IACCM Fundamentals of CCM - Introduction – Module 1
The Module will cover the following topics:
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Commercial relationships: building a foundation
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The relationship continuum
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Using contracts to document commercial relationships
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Choosing the best tool for the job
IACCM Fundamentals of CCM - Contract Essentials – Module 2
This Module will cover the following topics:
Essential elements of a Contract
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Overview: what is a contract?
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Different types of agreement
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Other business relationships
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Complex and specialized agreements
Beyond the written word
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Civil law versus common law
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The UN Convention on Contracts for the International Sale of Goods (CISG)
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The Uniform Commercial Code (UCC)
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Relevant Regional law
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Private commercial law
Cost, pricing, and payment
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Customer perspective on costs
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Basic pricing principles
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Legal considerations
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Factors that influence pricing
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Pricing models/contract types
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Estimating and job costing
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Payment management
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Main types of payment
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Consignment sales
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Standard Letters of Credit
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Bonds
Negotiation principles
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Negotiating approaches today
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Negotiation styles
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Negotiation planning and strategy
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Integrating information for results
Overview of the contract management lifecycle
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Initiate phase
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Bid phase
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Develop phase
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Negotiate phase
IACCM Fundamentals of CCM - Initiate – Module 3
This Module will cover the following topics:
Initiate phase: Requirements
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The importance of requirements
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Developing effective requirements
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What goes wrong
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Constructing an RFI or RFP
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Supplier perspective
IACCM Fundamentals of CCM - Bid – Module 4
This Module will cover the following topics:
Bid phase: bid and proposal management:
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Overview
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The RFx documents and the buyer perspective
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Bid and proposal management – the seller perspective
IACCM Fundamentals of CCM – Develop - Module 5
This Module will cover the following topics:
Develop phase: selecting a contract type
Selling goods and services
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Licenses and leases
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Other business relationships
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Complex and specialized agreements
Develop phase: preliminary agreements
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Non-disclosure agreements
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Memorandum of Understanding
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Letters of Intent
Develop phase: selling goods
Develop phase: selling goods and services
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Contracts for services
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Contracts for the sale of both goods (products) and services
Develop phase: licenses and leases
Develop phase: other business relationships
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Working with agents and distributors
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Location really matters
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Selling with business consortia, joint ventures and alliances
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Prime/subcontractor agreements
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Implementing alliances through teaming agreements
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A second relationship continuum
Develop phase: complex and specialized agreements
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IT solutions
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Major infrastructure
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Outsourcing
IACCM Fundamentals of CCM – Negotiate - Module 6
This Module will cover the following topics:
Negotiation phase: unplanned negotiation
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Why negotiate?
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When to negotiate
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What to negotiate
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Who negotiates?
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Where to negotiate
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How to negotiate
IACCM Fundamentals of CCM – Manage Transition - Module 7
This Module will cover the following topics:
Manage phase: transition to a new contract
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Culture and attitude
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Understanding the contract
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Communication
Manage phase: managing changes and disputes
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The pervasiveness of change
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Initiating and documenting change
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Contract claims
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Contract disputes
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The causes of disputes
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Resolving common operational disputes
IACCM Fundamentals of CCM – Manage Operations - Module 8
This Module will cover the following topics:
Manage phase: managing performance
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Key performance indicators
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Delivery
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Invoicing
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Benchmarking pricing
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Contract targets and other measurements
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Regular management of the contract
Exam information
There is a 40 minute, 50 question, multiple choice, closed book ONLINE exam associated with this qualification which is to be taken AFTER attending the course. During the course you will be issued with a login to be able to take the exam within 30 days of the start date of the course through IACCM's online portal. The pass mark for this exam is 70% (35 out of 50).