Contract and

Commercial
Management
Curriculum

IACCM
Certification Program
Description
Contract and Commercial Management Curriculum

In-depth professional
course using a state-of- Contracts and Sourcing professionals from many of today's top corporations
the-art on-line eLearning are gaining qualification through IACCM. We offer a unique program of
curriculum accompanied training, skills assessment and personal mentoring to ensure you achieve
by a practical, readable world class standards.
supporting text, which
provides the professional A core objective for IACCM is to raise the professional status of the
with a complete Body of commercial contracts community. We introduced our accreditation program in
knowledge of contracting 2001 and have made continual enhancements since that time. To our
and commercial knowledge, it remains the only professional certification program that is
principles and practice worldwide in scope, conducted fully on-line and results in comprehensive peer
benchmarking to assist our candidates and their management in assessing
Primary: and addressing their relative skill and knowledge performance.
Contract Managers,
Commercial Managers; Our comprehensive approach is augmented with formal examinations to test
Heads of Commercial candidates at Certified Member levels of accreditation.
and Contract
Departments; Legal, Our online learning program is a compilation that covers a full set of training
Compliance, Business courses that cover Procurement / Sourcing and Commercial / Contract
and Regional Heads Management. Each course consists of over 30 modules and can be accessed
either through the internet or via Classroom training. The program covers the
Secondary: three main learning styles so that all can learn easily and efficiently. This
Bid and Sales Managers, approach is rapidly being adopted by major companies to simplify and
Project Managers within enhance their professional development and training programs.
Procurement,
Procurement
More information: www.iaccm.com or contact: [email protected]
professionals

Gain the Industry’s Most Prestigious Awards Now

© 2014 IACCM: International Association for Contract and Commercial Management

The World’s Premier Contract and Commercial Management Training
Course Summary

Setting the professional standard within the contract management and commercial
industry. Delivering the knowledge components and the framework within which to deliver
optimal outcomes.

Course Objectives
At the end of this course, students will understand:
• The contract management lifecycle & the elements essential to each of its phases
• Key skills in constructing and managing contracts to meet business needs
• Legal considerations: local, national and international
• The full approach to risk: identification, assessment and amelioration techniques
• The principles & process of effective contract negotiation. Framing and optimal outcomes
• Financial management: budgeting, planning and managing within a contract
• Effective contract delivery and implementation and management post-contract signature
• How to prepare for & take the IACCM Contract & Commercial Management Certification examination.

Outcomes
Participants will be able to:
• At Associate Level: Understand key contract and commercial concepts and apply them at a basic level within
the working environment. Manage low impact/risk customers or suppliers at operational level. Contribute to
pre-contract signature activities. Basic contract law to avoid basic errors and involve experts as appropriate.
• At Practitioner Level: Apply key contract and commercial concepts within an operational environment.
Manage suppliers and relate to customers to achieve a positive and effective working relationship. Be
responsible for increasingly significant day to day operation of accounts. Be responsible for delivering pre-
contract signature activities to increase the likelihood of successful contract implementation and outcome.
• At Expert Level: Use key contract and commercial concepts to shape and mature the nature of the business
moving forward. Manage teams to deliver to a vision that includes an appropriately mature assessment of the
marketplace. Be responsible for significant budgets and delivery of the commercial framework that delivers to
that. Negotiate and manage significant contract and commercial delivery: be responsible for overall outcomes

Classroom training should be delivered by an accredited training organization. Online training is available from
www.iaccm.com

Prerequisites

© 2014 IACCM: International Association for Contract and Commercial Management

Process Overview
The Certification program is a mix of formal training and examinations together with skills assessments and peer
reviewed case studies.

The IACCM Contract and Commercial Management Lifecycle

© 2014 IACCM: International Association for Contract and Commercial Management

Procurement Curriculum

Initiate Bid Development Negotiate Management

• Requirements • Bid Process and • Contract and • Negotiation • Implementation,

Definition Rules Relationship Types Overview and Communication
• Cost Benefit • Influence of Laws • T&C Overview Objectives • Monitoring
Analysis and Goals on the Bid Process • Partnerships, • Framing, Strategy Performance,
• Sourcing Options • Cost Identification Alliances and and Goals Tools/Techniques
• Evaluation Criteria • Applying Evaluation Distribution • Negotiation Styles • Change Control and
• Request for Criteria • IT Procurement • Negotiation Management
Information (RFI) • RFP Preparation T&C Techniques • Dispute Handling
• Undertaking a and Content • Term Linkages- • Tactics, Tricks and and Resolution
Terms Audit • RFP Management Managing Cost and Lessons Learned • Contract Close Out
Risk & Lessons Learned
• SoW/SLA
Production
• Drafting Guidelines
and Considerations

+ Electronic Contracting + Identifying and Managing Risk

+ International Contracting Knowledge Management + Tools and Best Practices

+ Outsourcing Strategies, Tools, + Governance and Standards

+ Streamlining Contracting + Supplier Relationship Management

Sales Curriculum

Initiate Bid Development Negotiate Management

• Understanding • FI and RFP • Contract and • Negotiation • Implementation,

Markets • Influence of Laws on Relationship Overview and Communication
• Streamlining the Bid Process Types Objectives • Monitoring
Contracting • Cost Identification • T&C Overview • Framing, Strategy Performance,
• Pricing and • Opportunity • IT Sales and Goals Tools/Techniques
Financial Evaluation Contracts T&C • Negotiation Styles • Change Control
Considerations • Preparing • Term Linkages - • Negotiation and Management
• Partnerships, Managing Cost Techniques • Dispute Handling
Alliances and and Risk • Tactics, Tricks and and Resolution
Distribution • SoW/SLA Lessons Learned • Contract Close Out
• Electronic Production & Lessons Learned
Contracting • Drafting
• Undertaking a Guidelines and
Terms Audit Considerations

+ Customer Relationship Management Practices + Knowledge Management Tools and Best

+ Identifying and Managing Risk + Outsourcing

+ International Contracting + Strategies, Tools, Governance and Standards

© 2014 IACCM: International Association for Contract and Commercial Management

Details of Program: Procurement Curriculum
Module Objective Details
1 Initiate What do We Mean by Best This Module introduces the course and establishes the
Phase Practices? standards by which we work.

2 Requirements Definition The Module will cover the following topics:

Requirements Definition
Defining the role of requirements
Staying aligned with business drivers
Requirements gathering tools and techniques
Prioritization of requirements
Prototypes
Causes for delay or failure
3 Cost Benefit Analysis and The Module will cover the following topics:
Goals Return on investment (ROI)
Payback period
Risk scenarios
Alignment with strategy
Setting Baselines and Targets
Linking metrics with requirements
Incorporating key indicators in supplier evaluation
4 Sourcing Options The Module will cover the following topics:
Identifying and qualifying potential vendors
Evaluating and aligning with potential project scope
Examining options and alternate methods of contracting
Manage the sourcing processes
Avoid the common sourcing mistakes
5 Developing Evaluation The Module will cover the following topics:
Criteria Evaluation framework rules for application
Developing evaluation criteria
Achieving buy-in to criteria
Criteria relevant to products, services and outsourcing
Confirm strategic priorities and relative ranking
Determine key characteristics for success and linkages to
each priority
6 Request for Information The Module will cover the following topics:
RFI Purpose
Design, Content and Rules
Common Mistakes
Manage a successful RFI process
Evaluate vendors
Evaluate the resulting options from an RFI
7 Undertaking a Terms Audit The Module will cover the following topics:
Benefits of a terms audit
Scope and description
Frequency and indications of need
How to undertake the audit
Bid Topics Bid Process and Rules The Module will cover the following topics:
8 Bidding Process
Definition and contents of the RFx
Managing the RFx Process
Managing the vendor
Evaluating responses
9 Influence of Laws on the Bid The Module will cover the following topics:
Process International Legal Variations
U.N. Convention on Contracts for the International Sale of
Goods (UNCISG)
Offer and Acceptance
Closing the Deal
Dispute resolution
10 Cost Identification The Module will cover the following topics:
Finalizing the cost estimates
Ultimate investment will depend upon effectiveness of
© 2014 IACCM: International Association for Contract and Commercial Management
 negotiations and post-award management
Tax and inter-company considerations (allocations)
Fundamentals of finance and accounting
Costing and pricing the bid
Price vs. cost of relationship
11 Applying Evaluation Criteria The Module will cover the following topics:
Evaluating responses to the RFP
Evaluating alternatives to the responses
Establishing metrics that reflect evaluation criteria
Ensuring balanced application / objectivity
Manage exceptions and gaining consensus
12 RFP Preparation and Content The Module will cover the following topics:
Selecting and assembling the bid team
Defining and managing content
Drafting bid documents
Managing the evaluation process
Obtaining validation/review
Assure strong representation in creating the RFP
Identify appropriate terms and conditions
13 RFP Management The Module will cover the following topics:
Supporting bids and RFPs
Updating / changing requirements
Responding to vendor contacts, term and condition
variations, "value-add" initiatives
Communication - internal, vendor and third-party
Provide integrity to the RFP process
Assure an objective and thorough evaluation
Complete selection that will stand up to queries and
challenges
Develop Contract and Relationship The Module will cover the following topics:
Topics Types Defining major contract types when they should be used
14 Addressing contract issues
Identify different relationships and their requirements.
Determine the appropriate contract type for a relationship
15 Terms and Conditions The Module will cover the following topics:
Overview Basic contract components
Procurement contract types
Definitions
Evaluate clarity and completeness of basic contract
elements
Understand relevance of term and condition provisions
16 Partnerships, Alliances and The Module will cover the following topics:
Distribution Describe each major relationship, when it should be used
Addressing relationship issues
Identify each relationship's requirements.
Understand local, national and international laws that
control the relationships
17 IT Procurement Terms and The Module will cover the following topics:
Conditions License types and term of license
Audits and compliance
Maintenance
Definitions
Hardware and service contracts
Evaluate impact on total cost of ownership
Understand critical issues impacting price and flexibility
Anticipate hidden costs buried in license agreements
Understand complexity of technology-related purchases
18 Term Linkages – Managing The Module will cover the following topics:
Cost and Risk Active terms (terms that affect cost)
Passive terms (terms that affect risk)
How they relate; key inter-linkages between terms
Opportunities to share cost and risk reduction thru creative
contracting
Pricing arrangements

© 2014 IACCM: International Association for Contract and Commercial Management

 Recognize the need to analyze the downstream effects of
term choices
Understand the balance between cost and terms
Examine objectively the vendor's goals and term options
Validate goals against term options to ensure they make
business sense
Align goals with the vendor's to reach synergy
Create options and alternative terms for effective cost and
risk management
19 Statement of Work/Service The Module will cover the following topics:
Level Agreement Production Context, Value, Orientation
SOW Key terms/functions
SOW Process
Change Management
SOW/SLA Relationship
SLA Components
SLA Considerations
Resources
What a Statement of Work (SOW) is/does
Why a SOW is required
What a SOW should contain and why
The importance of clearly defined requirements
The level of SOW detail
Change Management Issues
Service Level Agreements
20 Drafting Guidelines and The Module will cover the following topics:
Considerations Contract interpretation guidelines
The controlling law - Whose law will control and will it affect
this contract?
Rules for drafting in clear, concise language
Differences between the language of obligation,
authorization and conditions precedent
Use of contract terminology
Contract structure and supporting process
Understand drafting principles and rules
Think holistically about the drafting process and results
Identify opportunities for improvements in your contracts
21 Negotiate Overview and Objectives The Module will cover the following topics:
Topics Principles and Best Practices of Negotiation
Exploring the Changing Negotiations Environment
Understand the internal inhibitors to successful negotiated
outcomes and how to control them
22 Framing Strategy and Goals The Module will cover the following topics:
Pre-negotiation steps
Developing a negotiations strategy
Negotiation Stages
Planning and Tactics
Tools for establishing a negotiations foundation
Understand information required for a successful
negotiation
Identify tools to support negotiations process
23 Negotiation Styles The Module will cover the following topics:
Understanding and using styles
Positional Negotiation
Integrative and Principled Negotiations
When to use an approach, the risks and opportunities of
alternative approaches
Issues of relative power
Opening the negotiation
Understand the options for negotiation approaches
Recognize the difference between Positional and Principled
styles
Understand advantages and disadvantages of each
24 Negotiation Techniques The Module will cover the following topics:
Negotiations teams
© 2014 IACCM: International Association for Contract and Commercial Management
 Negotiations power
Tactics, strategies and ethics
Best Alternative To a Negotiated Agreement
Understand principles for assembling the negotiations team
Learn how to manage the team
Maintain consensus
Understand how to handle changes or conflict
25 Tactics, Tricks and Lessons The Module will cover the following topics:
Learned The "last gap"
Behavioral analysis
Strategies and ethics
Tricks and ploys
Learn how to handle the "last gap"
Become aware of the five key areas of successful (or
failed) negotiations
Be able to recognize common ploys
26 Manage Implementation The Module will cover the following topics:
Topics Communication Contract Management
Responsibility who and when
Contract Software
Communication to the various stakeholders
Awareness of tools available that drive best practice
Implement Contacts and communication strategies
Ensure each party performs in accordance with agreement
27 Monitoring Performance, The Module will cover the following topics:
Tools/Techniques Schedule Management
Performance Monitoring
Quality Control
Cost Management and Reporting
Monitor plans, schedules and performance against them.
Tracking deliverables and acceptance
Manage cost and track payments
28 Change Control and The Module will cover the following topics:
Management Factors of Change
What is a Change?
How do you design a Change Control Process?
Change Control Management Diagram
What is a Contract Variation?
What is a Contract Claim?
Design a change control process
Manage change
Record contract variations
29 Dispute Handling and The Module will cover the following topics:
Resolution Dispute definition
Dispute handling and resolution techniques
Establish the root cause of a dispute
Determine the best resolution
Enact the best resolution
30 Contract Close-out and The Module will cover the following topics:
Lessons Learned Types of termination and close-out
Required actions
Termination of relationship
Continuing obligations
Records and knowledge capture
Smoothly manage the contract closeout process
Understand the contract closeout and continuing
obligations process
Capture and utilize lessons learned for future use

Advanced Knowledge Topics – Procurement

Electronic Contracting The Module will cover the following topics:
The current state of electronic contracting
The current issues around Electronic Contracting
Things to take into consideration before embarking on an

© 2014 IACCM: International Association for Contract and Commercial Management

 Electronic contracting Project
Risks involved
Success factors
Identifying and Managing The Module will cover the following topics:
Risk Defining risk management and best practice approaches
The contribution of contract management to business
performance and risk
Required skills, techniques and activities
Typical issues, challenges and changing attitudes
Understand the impacts of your activity
Be aware of the tools and techniques available
Develop the personal skills and knowledge necessary for
superior results
International Contracting The Module will cover the following topics:
The Influence of International Laws
Cost/Competitive advantage continuum
Business Issues
Export, Import, Partnership, Contract Issues
Understand the impact of international laws
Determine the business issues regarding international
relationships
Outsourcing The Module will cover the following topics:
Lessons learned
Research and articles
Risk management
Case studies and examples
Knowledge Management The Module will cover the following topics:
Tools and Best Practices Focus Knowledge Management efforts on specific goals
Address Organizational Requirements
Support Knowledge Management initiatives
Develop metrics
Strategy, Governance, Tools The Module will cover the following topics:
and Standards Determining and executing a contracting strategy
Implementing governance structures
Tools to support contracting activities
Contract and organizational standards
Identify value added to the enterprise
Approaches to bidding, negotiation & contract management
Support implementation of tools such as Contract
Management Software
Understand organizational structure
Work to develop performance measures
Work to optimize standard terms and conditions
Streamlining Contracting The Module will cover the following topics:
Benefits of periodic contract structure reviews
Defining priorities
Optimizing contract structure
Developing and maintaining templates
International considerations
Understand the reasons to streamline contracts
Have an outline for streamlining contracts
Familiarity with phases involved in streamlining contracts
Be familiar with International Considerations
Supplier Relationship The Module will cover the following topics:
Management Attributes of a strategic supplier partnership
Supplier relationship management strategy
A Framework for Implementation
Performance monitoring
Attributes of a strategic supplier partnership
The value of enhanced supplier relationship management
How companies identify those suppliers that can be treated
as business partners
How to coordinate and collaborate with your suppliers
Assessing performance vs a shared set of expectations

© 2014 IACCM: International Association for Contract and Commercial Management

Details of Program: Sales Curriculum
Module Objective Details
1 Initiate What do We Mean by Best This Module introduces the course and establishes the
Phase Practices? standards by which we work.

2 Understanding Markets The Module will cover the following topics:

Identifying potential markets
Market segmentation
Competitive analysis
Product definition
Identifying risks
Matching the agreement to the market
3 Streamlining Contracting The Module will cover the following topics:
Understanding the reasons to streamline contracts
Benefits of periodic contract structure reviews
Defining priorities
Optimizing contract structure
Developing and maintaining templates
International considerations
4 Pricing and Financial The Module will cover the following topics:
Considerations Costing and pricing principles
Price methods and structures
Links to risk management
Term variables
Case studies and examples
5 Partnerships, Alliances and The Module will cover the following topics:
Distribution Describes each major relationship
When it should be used
Primary issues
Define the difference between the relationship types.
Identify each relationship's requirements
Have an appreciation for the local, national and
international laws that control the relationships.
6 Electronic Contracting The Module will cover the following topics:
The current state of electronic contracting
The current issues around Electronic Contracting
Things to take into consideration before embarking on an
Electronic contracting Project
Risks involved
Success factors
7 Undertaking a Terms Audit The Module will cover the following topics:
Benefits of a terms audit
Scope and description
Frequency and indications of need
How to undertake the audit
Bid Phase Responding to the RFI and The Module will cover the following topics:
8 RFP Information on executing non-disclosure agreements
The rationale for a bid process
The bid process itself
The role of Contract Management in the bid process
9 Influence of Laws on the Bid The Module will cover the following topics:
Process International Legal Variations
U.N. Convention on Contracts for the International Sale of
Goods (UNCISG)
Offer and Acceptance
Closing the Deal
Dispute resolution
10 Cost Identification The Module will cover the following topics:
Finalizing the cost estimates
Ultimate investment will depend upon effectiveness of
negotiations and post-award management
Tax and inter-company considerations (allocations)
© 2014 IACCM: International Association for Contract and Commercial Management
 Fundamentals of finance and accounting
Costing and pricing the bid
Price vs. cost of relationship
11 Opportunity Evaluation The Module will cover the following topics:
Judging customer contracting sophistication
Evaluation scope and techniques
Risk assessment
Reference evaluation
Evaluating the relationship
Evaluating future opportunity
12 Preparing the Proposal The Module will cover the following topics:
Adherence to procurement guidelines
Standard language
Referencing RFP and bid documents
Identifying and committing resources
Pre-negotiation positioning
Draft/Develop Contract and Relationship The Module will cover the following topics:
Topics Types Defining major contract types when they should be used
13 Addressing contract issues
Identify different relationships and their requirements.
Determine the appropriate contract type for a relationship
14 Terms and Conditions The Module will cover the following topics:
Overview Basic contract components
Procurement contract types
Definitions
Evaluate clarity and completeness of basic contract
elements
Understand relevance of term and condition provisions
15 IT Sales Terms and The Module will cover the following topics:
Conditions License types and term of license
Audits and compliance
Maintenance
Definitions
Hardware and service contracts
Evaluate impact on total cost of ownership
Understand critical issues impacting price and flexibility
Anticipate hidden costs buried in license agreements
Understand complexity of technology-related purchases
16 Term Linkages – Managing The Module will cover the following topics:
Cost and Risk Active terms (terms that affect cost)
Passive terms (terms that affect risk)
How they relate; key inter-linkages between terms
Opportunities to share cost and risk reduction thru creative
contracting
Pricing arrangements
Recognize the need to analyze the downstream effects of
term choices
Understand the balance between cost and terms
Examine objectively the vendor's goals and term options
Validate goals against term options to ensure they make
business sense
Align goals with the vendor's to reach synergy
Create options and alternative terms for effective cost and
risk management
17 Statement of Work/Service The Module will cover the following topics:
Level Agreement Production Context, Value, Orientation
SOW Key terms/functions
SOW Process
Change Management
SOW/SLA Relationship
SLA Components
SLA Considerations
Resources
What a Statement of Work (SOW) is/does

© 2014 IACCM: International Association for Contract and Commercial Management

 Why a SOW is required
What a SOW should contain and why
The importance of clearly defined requirements
The level of SOW detail
Change Management Issues
Service Level Agreements
18 Drafting Guidelines and The Module will cover the following topics:
Considerations Contract interpretation guidelines
The controlling law - Whose law will control and will it affect
this contract?
Rules for drafting in clear, concise language
Differences between the language of obligation,
authorization and conditions precedent
Use of contract terminology
Contract structure and supporting process
Understand drafting principles and rules
Think holistically about the drafting process and results
Identify opportunities for improvements in your contracts
Negotiate Overview and Objectives The Module will cover the following topics:
Topics Principles and Best Practices of Negotiation
19 Exploring the Changing Negotiations Environment
Understand the internal inhibitors to successful negotiated
outcomes and how to control them
20 Framing Strategy and Goals The Module will cover the following topics:
Pre-negotiation steps
Developing a negotiations strategy
Negotiation Stages
Planning and Tactics
Tools for establishing a negotiations foundation
Understand information required for a successful
negotiation
Identify tools to support negotiations process
21 Negotiation Styles The Module will cover the following topics:
Understanding and using styles
Positional Negotiation
Integrative and Principled Negotiations
When to use an approach, the risks and opportunities of
alternative approaches
Issues of relative power
Opening the negotiation
Understand the options for negotiation approaches
Recognize the difference between Positional and
Principled styles
Understand advantages and disadvantages of each
22 Negotiation Techniques The Module will cover the following topics:
Negotiations teams
Negotiations power
Tactics, strategies and ethics
Best Alternative To a Negotiated Agreement
Understand principles for assembling the negotiations
team
Learn how to manage the team
Maintain consensus
Understand how to handle changes or conflict
23 Tactics, Tricks and Lessons The Module will cover the following topics:
Learned The "last gap"
Behavioral analysis
Strategies and ethics
Tricks and ploys
Learn how to handle the "last gap"
Become aware of the five key areas of successful (or
failed) negotiations
Be able to recognize common ploys

© 2014 IACCM: International Association for Contract and Commercial Management

24 Manage Implementation The Module will cover the following topics:
Topics Communication Contract Management
Responsibility who and when
Contract Software
Communication to the various stakeholders
Awareness of tools available that drive best practice
Implement Contacts and communication strategies
Ensure each party performs in accordance with agreement
25 Monitoring Performance, The Module will cover the following topics:
Tools/Techniques Schedule Management
Performance Monitoring
Quality Control
Cost Management and Reporting
Monitor plans, schedules and performance against them.
Tracking deliverables and acceptance
Manage cost and track payments
26 Change Control and The Module will cover the following topics:
Management Factors of Change
What is a Change?
How do you design a Change Control Process?
Change Control Management Diagram
What is a Contract Variation?
What is a Contract Claim?
Design a change control process
Manage change
Record contract variations
27 Dispute Handling and The Module will cover the following topics:
Resolution Dispute definition
Dispute handling and resolution techniques
Establish the root cause of a dispute
Determine the best resolution
Enact the best resolution
28 Contract Close-out and The Module will cover the following topics:
Lessons Learned Types of termination and close-out
Required actions
Termination of relationship
Continuing obligations
Records and knowledge capture
Smoothly manage the contract closeout process
Understand the contract closeout and continuing
obligations process
Capture and utilize lessons learned for future use

Advanced Knowledge Topics – Procurement

Customer Relationship The Module will cover the following topics:
Management Customer Relationship Management framework
Developing a CRM strategy
Determining which customers should be key accounts, and
what that means
A step-by-step approach to enhancing key customer
relationship management
Identifying and Managing The Module will cover the following topics:
Risk Defining risk management and best practice approaches
The contribution of contract management to business
performance and risk
Required skills, techniques and activities
Typical issues, challenges and changing attitudes
Understand the impacts of your activity
Be aware of the tools and techniques available
Develop the personal skills and knowledge necessary for
superior results

© 2014 IACCM: International Association for Contract and Commercial Management

 International Contracting The Module will cover the following topics:
The Influence of International Laws
Cost/Competitive advantage continuum
Business Issues
Export, Import, Partnership, Contract Issues
Understand the impact of international laws
Determine the business issues regarding international
relationships
Knowledge Management The Module will cover the following topics:
Tools and Best Practices Focus Knowledge Management efforts on specific goals
Address Organizational Requirements
Support Knowledge Management initiatives
Develop metrics
Outsourcing The Module will cover the following topics:
Lessons learned
Research and articles
Risk management
Case studies and examples
Strategy, Governance, Tools The Module will cover the following topics:
and Standards Determining and executing a contracting strategy
Implementing governance structures
Tools to support contracting activities
Contract and organizational standards and optimization
Identify value added to the enterprise
Define an approach to bidding, negotiations and contract
management
Support implementation of tools such as Contract
Management Software
Work to develop performance measures

© 2014 IACCM: International Association for Contract and Commercial Management