IACCM Fundamentals of Contract and Commercial Management

There is a 40 minute, 50 question, multiple choice, closed book ONLINE exam associated with this qualification. The exam is not completed during the 2 day event and is taken AFTER attending the course at a time convenient to the delegate. During the course you will be issued with a login to be able to take the exam within 30 days of the start date of the course through IACCM's online portal. The pass mark for this exam is 70% (35 out of 50).

IACCM 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

IACCM 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

IACCM Fundamentals of CCM - Initiate - Module 3

• Initiate phase: Requirements

• The importance of requirements

• Developing effective requirements

• What goes wrong

• Constructing an RFI or RFP

• Supplier perspective

IACCM Fundamentals of CCM - Bid - Module 4

• Bid phase: bid and proposal management:

• Overview

• The RFx documents and the buyer perspective

• Bid and proposal management - the seller perspective

IACCM Fundamentals of CCM - Develop 1 - Module 5

• Develop phase: selecting a contract type

• Preliminary agreements

• Selling goods and services

• Licenses and leases

• Develop phase: preliminary agreements

• Non-disclosure agreements

• Memorandum of Understanding

• Letters of Intent

• Develop phase: selling goods

• Sale of goods only

IACCM Fundamentals of CCM - Develop 2 - Module 6

• Develop phase: selling goods and services

• Contracts for services

• Contracts for the sale of both goods (products) and services

• Develop phase: licenses and leases

• Licenses

• 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

IACCM Fundamentals of CCM - Negotiate - Module 7

• Negotiation phase: unplanned negotiation

• Why negotiate?

• When to negotiate

• What to negotiate

• Who negotiates?

• Where to negotiate

• How to negotiate

IACCM Fundamentals of CCM - Manage 1 - Module 8

• 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

IACCM Fundamentals of CCM - Manage 2 - Module 9

• Manage phase: managing performance

• Key performance indicators

• Delivery

• Invoicing

• Benchmarking pricing

• Contract targets and other measurements

• Regular management of the contract