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Total Vendor Management Seminar

Course Outline  

Benefits

  • Identify which vendors to manage
  • Enhance relationships with vendors
  • Ensure vendor performance
  • Exercise your rights
  • Monitor vendor obligations
  • Learn to use Key Performance Indicators (KPIs)
  • Implement an effective vendor management system

Course Outline

Overview

Tired of worrying about your vendors’ performance? Concerned about contractual disagreements and products/services that don’t measure up to standards? This workshop will show you how to control your vendors and get what you pay for. You’ll learn techniques to establish and maintain a meaningful working relationship with your key vendors. And, you’ll discover how to create and utilize leverage that improves vendor performance.

Topics include

  • Essential Governance Structure and Tools
  • Vendor Classification
  • Key Performance Indicators (KPIs)
  • Relationship Management Techniques
  • Managed Acquisition Process™

Whether you currently have or are interested in establishing a Vendor Management Office (VMO) you’ll gain valuable insights by attending this seminar.

Register Now — Save Your Seat!

Atlanta • December 5-6, 2013
Austin • May 15-16, 2014

Pricing:
Your price is $1,495
If you are a Caucus member pay only $1,395

Multi-registration discounts are available.
Find out your level of discount.
Call us now for a live voice! Phone: 407.740.0700

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Call us Monday–Friday between 8:30 am and 5:00 pm ET
Phone: 407.740.0700

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AGENDA
Day 1
Registration & Breakfast 8:00 - 8:30 a.m.
Morning Session 8:30 a.m.- 12:00 p.m.
Lunch 12:00 - 1:30 p.m.
Afternoon Session 1:30 - 5:00 p.m.
Day 2
Registration & Breakfast 8:00 - 8:30 a.m.
Morning Session 8:30 a.m.- 12:00 p.m.
Lunch 12:00 - 1:30 p.m.
Afternoon Session 1:30 - 5:00 p.m.

Contact Us
Contact ICN regarding your onsite questions
and let us help put together a customized
program for your organization.
Phone: 407-740-0700 to get help.

Course Outline

The Problem

Customer Environment

  1. Less Experience
  2. Sense of Urgency
  3. Lack of Incentives
  4. Internal Politics
  5. Relationships
  6. Processes Not Enforced
  7. Lost Business Opportunities
  8. Bad Contracts/No Contracts
  9. Lack of Time and Resources

Vendor Environment

  1. Full Time
  2. Highly Trained
  3. Very Motivated
  4. Information Advantage
  5. Team Advantage
  6. Strong Relationships
  7. Superior Product and Service Knowledge

Relationship Dynamics

  1. Customer Objectives
  2. Vendor Objectives

The Solution

Total Vendor Management

  1. Governance
  2. Relationship Management
  3. Managed Acquisitions

The Benefits

  1. Reduce Risk
  2. Gain Flexibility
  3. Resolve Problems Early
  4. Save Bottom-Line Dollars
  5. Improve Vendor Performance
  6. Gain Efficiencies
  7. Achieve Strategic Goals
  8. Obtain Competitive Advantages
  9. Understand and Control Spending
  10. Get What You Pay For

Total Vendor Management

Governance

  1. Form Team
    1. Why?
    2. Who?
    3. Structure
    4. Responsibilities
  2. Conduct Evaluation
    1. Identify standards
      • Policies—Five areas for
        improvement, including:
        • Onsite vendors
        • Ethical behavior
      • Procedures—Four key topics, including:
        • Change control
        • Incident escalation
        • Documents—Six categories of templates, including:
          • Deficiency letters
          • Relationship agreement
    2. Conduct assessments
    3. Determine compliance
      • Customer
      • Vendor
  3. Improve Position
    1. Identify best practices
    2. Conduct gap analysis
    3. Strive for best practices
      • Create new standards
      • Revise existing standards
    4. Obtain management approval
  4. Implement Standards
    1. Conduct internal training—
      an effective six-step process
    2. Notify vendors—Six key
      components
  5. Monitor Compliance
    1. Vendors’
    2. Customer’s
    3. Document results
      • Compliance
      • Noncompliance
    4. Enforce rights and implement remedies

Relationship Management

  1. Four Competencies
    1. Form a Team
    2. Executive Sponsorship
    3. Classification
    4. Measurement
  2. Form Team
    1. Why?
    2. Who?
    3. Structure
    4. Responsibilities
  3. Classify Vendors
    1. What?
      • Determine vendors’ impact
    2. Why?
      • Which vendors require management?
      • Allocate customer resources effectively
    3. How?
      • One-dimensional
      • Two-dimensional
      • Multidimensional
  4. Improve Relationships
    1. Assess current status—Five things we must do, including:
      • Outline contractual commitments
      • Conduct satisfaction survey
      • Identify areas for improvements
    2. Determine future needs
      • This vendor
      • This category of vendor
    3. Identify relationship desired
      • Operational
      • Business
      • Strategic
    4. Evaluate leverage
    5. Create plan
    6. Implement plan

 

 

 

  1. Develop KPIs
    1. What are they?
    2. How are they used?—Six major ways, including:
      • Eliminate/reduce excuses
      • Grade and compare vendors
    3. Create KPI index model—Five short steps
  2. Assign VRMs
    1. VRM roles and responsibilities—Eight significant items, including:
      • Develops relationships at highest levels
      • Informs vendor of its performance
      • Conducts periodic stewardship meetings
    2. VRM attributes—Nine critical
      attributes, including:
      • Analytical
      • Diplomatic
      • Familiar with vendors’ industry
    3. VRM key relationships
      • Internal
      • External
    4. Success criteria—Six key factors, including:
      • Proven management skills
      • Experience-based assignments
    5. Stewardship meetings—Seven components to consider, including:
      • Purpose
      • Frequency
      • Suggested agenda
  3. Monitor Relationships
    1. Establish monitoring infrastructure
    2. Assign responsibilities
      • KPIs
      • Governance
      • Reclassification
      • Contract management
    3. Audit improvement plan results
    4. Ensure vendor accountability
    5. Relationship breakdowns—
      Seven important issues, including:
      • Characteristics of breakdowns
      • Prevention
      • Resolution

Managed Acquisition Process

  1. Form Team
    1. Assemble appropriate
      stakeholders
    2. Assign roles and responsibilities
    3. Establish operating procedures
  2. Establish Decision Criteria
    1. Decide results or resources
    2. Collect objectives
    3. ssue request for information
  3. Determine Relationship Architecture
    1. Strategic partnership
    2. Tactical alliance
    3. Managed competition
  4. Gain Management Approval
    1. Prioritize objectives
      • Rate individually
      • Rank as a team
    2. Prepare position paper
  5. Develop Contract
    1. Customer’s contract
    2. Use to qualify vendors
  6. Issue Request for Proposal
    1. Four main sections
    2. Control the process
    3. Binding commitments
  7. Conduct Bidders’ Conference
    1. Increase leverage
    2. Answer questions
    3. Address critical issues
    4. Create a level playing field
    5. Review request for proposal
  8. Evaluate Potential Vendors
    1. Rate responses
    2. Qualify vendors
  9. Implement the ZOC
    1. Competitive negotiations
    2. Vendor evaluation continues
    3. Best deal on the table at all times
    4. Vendor selection at any time
  10. Manage the Contract
    1. What?
      • Document ongoing relationship
      • Monitor compliance
      • Enforce rights and implement remedies
      • Manage key contract components—Six elements to monitor
    2. Why?—Six critical reasons, including:
      • Reduce risk
      • Influence future decisions
      • Encourage vendor accountability
    3. Who?
      • Contract manager
      • Project manager
      • Others as needed

Implementation

  1. Sell TVM Internally
  2. Gain Management Approval
  3. Implement in Steps
  4. Improve Constantly
  5. Document and Announce
    Successes

Summary

Best Practices—Fourteen essential
factors, including:

  1. Executive Sponsorship
  2. Cross-Functional Teams
  3. Organizational Alignment and Support

CTPE ICN courses qualify for CTPE credits. Caucus awards up to 12.5 continuing education hours to attendees of this workshop toward their Certified Technology Procurement Executive certification.
C.P.M. Those successfully completing this workshop can receive up to 12.5 C.P.M. points. ISM's consent to award points is not an endorsement of this program or its contents.
CLE ICN courses qualify for CLE credits in many states. The Florida State Bar awards up to 15 CLE credit hours to attendees of this workshop. The California State Bar awards up to 15 CLE credit hours to attendees of this workshop.


 

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Drawer 2970, Winter Park, FL 32790-2970

Phone: +1.407.740.0700
Fax: +1.407.740.0368
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