Managing client and supplier relationships

Managing client and supplier relationships

Full details below or download course outline.

This very practical one-day IACCM-approved programme provides participants with the skills, knowledge and competencies required to effectively create, develop, and manage a variety of commercial relationships.

Learning objectives

By the end of the programme participants will be able to:

  • Understand the basic concepts of managing commercial relationships
  • Use a range of supplier relationship management tools (including a unique web application) and techniques to establish the most appropriate type of relationship
  • Appreciate the commercial importance of effective relationship management and its added value to the business
  • Appreciate the link between contractual terms and relationships
  • Develop appropriate relationship strategies and plans to ensure continuing development
Who should attend?

This course is designed for those who have direct or indirect responsibility for the effective management and development of commercial relationships, across a wide range of suppliers and clients, within a category group. This could include, end users, technical experts, commercial managers, proponents, project managers, finance, internal customers, and other key stakeholders who need to collaborate to effectively manage commercial relationships with suppliers. This could also include those seeking a refresher in this subject.

Course format

The expert trainer for this practical one-day programme adopts a proactive, participative, and participant-centred approach with emphasis on the practical application of the tools, techniques and templates discussed. The learning needs to be embedded into the fabric of the organisation and the trainer uses context-based case studies and other tasks to achieve this.

Special features

The content of this course has been cross-mapped with IACCM competency frameworks and other international standards.

Certificates of attendance provided on request.IACCM logo

Most of the training we deliver is either tailored or completely bespoke. This workshop can therefore be delivered entirely as advertised, or it can be tailored to your particular requirements, or we can simply take it as a starting point for a conversation with you before we draft a completely bespoke programme for you – the choice is yours.

Expert trainer

Ray runs his own international training and development consultancy, made up of 25 specialist consultants. A prolific author, his fourth book, Practical Contract Management, with Steve Kirby and Alan Oxenbury, was published in 2012. He has also had numerous articles and papers published in journals such as Supply Management and the Centre for Advanced Procurement’s Praxis publication.

Ray is Chairman of the Procurement Best Practice Forum, which is made up of many large blue-chip organisations, the purpose of which is to identify and disseminate supply chain management best practices. Ray’s now famous ‘10 Cs’ of supplier evaluation model, first published in 1995, has become an accepted model for the evaluation of suppliers and contractors and has been adopted by many organisations. It is also part of the CIPS level 4 syllabus.

In recent years, he has undertaken training and consultancy assignments across the UK and around the world for organisations such as DWP, NHS, Shell, Lucas Engineering and Systems, the Chartered Institute of Purchasing and Supply, BRC, Nederlandse Aardolie Maatschappij.B.V, Abu Dhabi Company for Onshore Oil Operations (ZADCO), NDC, UK Intervention Board, Ericsson, British Aerospace, Marconi, BBC, Magnox, Ordnance Survey, Chevron, Caspian Pipeline Consortium, Tengzichevroil Company, Medway Council, Coca-Cola and Shell International BV.

Managing client and supplier relationships – course outline

1 Welcome

  • Introductions, aims and objectives and plan for the day

2 The strategic perspective

  • Understanding the relationship between the sourcing strategy and commercial relationships
  • How to undertake a supplier segmentation process, framed around risk and value, to determine the appropriate supplier relationship management strategy

3 The contractual perspective

  • How to create agreements to support the commercial relationship strategy

4 Working at the relationship

  • Understanding the determinants of effective commercial relationships
  • How to improve relationships
  • How to analyse commercial relationship challenges and issues
  • How to ensure continued effectiveness

5 Stakeholders

  • How to effectively manage relationships with key stakeholders

6 Challenging situations

  • How to deal with disputes, claims and variations whilst maintaining the relationship

7 Understanding suppliers’ and clients’ motivations

8 Close

  • Review of key learning points
  • Personal action planning