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Commercial Acumen for Managers 

The aim of the course is to provide you with knowledge to help you make better commercial decisions

 

Outline

DAY 1

 

MORNING

 

SESSION ONE: Why the CEO looks at the big picture

 

  • Defining ‘acumen’
  • Identifying the key steps in strategic planning
  • Realising that ‘everything in business is related’
  • Determining what the various departments do to achieve the business mission
  • Describing why early supply chain problems can cause issues further along the chain

WORKSHOP: Improving supply chainrelationships

 

SESSION TWO: Balancing risk and reward

 

  • Identifying key internal and external risks
  • Tools to help you identify and mitigate key risks
  • Using the procurement and supply chain lifecycles to predict future risks
  • Mitigating ‘Black Swan Events’
  • Determining a project’s risk before signing the contract
  • Learning from mistakes.

 

WORKSHOP: Identifying and mitigating your ‘Black Swan Events’

 

SESSION THREE: Success throughthe Numbers

 

  • Understanding our business and  that of clients/suppliers
  • Examining how decisions can affect cash flow and profits
  • Describing how the parties make/spend their money
  • Preparing and interpreting the financial statements
  • Improving profits/surpluses
  • Making more objective pricing and costing decisions
  • Better planning and control from budgets
  • Mitigating revenue and expenditure leakages, including fraud
  • Other party due diligence and security options.

 

WORKSHOP: Do we go outsource, and if so locally or overseas, say to China?

 

AFTERNOON

 

SESSION FOUR: Developing effective Business Cases

 

  • Describing an effective business case
  • Deciding whether to outsource (make or buy).
  • Making strategic capital purchases decisions
  • Describing discounted cash flow and effect of depreciation and tax.

 

WORKSHOP: Preparing a capital purchases business case.

 

SESSION FIVE – Negotiating for successful outcomes
  • Planning a strategic negotiation
  • Unwrapping key negotiation styles and phases
  • Leveraging your bargaining power in a negotiation
  • High level corporate governance and the negotiation process
  • The IACCM Top Terms in Negotiation Report
  • Distinguishing common problems faced by inexperienced negotiators.

WORKSHOP: Common negotiation mistakes in the different lifecycle stages.


DAY 2

 

MORNING

 

SESSION SIX: Effective management of contracts

 

  • Identifying the commercial and legal purposes of a contact
  • Linking the strategic plan, business case and the contract
  • Describing how to read and understand a contract
  • Creating a valid and enforceable contract
  • Distinguishing MOUs, MOAs and Letters of Intent
  • Describing the key contractual remedies
  • Planning a negotiation for desired business outcomes
  • Discussing some key laws that can have an effect on the contract: Agency, IP, Tender etc.
  • Examining key ways to manage contract risk exposure

 

WORKSHOP: Analysing five key clauses: Indemnity, Liability limitation, IP, insurance and force majeure

 

SESSION SEVEN: Managing deliverables successfully

 

  • Purpose of ‘deliverables’
  • Differentiating SLAs, KPIs, PIs, rebates, incentives and bonuses
  • Writing ‘quality’ into a contract
  • Identifying the optimum number of deliverables?
  • Examining transition clauses
  • Monitoring and  evaluating deliverables

WORKSHOP: The bargaining power of the parties in the different outsourcing lifecycle phases

 

AFTERNOON

 

SESSION EIGHT: Managing the Relationships

 

  • Identifying and improving key stakeholder, commercial and supply chain relationships
  • Describing why the contract is the framework of commercial relationship
  • Comparing and contrasting ‘managing’ and ‘leading’
  • Examining successful change management
  • Building trust and relationships
  • Improving communication.

 

WORKSHOP: Managing vendor/client relationships

 

SESSION NINE: Exploiting Commercial Opportunities

  • Identifying and proving commercial opportunities
  • Describing the concept of commercial ‘viability’
  • Selling commercial opportunities to key stakeholders
  • Developing commercial opportunities.

WORKSHOP: Identifying, proving, selling and developing commercial opportunities

 

SESSION TEN: Action planning

WORKSHOP:

  • Identifying opportunities for development
  • Determining how to develop these opportunities.

 

WHO SHOULD ATTEND?

This course is suitable for managers who have profit and loss responsibilities and or who are responsible for sourcing, negotiation and managing suppliers or outsourced service providers.

 





Speaker/s

Cyril Jankoff
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Comprara is  an organization that specializes in offering expertise for supplier and cost management solutions across three key areas – People, Process and Technology.

Comprara is all about supporting procurement and commercial leaders and their teams to gain more ground in the way they purchase to add increased value back into their organisation.

Comprara work with ASX 200 companies including some of the largest organisations in Australia and New Zealand in Telecommunications, Health, Energy, Financial Services, Retail Banking, Aviation, Manufacturing, Utilities, Transport, FMCG, Resources as well as the Public Sector to name just a few.

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