NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partner

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NCMA fifth Annual Commercial Contract Management ConferenceMake the Connection: Your Customers, Suppliers, and Partners. 2. . Gregory A. Garrett, CPCM, C.P.M., PMPChief Compliance OfficerU.S. National Government ProgramsLucent Technologies

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Contract Negotiations Skills, Tools, and Best Practices Gregory A. Garrett, CPCM, C.P.M., PMP Chief Compliance Officer U.S. Government Programs Lucent Technologies – Bell Labs Innovations An Interactive Adventure into the Art & Science of the Deal! NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners

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Contract Negotiations – A NCMA National Education Seminar (NES) & CD-ROM Key Topics of Discussion: The Need for Contract Negotiation Skills * Q&A - Exercise Contract Negotiation Competencies – The Skills to Win * Self-Assessment Survey The Contract Negotiation Process * Buyer & Seller – Checklist of Best Practices NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners

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CMI Year 2001 Study - Results "Which measurements do you trust your association will use in the following 3 to 5 years to assess faculty performance?" The respondents Top 10 decisions: Business Judgment 6. Uprightness/morals Decision making 7. Training Problem-fathoming 8. Interpersonal Relations Negotiation abilities 9. Responsiveness Customer service 10. Correspondences Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 10. NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners

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Contract Negotiation Skills Gap Key Facts Many of the Master Contract Negotiators in both the general population and private business segments, have resigned, or resigning, or are retirement qualified by 2010** Significant increment in the unpredictability of agreements and related tasks *** ** Survey by Garrett Consulting Services, 2003 *** Center for Business Practices (CBP) ponder, 2002 NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners

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Exercise – Q & A How critical are contract transaction abilities to guarantee business achievement? How well do you arrange? Does your association have the number and level of gifted ace contract mediators required? Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 12. NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners

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Contract Negotiations – A NCMA NES & CD-ROM Contract Negotiation Competencies The Skills to Win! NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners

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The Contract Negotiator's Competencies Model Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 14. NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners

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Skills to Win: Self-Assessment Survey Complete the 20 address – Skills to Win: Self-Assessment Survey (1 = Low Skills to 5 = High Skills) Summarize and include up your score the overview worksheet (pg. 3) Compare your outcome to the Self-Assessment Survey Scoring table NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pgs. 15-16.

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The Skills to Win: Self-Assessment Survey I am a man of high trustworthiness. 1 2 3 4 5 I generally go about as a genuine business proficient, particularly in contract arrangements. 1 2 3 4 5 I guarantee the greater part of my business accomplices and colleagues act truly, morally, and lawfully, particularly when required in contract transactions and contract development. 1 2 3 4 5  I verbally convey unmistakably and compactly. 1 2 3 4 5 I am a powerful and influential contract arbitrator. 1 2 3 4 5 NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 16.

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The Skills to Win: Self-Assessment Survey cont. 6. My composed interchanges are proficient, auspicious, and fitting. 1 2 3 4 5 7. I am an incredible group pioneer. 1 2 3 4 5 8. I reliably assemble elite groups, which meet or surpass contract prerequisites. 1 2 3 4 5 9. I will trade off when important to take care of issues. 1 2 3 4 5 10.  I go up against the issues, not the individual, in a critical thinking condition. 1 2 3 4 5 NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 16.

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The Skills to Win: Self-Assessment Survey cont. 11. I perceive the force of procedures, strategies, and countertactics and utilize them as often as possible in contract transactions. 1 2 3 4 5 12. I am ready to accomplish my coveted budgetary outcomes in contract arrangements. 1 2 3 4 5  13. I comprehend different cost evaluating methods, various estimating models, and how to apply every while arranging money related courses of action. 1 2 3 4 5 14. I see for the most part acknowledged bookkeeping practices and how to apply them when arranging bargains. 1 2 3 4 5 15. I am exceptionally PC proficient, particularly with electronic deals instruments, as well as electronic acquirement apparatuses. 1 2 3 4 5 NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pgs. 16-17.

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The Skills to Win: Self-Assessment Survey cont. 16. I am educated of e-commercial centers, vertical and flat exchange trades, e-sell-offs, and how to utilize them to purchase or offer items/administrations. 1 2 3 4 5 17. I comprehend the agreement administration prepare and have broad instruction, experience, and expert preparing in contract administration. 1 2 3 4 5 18. I have broad instruction, experience, and preparing in contract law. 1 2 3 4 5 19. I have broad instruction, experience, and preparing in our association's items and administrations. 1 2 3 4 5  20. I am viewed as a specialized master in at least one regions. 1 2 3 4 5  NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 17.

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Skills to Win - Self-Assessment Survey Worksheet Questions # Self-Assessment Score (1-5) 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. Fantastic Total Score: _______________________________ The Skills to Win: Self-Assessment Survey cont. NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 17.

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Skills to Win Self-Assessment Survey Scoring 90+: You have the learning and abilities of an ace contract moderator. 80 - 90: You can possibly turn into an ace contract arbitrator, in the wake of exploring the particular ability territories and deciding in which ranges you have to enhance your aptitudes. You are a middle of the road contract moderator. 65 - 79: You have essential comprehension of effective contract transaction aptitudes. You have to enhance various abilities to achieve a larger amount of dominance of agreement transactions. You are a disciple contract mediator. 0 - 64: You have ventured out turning into an ace contract mediator. You have a great deal of particular aptitudes territories you have to move forward. With time, commitment, and support (instruction, experience, and preparing) you can turn into an ace contract mediator. The Skills to Win: Self-Assessment Survey cont. NCMA fifth Annual Commercial Contract Management Conference Make the Connection: Your Customers, Suppliers, and Partners Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pg. 18.

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Contract Negotiations – A Complex Human Activity Successful contract arbitrator must: Master the craftsmanship and science, or delicate and hard aptitudes, required to wind up distinctly an ace mediator Possess the scholarly capacity to grasp components molding and describing the transaction. Have the capacity to adjust systems, strategies, and countertactics in a dynamic situation Understand their own particular identities and individual morals and qualities Know their items and administrations, wanted terms and conditions, and estimating procedure Be ready to lead a differing multi-useful group to accomplish a fruitful result Reference Text: Contract Negotiations, by Gregory A. Garrett, CCH, Inc. (2005), pgs. 53-54. NCMA fifth Annual Commercial Contract Management Conference Make the Con

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