Hawksmere Ltd

Commercial contracts, purchasing & supply

Commercial awareness - the key issues for profitability

Date	2 April 2008
Duration	2 Days
Price	GBP 999 + VAT Hawksmere members' price: GBP 499.5 + VAT
Location	London
Venue	Kensington Close Hotel
Registration	9.00-9.30
Close of Seminar	5:00
Our code	26143
Also held on	14 October 2008, London 22 April 2009, London

• Why you should attend
• Key benefits
• Who should attend?
• Programme
• Seminar presenters
• Quotes from previous delegates
• Multiple booking discount
• Kaplan Hawksmere Membership
• Promotional opportunities
• In-house learning and development solutions
• Continuing professional development

Why you should attend

This intensive two-day seminar will give you a thorough grounding in the key commercial issues that are essential for business success.

In today’s competitive environment, people in specialist roles are being seen as having more and more commercial responsibility. Increasingly, these roles drive the level of service and cost delivered to the customer.

Your business is influenced by the increasingly complex relationships that you forge with suppliers, customers and in-company departments. Your commercial ability has a real impact on the prosperity of your business. It is therefore vital that you have the commercial know-how to deliver your full potential.

This seminar has been designed to enable you to appreciate the key commercial issues for business success.

Key benefits

At the end of this programme you will be able to:

• Identify the key factors that influence business stability and success
• Decide on the right approach to developing contracts
• Successfully manage the interface between suppliers and customers
• Negotiate win-win agreements
• Use a range of financial techniques to identify strengths and areas for performance improvement
• Have a clear focus on cash, asset and profit management
• Practice application of skills learnt through a blend of presentation and case studies

Who should attend?

• Those who are preparing to take up a management role
• Those who are seeking to initiate change within their organisation to ensure commercial success
• Those who deal with or manage suppliers, contractors and buyers
• Functional specialists who have a direct impact on the success of the company
• Individual directors or managers looking to improve their own financial management and commercial awareness
• Commercial managers/ officers
• Contract managers/ officers
• Project managers/ engineers
• Purchasing officers/ managers

Programme

Day 1

1. New Commercial Boundaries

• What is commerce?
• Where commerce happens
• Creeping Commercialisation
• Internal Commerce
• Commerce in Not for Profit organisations

2. Essential Purchasing

• The role of competition
• Value for money
• Total cost of ownership

3. Essential Selling

• Price versus value
• Selling value
• Solution selling

4. Legal Essentials - The Law of Contract

• Principles of contract
• Verbal vs written
• Terms & Conditions
• Offer and acceptance

5. Key Legislation

• Sale of Goods law
• Competition Law
• Public procurement
• Intellectual property
• Freedom of Information/Data protection

6. Termination and Dispute Resolution

• Governance
• Breach of contract
• Responsibilities and obligations
• Alternative dispute resolution

Day 2

1. Review of day one

• Learning points
• Questions and answers
• Clarification and expansion

2. Cash vs Profit

• The flexibility of profit
• Fixed and variable costs
• Cash is king

3. Financials of Investment Appraisal

• Relevant costs
• Future decision making
• Discounted cash flow

4. Finance Essentials - Balance Sheet Highlights

• Understanding accounts and accountants
• Industry norms
• Key financial ratios

5. Commercial contract management

• The problem with contracts
• Defining performance
• The max-min paradox
• Managing performance or managing failure

6. Commercial Risk Management

• Identifying risks
• Prioritising risks
• Dealing with risks

7. Essentials of Negotiation

• Controlling the negotiation
• Goal setting
• Managing the process
• Planning essentials

Seminar presenters

Stephen Brookson BSc, ACA: Stephen Brookson specialises in the provision of financial training programmes and practical business development. He qualified as a Chartered Accountant in 1980 with KPMG and after a period at Grandmet plc, he joined a leading organisation in the provision of training for chartered accountants in practice. During this time he gained extensive experience of writing, developing and presenting programmes on accountancy and taxation. He then joined Ernst & Young for a number of years as a consultant, leaving them to set up his own management and training consultancy business. He has presented numerous seminars and training events in both the public and the private sectors, in the UK and overseas.

Rob Maguire: prior to establishing his own niche consultancy specialising in improving customer-buyer relationships, Rob was European Purchasing Manager for Reckitt & Coleman plc where he established a European Procurement function for the purchase of raw materials and sub-contracted products.

Susan Singleton: Susan Singleton, is a well-known intellectual property and competition lawyer who has practised in the UK for over 20 years. After working at Nabarro Nathanson, Slaughter and May and leading IP firm Bristows, she set up her own London solicitor’s firm, Singletons (www.singlelaw.com) in 1994 and since then has advised hundreds of clients in this field, from leading plcs, research institutes and universities to start-up companies. She is on the EC Laws Committee of the Licensing Executives Society, and Legal Committee of the Chartered Institute of Purchasing and Supply she is also on the committee of the Competition Law Association and follows intellectual property developments widely. She practises both contentious and non-contentious IP and competition law. Author of 30 books, she is a frequent speaker at conferences in the UK and abroad. She edits IT Law Today newsletter and Kluwer’s looseleaf Comparative Law of Monopolies.

Quotes from previous delegates

The course met my goals, was entertaining and excellent value for me. Thank you!

Emma Gale, UAT Ltd

Very informative and thought provoking!

Karen Holt, Supply Chain Manager, Boehringer Ingleheim

Multiple booking discount

Booking a 2nd or 3rd place on this event entitles the second and third delegate to a 10% discount. This discount only applies to bookings placed at the same time. For rates for four or more delegates please call our customer services on 0845 120 9602

Kaplan Hawksmere Membership

Thousands of companies across the UK already enjoy the benefits of our training. Not only do we help to improve you and your staff's knowledge and skills, we deliver measureable improvements in your organisation's performance. And now with the Kaplan Hawksmere Membership, there are a few more reasons to talk to us about your training needs:

• 50% reduction on all Kaplan Hawksmere and Croner Training public events
• Priority booking line and advance notice of events
• 50% reduction on The Kaplan Hawksmere Business Library
• 10% reduction on Croner and CCH products
• 10% reduction on our in-house training

Take the Next Step Now! Join Kaplan Hawksmere Membership for only £950 per year per company and allow all your employees to take advantage of quality training at half price and much more. For more information call 0845 120 9602 or visit www.hawksmere.co.uk/membership

Your partner for business and personal success through learning and development

Promotional opportunities

Are you looking for new ways to promote your company? Kaplan Hawksmere events are an ideal platform to reach your potential customers directly. We create tailor-made packages to suit your company's needs. If you are interested in discussing opportunities (which could include exhibition space, display space or sponsorship of an event, cocktail party or lunch) please call Scott Soutter on 020 7960 5602 or email scott.soutter@hawksmere.co.uk

In-house learning and development solutions

Tailor-made training for your company.If you have a group of five or more delegates you could benefit from our flexible in-house training programmes. For more information and an initial discussion please call Gary Mee direct on 020 7960 5616 or e-mail gary.mee@hawksmere.co.uk

Continuing professional development

Kaplan Hawksmere events satisfy the continuing professional development requirements of a variety of professional institutions.We are also a registered member of the CPD Certification Service that has independently accredited all our courses. Certificates of attendance will be given to all delegates, so that they may claim appropriate credits in respect of continuing professional development requirements. For further information please visit www.hawksmere.co.uk

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