Training

At Ascea, we are able to offer a comprehensive set of professional training courses, covering all aspects of Commercial Management. Each course is designed to give the attendee a detailed understanding of the subject matter, either delivered through a ‘hands-on’ workshop style or on-line.

For the workshop based courses  we are able to tailor-make a programme to meet your specific requirements. Each course will require a minimum of 6 paying attendees up to a maximum of 12.  On-line courses are available in a variety of packages.

Explore Our Courses

We have teamed up with RQV Learning to deliver the courses. Below you will find details of the online courses on offer, just click on the course to learn more.

To access any of the courses or to discuss your requirements for tailored workshops please use the contact form below to get in touch.

Introduction to
Governance

Governance is the electricity of strategic sourcing, illuminating and driving arrangements.

The learner gains a deep understanding of the nature of governance as a decision-making activity. This often causes even experienced managers to re-evaluate the way they view governance and leads them to develop different attitudes to governance and more effective approaches to the way they engage in governance.

Designing Governance Structures

The course explains why a well-designed governance structure is important, and what a successful governance structure delivers.

It explores governance meeting membership and agendas, before going on to consider the key processes that need to be set-up for governance to work successfully. Finally, learners explore how to use supplier segmentation to ensure governance resources are used and focused effectively.

Managing Risk in Strategic Sourcing

A simple outline of core risk principles.

It defines risk and explores the concepts of threats and vulnerabilities. It considers the 4 ways identified risks can be treated. The majority of the course focuses on explaining the strategic sourcing context for risk management and goes on to explore common strategic sourcing risks from the perspectives of buyer and supplier.

Introduction to Strategic Sourcing

Strategic sourcing includes outsourcing, offshoring and shared services.

Few organisations in the world, large or small, have not adopted these approaches. The course helps learners recognise strategic sourcing in all its forms within their own organisation and appreciate its value. The course looks at the main approaches to strategic sourcing and the reasons organisations do, or do not outsource.

Contracts and Commercial Models

Learn about the structure common types of contract used in sourcing.

The course covers common issues in sourcing contracts drawing on recent research in the area. Common commercial models are explored.  Pros and cons of fixed price and time and materials contracts are discussed.  Models that include incentives and disincentives are considered along with sharing models including the ‘gainshare’.

Supplier
Selection

The course clarifies the aims of supplier selection.

It provides an overview of supplier selection best practice, highlighting key success factors. Request for proposal (RFP) tendering process, including the design of selection criteria using the SOCCER+ model, and evaluation is discussed along with handovers to transition teams. There are explanations of  a variation on the RFPs and using e-Procurement.

Managing Transition
and Exit

This course explores the transition and exit process following guidelines set out in ISO 37500 and ISO 30105 standards.

The course shows learners how to use forward plan, and use key contract tools and provisions that will address key issues. The course provides an example of a governance structure and the various roles and responsibilities they may be required.

Managing
Change

This course reviews the principles of change management, and knowledge management, and explores how to apply them specifically within the context and challenges of strategic sourcing.

The relevance and value of the change models of Rogers, Kotter and Lewin and how they can be used to manage the people challenges of sourcing transition and exit are all discussed.

Performance
Management

This course outlines the core principles of supplier performance management and provides a sound foundational understanding of this mission critical process.  

It explains the need to clarify the obligations and the expectations of the parties and considers common obligations that appear in sourcing contracts.  The course goes on to discuss how to identify the key deliverables that support expected performance.

Designing and
Managing KPIs

Establishing high quality metrics has a significant impact on the ability to monitor and manage performance.

This course focuses on the design of key performance indicators and service level agreements. It is of value to practitioners who own the day-to-day oversight of performance.  The course also considers approaches to managing performance issues, including the use of service credits and other common tools.

Commercial Relationship Management

Drawing on insights from leading researchers and practitioners, this course underscores the invaluable role of relationships in commercial arrangements.

It explores competencies required for effective relationship management, covering trust development, essential communication skills like listening and questioning, the significance of teamwork in commercial relationship management, and effective problem-solving. The course looks at the importance of personal resilience and how to develop it.

Contact Us

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