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Selecting and Managing Suppliers & Partners

A highly practical and experiential programme to develop a world-class approach to contracting and how to build strong commercial relationships which will deliver value to your procurement team.

Find out more

  • Format: Bespoke training
  • CPD: 12 hours for your records (depending on your requirements)
  • Certificate of completion


This programme provides a step-by-step guide through the often complex world of identifying your requirements, choosing the supplier partner and putting in place the right elements to make sure the team have the tools to manage performance. As well as providing practical advice at all stages, the programme challenges participants thinking to help them develop a world-class approach to contracting.

Programme - Day 1

The commercial challenge

  • The growing complexity of outsourcing
  • The network organisation
  • The role of the commercial supplier manager
  • How outsourcing has changed risk
Getting the specification right
  • Different specification types and when to use them
  • The knowledge continuum
  • How to develop a statement of requirements
  • Using and managing stakeholders
Putting the invitation to tender together
  • Writing a good specification
  • Bundling services and creating a competitive market
  • Developing evaluation criteria
  • Mechanics of bid evaluation
Choosing the right supplier
  • An ‘Ideal’ supplier profile
  • Criteria-based assessment
  • Scoring suppliers
  • Best of breed
The role of the contract
  • Key elements
  • Payment mechanism
  • Risk transfer
Paying the right price
  • The budget trap
  • Cost v quality
  • Price comparison tools
  • Total cost of ownership

Programme - Day 2

Service Level Agreements

  • The max-min paradox
  • SLA’s in practice – tips and traps
  • Setting performance indicators
  • Managing performance not failure
Supplier management
  • The relationship default
  • Energy and attitude
  • Dealing with the walking dead
  • Innovation and continuous improvement
  • When to negotiate
  • Meetings, discussions and arguments
  • Good and bad negotiators
  • The role of the contract and SLA
  • Dealing with the ugly frog
Negotiation in a long term relationship
  • Assertion v aggression
  • Modes of conflict resolution
  • Your personal style
  • Dealing with different styles
  • Choosing the right style
Behaviours of effective negotiators
  • Structured problem resolution
  • Problem definition
  • ACTIVETM model
  • Creating space for agreement
  • Optioneering
  • Execution
  • Behaviours of effective negotiators
  • Control the agenda
The first five minutes
  • Dealing with difficult people
  • Key persuasion levers
  • Building power to negotiate
  • Flex your M.U.S.C.L.E.s

Benefits of this programme

  • Packed full of practical examples to ensure the team leave have a working knowledge of how to apply the learning in your own organisation
  • Has real life case studies and successes to understand what has been successful in other businesses and sectors
  • Highlights the traps to avoid when developing relationships to avoid poor performance and costly dispute
  • Checklists at each stage and templates providing a successful framework to apply to the business
  • Focus on key negotiation tips to establish a successful relationship from the outset

Rob Maguire

Rob Maguire runs his own consultancy and his experience spans the full range of issues from developing an appropriate contract strategy and building a performance dashboard, to negotiation and conflict resolution to dealing with the inevitable management issues that arise in any long-term relationship. Through his consulting, coaching, mentoring and skills development interactions, he helps major organisations transform their approach to their commercial relationships.

More details

Run Selecting and Managing Suppliers & Partners Bespoke training for your team

2 days

Typical duration

Pricing from:

  • GBP 800
  • Per attendee
  • Course tailored to your requirements
  • At your choice of location, or online


We don't have any currently scheduled dates for this course but we can customise it to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.

Contact our in-house training expert Aleksandra Beer to discuss your requirements:


  • DAS Legal Expenses Insurance
  • DAS Legal Expenses Insurance Co Ltd
  • Flybe Ltd
  • RSPB
  • SRK Consulting (UK) Ltd
  • TSYS International


  • Mondi AG

Korea, Republic Of

  • Celltrion

Multiple colleagues?
Talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra BEER
Training expert

+44 (0)20 7749 4749