Post Conference Master Class 2 - May 22-23, 2012
Overview
The 2 days will be divided into a combination of:
- Expert Presentations
- Delegate Activities / Workshops
- Networking Opportunities for Delegates
Introduction
Managing your trading relationships correctly is an essential element in the success of a project and ultimately your business. To succeed you need a contract that reflects the customer's strategic goals and aspirations balanced with the supplier's capabilities at a price that is agreeable to both parties. In the current economic climate the role of Contract Manager has become vital. Contract Managers have to adapt to quicker, better, cheaper ways to achieve successful business outcomes and need a more agile, entrepreneurial and commercial outlook and skill-set.
A Service Level Agreement (SLA) is a highly effective tool for helping service providers and customers measure the productivity and service quality improvements, manage expectations, communicate effectively, clarify responsibilities, improve service effectiveness and build strong relationships. Yet, despite their proven effectiveness, not all SLAs are successful, many are overly complicated and misunderstood. In some cases, the SLA does not function as the parties to it had hoped and this can incentivise the wrong behaviours. In others, the SLA never even reaches completion. Establishing an SLA is a complex undertaking that can create bigger problems than those it is trying to solve.
Why this Master Class?
This event will discuss both the Core Commercial Skill-Set and the entire Contract Lifecycle from Inception to Close-out. This is a highly interactive Master Class that includes case studies, discussion, exercises, and numerous examples to illustrate key points and highlight the factors that contribute to, or hinder SLA success. The focus throughout will be on presenting recommendations and guidelines to help participants avoid the pitfalls that have caused so many SLAs to fail. Real life examples of best and worst practice will be discussed and delegate will have the opportunity to gain hands-on experience of negotiating, creating and working with SLAs in the various workshops that will be held during the event.
Key Learning Outcomes
The goal of the Master Class is to ensure the delegates take away a 360 degree view and comprehensive understanding of Contract Management and Service Level Agreements. The event will impart practical advice that can readily be put into practice as soon as the delegate returns to work. They will understand what will succeed in their Contracts and SLAs and what will lead to issues and problems. Delegates will increase their own professional network through meeting likeminded practitioners and interacting with a new peer group over a 2 day period.
Benefits of Attending
A high-percentage of contracting professionals will only ever work in one industry sector and for one type of contracting party (i.e. the client or the supplier) throughout their careers. This Master Class will provide unique insight and best-practise from a diverse range of markets such as construction and engineering through to Telecoms and IT Services to Financial Services to Oil, Gas and Power.
Who Should Attend
This Master Class will be relevant to professionals who have to use contracts regardless of which market sectors they work in. Those who should attend include:
- Procurement and Purchasing Management
- Vendor Managers / Supply Chain Personnel
- Commercial and Contract Managers
- Programme and Project Managers
- Quantity Surveyors
- Commercial Lawyers
- Managers and supervisors
- Project Engineers, and technical support
- Planning and Operations Managers
Topics Covered
DAY ONE
08:30 AM - 10:00 AM - Module 1
- Introduction
- What is Contract Management
- The Contract Management Function in your Organisation
- Overview of the Contract Lifecycle & Core Commercial Skill Set
10:00 AM - 10:30 AM - Coffee Break
10:30 AM - 12:00 Noon - Module 2
- Options for best-fit Procurement Models e.g. Outsourcing, PPP, JV etc.
- Tender Preparation
- Writing Bids to avoid future problems
- Evaluating Tenders and the Tender Scorecard
12:00 Noon - 12:30 PM - Prayer Break
12:30 PM - 02:30 PM - Module 3 & 4
- Contract Award – ensuring you start on the correct footing
- Deliverables Management & Contract Administration
- Reporting
- The importance of keeping Records
- Managing Change
- Claims & Dispute Management
Commercial Awareness topics you need to understand
- Strategic Awareness
- The Value of Intellectual Property
- Contract Management Metrics
- Managing Contracts in a Downturn
What to do when the contract does not provide the answer
02:30 PM - 03:30 PM - Lunch
03:30 PM - End of Day One
DAY TWO
08:30 AM - 10:00 AM - Module 1
- Introduction
- The Role of the Service Level
- Developing a SLA strategy and planning the approach
- Aligning SLAs with key enterprise initiatives and business critical services
- Mapping out the process and constructing the SLA
10:00 AM - 10:30 AM - Coffee Break
10:30 AM - 12:00 Noon - Workshop & Module 2
Delegates to construct a SLA based on a hypothetical example
Drafting a Service Level Agreement & capturing the essentials:
- How the clock starts / stops
- Method of how SLA is calculated
- Hours of Service
- Measurement Period
- Volumetrics
- Excused Performance
- Impact of Failure
12:00 Noon - 12:30 PM - Prayer Break
12:30 PM - 02:30 PM - Module 3 & 4
- Avoiding Common problems with SLAs
- Risks in getting your SLAs wrong!
- Contract Management issues relating to SLAs
- Commencement and introduction of SLAs
- Changing the SLAs in a contract
- Incentivising supplier performance and encouraging the right behaviours
- The Supplier's Perspective
- Implications of non-performance
- Service Credits
- Current trends with Bonus and Earn-back provisions
- Other (non-financial) implications of failure
02:30 PM - 03:30 PM - Lunch
03:30 PM - End of Master Class
Facilitator
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Paul Carter Hemlin Director Contract Management Direct UK |
Commercially and legally qualified, Paul has nearly 20 years of commercial experience in the public and private sectors across several markets. Paul is very experienced in managing commercial relationships including multi-vendor contracting models, partnerships, teaming arrangements and JVs. Skilled in managing long-term performance contracts post-award in business as usual and in transition and transformation scenarios. Starting his career in the construction industry he has been a chartered member of the Royal Institution of Chartered Surveyors and the Chartered Institute of Arbitrators for 12 years. He also has considerable experience in litigation, disputes & claims management, for which he also possess a Master's degree. Paul is an international conference speaker and trainer on Commercial and Contract Management having trained over 300 Commercial Managers on 3 continents. A regular columnist and commentator in numerous publications including Supply Management magazine (CIPS), Computer Weekly and IACCM's newsletter, with over 30 pieces published. Working with the IACCM Paul was a co-author of "Contract and Commercial Management - The Operational Guide" published in 2011.
Paul has been a returning guest lecturer at Manchester University's School of Business on its MBA and MSc Commercial Management programmes since 2003.
Certificate
A Certificate of Attendance will be handed to all delegates successfully completing this Master Class.
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