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IACCM: Fundamentals of Contract & Commercial Management


This qualification is aimed at programme and project managers responsible for defining customer requirements and managing suppliers. It is also relevant to other key staff involved in negotiating and managing commercial contracts.

Contract and Commercial Management is seen as a key skill required by organizations around the world. Research shows that 9% of bottom line can be lost via inadequate commercial skills and this is prompting many to act. Within the public sector, commercial skills is one of the four key priorities set by the British government within its 2013 Civil Service Reform Capabilities plan.

Course Objectives

The key objectives of Fundamentals of Contract & Commercial Management course are:

To understand the significance and role of contracts & contracts professionals; The contract management lifecycle; How to select from a broad range of knowledge, approaches & tools to improve ability to contribute to the contract management lifecycle; Key concepts in contracts & associated legal considerations; Basic risk assessment techniques; The principles of contract negotiation; Effective post-contracts signature delivery.

Course Content

This 2-day Fundamentals course aims to equip candidates with a basic understanding of the role and significance of both contracts in business and contracts professionals. The course is driven by the lifecycle of contract management:

  • Initiate - Markets & Industry; Requirements; Financial Considerations; Aligning Risks through Financial Modelling; Identifying Routes to Market; Preparing Requests for Information (RFI); Undertaking a Terms Audit
  • Bid - Requests for Proposal (RFP) Preparation; Responding to RFI or RFP; Understanding the Influence of Laws; Cost Identification; Opportunity Evaluation; Proposal Preparation; Evaluating the Proposal
  • Develop - Contract & Relationship Types; Contract Terms & Conditions; Term Linkages, Managing Cost & Risk; Statement of Work & Service Level Agreement Production; Structured Approach for Effective Contract Drafting
  • Negotiate - Selecting, Applying Appropriate Negotiation Styles & Techniques; Closing the Deal
  • Manage - Transition; Managing Risk & Opportunity; Managing & Monitoring Performance; Programme and Project Management; Change Control & Management; Dispute Resolution; Contract Close-out & Lessons Learned

Approach & Exams

The course is a mixture of input and practical sessions, delivered by an APM Group approved trainer. Delegates should spend approximately 4-6 hours studying the pre-course material in order to be well prepared for the course.

What examinations are taken on the course?

Foundation Exam: 40 Minutes, closed book, 50 multiple-choice questions

More Information
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SPOCE delivers accredited training courses across the country. The following is a list of SPOCE's training venues. Residential accommodation (A) can be arranged at our Bournemouth venue. Refreshments (R) are provided at all venues. Lunch (L) is also provided at all venues except London.

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Birmingham (L,R) - Hallmark Hotel - Strathallan, 225 Hagley Road, Edgbaston, Birmingham, West Midlands, B16 9RY

Bournemouth - West Cliff (A,L,R) - Hallmark Hotel - West Cliff, Durley Chine Road, Bournemouth, Dorset, BH2 5JS

Bournemouth - East Cliff (A,L,R) - Hallmark Hotel Bournemouth East Cliff, East Overcliff Drive, Bournemouth BH1 3AN

Bournemouth - Best Western Royale (A,L,R) - The Best Western Hotel Royale, 16 Gervis Road, Bournemouth, BH1 3EQ

Bournemouth - The Cumberland(A,L,R) - The Cumberland, East Overcliff Drive, Bournemouth, BH1 3AF

Bournemouth - The Suncliff (A,L,R) - The Suncliff Hotel, East Overcliff Drive, Bournemouth, BH1 3AG

Bournemouth - The Trouville Hotel (A,L,R) - The Trouville Hotel, 5-7 Priory Road, Bournemouth, Dorset, BH2 5DH

Brighton (L,R) - Holiday Inn Brighton Seafront, 137 King’s Road, Brighton, B1 2JF

Bristol (L,R) - Arnos Manor Hotel, 470 Bath Road, Avon, Bristol, BS4 3HQ

Cardiff (L,R) - Jurys Inn Cardiff, Park Place, Cardiff, CF10 3DN

Cambridge (L,R) - Hallmark Hotel Cambridge, Bar Hill, Cambridge CB23 8EU

Canterbury (L,R) - Best Western Abbots Barton Hotel, 36 New Dover Road, Canterbury, Kent, CT1 3DU

Coventry (L,R) - The Welcome Centre, 47 Parkside, Coventry CV1 2HG

Exeter (L,R) - Gipsy Hill Hotel, Gipsy Hill Lane, Exeter EX1 3RN

Fleet (L,R) - GBS Corporate, Ancells Business Park, Oakmere, Barley Way, Fleet, Hampshire GU51 2UT

Leeds (L,R) - Mercure Leeds, Otley Road, Leeds LS16 8AG

Leicester (L,R) - Devonshire Place, 78 London Rd, Leicester LE2 0RA

Liverpool (L,R) - Jurys Inn, 31 Keel Wharf, Liverpool, L3 4FN

London (R) - SPOCE, 2nd Floor, New London House, 6 London Street, London, EC3R 7LP

London (R) - ITIL - SPOCE, 9 Devonshire Square, London EC2M 4YF

Manchester (L,R) - Trafford Hall Hotel, 23 Talbot Rd, Stretford, Manchester M16 0PE

Milton Keynes (L,R) - Hotel Novotel Milton Keynes, Saxon St, Heelands, Milton Keynes MK13 7RA

Newcastle (L,R) - Ramada Encore Newcastle-Gateshead, Hawks Road, Gateshead Quays, Newcastle Upon Tyne, NE8 3AD

Nottingham (L,R) - Eastwood Hall, Mansfield Road, Eastwood, Nottingham, NG16 3SS

Norwich (L,R) - Mercure Norwich Hotel, 121-131 Boundary Road, Norwich, NR3 2BA

Oxford (L,R) - Oxford Milton Hill House, Steventon, Abingdon, Oxford, OX13 6AF

Portsmouth (L,R) - Best Western Royal Beach Hotel, St Helens Parade, Portsmouth, PO4 0RN

Plymouth (L,R) - Future Inn Plymouth, 1 William Prance Road, Plymouth International Business Park, PL6 5ZD

Reading (L,R) - Best Western Reading Calcot Hotel, Bath Rd, Calcot, Reading RG31 7QN

Sheffield (L,R) - Sheffield Metropolitan Hotel, Blonk Street, Sheffield, S1 2AU

Southampton (L,R) - Lancaster Court, Barnes Wallis Road, Fareham, Hampshire. PO15 5TU

Southampton (L,R) - The Learning Centre, 14 Annealing Close, Eastleigh, Hants, SO50 9PX

Stoke-on-Trent (L,R) - Quality Hotel Stoke, 66 Trinity Street, Hanley, Stoke-On-Trent, ST1 5NB

Swansea (L,R) - Mercure Swansea, Phoenix Way, Swansea, West Glamorgan, SA7 9EG

York (L,R) - Hotel 53, 53 Piccadilly, York YO1 9PL