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ESI International is now TwentyEighty Strategy Execution

Procurement & Contract Management

Managing Contracts course


Reasonable course. Easy to read and follow. Good questions during each lesson

Customer Project Manager, Ericsson


My feedback/rates regarding Managing Contracts is very satisfied. The training was useful for me. I’ve learned more about Contracts types, negotiations & etc. Also the instructor is very professional

Business Consultant, Tengizchevroil


Good course, score is mainly due to my limit experiences in this aspect.

Research & Development, Sandvik


From a PM point of view, the training offers all necessary information one would need.

Project Manager, Global Blue S.A.


I enjoyed the course.

Project Manager, Energoprojekt


The Course was good, the material and met my expectation because I can easily apply into my day-by-day job.

Project Manager, BP, Angola

Project managers, contract managers and other professionals involved in the world of contracts must be able to work effectively together and with customers, contractors and subcontractors to accomplish key organisational objectives. Because contracts are developed in an increasingly complex environment, including the rising use of contracted supplies and services throughout government and industry, a solid understanding of the contracting process is critical and can give you an advantage whether you are on the buyer’s or seller’s side.

Get an overview of all phases of contracting, from requirements development to closeout. See how incentive can be used to improve contract results.

This course explores these vital issues from the manager’s perspective, highlighting key roles and responsibilities to give you greater influence over how work is performed. You’ll also discuss actions that can be taken to help ensure that contractors or subcontractors perform as required under the contract. Lectures are combined with case studies, exercise and negotiation role-playing to maximise the learning experience. Plus, you’ll receive a comprehensive course materials package, including reference materials specific to each unit of the course.

Effective contract negotiation and administration can ensure project success, speed performance, and reduce risks and costs along the way. Discover the keys to contracting from your perspective in this practical course.

What will I learn?

  • Identify contract components and understand the process from start to finish
  • Select the right contract type for your project
  • Decipher contract legalese
  • Choose the offer that will result in the best value for the buyer
  • Agree on objectives, requirements, plans and specifications
  • Negotiate favourable terms and make revisions to the contract
  • Apply rules of contract interpretation in project disputes
  • Administer contracts appropriately, and know when and how to terminate before or upon completion

What is included in the price?

All Digital Course Materials

Food and Refreshments

Career coach

Does this course help me towards certification/accreditation?

What topics will be covered in the course?

Click an individual topic title to expand/contract it or
Expand All Topics | Contract All Topics

  1. The Contract Management Process
    1. Contract definitions, structure and uses
    2. Protecting Intellectual Property (IP) in contracts
    3. Essential contract elements
      • Offer, acceptance and counter offer
      • Competent parties
      • Consideration
      • Legality of purpose
        • Contracting life cycle
        • Contract management’s five “Ps”
      • People
        • Types of authority
        • Who is in charge? (Sources of conflict)
      • Process
        • Buyer and seller perspectives
        • Buyer and seller steps
      • Performance
      • Price
      • Payment
    4. Concepts and terminology in contract law
    5. Concepts of agency
    6. Contract privity
    7. Contract terms and conditions (Ts & Cs)
    8. Breach, waivers and forbearance
    9. Force majeure
    10. Legal Systems and their influences
    11. Contract interpretation guidelines
  2. Procurement Methods and Contract Types
    1. Competitive and noncompetitive contracting methods
    2. Simplified methods
    3. Formal competitive bidding methods
      • Sealed bidding
      • Two-step sealed bidding
    4. Competitive proposals: key steps in source selection
    5. Reverse auction
    6. Formal noncompetitive bidding method
    7. Uncertainty and risk in contracting
    8. Range of contract types and distribution of risk
    9. Business objectives in selecting contract type
    10. Categories and types of contracts
      • Firm-fixed price
      • Contract incentives
      • Fixed-price incentive fee
      • Cost-plus-incentive fee
      • Cost-plus-award fee (CPAF)
      • The award fee plan
      • Cost-plus-fixed fee
      • Time-and-materials (T&M)
    11. Factors in selecting contract types
  3. The Pre-Award Phase
    1. Buyer’s steps (with inputs, tools and techniques, and outputs)
      • Plan procurements
    2. Seller’s steps (with ESI’s inputs, tools and techniques, and outputs)
      • Pre-sales activity
      • Bid/no-bid decision making
      • Bid or proposal preparation
  4. The Award Phase
    1. Buyer’s step — conduct procurements
      • Inputs, tools and techniques and outputs
      • Source selection process
      • Evaluation criteria (technical, management, price, and past performance)
      • Evaluation standards (absolute, minimum, and relative)
      • Evaluation procedures
    2. Buyer and seller’s step — contract negotiation and formation
      • Keys to successful negotiations
      • Impact on long-term relationships
      • Negotiation approaches
      • Negotiation objectives
      • Best practices in contract negotiation
      • Preparation: the key to success
      • Tools for negotiation preparation
      • Tactics and counter-tactics
      • Document agreement or walk away
      • Post-negotiation activities
  5. The Post-Award Phase
    1. Buyer and seller’s step — administer procurements
      • Inputs, tools and techniques and outputs
      • Key contract administration policies
        • Compliance with terms and conditions
        • Effective internal and external communication and control
        • Main administration tasks for buyers and sellers
    2. Buyer and seller’s step — close procurements/closeout
      • Inputs, tools and techniques and outputs
      • Types of terminations
      • Documenting and sharing lessons learned

Available as customised in-house training

Let us bring our classes to you! Our in-house training are ideal for groups of 10 or more people. We can provide Off-the-shelf training in the form of our classic courses, or we can provide bespoke training, tailored to your organisational goals and objectives. Find out more here.

Why choose us?

What sets us apart from many other training companies is that we guide you through your entire learning journey.  We work together with you to assess your skills gap, map out your individual learning path and offer you the resources to then help you reinforce and adopt new tools and techniques learnt from your training and apply them to your daily work. Find out more.