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Accelerating self-sufficiency & prosperity

Training course

Contract Strategies and Category Management /

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Week 1: Contract Strategies (Pre and post-award)

Week 2: Category Management

This highly practical 10-day course focuses on two areas critical to the success of the procurement function in all sectors.

In week one, the programme addresses the strategic and practical essentials of contract management and how to avoid the many pitfalls through effective pre-contract management. Delegates will cover topics including understanding contract types, legalities and risk factors; contract set-up; negotiation techniques; evaluating Total Cost of Ownership and team resourcing issues.

Post-award contract management is equally important and topics explored include best practice contract, project and performance management; supplier relationships; what to do if a contract goes wrong; management of disputes and claims; and taking proactive control of close-out and knowledge capturing.

Week two is ideal for those either rolling-out a category management framework from scratch, or looking to review and improve existing sourcing tools and techniques. It will explore category management methodologies and strategy options in detail, covering areas including category segmentation; strategic sourcing; e-SRM; spend research and analysis; baselining and measurement and minimising supply chain risk.

Course Objectives

On completion, you will be able to:

  • Evaluate or create contracts with greater confidence, understanding key legal concepts, common pitfalls and pinch points
  • Use improved negotiation skills to secure a contract that meets strategic and financial objectives and can be successfully delivered
  • Project-manage the contract from end-to-end, including dispute resolution
  • Understand the nuances of category management and how to create or improve a category management strategy and framework that works

Key Topics

  • Contract evaluation and negotiation skills
  • Contract management from outset to close-out
  • Improving Supplier Relationship Management, including e-SRM
  • Category Management strategies and frameworks
  • Segmentation and strategic sourcing

Chartered Institute of Purchasing and Supply LogoDelegates receive one year’s affiliate membership of CIPS.


All courses will be conducted entirely in English. A proficient level of both spoken and written English is required by all delegates so that they are able to fully benefit from the course and participate in our interactive style of training.

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