We help companies develop relational contracting practices to improve their business. We also provide resources to help you succeed with your transformational initiatives.
Discuss your requirements with our team
We will liaise with you to ensure everything is done perfectly, from gathering contract performance data to organising assessments for contract personnel.
To help you prepare for adoption of relational impact strategies, the Foundation package includes a half-day workshop that will help you develop relational capability, interpret assessment results and help your team prepare to implement improvements.
If you prefer to have a facilitator led workshop on your premises, contact us to discuss your needs.
- 1 Commercial agreement assessed
- with up to 10 personnel
- Expert SWOT analysis
- Results presented (remotely)
- 1/2 day transformation workshop (Virtual classroom)
- 6-month follow-up impact assessment
We run training programs that help organisations and practitioners develop understanding and proficiency in relational contracting. Our training courses can be tailored to meet your needs and presented either in-person or online, depending on the scale and nature of training required.
Our instructors have trained over 1175 corporate and government professionals, both nationally and internationally in power-based and relational contract management, specification writing, SLAs and KPIs, tendering and negotiation.
Discuss your requirements with our team
This one-day training course provides a practical understanding of relational contracting and how it fits into traditional contract management. It also offers hands-on approaches for organisations to adopt relational strategies into their management practices.
It is well known that high-value and complex commercial agreements seldom meet all stakeholder expectations. This is especially true for long-term, high-value, and complex contracts which are more exposed to the compromising effects of the modern economy’s volatile and dynamic nature. For these agreements, we have found that traditional, set-in-stone, transactional contracts are no longer appropriate; as it’s difficult to predict and document with any confidence what will happen in the future and how to deal with it.
These pressures are leading organisations to adopt strategies that are more effective in dealing with uncertainty and incompleteness. By moving away from traditional power-based contractual approaches, organisations are adopting relational contracting strategies to supplement their existing contracts. That means making the relationship between the parties to a deal healthier and more trusting, and placing less reliance on transactional contracts and their less flexible, incomplete instruments.
This program will give you a practical understanding of relational contracting and its application in commercial agreements.
- Understand the challenges that confront organisations in the modern economy.
- Understand the role of relational contracts in the total contract landscape.
- Understand relational contract profiles and defining qualities.
- Identify the contracts that will benefit from relational contract strategies.
- Learn how to integrate relational contracts into your commercial agreements.
- Explore how relational contracting can improve performance.
Corporate and government professionals involved in, PPP and Alliances, contract and procurement management, and service management. Practitioners and team leaders, HR managers, Relationship managers, as well as independent sourcing enablers and influencers.
Joe Caruso is a professional with over 20 years’ experience as a practitioner and trainer in outsourcing and contract management. He has run public and in-house training programs on Contract and Service delivery management, Negotiation, Service Level Agreements, Specification writing and Relational contracting. Joe has trained over 1,180 professionals from 91 organisations across Australia New Zealand and SE Asia.
- Introductions and course overview
- Understand the challenges confronting organisations in the modern economy
- VUCA- Volatility, Uncertainty, Complexity, Ambiguity
- Sourcing strategies and goals of today’s decision makers
- Friction and value erosion in commercial agreements
- Cost to manage, Operational friction, Estoppel
- Introducing Relational Contracts
- Relational contracting- from theory to practice
- Comparing transactional vs relational contracts
- Benefits of using relational contracting practices
- Introducing the relational contract profile
- Overview of the six relational norms
- Core and dynamic trust
- Efficiency, effectiveness, and performance
- The role of relational contracting in the commercial landscape
- When- Contract lifecycle management
- Where- Contract documents
- Who- Involved personnel and stakeholders?
- Identify commercial agreements that benefit from relational contracting
- Contract profile criteria
- Market and organisational maturity
- Adapting relational contract strategies into your deals.
- Relational contracts in practice
- Governing documents
- Relational Code of Conduct
- Outcome design
- Stakeholders and KPIs (Balanced Scorecard)
- Relational KPIs
- Cost to manage contracts
- Setting up for Relational contracting
- Relational governance structure
- Partnering and leadership structure
- Designing the relational network
- Transformational roll out strategies
- Working with Relational profiles
- Relationship management
- Interpreting relational profiles
- Improving contract performance, efficiency, and effectiveness
- Commercial agreement – case study
- Questions & Answers session
We help organisations adopt relational contracting practices. We use a collaborative workshop approach to assess, plan, prepare and implement the adoption of relational contracting practices into existing and future projects and agreements.
Discuss your requirements with us today!