A programme for commercial professionals contracting with the MoD. Understand the key tactics and techniques to winning and retaining MoD contracts.
The MoD is a key market for many suppliers, particularly under the current economic constraints. Winning and retaining contracts in the defence sector is becoming increasingly challenging. A number of seismic changes have taken place in the function of ‘acquisition’ within MoD. In parallel there has been an increasing requirement for MoD suppliers to deliver tangible VFM and enhanced relationships, including effective partnering.
This in-house training will provide your department with an insight to the key processes and themes impinging on the changing MoD buyer-seller dynamic.
This two-day in-house programme has been designed to give your commercial team the competitive advantage when tendering with the MoD, to ensure your organisation win and retain your contracts. It will:
Our seminar leader Stephen Ashcroft will also review excerpts from your PQQs, ITTs, contract terms and conditions (MoD buy-side or supply-side), SLAs, SoWs, agenda templates, price schedules and any other relevant documentation that are used in your involvement in MoD contracts. He will provide constructive feedback, including identifying opportunities, risks and administrative obligations.
Overview of MoD acquisition and tender process
Exploration of self-assessment tool for managing MoD contract risk
Focusing on the MoD needs and aligning your response in their ‘language’
Pricing and payment models used by the MoD
Key post contract challenges: DEFCONs – progress, termination and delay
Intellectual property rights – a commercial perspective
Strategies to manage MoD contractual obligations and enhance trading relationships
Back to business – your business
Final session to discuss and agree what the participants are going to implement in their own business
Stephen Ashcroft, BEng, MSc, MCIPS, is a management consultant with Brian Farrington Ltd and a visiting lecturer at Manchester University specialising in the role of procurement, supplier management, commercial negotiation and tender management. Client sectors experience includes defence, aerospace, government and secure government. He is security cleared. He is co-author of CIPS course book on Contracting in the Public Sector, and is peer review published on commercial negotiation skills. He started his career in contracts at British Aerospace and is now retained by defence buyers and contractors (where there is no conflict of interest) on commercial matters including interpretation of DEFCONs.
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.
See below or contact us to discuss your requirements.
Steve's knowledge in the subject matter is vast and was evident on the examples and answers to questions given
Sep 24 2012
Contracts Officer, Thales