Overview
This two day course introduces the foundational principles of contract and commercial management (CCM). Participants gain insight into how contracts function as business tools, the lifecycle of contract management, negotiation, risk, legal frameworks, and delivery in operational settings.
Prerequisites
There are no formal credentials required to attend. The course is aimed at account managers, bid managers, relationship managers, programme/project managers, service managers, and others seeking grounding in contract and commercial principles.
Target audience
Professionals involved in or supporting commercial, contract, procurement or supplier roles who need a structured understanding of contracting concepts and practices.
Delegates will learn how to
After this course, participants will be able to:
- Explain the significance and role of contracts and contracting professionals in business
- Describe each phase of the contract management lifecycle and key elements therein
- Select techniques and tools suited to different contracting situations
- Understand core contract concepts and associated legal considerations
- Perform basic risk assessment in contract settings
- Apply negotiation principles in a contracting context
- Oversee contract delivery and post award operations
- Engage in contract discussions, supplier and customer relationships to drive positive outcomes
- Contribute to pre-contract activities to improve contract success
- Manage risk and opportunity within contract portfolios
Outline
Introduction to contract and commercial management
- Commercial relationships and the relationship continuum
- Using contracts as tools of business relationships
- Choosing appropriate contract instruments
Contract essentials
- What is a contract, types, and business relationships
- Civil law vs common law, and relevant regional legal frameworks
- Pricing, cost, payment models, and contract types
Negotiation principles
- Negotiation styles, planning, strategies
- Integrating information and stakeholder perspectives
Contract lifecycle phases
- Initiate: defining requirements, RFI/RFP design
- Bid: buyer and seller perspectives in proposal management
- Develop: contract types, preliminary agreements, goods/services contracts
- Negotiate: unplanned negotiations, roles, timing, scope
- Transition / Manage Change: managing contract change, disputes, claims
- Operations: performance management, invoicing, KPI benchmarking, contract monitoring
Exams and assessments
- 50 multiple choice questions
- 40 minutes duration
- Closed book, taken online via the WorldCC portal
- Pass mark: 70% (35 correct answers)
- Exam is scheduled after completion of the course (within 30 days)
- Delegates receive login credentials to access the exam
- Assessment is solely via the exam (no in course exam)
Hands-on learning
Learners will participate in:
- Case study exercises aligned to each contract lifecycle phase
- Group negotiation simulations applying negotiation strategies
- Risk assessment workshops based on real contract scenarios
- Roleplay in supplier and customer relationship discussions
- Scenario work designing contract drafts or transitions
- Peer discussion and reflection on applying learning in their business context
Frequently asked questions
How can I create an account on myQA.com?
There are a number of ways to create an account. If you are a self-funder, simply select the "Create account" option on the login page.
If you have been booked onto a course by your company, you will receive a confirmation email. From this email, select "Sign into myQA" and you will be taken to the "Create account" page. Complete all of the details and select "Create account".
If you have the booking number you can also go here and select the "I have a booking number" option. Enter the booking reference and your surname. If the details match, you will be taken to the "Create account" page from where you can enter your details and confirm your account.
Find more answers to frequently asked questions in our FAQs: Bookings & Cancellations page.
How do QA’s virtual classroom courses work?
Our virtual classroom courses allow you to access award-winning classroom training, without leaving your home or office. Our learning professionals are specially trained on how to interact with remote attendees and our remote labs ensure all participants can take part in hands-on exercises wherever they are.
We use the WebEx video conferencing platform by Cisco. Before you book, check that you meet the WebEx system requirements and run a test meeting to ensure the software is compatible with your firewall settings. If it doesn’t work, try adjusting your settings or contact your IT department about permitting the website.
How do QA’s online courses work?
QA online courses, also commonly known as distance learning courses or elearning courses, take the form of interactive software designed for individual learning, but you will also have access to full support from our subject-matter experts for the duration of your course.
Once you have purchased the Online course and have completed your registration, you will receive the necessary details to enable you to immediately access it through our e-learning platform and you can start to learn straight away, from any compatible device. Access to the online learning platform is valid for one year from the booking date.
All courses are built around case studies and presented in an engaging format, which includes storytelling elements, video, audio and humour. Every case study is supported by sample documents and a collection of Knowledge Nuggets that provide more in-depth detail on the wider processes.
When will I receive my joining instructions?
Joining instructions for QA courses are sent two weeks prior to the course start date, or immediately if the booking is confirmed within this timeframe. For course bookings made via QA but delivered by a third-party supplier, joining instructions are sent to attendees prior to the training course, but timescales vary depending on each supplier’s terms. Read more FAQs.
When will I receive my certificate?
Certificates of Achievement are issued at the end the course, either as a hard copy or via email. Read more here.