All Brands >
IACCM > IACCM Fundamentals of Contract and Commercial Management
CMDBID: 55279 | Course Code: IACCM | Duration: 2 Days
Overview>
The IACCM Fundamentals of Contract and Commercial Management course and qualification is intended to equip delegates with basic insights and understanding of contracting principles and the impact they have on both their business and personal life.
Audience>
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).
Outline>
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
Our Clients
Our clients have included prestigious national organisations such as Oxford University Press, multi-national private corporations such as JP Morgan and HSBC, as well
as public sector institutions such as the Department of Defence and the Department of Health.