WorldCC Fundamentals of CCM - Introduction – Module 1
The Module will cover the following topics:
- Commercial relationships: building a foundation
- The relationship continuum
- Using contracts to document commercial relationships
- Choosing the best tool for the job
WorldCC Fundamentals of CCM - Contract Essentials – Module 2
This Module will cover the following topics:
Essential elements of a Contract
- Overview: what is a contract?
- Different types of agreement
- Other business relationships
- Complex and specialized agreements
Beyond the written word
- Civil law versus common law
- The UN Convention on Contracts for the International Sale of Goods (CISG)
- The Uniform Commercial Code (UCC)
- Relevant Regional law
- Private commercial law
Cost, pricing, and payment
- Customer perspective on costs
- Basic pricing principles
- Legal considerations
- Factors that influence pricing
- Pricing models/contract types
- Estimating and job costing
- Payment management
- Main types of payment
- Consignment sales
- Standard Letters of Credit
- Bonds
Negotiation principles
- Negotiating approaches today
- Negotiation styles
- Negotiation planning and strategy
- Integrating information for results
Overview of the contract management lifecycle
- Initiate phase
- Bid phase
- Develop phase
- Negotiate phase
WorldCC Fundamentals of CCM - Initiate – Module 3
This Module will cover the following topics:
Initiate phase: Requirements
- The importance of requirements
- Developing effective requirements
- What goes wrong
- Constructing an RFI or RFP
- Supplier perspective
WorldCC Fundamentals of CCM - Bid – Module 4
This Module will cover the following topics:
Bid phase: bid and proposal management:
- Overview
- The RFx documents and the buyer perspective
- Bid and proposal management – the seller perspective
WorldCC Fundamentals of CCM – Develop - Module 5
This Module will cover the following topics:
Develop phase: selecting a contract type
Selling goods and services
- Licenses and leases
- Other business relationships
- Complex and specialized agreements
Develop phase: preliminary agreements
- Non-disclosure agreements
- Memorandum of Understanding
- Letters of Intent
Develop phase: selling goods
Develop phase: selling goods and services
- Contracts for services
- Contracts for the sale of both goods (products) and services
Develop phase: licenses and leases
Develop phase: other business relationships
- Working with agents and distributors
- Location really matters
- Selling with business consortia, joint ventures and alliances
- Prime/subcontractor agreements
- Implementing alliances through teaming agreements
- A second relationship continuum
Develop phase: complex and specialized agreements
- IT solutions
- Major infrastructure
- Outsourcing
WorldCC Fundamentals of CCM – Negotiate - Module 6
This Module will cover the following topics:
Negotiation phase: unplanned negotiation
- Why negotiate?
- When to negotiate
- What to negotiate
- Who negotiates?
- Where to negotiate
- How to negotiate
WorldCC Fundamentals of CCM – Manage Transition - Module 7
This Module will cover the following topics:
Manage phase: transition to a new contract
- Culture and attitude
- Understanding the contract
- Communication
Manage phase: managing changes and disputes
- The pervasiveness of change
- Initiating and documenting change
- Contract claims
- Contract disputes
- The causes of disputes
- Resolving common operational disputes
WorldCC Fundamentals of CCM – Manage Operations - Module 8
This Module will cover the following topics:
Manage phase: managing performance
- Key performance indicators
- Delivery
- Invoicing
- Benchmarking pricing
- Contract targets and other measurements
- Regular management of the contract
