchase PriceVariance
What is the basis of supplier selection -quantitative vs qualitative?
How to relate other functional activities,such as Transportation, Systems,Operations, and Maintenance
What are the techniques of systemscontracting, paperless purchasing, vendormanaged inventories, supplier certification,
etc.... and how to employ them withmeasurable results
This Course is Conducted By:MichaelGozzo
1. Todays Environment
Addressing change and measurement
Concepts affecting performance
LEAN/SIX SIGMA, PREVENTIVEMANAGEMENT
2. Functional Leadership
Directing the supply base and itsdevelopment
Understanding the interface withmaterials management
Employing tools Problem Solving, Paretos Law,Quick
Change, Audits
Establishing the pro-activerelationship with suppliers
3. Where to Begin?
Understanding the principles ofBusiness Process
Management, and how to employ it.
Addressing the Supplier certificationprocess
Supplier selection and developmentexpanded
4. Interfaces having impact oncustomer / supplier performance
Finance - price determination, costanalysis, Total Cost vs PPV
Transportation - Relating needs toinbound, selecting and evaluatingcarriers, who handles claims and why.
Supply Chain Management - Ship topoint of use, to stock
5. Suppliers
What is in it for them? How many suppliers is enough?
Employing a team approach vs. justusing Purchasing people
6. IMPLEMENT How to Implement
Who will be involved and why?
How long will it take?
What are the major tasks?
What happens next?
HO SHOULD ATTEND:
s facilitative workshop is designed to enhance thechasing Management & Strategies of eachticipant to successful project managementciples. It will be particularly beneficial tochasing, procurement, acquisition, materials, orstics, project managers, directors and personnelo are responsible for tactical and strategicchasing activity.
Before: I feel that we are in a righttrack concerning sourcing but Iwas wrong.After: Now, I feel that there mustbe a change in our organizationtowards sourcing. We greatly needthe Strategic Sourcing. Good jobMike!
Procurement Manager - EmiratesTelecommunications Company,
Abu Dhabi UAE
More confident of my previousknowledge as I found myself in fullacceptance of the course
Manager, Materials Management -Emirates Telecommunications
Company, Abu Dhabi UAE
8/23/2019 Seminar Contract Administration Dubai
4/104Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
COURSE SUMMARY COURSE OUTLINE
The development and implementation ofcarefully crafted strategies for theacquisition of all goods, equipment,materials, and services has become acritical issue in all organizationswishing to reduce operating cost whilemproving quality & productivity. Thisprogram explores 7 key areas consideredcritical to the future success ofProcurement Organizations and movestodays supply management activities fromts typical tactical focus to the strategicfocus needed to successfully implementthe processes and methods needed toreach world-class performance now andmaintain it in the future.
What you will learn
At this powerful 7 Step Strategic Sourcingseminar, you will learn how to: 7 Areas Critical To Future
Procurement Success 4 Stages To World Class Supply
Management Many Increased Skill Sets In Supply
Management Category Models And Their Strategies 3 Categories For Organizing The
Spend Profile 10Questions For Internal And
External Surveys To EnhancePurchasing Performance
Steps In Improving Internal AndExternal Collaboration
How To Develop A Purchasing CodingSystem
How To Get More Time To Work OnStrategic Issues
The Important Sections To Include InA Strategic Sourcing Plan
Whats in it for the organization?
Greater strategic focus of thoseinvolved in supply managementresulting in an improved bottom line
Higher productivity of personnelinvolved in supplymanagement activities
Reduced total cost of ownership forpurchased materials,equipment, and services
Improved productivity of the entireorganization by better on timedelivery of high quality goods andservices
Improved supplier performance andrelations
Increased customer satisfaction. Supply Management Materials, Contracts, Projects,
Maintenance, Operations, andFinancial Managers and,
All other Managers and Professionalsinterested in lowering total cost andincreasing productivity and profitcontributions from better supplymanagement operations.
This Course is Conducted By:MichaelGozzo
Developing Category Strategies
4 Stages To World Class SupplyManagement
7 Areas Critical to Future ProcurementSuccess
Change And Becoming More Strategic
Developing The Spend Profile
Creating Time To Be Strategic
Material/Services Purchasing CodeDevelopment
Segmentation/Category ManagementModels
Reviews the elements essential tobecoming more strategic and adding realvalue to the organization.
Developing and Managing Suppliers
Bidder Qualification And Selection
Objectives of Supplier PerformanceMeasurement
Supplier Performance MeasurementKey Points
Reducing the Supplier Base
Strategic Alliances
Stages of Alliance Development
Recognizes that an organization canperform no better than its suppliers andthat todays very volatile world economies
might require relationships very differentto those used in the past
Designing and Operating MultipleSupply Networks
Supply Management and Supply ChainManagement
Supply Chain Mapping
Trends Leading to Greater SupplyChain Risk
Supplier Risk Management
Total Cost of Ownership
Reducing Waste in the Supply Chain
Focuses on the understanding that thebest way to increase profit is reducing the
Total Cost of Ownership for every memberof the entire supply chain.
Leveraging Technology Enablers
Reengineering The Processes SRM and Integration Supply Chain Integration
Framework E-tool Advantages Keys to Successful Integration of
e-Tools Exception Management
Recognizes that world-class organizationsno longer talk about whether or not theyshould improve their processes, but howfast can they improve them.
Collaborating Internally andExternally
Supplier Relationship ManagementMaturity Model
Being an A Customer
Transforming the SupplierRelationship
Developing Trust
How Do Suppliers Evaluate Us As ACustomer
Internal Customer Surveys ToImprove Purchasing
Performance Increased Supplier Involvement
Identifies many best practices thatcontribute to improving both buyer andsupplier performance.
Attracting and Retaining SupplyManagement Talent
Supply Management Competencies
Key to Success in Supply ManagementDepartments
New Job Descriptions For Purchasing
Training Programs
Categories for Personal Development
Competency ProfilingFocuses on the fact that SupplyManagement skill sets are a predictor ofthe suppliers responsiveness to thebuying organizations requirements andare positively related to a firms financialperformance.
Managing and enabling the FutureSupply Management Organization
Purchasing Impact On The BottomLine
Supply Management Mission andVision
Centralization vs Decentralization
Savings Reporting Procedure How does Executive Management
Measure ProcurementPerformance
Strategic Sourcing Plans
Brings to conclusion many of theimportant issues covered in previous stepsand adds some practical implementationapproaches to show Procurementscontributions to the organization
WHO SHOULD ATTEND:Managers and Professionals in Purchasing,Procurement, and Supply Management , Materials,Contracts, Projects, Maintenance, Operations, and
Financial Managers and, All other Managers andProfessionals interested in lowering total cost and
increasing productivity and profit contributions from
better supply management operations.
8/23/2019 Seminar Contract Administration Dubai
5/105Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
ho Should Attend:
ders, Managers, and Professionals in Purchasing,curement, and Supply Management. Materials,ntracts, Projects, Maintenance, Operations, and
ancial Managers and, All other Managers and
fessionals interested in lowering total cost andreasing productivity and profit contributions from
ter procurement operations.
COURSE SUMMARY COURSE OUTLINE
he development and management of
arefully crafted strategies for the
cquisition of all goods, equipment, andervices has become a critical issue in all
rganizations wishing to reduce operating
ost while improving quality androductivity. This program explores key
oncepts forming the basis of strategic
rocurement and moves todays supplymanagement organization from its typical
actical focus to the strategic focus neededo successfully implement the processes
nd methods needed to reach world-classerformance.
ttend & Learn:
How to develop leadership competencies
4 Stages to World Class Supply
Management
Best practices in supply management
3 Categories for organizing the Spend
Profile
Greater abilities in leading continuous
improvement programs
How Minding the Gap Results in a
Procurement Strategic Plan
8 Step process of Using Economic Price
Adjustment Clauses to deal with
economic uncertainties
10Questions for Internal and External
surveys to enhance purchasing
performance
How to develop a Purchasing Coding
System
6 Steps in the development of a
Composite Purchase Price Index
How to get more time to work on
strategic issuesUnderstand methods of Price and Cost
Analysis
30 Categories that should be included in
a Purchased Materials/Services Strategic
Plan Outline
Learn how to transfer risk through
different contract types
Gain insights into important contract
management processes
How to develop a formal Savings
Reporting Procedure
Leading and Managing
Skilled leaders and managers are essential
if procurement is to bring to theorganization the vast benefits of World-
class supply management.
Management and Leadership--What is
the difference?
What helps or Interferes with Becoming
a True Leader
Developing Leadership Competencies
Setting the Direction for World Class
Procurement
Establishing the importance of the function
and the need for it to emerge as a core
competency of the organization are criticalsteps in strategy development.
Leadership is about ResultsGetting To
World Class
Change And Becoming More Strategic
Purchasing Impact On The Bottom Line
Defining Supply Management
Supply Management Skill Sets Job Descriptions for Strategic
Procurement
Procurement Professions Ethical
Standards
Defining The Supply Management
Mission And Vision
Determining and Managing the Gap
Developing the Procurement
Organizations Strategic Plan
Internal Surveys To Improve Purchasing
Performance
Becoming More Strategic with ValueAdded Techniques
Purchasing personnel must move from thetactical focus of most procurement
operations to a much more strategic focus
that brings continuous improvement to theorganization.
Developing The Spend Profile
Creating Time To Be Strategic
The ABC (Pareto) Analysis
Material/Services Purchasing Code
Development
Examples of Formalities for Contract
Formation
Price Analysis
Price analysis is the most common form ofprice justification and performed properly
can generally give the organizationconfidence that a reasonable price was
obtained.
Methods Of Price Analysis
Competitive Bidding
Historical Analysis
Cost Estimating Relationships
Price Indexes & PPI
Supply Managers must have a clearunderstanding of how the changes in
prices they are paying compare to themovement of prices in the market place.
Using Price Indexes
Developing Company Purchase Price
Index
Cost Analysis
This session will focus on typical methods
of cost analysis and look at the elementsof cost that make up the price.
Methods Of Cost Analysis
Major Elements Of Cost
What should determine the Suppliers
Profit
What And How Important Are SupplierOverheads
Requesting and Evaluating Supplier Cost
Info
Developing Should Costs
focuses on methods of determining what
the price should be.
How Contracts Are Formed
The contract is at the heart of every
business transactions so issues related to
contract formation must be handled
expertly.
The Reasons for Using Contracts Basic Principles in Contract Formation
Selecting the Right Contract Type
Good outcomes must have good
beginnings and this is particularly true inthe activity of contract management.
Types of Statement of Work
Risk Analysis
Contract Types
RFQ and Contract Check Lists
Methods Of Payment
This Course is Conducted By:Robi Bendorf
Continue...
8/23/2019 Seminar Contract Administration Dubai
6/106Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
COURSE OUTLINE CONTINUATION......
ow to Contract in Volatile Markets
When supply market conditions arextremely volatile, contractors must
nclude price contingencies that represent
heir worst nightmares for price escalationf significant cost drivers. This is not good
or either the buying or selling side.
Exploring the Use of Economic Price
Adjustment (EPA) Clauses in Fixed Price
Contracts
Managing the Contract Performance
t is a well know fact that the best
endering and contract writing is of limited
alue if the contract is not carefullydministered from award to completion.
The Criticality ofGood Contract
Administration
Post Award Conference/Kick-Off Meeting
How Contracts May End
When Contractors Fail to Do What Was
Promised
Force Majeure/Delays
Supplier Performance Measurement to
Stimulate Continuous Improvement
It is universal that an organization cannot
perform better than its contractors andsuppliers.
Supplier/Procurement Categories
How Do Suppliers Evaluate Us As A
Customer
Bidder Qualification And Selection Best
Practices
Supplier Performance Measurement
Total Cost of Ownership
Different products, brands, markets,
customers, and suppliers, maketremendously different demands on an
organizations resources. Best
procurement practices take into accountthese demands in Total Cost of Ownership
concepts.
Defining Total Costs Of Ownership
Total Costs Of Ownership Models
Process Improvement
World-class organization are not asking ifthey need to improve their process but
only how fast can they improve them.
Supplier Relationship Management
(SRM) Maturity Model
Process Mapping To Eliminate Low Value
Activities
Reengineering Processes
Making Sure We Obtained Lowest Cost
High performing procurement departments
can proudly point to the fact that the bestpractices being applied are resulting in the
lower Total Cost of Ownership for theirorganization.
Cost Reduction Initiatives
Cost Reductions and Cost Avoidance
Can and Should We Have Both?
Savings Reporting
KPIs for Procurement
Developing The Purchase Price Index For
Your Organization
Supply Chain Management
Strategic Sourcing Plans
An often cited strategy in supply
management is the development of formal
short and long range Strategic SourcingPlans for major spending segments.
Developing Strategic Sourcing Plans
A Strategic Sourcing Plan Template
I gained a great deal of understanding
that is practical and not simply from
books. I would be very interested in any of
Robis programmes.
Sub Contracts Manager, LeightonOffshore
he Course is superb! I got many ideas
o enhance our contract management
ractice.
Procurement Executive,Institut Jantung Negara
This training has opened up new
perspective on looking at
procurement from a strategicpoint
ofviewto benefit an organizations
bottom line directly.
Procurement ExecutiveSiemens Malaysia Sdn Bhd
8/23/2019 Seminar Contract Administration Dubai
7/107Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
COURSE SUMMARY COURSE OUTLINE
nce the commercial transaction is
egotiated and signed, most contracting
eams in the IT/Outsourcing sector areulled from the process at the same time
hat the parties are escalating their focus
n the transaction. Both parties arencented to maximize their financial yield
n the transaction and minimize their risk,
et some do not treat Contractanagement as a key to their overall
uccess. This interactive session thatncludes 9 exercises related to the IT
ector, will help you discover:
How to dedicate the necessary tools,
techniques and talent to managing
commercial relationships?
What is the difference between Contract
Administration, Contract Management
and Relationship Management in the
IT/Outsourcing sector?
What is needed for you to succeed at all
three levels?
How to drive greater value and
innovation into subsequent contracting
cyles with your commercial partners?Learn cost effective contract
administration and managementtechniques
Identify opportunities to reformulate
your commercial IT contractingStrategies
Develop specific and realistic commercial
relationship performance metrics
Achieve excellence in your commercial
relationships
Identify opportunities to automate your
contract management processes throughsoftware and other tools
Resolve contractual disputes withoutdestroying the relationship
Realize the full value and risk reductions
that you have negotiated
his Course is Conducted By:im Bergman
Overcoming the challenges in contract
implementation
Developing a implementation project
plan
Keeping the roles and responsibilities
clearly understood
How to overcome resistance points and
barriers in the implementation
Exercise 1 Maintaining separation between
a System Design and Sytem Maintenancecontract
Addressing the differences in contract
administration and management
What is contract administration?
What is contract management?
Keeping focused on the rights and
responsibilities throughout thefulfillment phase
Exercise 2 Performing contractadministration and management on an
outsourcing services contract
Selecting Contract Management
Software that is a best fit to purpose
What is your electronic contracting
strategy?
What are the options in the
marketplace?
Which options are the best fit for your
strategy?
Exercise 3 Defining the software
functionality needed for a portfolio ofIT/Outsourcing commercial contracts
Managing the contract change order
process
What is a change order and why does it
happen?
Understanding the relationship dynamics
behind a change order
Documenting the change order and
preventing excessive changes
Exercise 4 Addressing the change order
process with a telecom services agreement
Embracing Supplier Relationship
Management tenets in contracting
What is Supplier Relationship
Management?
Understanding the benefits of a wellmanaged supplier relationship
Keys to success in Supplier Relationship
Management
Exercise 5 Managing a hardware
maintenance services agreement
Applying Customer Relationship
Management principles in contracting
What is Customer Relationship
Management?
Understanding the benefits of a well
managed customer relationship
Keys to success in Customer
Relationship Management
Exercise 6 Managing a software
maintenance services agreement
Utilizing Alternative Dispute
Resolution options
What is arbitration?
What is mediation?
Exploring negotiation options before
taking the litigation path
Exercise 7 Resolving a dispute over a
Cloud computing services agreement
Managing key contracts in the
IT/Outsourcing sector
Hardware equipment sales agreements
Hardware and software maintenance
agreements
Software licensing agreements
Telecom and cloud services agreements
Outsourcing services agreements
Exercise 8 Critiquing a series of contractlanaguage provisions - what can be
managed?
Managing contract close-out
Why do contracts terminate?
Understanding the rights andresponsibilities that survive termination
Closing out the contract -
communication and changemanagement considerations
Exercise 9 Managing the software license
contract into perpetuity
ho Should Attend:
rchasing, sourcing and supply
anagement professionalsales contracting professionals
ontract lawyers and attorneysontract management professionals
ontract managers and administratorsnd-users who impact, or are impacted by,e contracting process
nance professionals involved in contracting
ontract negotiators
perational managersommercial relationship managers
One of the best courses Ive been to and agreat help to my work"
Practical, Easy to Understand and ExtremelyUseful. What more can I ask.
Really happy that I signed up for this course.Full marks!
Jim is one of the best instructors for contractsand procurement around!
I like to thank Jim for this great course
8/23/2019 Seminar Contract Administration Dubai
8/108Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
Robi BendorfCPM, CSPM, MCIPS has morethan 35 years of diversified, has over 30 years ofdiversified industrial purchasing and sales
experience involving both domestic andinternational activities for a broad range ofmanufacturing and service businesses. His vastpractical experience combined with an excellent
theoretical understanding, strategic focus, and ability to quicklymplement concepts makes him a much sought afternternational authority in procurement.
HERE ARE A FEW HIGHLIGHTS OF HIS ILLUSTRIOUSCAREER:
Westinghouse Distribution and Control Business Unit: $14 million in cost reductions by developing procurement
strategies for key commodities that took advantage ofmulti-plant volumes and resources
Increased value from 17 to 30% of materials controlled bycentral purchasing by managing commodity specialists inimplementation of strategies
Westinghouse Trading Company: Doubled sales income by promoting benefits of overseas
procurement to Westinghouse corporate and division levelexecutives
Achieved cost savings opportunities of over $3 millionby on-site analysis of products and components purchasedor made in house.
Tripled supplier base by determining potential sourcingcountries and locating new suppliers
Westinghouse Commercial & Industrial Air ConditioningDivision: Improved productivity of department by 76% with
excellence guidelines Increased cost reduction by 200% with cost reduction
strategies
Medical Instrument Manufacturing Division of Fortune Top100 Corporation with Annual Sales $700 million: Achieved 20 to 35% savings from overseas suppliers by
developing formal Global Sourcing Process andimplementing actions
Non-Profit Health Insurance Association Annual Sales:Over $2 Billion: Accomplished $1.5 million in savings in less than 6months by re-organizing spend profileLarge non-profit Professional Society Annual Revenues$70 million:
Trainers Profile
To Register, please see the last page
TRAINING SCHEDULE
8.00am Registration & Morning Coffee
8.30am Training Starts
9.45am 1st Coffee Break
10.00am Training Resumes
11.15am 2nd Coffee Break
11.30am Training Resumes
12.45pm Lunch
1.45pm Training Resumes
3.00pm End of Training
Michael has over 30 years experience in SupplyChain, Demand Flow Technology, Just-In-Time,Total Quality Control, Inventory Control and
Production/Operations Management. Hisexperience as a practitioner concluded aftercompleting seven years as Director ofOperations at a division of Allied-Signal. He
subsequently became a consultant and guided manufacturersand computer OEMs (Apple) in the planning and interface withtheir suppliers. He has traveled and worked extensively inCanada, England, Hong Kong, Ireland, Scotland, Germany,Japan, Korea, Mexico, Indonesia, etc.
Michael has been selected to Who's Who in AmericanManufacturing and is one of the best in his field as can beseen from his Certifications, Memberships, Publications,Clients and Testimonials outlined below:
Certifications & Memberships Certified in Production and Inventory
Management (CPIM) & Certified Supply ChainProfessional (CSCP) by the Association forOperations Management (APICS),
Member of the American Society for Quality (ASQ), Member of the Institute for Supply Management (ISM
formerly NAPM), Member of Society for Manufacturing Engineers
(SME), Member of International Service Quality
Association (ISQA).
Books Published: Michael is a successful and
established author of many books. He is the co-author of "MadeIn America - The Total Business Concept", "Just-In-TimePurchasing", "Supplier Certification", "Behind Bars: Bar CodingPrinciples and Applications", and his latest "PeopleEmpowermentSuccess Through Involvement".
CONTACT US if you would like to have anIN-HOUSE TRAINING
info@purchasing-procurement-center.com
mailto:mailto:info@purchasing-procurement-center.commailto:mailto:info@purchasing-procurement-center.com8/23/2019 Seminar Contract Administration Dubai
9/109Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 registration@purchasing-procurement-center.com
Jim Bergman VP - IACCM With extensivecontracting and negotiation experience in IT,outsourcing and various other types of commercial
contracting, Jim serves as Vice President for AsiaPacific and Middle East for IACCM a globalassociation focused on the effective development,creation and implementation of leading contractingpractices. Prior to joining IACCM, Jim was a
contracts attorney for a Fortune 500 petrochemical corporation,Amoco Corporation, and was responsible for legal and negotiationssupport to the IT procurement staff. He supported multiple locationsglobally, where he addressed strategic sourcing, IT/outsourcing andegal issues concerning services valued at more than $1 billionannually.
Jims experience encompasses developing, drafting, negotiating andmanaging IT, Telecom and outsourcing contracts for a wide array of
projects with multiple clients. He has extensive background in thenegotiation of outsourcing of hardware acquisition, hardwaremaintenance, software development and maintenance, systemntegration, ERP, telecommunication equipment, services andnetworks and various other outsourcing projects.Across his wide array of experiences, he has been extensivelynvolved in establishing many customer-provider relationshipsfounded on IT contracting and outsourcing best practices. He hasalso led in developing and delivering both public and internal trainingprograms related to IT/outsourcing.
As a strategic management consultant, Jim has assisted numerousclients through all phases and steps of contracting, negotiation,outsourcing, overall sourcing and bidding processes, and contractmanagement processes, demonstrating savings well in excess of
$100 million. Jim has also served as a workshop instructor in manytopics regarding sourcing, contracting, law and negotiations. Hisaudiences and clients have included attorneys, plus financial,operational and contracting professionals from multinationalcorporations and the public sector, including BP, Delphi Automotive,DuPont, FedEx, General Motors, Intuit, Johnson & Johnson, LamResearch, Makro, Maxis, Merck, Monsanto, Petronas, Shell, theState of California, the State of Florida, the State of Texas, Sun Lifeof Canada, Warburg Dillon Read/Union Bank of Switzerland,WalMart, Wellpoint, and the Workers Comp Board of BritishColumbia.
Jim holds a Law Degree, an MBA, a Bachelor of Arts and a Masterof Arts degree. In addition, he is licensed to practice law in Illinois,
Texas and Oklahoma, as well as various US federal courts .
Testimonials:
Trainers Profile
One of the bestcourses Ive been to and a great help to mywork
Practical, Easy to Understand and Extremely Useful. What more can I ask.
Really happy that I signed up for this course. Full marks!
Jim is one of the best instructors forcontracts and procurement around!
I like to thankJim for this greatcourse
Rob Thompson is an outstanding procurement &contracts professionals with 30 years internationalexperience in strategic & operational procurement and
contracts. He has a natural passion for trainingprocurement & contracts people seen in the facts thathe has delivered over1,000 specialist trainingprograms with CIPS and over 400 other trainingprograms with other organisations worldwide.
His specialist areas include purchasing and contract management,the development and implementation of major business strategicinitiatives, negotiation, contract law and market and supplierdevelopment across a broad spectrum of business organisationsand commodity areas including oil & gas, facilities management,construction, financial services, manufacturing, food processing andIT. Hes an expert at developing and organising the interface withinternal and external suppliers, customers, and sub-contractors.
Rob has the ability to merge theory with practice and make lively andinteractive sessions.
Rob has a unique style of training, he has theability to combine theory with practical applicationto create workable solutions for the organisation.
Sarah Sediqa
Strategic Business Development, LKPP Indonesia
Rob is not just a procurement & contracts consultant and trainer, butalso as a practitioner where he has many achievements on costsavings, contract utilisation, supplier base reduction and commoditynegotiations & development.
As a Regional Director of Purchasing Rob achieved:
Over $15 Million in Savings;
15% reduction in supplier base;
Increased contract utilisation by 15%; and
Increased purchasing efficiency by 18%.
As a Regional Purchasing Manager earlier in his career Robachieved a 5% savings when developing and negotiatingcontracts for 5 new commodity areas.
Heres what others say about Rob.
We wish we had many more like Rob he hasinspired us to develop procurement to a higherlevel of credability within our organisation.
Samir Taghiyev
Contracts Engineering Specialist, BP Azerbaijan
Rob has a great enthusiasm for procurement andhis style and personality is infectious.
Raul Aliyev
Contracts Engineering Specialist, Ras Gas
Rob has generated a greater interest in
procurement across the collective organisationswe work with than any other procurement trainer.
Valerie Roberts
Legal Adviser Public Procurement , IDLOCONTACT US if you would like to have an
IN-HOUSE TRAINING
info@purchasing-procurement-center.com
mailto:mailto:info@purchasing-procurement-center.commailto:mailto:info@purchasing-procurement-center.com8/23/2019 Seminar Contract Administration Dubai
10/10
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REGULAR FEE USD 4,495.00 (5 Days )USD 2,895.00 (3 Days )USD 1,995.00 (2 Days )
Group of 3 to 5 USD 4,225.00 (5 Days )(6% off) USD 2,721.00 (3 Days )
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Group of 6 or USD 3,821.00 (5 Days )
more (15% off) USD 2,461.00 (3 Days )USD 1,696.00 (2 Days )
Supplier Relations & Performance Management24 - 28 February 2013, Dubai UAE
7 Step Strategic Sourcing3 - 7 March 2013, Dubai UAE
Procurement Strategy Development & Management31 March - 4 April 2013, Dubai UAE
IT Contract Development5 - 7 May 2013, Dubai UAE
Strategic Negotiation in Purchasing & Procurement9 - 13 June 2013, Dubai UAE
Contract Management & Administration:From Start to Finish23 - 27 June 2013, Dubai UAE
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