CIPS 2013 Training Guide

Leading global excellence in procurement and supply

Training Guide2013

Relevant training targeted to your needs

Training Guide 2013 1

Contents

03 IntroductiontoProcurement

03 Advanced Contract Law

04 BidManagementandEvaluation

04 Category Management

05 Category Strategies

05 ContractLawEssentials

08 Contract Management

08 Designing Contracts

09 FinanceforProcurement

09 NegotiationEssentials

12 NegotiationMasterclass

12 ProjectManagementforProcurementManagers

13 Risk Management

13 Stakeholder Management

14 Strategic e-Sourcing Management

14 SupplierPerformanceManagement

15 SupplierRelationshipManagement

15 Supply Market Analysis

16 WritingSpecifications

WhyTrainwithCIPSAustralasia?We are the worldwide centre of excellence in procurement and supply management issues. Our programmes help professionals deliver real strategic and sustainable value to their organisations. Our training portfolio is constantly developing and we offer new and trusted programmes linked with real world commercial issues and academic principles.

The quality of our programme facilitators and our range of training will suit professionals of all levels. Courses are listed for 2013, offering a wide range of venues and dates across Australia and New Zealand.

2013ProgrammeOur 2013 programme offers a range of completely new programmes plus a number of courses that have been updated and renamed.

Programmes focus on practical and realistic applications of up-to-date professional practices.

Attendees are provided with relevant materials, tools and templates to take home and use. Each course is capped at 18 people, ensuring an engaging and interactive and learning environment.

All courses are fully catered with morning tea, lunch and afternoon tea provided. Programmes commence at 8.45am and conclude at 5.00pm. Each programme is held at a convenient CBD location.

All courses can be booked by visiting www.cips.org/en-AU/Training/Procurement-training-workshops/

Procurementandsupplychainprofessionalsneedtokeeppace with the changing business world. Regular professional developmentisessentialinkeepingaheadofthegame.

•Stay Informedwitharichbodyofknowledge

•Get Noticedwithagloballyrecogniseddesignation

•Powerful Networks–70,000membersworldwide

•Advance Your Career–industrydrivenstandards;internationalcareermobility

•Professionalism–commitmenttoaCodeofEthicsandcontinuingprofessionaldevelopment

•A Strong Voice–whereandwhenitcounts

•Instant Access–website,enews,LinkedInandothersocialmediachannels

•Save–withmemberdiscountsandseasonaloffersandpromotions

Membership Career excellence with CIPS

CIPS is the leading voice of the procurement and supply profession. We have more than 70,000 members – making us the largest chartered institute inthe world for the procurement and supply professional. We set standards in procurement and supply, mandate a Code of Ethics and maintain currency through ongoing professional development.

KEY BENEFITS

CONTACT US

training@ cipsa.com.au


MEMBErShIP


IntroductiontoProcurement

Understand the end-to-end process and gain a toolkitofpracticalknowledgeandtechniques

Key course content: ˃ The Procurement Framework – Acts, Regulations, Policy ˃ An outline of the Law of Contract ˃ Procurement planning ˃ Specifying the requirement ˃ Approaching the market ˃ Planning for and conducting the evaluation of offers

from evaluation to contract ˃ Managing the contract to completion, including

performance management and variations

This interactive training course takes you through the procurement process from start to finish.

You will learn about the importance of procurement and the procurement function, the framework in which procurement happens, how contracts are formed (and varied) and concluded; plus when and how to use deeds of standing offer and panels.

You will learn about probity, ethics, conflicts of interest and their impact on procurement.

When should you conduct an open approach to the market? Or conduct a selective approach to only a few suppliers? Or direct source from a single supplier?

Learn about planning for and then conducting evaluations, the importance of the right evaluation criteria, getting the specification right, methods for evaluating offers, conducting negotiations and debriefing unsuccessful suppliers.

BenefitsofattendingThis two-day course is the vital first step to better procurement outcomes.

You will learn what to do, how to do it – and most importantly, what not to do!

Whoshouldattend?Those in a junior procurement/supply chain role or new to the discipline.

Date&Location19/02/2013 – 20/02/13 Sydney26/02/2013 – 27/02/13 Auckland19/03/2013 – 20/03/13 Melbourne03/04/2013 – 04/04/13 Perth07/05/2013 – 08/05/13 Adelaide28/05/2013 – 29/05/13 Wellington04/06/2013 – 05/06/13 Brisbane14/08/2013 – 15/08/13 Melbourne10/09/2013 – 11/09/13 Sydney24/09/2013 – 25/09/13 Christchurch08/10/2013 – 09/10/13 Perth

FeesMember Non-member

Aus (inc. GST) $1,720 $1,980NZ $1,840 $2,040

Advanced Contract Law

Whydosuppliersrejectcertainterms? Why does the legal team insist on certain things beingpresent?Understandtheimportanceofspecificareasofcontractlawinthisworkshop.

Key course content: ˃ Differences between terms and representations ˃ What to include in the contract ˃ What are liabilities and indemnities, and why do they

cause problems? ˃ Understanding intellectual property ˃ Drafting contractual clauses ˃ Competition and Consumer Act and its relevance

This workshop builds on the Contract Law Essentials programme and will allow procurement professionals to understand the importance of contract drafting and how it applies to the schedules in the template contracts.

The programme also highlights some ‘dos and don’ts’ when negotiating terms with suppliers and what needs to be included in any final contract.

BenefitsofattendingBy attending this workshop delegates will gain a deeper understanding of the more complex legal issues that they may come across and enable them to be more confident when negotiating – both internally and externally.

Whoshouldattend?Procurement professionals looking to reduce organisational risk, and enhance procurement outcomes, through an understanding – and application – of the current legal framework.

Date&Location14/03/2013 Sydney02/07/2013 Melbourne11/09/2013 Brisbane22/10/2013 Perth


Aus (inc. GST) $860 $990

•Stay Informedwitharichbodyofknowledge

•Get Noticedwithagloballyrecogniseddesignation

•Powerful Networks–70,000membersworldwide

•Advance Your Career–industrydrivenstandards;internationalcareermobility

•Professionalism–commitmenttoaCodeofEthicsandcontinuingprofessionaldevelopment

•A Strong Voice–whereandwhenitcounts

•Instant Access–website,enews,LinkedInandothersocialmediachannels

•Save–withmemberdiscountsandseasonaloffersandpromotions

Membership Career excellence with CIPS

CIPS is the leading voice of the procurement and supply profession. We have more than 70,000 members – making us the largest chartered institute inthe world for the procurement and supply professional. We set standards in procurement and supply, mandate a Code of Ethics and maintain currency through ongoing professional development.

KEY BENEFITS

CONTACT US

training@ cipsa.com.au


MEMBErShIP

Training Guide 20134

BidManagementandEvaluation

Theessentialandhighlypracticalguiderequiredformanaging the tender process from issue to award.

Key course content: ˃ Developing Requests for Offer ˃ Planning for evaluations ˃ Disseminating the Request for Offer and Receipt of Offers ˃ Selecting preferred providers ˃ Developing and formalising contractual arrangements ˃ Post-evaluation debriefs

You understand the principles of procurement, but now need more. Fundamental to good procurement is a practical yet robust process of approaching the market and then evaluating received offers. How do you do it? What are the pitfalls and pointers?

This course will give you a comprehensive understanding of the tendering process with an emphasis on good planning, important considerations and how to deal with challenging issues, such as:

˃ What is a conflict of interest? What risks do they pose? How do we deal with them?

˃ What to do with late tenders? What about incomplete tenders? How do you seek clarification of a tender without creating unfair advantage?

˃ Debriefing unsuccessful suppliers – what do you tell them?

This highly practical course will guide you through the process of managing a tender process. Through a series of group activities, you will analyse the Conditions of Tender and draft contracts, develop a Statement of Requirement, determine key evaluation criteria, develop the Evaluation Plan, conduct an evaluation of tenders, and prepare a debrief for an unsuccessful tender.

Benefitsofattending:This one-day intensive yet practical course is fundamental for conducting evaluations as a means for selecting the best value-for-money supplier. You will learn what to do, how to do it – and most importantly, what not to do!

Whoshouldattend?Any procurement or non-procurement staff involved in managing a tender process.

Date&Location28/02/2013 Auckland05/03/2013 Sydney16/04/2013 Melbourne09/05/2013 Adelaide30/05/2013 Wellington06/06/2013 Brisbane26/09/2013 Christchurch


Aus (inc. GST) $860 $990NZ $920 $1,020

Category Management

Develop your skills to become a successful category manager

Key course content: ˃ What is different about Category Management? ˃ What you need to consider when identifying the

category ˃ Importance of Stakeholders ˃ Identifying the true need ˃ Developing Strategies

This course is based on the CIPS Category Management Model

The programme will focus on the activities, tools and techniques needed to develop a category strategy for any area of ‘spend’, using case studies and real-life examples to develop understanding of how to apply the key tools.

As part of the programme, you will receive the CIPS Australasia Category Management tool.

Benefitsofattending• You will understand the Category Management process

and how to apply it to different categories of ‘spend’• You will learn how to apply a range of Change

Management techniques to implement Category Management successfully and be able to establish a cross-functional team and effective governance needed to develop a category strategy

• You will learn how to gain approval and prepare for implementation

Whoshouldattend?Those with an understanding of procurement, seeking to extract value from implementing Category Management. The practical nature of this course will support both organisation-wide reform and individual categories.

Date&Location26/03/2013 – 27/03/2013 Perth10/04/2013 – 11/04/2013 Auckland01/05/2013 – 02/05/2013 Brisbane18/06/2013 – 19/06/2013 Melbourne26/06/2013 – 27/06/2013 Wellington06/08/2013 – 07/08/2013 Sydney30/10/2013 – 31/10/2013 Christchurch


Aus (inc. GST) $1,720 $1,980NZ $1,840 $2,040


Category Strategies

Aninteractiveworkshopdesignedtoidentifydifferingstrategiesthatcanbeappliedforcategories.

Key course content: ˃ Developing the right category strategy ˃ Selecting the right market approach ˃ Case studies from leading companies ˃ Outsourcing vs Off-shoring vs In-sourcing

There are multiple approaches for category strategies that can be used; this programme reviews some alternative strategies other than simple market testing. The programme reviews the requirements for Outsourcing vs Off-shoring vs In-sourcing and identifies the key areas of analysis that need to be carried out to help understand the correct approach.

The programme investigates the differing sourcing options available as well as when and why they should be used. It will also cover options for not sourcing, but developing sources of supply.

BenefitsofattendingBy the end of the programme, delegates will be able to:

• Develop a successful category strategy• Understand differing category strategies and select the

right approach for their requirement• Apply the information within their own environment

Whoshouldattend?Senior category managers and leaders involved with shaping specific strategies including deciding on the market approach.

Date&Location14/05/2013 Sydney20/06/2013 Melbourne17/09/2013 Brisbane24/10/2013 Perth


Aus (inc. GST) $860 $990

ContractLawEssentials

A programme designed for those new to procurement to understand the steps and processes involved in forming a contract and identifyingsomecommonpitfallsalongtheway

Key course content: ˃ The elements of a contract ˃ How contracts are formed and ended ˃ Different types of terms ˃ The different damages to consider

This programme covers the elements required to form a binding contract, how to identify when the elements are there and the issues if they are not.

Designed to give an overview of the process, the programme goes on to cover the issues around terminating contracts and the implications of incorrectly doing so.

BenefitsofattendingBy attending this workshop delegates will understand the importance of contract law, common pitfalls in negotiating contracts, and when to involve themselves in house/external legal departments.

Whoshouldattend?Procurement practitioners looking to ensure their activity meets essential legal requirements.

Date&Location03/04/2013 Melbourne09/04/2013 Auckland09/05/2013 Christchurch30/05/2013 Sydney25/06/2013 Wellington24/07/2013 Brisbane22/08/2013 Adelaide


Aus (inc. GST) $860 $990NZ $920 $1020

Individually adaptedfor each organisation

Commercial and personal development needsare addressed in the design of each programme

A skills gap analysis for allidentifies learning needs which programmes are then designedto address

Learning stimulates creative thinkingand challenges entrenched views

Learning comes alive with interactive workshops, practical assignments and a live business project

Can lead to MCIPS grade of membership as all programmes are accredited to a global standard


CIPS Corporate Awarddevelops your organisation’s procurement and supply expertise

through an adapted, accredited and applied training programme.

BusinessImprovement

Program

CorPorAte AwArd HIgHLIgHtS

includes pathways to MCIPS

Created for groups of eight or more, CIPS Corporate Award is a stepped, modular study programme culminating in full MCIPS status. The award is delivered using different learning methods and includes:

• Aninitialskills gap analysistounderstandknowledgegapsandsuitablyadaptthetrainingpriortocommencement

• Wealsotailorourtrainingwithpractical assignments

• Interactive workshopsand live business projects–tomakelearningrelevantanddirectlyapplicabletotheproblemsyourorganisationisseekingtoaddress.

The benefits

Australasia: +61 3 9629 6000Email: [email protected]

ConTACT uS

Personal development, business improvement

The Levels of Corporate AwardHow does CorporateAward work?

CIPSCorporateAwardhastwolevels.ThesuccessfulcompletionofaCorporateAwardprogrammeatPractitionerlevelresultsinAssociateMembershipofCIPS.Subjecttothreeyears’experienceinaresponsibleprocurementrole.SuccessfulcompletionatAdvancedPractitionerlevelresultsinfullmembershipofCIPS(MCIPS).

• Value:CIPSCorporateAwarddeliversprovenROIfromapplied,practicalprojects

• Professionalism:Positivechangesinperformance,attitudeandbehaviourthatgreatlybenefitorganisationaleffectivenessandreputationarefrequentoutcomes

• Talent:CorporateAwardunlockspotential,developsexpertiseandincreasestalentmanagementopportunities

• Accreditation: Theawardprovidescandidateswitharoutetoprofessionalmembershipstatus-MCIPS–thegloballyrecognisedstandardinprocurementandsupply

• Business improvement:Candidatesdriveimprovementsdirectlybackintoyourorganisationthroughworkbasedprojectsandassignmentsanddevelopsskillsthathavethepowertodelivercompetitiveadvantage.


Contract Management

Gettingthedesiredresultsfromyourcontracts

Key course content: ˃ Benchmark your Contract Management to best practice ˃ Understand the contract lifecycle and how it affects Contract

Management ˃ Implement the Contract Management team with the right skills ˃ Gain exposure to the 100+ possible conditions in a contract ˃ Assess good and poor specifications, and what that means to

a Contract Manager ˃ Examine different techniques required to manage the different

price models ˃ Kick-off a Governance Charter – the interparty management

agreement ˃ Implement effective issue, variation, and dispute management ˃ Discover your Contract Management style and how to work

with different people ˃ Plan the end of a contract, and the next generation

To manage today’s contracts, a direct role must be played at a strategic and operational level to ensure value-for-money is achieved and risks are minimised. This hands-on training course provides an in-depth understanding of how to effectively manage contracts, and how to get the most value out of them. The course consists of two intensive days filled with pragmatic methods, and numerous interactive exercises designed to assist you in determining the most effective management techniques for your organisation. Delegates are divided into small groups managing similar contracts to work through the issues and course techniques.

BenefitsofattendingWith a better understanding of the key aspects of managing contracts and the opportunity to practice them, you can manage your contracts more effectively, and make better choices, with regard to utilising your scarce Contract Management resources. You will receive a confidential 16-page report on your Contract Management style from your online assessment, a contract management guide (worth $150 USD), a performance evaluation guide (worth $150 USD), and numerous examples, articles and best practice checklists.

Whoshouldattend?Anyone responsible for one or more aspects of Contract Management, ensuring good governance, or guiding organisational best practice in the area.

Date&Location06/03/2013 – 07/03/2013 Sydney07/05/2013 – 08/05/2013 Melbourne26/06/2013 – 27/06/2013 Brisbane02/07/2013 – 03/07/2013 Auckland04/07/2013 – 05/07/2013 Wellington08/07/2013 – 09/07/2013 Christchurch16/07/2013 – 17/07/2013 Perth


Aus (inc. GST) $1,720 $1,980NZ $1,840 $2,040

Designing Contracts

Planninganappropriateapproachandcontractcanmakeallthedifferencebetween success and failure

Key course content: ˃ The contracting cycle ˃ Why contracts fail ˃ Different types of contract ˃ Developing a contract strategy ˃ Selecting the correct market approach ˃ Planning for negotiations

This course covers the essentials for designing an effective contract. It will identify the reasons behind why contracts fail and then review the elements needed in a sourcing process to ensure the contract is successful.

This interactive workshop has been designed to develop skills in contract planning and market engagement. Delegates will gain the confidence to apply these skills practically.

BenefitsofattendingBy attending this workshop delegates will gain an understanding of the strategies available and how to apply them to their respective situations.

Whoshouldattend?Procurement professionals looking to ensure their contracts are designed to support and enhance intended outcomes.

Date&Location26/02/2013 Brisbane12/03/2013 Wellington04/04/2013 Melbourne23/05/2013 Perth18/07/2013 Sydney28/08/2013 Christchurch05/11/2013 Auckland


Aus (inc. GST) $860 $990NZ $920 $1,020


FinanceforProcurement

Understandingkeyfinanceinformationenablesyoutomakebetterdecisionsandgivesyougreaternegotiatingstrength

Key course content: ˃ Revenue, cost, profit and cash ˃ Cost/Volume/Profit modelling, with a focus on

understanding cost structures underlying pricing decisions, and how these can be presented

˃ Value, including discounted cashflow, Net Present Value, and how to support procurement recommendations with financial rigour

˃ Interpreting key financial statements – profit and loss accounts, balance sheets and cash flow statements

˃ Key accounting ratios, how to use these to better understand the fundamentals behind a suppliers’ businesses

˃ Finding and leveraging cost information into negotiations

Understanding the cost structures and cost characteristics of goods and services enables the Procurement Professional to see the wood for the trees, and know what and how to negotiate.

When making decisions about whether to use or develop a supplier, buyers need to understand a suppliers’ financial data and other published information. Understanding how to read a set of accounts is a vital part of a buyer’s toolkit, even more so in these challenging times.

Presenting procurement recommendations to senior management requires an understanding and use of financial decision-making tools.

This course provides key information that will enable you to start asking the right questions, and avoid some of the pitfalls.

BenefitsofattendingYour knowledge and understanding of financial information

and decision criteria will ensure you are better able to: plan and negotiate; make procurement decisions and present these recommendations effectively to your organisation.

Whoshouldattend?Procurement Professionals who plan and negotiate supply

arrangements, make procurement decisions, and present to senior management.

Dates&Locations11/04/2013 Sydney14/05/2013 Melbourne


Aus (inc. GST) $860 $990

NegotiationEssentials

Thefundamentalsofnegotiation–gaintheeffectiveskills,techniquesandtacticsneeded forpositiveoutcomes

Key course content: ˃ Methods of persuasion and their application ˃ “Golden Rules” of persuasion: how to influence others

effectively ˃ How to detect and deal with the other party’s attempts

to influence you ˃ Setting markers and its impact on outcomes ˃ Target setting and understanding variables ˃ What are the phases of the negotiation and what to do

This practical one-day workshop is aimed at delegates who are involved in negotiations and need an introduction to the skills and processes in commercial negotiations.

The programme deconstructs the theory of negotiation and delivers a practical guide for all delegates on how to become an effective negotiator. The course identifies the ways that negotiations evolve and the movement techniques that people use, as well as identifying the way to use them. Through role playing and games, we explore the how and why of these techniques.

BenefitsofattendingBy attending this workshop, delegates will learn to identify persuasion skills and utilise them in practical situations. Delegates will also understand the overall process required for a successful negotiation.

Whoshouldattend?Procurement professionals looking to structure and implement a successful negotiation plan.

Dates&Locations13/03/2013 Melbourne13/03/2013 Wellington18/04/2013 Perth21/05/2013 Sydney23/07/2013 Brisbane21/08/2013 Adelaide29/10/2013 Christchurch06/11/2013 Auckland


Aus (inc. GST) $860 $990NZ $920 $1,020

TAILORED SKILLSTRAINING


CIPS Tailored Skills Trainingdevelops staff talent with targeted trainingdelivered by CIPS approved senior procurementpractitioners. From scope to style and timing to location,CIPS designs your training to address the specificissues your procurement team is facing or to meetparticular learning outcomes.

company trainingin procurement and supply

Develops knowledge and skillsspecific to your organisation’s needs

Targets specific knowledgerather than broad development needs

Uses content appropriate to your industry sector

Duration of trainingcan be scoped from short-courses to long-term structured training

Deliverydesigned to suit learning styles

Scheduled and locatedto maximise training time

Delivered by senior procurementpractitioners and CIPS approved sector specific experts

Suitable for teamsof eight people or more

TaILoreD SkILLS TraInIng HIgHLIgHTS



CIPS Tailored Skills Trainingdevelops staff talent with targeted trainingdelivered by CIPS approved senior procurementpractitioners. From scope to style and timing to location,CIPS designs your training to address the specificissues your procurement team is facing or to meetparticular learning outcomes.

company trainingin procurement and supply

Develops knowledge and skillsspecific to your organisation’s needs

Targets specific knowledgerather than broad development needs

Uses content appropriate to your industry sector

Duration of trainingcan be scoped from short-courses to long-term structured training

Deliverydesigned to suit learning styles

Scheduled and locatedto maximise training time

Delivered by senior procurementpractitioners and CIPS approved sector specific experts

Suitable for teamsof eight people or more

TaILoreD SkILLS TraInIng HIgHLIgHTS


How does Tailored Skills Training work?

You can choose from an extensive range of CIPS course content that spans all aspects of procurement and supply and addresses all development stages, from new-starter to director-level.

The scale of your training can be adjusted and can range from short courses to longer-term structured programmes and even individual coaching.

To suit different learning styles we use a range of methods to deliver the training including e-learning, face-to-face, teamworking, video-conferencing and guided research.

The training is timed to fit around your schedule and delivered in a location that is convenient to you.

We agree course objectives with you in advance and formulate a programme of study that is specifically designed to achieve your desired learning outcomes. We continue to review those objectives throughout the training to make sure the programme is delivering against expectations.

Tailored skills training

Example training topics• Introduction to Procurement• Bid Management & Evaluation• Category Management• Market Analysis• Social Procurement• Sourcing Techniques

• Stakeholder Management• Advanced Contract Law• Contract Law Essentials• Negotiation Essentials• Contract Management• Supplier Relationship Management

The benefits

• Improvement: Upskill staff through high quality training

• Impact: Drives value back into your organisation with effectively trained staff

• Relevance: Addresses specific knowledge gaps and learning objectives

• Effective: Maximises staff development with training designed to accommodate different learning styles

• Timesaving: Timed and designed to maximize course efficiency

• Cooperation: Builds team-working and interaction through collaborative learning.

Australasia: +61 3 9629 6000Email: [email protected]

ConTaCT uS


NegotiationMasterclass

Practiseyourskillsinnegotiationwhilemanagingthe behavioural aspects at the highest level

Key course content: ˃ The negotiation process ˃ How to prepare for a negotiation ˃ How to negotiate with partners and in teams ˃ The buyer’s perspective on sellers and their tactics ˃ The supplier’s perspective on buyers and their tactics ˃ Concession behaviour and the art of movement ˃ Markers; what they are and how to use them ˃ Positive behavioural traits and aspects of non-verbal

behaviour ˃ Feedback sessions in small groups including video

playback and analysis

This programme builds on the Negotiation Essentials programme and looks deeper into the preparation and planning aspects of negotiation. We review issues of negotiating in teams and the impact of negotiating in a relationship context.

The programme will also review the use of tactics, as well as the ‘dos and don’ts’ of using them and when they may be appropriate, with a review of body language. There is also a video role-play with a professional negotiator so delegates can practise their new skills and receive direct feedback.

All delegates will receive a copy of the Negotiation planning tool.

BenefitsofattendingBy attending this course, delegates will gain a deep understanding of the phases of negotiation. They will also be given opportunities to practise these and receive one-to-one feedback on their skills.

Whoshouldattend?Experienced negotiators looking to lead either a complex negotiation or a negotiation team.

Date&Location16/07/2013 – 17/07/2013 Sydney03/09/2013 – 04/09/2013 Melbourne


Aus (inc. GST) $1,920 $2,180

ProjectManagementfor ProcurementManagers

UnderstandhowtoapplyProjectManagementprinciplestoprocurementfunctions

Key course content:

˃ Ability to describe the nine knowledge areas of project management - as defined by PMBoK

˃ Reflect on current procurement management context ˃ Differentiate between projects and processes ˃ How to identify when our ability to influence project

direction is greatest ˃ Understand the project life cycle

This course will introduce delegates to a holistic understanding of project management principles and application, as well as their role and responsibilities. It will cover the underlying principles of the nine functions of project management found in the Project Management Body of Knowledge (PMBoK). Participants will also learn how to apply Project Management principles to procurement functions.

BenefitsofattendingBy the end of this course, delegates will be able to:

• Reflect on current Project Management context• Differentiate between projects and processes• Describe the project lifecycle• Define the scope of a project• Describe the work breakdown structure and its

function in project planning• Define ‘critical path’ and identify its significance

in the management of projects• Define requirements for a project, and identify

potential quality controls for these requirements

Whoshouldattend?This course is suited to Procurement Managers or staff managing the procurement function within projects.

Date&Location23/04/2013 Sydney06/08/2013 Brisbane19/09/2013 Melbourne

Fees

Member Non-memberAus (inc. GST) $860 $990


Risk Management

Understandhowtoidentify,assessandmanage‘risk’ as part of the procurement process

Key Learning Outcomes ˃ The basics of Risk Management and the management

process ˃ The meaning of Project, Operational and Commercial

‘risks’ and the various approaches ˃ Relative Risk Management vs conventional risk

assessment ˃ Using ‘risk’ to allocate Contract Management effort

and resources

This course is designed to enhance participants’ abilities in identifying, assessing, managing and benefitting from a greater understanding of project ‘risks’, evaluation ‘risk’ and ongoing operational ‘risks’ embedded within third party contracts.

BenefitsofattendingDelegates attending this course will be equipped with the skills and knowledge to:

• Recognise the differences between Project and Operational Risks

• Distinguish between commercial, financial and operational risks

• Identify risks, with a particular focus on the ‘daisy chain’ of consequences

• Assess the implications of ‘risk event likelihood’ on Risk Assessments

• Contrast financial Risk Assessments with financial viability in tender evaluation

• Apply the Relative Risk Assessment protocol to inform business cases and procurement strategies

• Develop practical mitigation strategies

Whoshouldattend?This programme is aimed at procurement professionals of all levels of experience where the need to understand and manage ‘risk’ is of particular importance.

Date&Location21/02/2013 Sydney03/07/2013 Melbourne10/09/2013 Brisbane


Aus (inc. GST) $860 $990

Stakeholder Management

Confusedastowhyprojectsareblockedandfail?Not understanding who and what drives your stakeholders is probably the answer

Key course content: ˃ How to conduct Stakeholder Identification ˃ Analysing stakeholders and planning effective

communication strategies ˃ Stakeholder prioritisation answering the WIIFM

question ˃ Influencing skills and achieving stakeholder buy-in

A programme designed to assist procurement professionals to identify and influence the stakeholders who can make or break your project. The programme uncovers who the stakeholders are and how to segment and map them. It looks at power in stakeholders, who has it, and why, as well as identifying the methods of driving change. Finally the programme covers communication strategies and the way messages can be delivered, as well as their effectiveness.

BenefitsofattendingBy attending this course, delegates will not only understand, but be armed with processes and tools for effective stakeholder management.

Whoshouldattend?Anyone who needs to influence, persuade or negotiate where an assertive approach is required. Buyers of all levels who manage key relationships – internally or externally.

Date&Location14/03/2013 Wellington30/04/2013 Brisbane08/05/2013 Christchurch22/05/2013 Sydney06/06/2013 Melbourne20/08/2013 Adelaide23/10/2013 Perth07/11/2013 Auckland


Aus (inc. GST) $860 $990NZ $920 $1,020


Strategic e-Sourcing Management

Understande-AuctionStrategyfromthesuppliersand buyers point-of -view and how best to approach them

Key course content: ˃ How to effectively manage simple to advanced Reverse

Auctions ˃ Understand how to evaluate e-Auction solutions that

may replace existing solutions or fulfil totally new requirements

˃ Implement process steps, procedures and expert knowledge into your current sourcing process.

˃ How to successfully manage complex scenarios involving multiple suppliers with various groupings of products and/or services

˃ Improve your ability to identify the optimum cost effective e-Sourcing strategy

This course provides a comprehensive breakdown on the use of Reverse Auctions, providing procurement professionals and suppliers alike with the skills and knowledge needed to effectively plan and manage e-Auction projects. This is an efficient and comprehensive guide to understanding e-Auctions Strategy from the suppliers and buyers point-of-view. It looks at how they can become integrated into your business processes and how best to approach them.

BenefitsofattendingThis course, through the use of facilitated sessions, group discussion, and ‘case studies’ will provide delegates with a detailed understanding of:

• Project strategy – understanding the e-Sourcing process from the buyer’s perspective and how to match the supplier’s knowledge of price and market conditions

• Spend assessment – what methods a buyer can employ to assess ‘cost structure’ to optimise bidding strategy

• The post e-Auction actions that need to be taken as part of post-auction strategy

Whoshouldattend?This course will benefit procurement professionals lookingto develop an understanding of e-Sourcing and the benefitsit can offer their organisation. It will also benefit those who have recently implemented an e-Sourcing platform and are looking to maximise benefits to their organisation.

Date&Location21/03/2013 Melbourne25/06/2013 Sydney27/08/2013 Brisbane


Aus (inc. GST) $860 $990

SupplierPerformanceManagement

Understand how to align suppliers and the value theydelivertobusinessrequirements

Key course content: ˃ Understand the role of different service measure

documents ˃ How to approach service level agreements ˃ Managing and measuring service level agreements ˃ Key performance indicators – how to maximise value

drivers ˃ Motivating suppliers and the use of incentives

This course will expose delegates to the concept of sound supplier performance strategies. The workshop will provide delegates an opportunity to design and develop effective service level agreements, incentives and key performance documents. It will also assist in the development of supplier capability and Supply Chain Management strategies to improve supplier and purchaser performance.

BenefitsofattendingThis course is a fast-paced workshop aimed at achieving ’best in class’ supplier performance that maximises value from suppliers at the lowest sustainable cost. Delegates will leave knowing how to:

• Implement a structured and consistent process when dealing with suppliers

• Understand what to include in a SLA and learn how to develop it from first principles

• Develop incentives and rewards mechanisms • Apply a variety of best-practice tools and techniques

to create a SLA, KPIs and incentives • Manage contract fundamentals, the Contract

Management cycle, Contract Management plan, roles, responsibilities and tasks

• Maximise the value a successful and well-constructed SLA will bring to an organisation.

Whoshouldattend?This course will benefit procurement professionals looking to arm themselves with tools and techniques they can apply immediately to generate real results and better outcomes.

Date&Location17/04/2013 Melbourne26/06/2013 Sydney28/08/2013 Brisbane


Aus (inc. GST) $860 $990


SupplierRelationshipManagement

Buildmutuallystrongrelationshipswithyourvendorstoproviderealvaluetoyourorganisation

Key course content: ˃ Be able to categorise your suppliers to understand

the different relationships required ˃ Understand the business-to-business relationship

and network from a corporate perspective ˃ Plan a good relationship from start to finish – from

before you’ve selected suppliers, to after they leave ˃ Determine and track the value that suppliers provide ˃ Manage your interpersonal relationships with suppliers

Supplier relationships are critical to any buying enterprise. Many companies have realised that it is vital to make sure these relationships are managed well – at corporate and interpersonal levels.

This course starts at the most strategic level – helping categorise your suppliers by configuration structures, importance, as well as how they view your organisation. We then explore corporate relationships that span many individuals over a long period of time and examine some key tools that are useful when many people are managing supplier relationships.

It is not enough just to have a good relationship; your organisation must derive value from it. To do this, we determine how to measure the success of your supplier relationships using the Contract Scorecard. We then seek to improve your interpersonal relationships, not only with suppliers, but within your organisation as well. You will complete an online profiling prior to the course, and will gain valuable insight into your values and behaviours. We then take that further, engaging in a problem solving exercise where your strengths (and weaknesses), and those of your group are put to the test.

BenefitsofattendingYou will receive a confidential 16-page report on your contract management style from your online assessment, excerpts from books by Dr. Cullen including the ‘Contract Scorecard’ and ‘Relationships by Design’ and numerous best-practice checklists.

Whoshouldattend?Anyone responsible for one or more aspects of a supplier relationship. This includes those in procurement and Contract Management, as well as senior level managers.

Date&Location09/04/2013 – 10/04/2013 Sydney28/05/2013 – 29/05/2013 Perth23/07/2013 – 24/07/2013 Melbourne


Aus (inc. GST) $1,720 $1,980

Supply Market Analysis

A programme designed to analyse and interpret Supply Markets to inform category and sourcing strategies

Key course content: ˃ Tools to analyse market structure ˃ Tools to identify supplier strategies ˃ How markets behave and change ˃ Understanding market power ˃ Product lifecycle and pricing policies

This programme provides delegates with a range of analytical tools designed to help them understand how the supply market does and could operate. In turn this allows the delegate to design their sourcing and category strategies appropriately.

It is an interactive programme that allows the delegates to practise the tools described. Delegates are advised to prepare some real situations that they can address in the workshop to generate immediate benefits.

BenefitsofattendingBy attending this course, delegates will be equipped with both an understanding of the analytical tools, and the ability to use them.

Whoshouldattend?Procurement professionals looking to extract further value from their Supply Chain through the application of proven and reliable techniques.

Date&Location27/02/2013 Brisbane07/05/2013 Christchurch12/06/2013 Sydney13/08/2013 Melbourne27/08/2013 Wellington10/09/2013 Auckland


Aus (inc. GST) $860 $990NZ $920 $1,020


WritingSpecifications

Writeclear,easy-to-useandcommercially-soundspecifications,statementsofwork/requirementsand SLAs

Key course content: ˃ Know why the specification is the most important

part of the contract ˃ Gain practical experience writing each key part

of a specification. ˃ Learn how to be clear – and get accurate prices

as a result ˃ Know how to write KPIs that will work in practice ˃ Examine different KPI recourse/reward schemes ˃ Be able to critique any specification and fix it ˃ Fit the specification into the overall contract

The specification is one of, if not, the most important document to form and manage contracts. If it is vague, difficult to use, or overly complex (or overly simplistic), its value is severely compromised. This course takes you through the high-level issues and solutions down to the detailed ones. First, we examine a dispute to assess the role of the specification in allowing two parties to form two completely different views. We then dedicate a significant portion of the course to writing a ‘specification’, and related performance measures that work. We pay close attention to ensuring appropriate structure, clear responsibilities, and the right language. Performance measures, and the financial and non-financial means to drive performance, are explored in detail as well.

BenefitsofattendingAs a manager, the responsibility rests with you to ensure your organisation effectively designs, manages and monitors the specifications in the key areas of your business. This two-day intensive workshop gives you the key tools, with practical application, so that quotations are accurate, differing interpretations are few, management can be efficient, and performance is driven to the right result.

You will receive a detailed guide to specifications, as well as numerous articles and best-practice checklists.

Whoshouldattend?Anyone responsible for preparing, reviewing or managing specifications, or guiding organisational best-practice in the area. This includes engineers, ‘subject matter’ experts, contract managers and procurement professionals.

Date&Location30/04/2013 – 01/05/2013 Sydney04/06/2013 – 05/06/2013 Melbourne07/08/2013 – 08/08/2013 Brisbane12/11/2013 – 13/11/2013 Perth


Aus (inc. GST) $1,720 $1,980

17Training Guide 2013

Feb Mar Apr May Jun Jul Aug Sep Oct Nov Days Members $ Non-Members $

Introduction to Procurement

19 Syd 26 Auc 19 Mel 3 Per 7 Ade

28 Wel 4 Bri 14 Mel 10 Syd 24 Chr 8 Per 2 AUS: $1,720

NZ: $1,840AUS: $1,980

NZ: $2,040

Advanced Contract Law 14 Syd 2 Mel 11 Bri 22 Per 1 AUS: $860 AUS: $990

Bid Management & Evaluation 28 Auc 5 Syd 16 Mel 9 Ade

30 Wel 6 Bri 26 Chr 1 AUS: $860 NZ: $920

AUS: $990 NZ: $1,020

Category Management 26 Per 10 Auc 1 Bri 18 Mel

26 Wel 6 Syd 30 Chr 2 AUS: $1,720 NZ: $1,840

AUS: $1,980 NZ: $2,040

Category Strategies 14 Syd 20 Mel 17 Bri 24 Per 1 AUS: $860 AUS: $990

Contract Law Essentials

3 Mel 9 Auc

9 Chr 30 Syd 25 Wel 24 Bri 22 Ade 1 AUS: $860

NZ: $920AUS: $990 NZ: $1,020

Contract Management 6 Syd 7 Mel 26 Bri

2 Auc 4 Wel 8 Chr 16 Per

2 AUS: $1,720 NZ: $1,840

AUS: $1,980 NZ: $2,040

Designing Contracts 26 Bri 12 Wel 4 Mel 23 Per 18 Syd 28 Chr 5 Auc 1 AUS: $860

NZ: $920AUS: $990 NZ: $1,020

Finance for Procurement 11 Syd 14 Mel 1 AUS: $860 AUS: $990

Negotiation Essentials

13 Mel 13 Wel 18 Per 21 Syd 23 Bri 21 Ade 29 Chr 6 Auc 1 AUS: $860

NZ: $920AUS: $990 NZ: $1,020

Negotiation Masterclass 16 Syd 3 Mel 2 AUS: $1,920 AUS: $2,180

Project Management for Procurement Managers

23 Syd 6 Bri 19 Mel 1 AUS: $860 AUS: $990

Risk Management 21 Syd 3 Mel 10 Bri 1 AUS: $860 AUS: $990

Stakeholder Management 14 Wel 30 Bri 8 Chr

22 Syd 6 Mel 20 Ade 23 Per 7 Auc 1 AUS: $860 NZ: $920

AUS: $990 NZ: $1,020

Strategic E-Sourcing Management

21 Mel 25 Syd 27 Bri 1 AUS: $860 AUS: $990

Supplier Performance Management

17 Mel 26 Syd 28 Bri 1 AUS: $860 AUS: $990

Supplier Relationship Management

9 Syd 28 Per 23 Mel 2 AUS: $1,720 AUS: $1,980

Supply Market Analysis 27 Bri 7 Chr 12 Syd 13 Mel

27 Wel 10 Auc 1 AUS: $860 NZ: $920

AUS: $990 NZ: $1,020

Writing Specifications 30 Syd 4 Mel 7 Bri 12 Per 2 AUS: $1,720 AUS: $1,980

CIPSAustralasia’sTrainingProgramme2013

Tofindoutmore,visitourtrainingpageat:www.cips.org/en-AU/Training/Procurement-training-workshops/orcall+61386110310.

If you wish to pay for your course via credit card, please complete the relevant online registration forms found on each course overview page at http://www.cips.org/en-AU/Training/Procurement-training-workshops/. Please note that all credit card and charge card payments will incur a 2 surcharge.

Customers who wish to pay via EFT or cheque please contact [email protected] or call (03) 8611 0310 to arrange registration.

Level 8, 520 Collins Street, Melbourne, Victoria 3000, AustraliaT: 1300 765 142 (+61 3 9629 6000) F: 1300 765 143 (+61 3 9620 5488)

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CIPS 2013 Training Guide

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