Contracting and Supplier Relationship Management

Who Should Attend

Those who are new to working in a purchasing environment with little or no purchasing experience; those who would like to review their existing skills in developing and optimising their capability to manage the portfolio of supplier relationship activity in buying and purchasing management roles; and those outside of the purchasing function who are stakeholders in the purchasing process.


This workshop seeks to achieve a balance between theory and practical advice with expert coaching and guidance. Participants will develop an understanding of the key principles of contracting and supplier relationship management, to be able to participate in the development of successful strategies for their areas of responsibility within the organisation.


At the end of this training programme participants will be able to:

  • Understand the key principles of supplier relationship management
  • Understand the importance of robust supplier contracting arrangements, and the key provisions to include within contracts
  • Identify the key steps in the development of effective specifications, service level agreements and key performance indicators
  • Be able to develop effective performance measures and improvement activities at suppliers


The programme is participative and involves exercises in small groups, trainer input and the use of case studies and examples to enhance learning. In addition there will be the opportunity to practise contracting and supplier relationship management techniques in small groups. The topics we will cover are:

  • Introduction to contract law: key legislation that governs supplier relationships
  • Terms and conditions of purchase
  • Special provisions: e.g. confidentiality, intellectual property, incoterms
  • The key principles of effective supplier relationships
  • Designing robust specifications for goods and services
  • Developing and using service level agreements (SLA) and key performance indicators (KPI)
  • Supplier performance measurement and improvement

Pre-Course Work

Prior to the course, delegates will be asked to identify a category for which they have direct or indirect responsibility, in order to be able to work through real case examples during the programme.


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