Managing & Negotiating With Consultants & Contractors – Selecting, Developing and Working With Suppliers

In the current business world, there is a need to bring in external consultants and contractors in order to improve organizational performance; or have subject matter experts on hand to advise and deliver value for money solutions for ongoing projects. It is critical therefore, that any consultant or contractor who is engaged for their knowledge and expertise, demonstrate integrity and value for money throughout the term of the project / contract.

Organizations must demonstrate that temporary engagement contracts are well planned, effectively procured, well managed and comprehensively evaluated. Thorough planning is essential to create a solid foundation for procurement decisions and delivering value for money by clearly establishing the business need, carefully considering the internal and external options for meeting this need, and taking account of the costs, benefits and risks of alternative options.

This Oxford training seminar is designed to provide knowledge in:

• Sourcing and Selecting appropriate Consultants and Contractors
• Issues to be considered before the Tender Invitation and Key Contractual Clauses
• Raising the Invitation and Managing the Tender Process
• Contract Type and Language for best outcome with Consultants and Contractors
• Developing “Statements of Work” and Service Level Agreements as contract documents
• Monitoring, measuring Consultant and Contractor Performance and Negotiations with Consultants and Firms Supplying Contractors

Objectives

Upon completion of this Oxford training seminar, participants will know:

• How to evaluate Bids and Proposals
• What Key Clauses to include in Contract Documents
• Structure and Application of Incentive Arrangements
• Best T&Cs to Protect Your Company
• Negotiation Planning and Strategy
• Monitoring and Measuring Consultants and Contractors Performance

Training Methodology

Using a unique blend of cutting-edge research and proven techniques, this Oxford Managing & Negotiating with Consultants & Contractors training seminar will be delivered by a recognised Contracts Professional who has been involved in delivering complex projects around the world. Participants will increase competencies through a variety of instructional methods including lecture, exercises, reviewing published articles, checklists, videos, and group discussions. A comprehensive seminar manual enabling practical application and reinforcement is provided.

Using the most up to date world-class materials, by applying the International Project Management Standards from the Project Management Institute and The Contract Management Standards to real-world situations, the instructor will take delegates through a journey of learning new skills and give them the confidence to use these skills on their return to their duties.

Organisational Impact

The organization will benefit by:

• Reduced cost of Contracts for Services
• Improved performance from Consultants and Contractors
• Reduced Risk to the organization from potential liabilities
• Higher productivity from personnel contracting for services
• Greater strategic focus of personnel contracting for Consultant and Contractor Services
• Improved control over on-time and on-budget delivery

Personal Impact

Delegates will gain:

• Increased skill sets in the management and selection of Consultants and Contractors
• A greater sense of Professionalism
• Knowledge of World-Class practices
• Greater ability to negotiate and manage contracts
• Increased recognition by the organization because of improved performance
• Ability to control project progress and delivery against baseline

Course Outline

DAY 1 Establishing the Need for External Advice

• Identify and Defining the Business need
• Defining the Difference between Consultants and Contractors
• Key Characteristics of a Consultant and Contractor
• Value-for-Money Implications
• Complete a Cost-Benefit Analysis
• Defining the Scope

DAY 2 Preparing for the Engagement

• Conduct Sourcing Analysis
• Develop a Procurement Conduct Plan
• Understand Consultants and Contractor Firms’ Pricing Strategies Develop a contract specification
• Develop the Statement of Work
• Establish and Develop Service Level Agreements

DAY 3 The Bidding and Bid Evaluation Processes

• The Competitive Tendering Process
• Prequalification
• The Three Methods of the Competitive Bid Solicitation - Invitations To Tender (ITT) / Requests For Proposals (RFP) / Requests For Quotation (RFQ)
• Proposal / Bid Evaluation
• Contract Pricing & Price Adjustments
• Cost Analysis of Proposals / Bids

DAY 4 Contract Development and Negotiation

• Understanding the Concept and Principle of Contract Law
• Model Contract Formats – specific for Consults and Contractors
• Important Contract terms to be included
• Pre-negotiation Process
• Negotiating the Contract Terms – Finance Considerations, Progress Reporting and Payment
• Confidentiality, IPR, Insurance and Warranties

DAY 5 Contract Award and Performance Evaluation

• Awarding of Contract
• Monitoring Progress and Performance
• Tracking Progress in Achieving Consultancy Savings
• Managing Risks and Change Control
• Contract Administration
• Evaluating and Learning from Engagements