Online Supply Relationship Management Training

Introductions

Introduction to SRM and its purpose

• Why do we even have contractual relationships?
• What do we want from SRM? What does a utopian relationship look like?
  • Driving for the right behaviours
  • What information can I gain on my supplier and how would it benefit me?
  • Understand the supply chain’s supply chain
  • What is the purpose of a contract exercise

Why SRM matters before contract award

• Risk management, the common pitfalls of contracting. MoD and Chinooks case study.
• Putting SRM into the contracting lifecycle from the very start.
• Using SRM considerations in defining the scope of work to be done.
• Input, output and outcome specifications and understanding how they drive your management approach.
• Using the overall picture to understand how the behaviours of both the customer and the supplier are initiated.

Segmentation explored

• Introducing segmentation approaches and the reasons for segmentation
• Defining segmentation criteria.
  • Kraljic’s customer market analysis
  • Other segmentation criteria
• How segmentation influences the way we manages and measures suppliers
• Consider how the approaches differ between different segments of suppliers
• Segmentation in reverse, Steele and Court’s Supplier preferencing analysis
• Stakeholder management tactics

Benchmarking and the client of choice

• What is a client of choice requires?
• How do we ensure we achieve becoming a client of choice?
• What critical success factors are necessary for creating those strategic relationships?
• How can we benchmark our capabilities as a customer?
• Managing self, attitudes, approach, capability and expectations across teams

Ending a relationship and managing change

• Building trust
• The importance of evidence, obligations, attendance of meetings, minutes, document management. Document your engagement model.
• Sample approaches to dispute management, basics of negotiation
  • Managing a potential dispute
• Approaches to exit
• Closing out contracts
  • Principles of termination and expiry
  • Exit strategies and minimising acrimony
  • Requirements on customer and incumbent supplier for follow on services
  • Survival clauses
• What do we need to do next, planning for life after the end of the contract and important questions to ask
• What remains once the exit has occurred?

Duration: 1 Day

Cost: £275 + Vat

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