Delivering the intended commercial outcomes from supply contracts requires a robust contract management approach, executed by staff competent in a range of related commercial and interpersonal skills. In our experience contract performance is heavily dependent on the ability of individual contract managers, internal stakeholders and supplier personnel to work together through both success and adversity. We believe it is critical that personnel involved in managing and delivering supply contracts have the interpersonal skills and competencies to build and maintain productive relationships, manage performance expertly and deal competently with conflict when it arises.

This 2 day workshop is designed to develop the essential skills and competencies required for managing contract performance and contractor relationships efficiently and effectively. The workshop provides a safe environment for experimentation, practice and feedback, using “real play” scenarios (video is available).

Learning Outcomes

On completion of this workshop delegates will be better able to:

  • Understand the nature and dynamics of contract relationships and adapt their behaviour accordingly
  • Negotiate on commercial and performance related contractual issues
  • Adopt new approaches to influencing suppliers, especially where predominant styles are ineffective
  • Understand the interpersonal dynamics involved in managing and motivating suppliers
  • Optimise contract performance through working with and managing suppliers more effectively
  • Establish and maintain sound business relationships with supplier personnel and organisations


  • The nature of contractual relationships
  • Understanding the commercial / relationship dynamic and critical success factors
  • Effective behaviour and attitudes in contractual relationships
  • Building trust and respect
  • Contract management styles
  • Communication in contracts
  • Negotiation in contract management
  • Influencing, power and persuasion – styles and approaches
  • Managing performance review meetings
  • Giving constructive feedback
  • Collaborative problem solving tools and techniques
  • Handling conflict effectively

Who Should Attend

  • Procurement, Contract and Operational personnel with responsibility for managing supply contracts
  • Supplier personnel responsible for managing the delivery of contracts to customers
  • Managers of personnel with responsibility for managing supply contracts

In-house Courses       

This course and associated case studies can be readily customised to enable client specific scenarios and challenges to be incorporated into course materials and delivery.

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