Training – Commercial Training
About the course
Most providers are typically faced with managing a network of complicated interrelationships with commissioners and other providers. This can include acting as a prime provider, subcontractor, or consortia partner, with each relationship usually working to different terms and expectations to the next. This can often involve devolving commercial responsibility for brokering deals to different staff at different organisational levels, creating challenges in defining desired consistency, cultural alignment and commercial acceptability within negotiations.
This one-day course aims to support providers and colleges to improve their commercial approach in such dealings. It aims to better equip staff who are involved in supply chain negotiations, from both a prime and supply chain perspective. It will help build awareness of contractual factors, and to assess the financial ramifications of different deals and propositions. It will link such concepts to the development of financial models and bid strategies, helping providers to be competitive yet credible in their pricing approach.
Through these themes the course will help delegates in clarifying authorisation parameters and controls for partner negotiations at different levels within their organisations. It will equally apply basic financial modelling and cash-flow techniques, in understanding how different delivery options can influence the commercial success of different contracts.
The course combines presentations, discussion and practical exercises through which core learning objectives are achieved.
Who will the course benefit?
The course is aimed at managers and practitioners who are involved in supply chain management, subcontract negotiation, case flow modelling, and designing operational solutions. This may include practitioners from independent providers, charities, Further Education Colleges, local authorities, Community Rehabilitation Companies, and social housing providers.
The course is particularly well suited for Owner Managers, Operational Managers, Regional / Area Managers, Supply Chain Managers, Branch / Centre Managers, Team Leaders / Supervisors, Quality Managers, and Continuous Improvement Managers.
- Interpreting commercial terms in employability, skills and justice contracts;
- Balancing commercial competitiveness with organisational values;
- Understanding working capital, payment by results, and break-even timelines;
- Developing service design in the context of the overall pricing proposition;
- Understanding case flow modelling and associated cash flow issues;
- Understanding financial risk implications;
- Applying confidentiality, including Non-Disclosure Agreements;
- A high level introduction to negotiating skills;
- Setting and applying appropriate authorisation controls;
- Understanding how different supply chain models impact on overall viability;
- Negotiating a commercial win/win with other bidding partners;
- Understanding management fees and how these are determined.
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