Procurement Leadership Skills Development Center

Procurement Contracting

Drafting Techniques, Negotiation & Administration

6-Week Online Course Starting 09 May 2017

Flexible and Convenient Learning Pace to Accommodate Your Busy Schedules.


It is critical that today’s procurement leaders be equipped with solid contract drafting, developing and management skills (including interaction with legal support groups) in a professional manner.

Learn how to turn the contracting process into a strategic tool that empowers the supply management organization.

Top 7 Reasons Why You Should Join This Unique Learning Program.

  • This Course is Developed by a World Class Procurement & Contracting Expert
  • Learn Innovative Methods and Skills that improve all key areas of the strategic contract management process
  • Achieve an Immediate Positive Impact on the Bottom Line
  • Intensive Instruction and Real World Case Studies
  • Learn Anywhere, Anytime at Your Convenience
  • Gain Certificate of Completion upon Successful Completion
  • If you Apply the Methods Covered, Results are Guaranteed

Fees: US$ 499/- Per Participant

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Led by Mark Trowbridge, CPSM, C.P.M., MCIPS

markHis 30 years in procurement includes supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company, where he achieved $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions. For the last 13 years, Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Oil/Gas, Mining, Telecommunications, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During his decade-long consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions. He is one of the original founders of Strategic Procurement Solutions, LLC. Mr. Trowbridge holds a Bachelor’s Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations. He has been a featured speaker at the last ten I.S.M. International Conferences. His LinkedIn profile is among the 1% most-viewed out of that organization’s 250 Million members. Mr. Trowbridge has written featured articles for Supply Chain Management Review, eSide Supply Management, Inside Supply Management and Strategic Procurement Solutions own online Best Practices in Supply Management Journal (the latter of which is distributed bi-monthly to more than 13,000 global procurement professionals).

Learn the Best Practices used by World Class Procurement and Contracting Professionals

Week 1

Presentation 1 – The Value of Strategic Contracting

  • Benefits of Strategic Contracting
  • The State of Contracts Management in Top Organizations
  • What is a Contract vs. an Agreement?
  • What Transactions Should Be Under Written Agreements?
  • Contracting Management vs. Contracts Management

Presentation 2 – Best Practices for the Phases of Strategic Contracting

  • Phase 1 – Developing Contracts
  • Phase 2 – Negotiating Contracts
  • Phase 3 – Executing Contracts
  • Phase 4 – Measuring Contractual Relationships
  • Phase 5 – Nurturing Contractual Relationships
  • Phase 6 – Transitioning Contractual Relationships

Week 2

Presentation 3 – Metrics That Matter – Measuring & Managing Contract Portfolios

  • KPIs, CTQs, and SLAs
  • Key Metrics to Manage Contract Portfolio Performance
  • Report Formats for Management

Presentation 4 – Success Factors in Pro-Active Contracting

  • Pro-Active vs. Re-Active Contracting (Solicitation & Advance Negotiation Techniques)
  • Key Questions
  • Tangible vs. Intangible Acquisitions
  • Use of Contract Lifetime Management (CLM) Technologies which Empower Strategic Contracting; Key Functionality (Risks vs. Rewards)

Week 3

Presentation 5 – Trends in Contract Formation

  • Contract Formats – Master w/SOW vs. Single Document
  • Modular Sections (General vs. Special Conditions)
  • Template Agreements
  • Approved Fallback Clauses
  • Auto-Renewals & Evergreens
  • “Legalese” versus Business language
  • The Rule of Ten
  • Proper Sentence Structure
  • Referencing of Terms in Master Agreement
  • Individual Exercise – Drafting a Contract Element

Presentation 6 – Laws Governing Contracts

  • Choice of Governing Law and Venue
  • Requirements for a Valid Contract to Exist
  • Convention on the International Sale of Goods (CISG)
  • Country Law vs. CISG
  • Uniform Commercial Code (USA)
  • Recent Changes to UCC Article 2
  • Common Law (USA)
  • International Contracting for Services
  • Principles of Agency
  • Authorized Parties

Week 4

Presentation 7 – Key Contract Components

  • Master Agreements; Exhibits & Schedules; Sections & Clauses; Subsections & Paragraphs; Statement of Work (SOW)
  • Terms vs. Conditions – What Are They?
  • Riders & Amendments

Presentation 8 – Knowledge of Legal Terms

  • Importance of Legal Involvement; Tips for simplifying Legal involvement
  • Understanding confusing legal and technical terms
  • Risk Management – Balancing Indemnification and Insurance Protections
  • Overview of key general terms; liability implications
  • Legal Review Matrix

Week 5

Presentation 9 – Contract Special Conditions

  • Overview of key special conditions (Licensing; Insurance; IP Right Transfer; Limitation of Liability; Indemnification; Harmful Code, etc.)

Presentation 10 – Statement of Work Development

  • Definition of a Statement of Work (“SOW”)
  • Four Types of SOW: Functional, Performance, Design, & Level of Effort
  • Sources of Information to Create a SOW
  • The Role of a SOW in the Solicitation Process
  • Examples of SOW Structures (Review of Actual Examples)
  • Tips on Writing an Effective SOW
  • Building Supplier Performance Metrics into a SOW
  • Contract Management “Life Cycle” Responsibilities

Week 6

Presentation 11 – Managing Supplier Performance under a Negotiated Contract

  • Monitor Performance & Benchmarking
  • Supplier Performance Management Scorecarding

Presentation 12 – Dispute Resolution Tactics (Mediation, Arbitration, Litigation)

  • Key methods: Escalation, Mediation, Arbitration, Litigation
  • Differences between facilitative mediation vs. evaluative mediation

Our Past Participants include Procurement Professionals Representing Leading International Corporations.

  • Accentcare
  • Amec Foster Wheeler
  • Arris
  • Bill & Melinda Gates Foundation
  • Bray
  • Cape Air
  • Capital One
  • Country Financial

  • Desjardines
  • Devro
  • Farmcredit Mid America
  • Ferrovial
  • Genpact
  • Greendot Corp
  • Infinity Homecare
  • Keystone Foods

  • Lake County Illinois
  • Learning Resources
  • Legrand
  • Maltese Government
  • Mass Mutual
  • Mentor Graphics
  • Northrop-Grumman
  • Paychex

  • Quad Graphics
  • ‎Sierra Rutile Limited
  • Southern Star Central Gas Pipeline
  • Spark New Zealand
  • State of Nevada – USA
  • Unisys
  • USAA
  • Visa

Group Discounts and Early Bird Discounts are Available!

What the Past Participants Say About Our Courses?

"The course helped me fine tune my ability to assess the contract negotiation as I can refer to the course information anytime if I need to improve my approach with the vendors."
Procurement Director
Real Estate Services Provider, Singapore
"I liked that others in my field were participating. We all ended up contributing to the class and all benefited from that experience. Some of us had specific experience in an area and were willing to share experiences."
IT Procurement Manager
Financial Services Company, USA
"I've been telling my manager and some stakeholders about how the course has already helped, especially with some of the pointers I've picked up along the way."
Procurement Manager
Telecom Services Provider, New Zealand
"Really enjoyed the interaction with the Instructor and participants. The course content was pertinent and well presented. I will highly recommend this course, internally!"
‎Advisor, Procurement and Software Purchasing
Financial Services Company, USA
"The class discussions brought out more in-depth answers from Mark which solidified the training materials. I will send multiple people from my team through this training."
IT Financial/Contract Manager
Payroll Outsourcing Company, USA

24x7 Learning Anywhere. Anytime. Flexible and Convenient. No time off from work.

Thousands of Learners representing 300 Clients in 100 Countries have Attended these Courses.