Day One: Introduction to Major Contracts Management

Nature of Major Contracts

• Definition and characteristics of major contracts.
• Differences between standard and major contracts.
• Key challenges in contract management.
• Impact of major contracts on organizational strategy.

Contract Lifecycle

• Core stages (planning, negotiation, execution).
• Defining responsibilities at each stage.
• Monitoring compliance with contractual terms.
• Periodic performance reviews.

Leadership Roles in Contracts

• Managerial role in guidance and oversight.
• Coordination among involved teams.
• Reinforcing adherence to standards.
• Stakeholder communication.

Strategic Contract Planning

• Defining objectives and deliverables.
• Risk and opportunity analysis.
• Establishing contract management policies.
• Assessing required resources.

Day Two: Negotiation and Contract Formation

Negotiation Strategies

• Negotiation preparation.
• Identifying priorities and sensitive areas.
• Effective negotiation techniques.
• Reaching fair and balanced agreements.

Contract Drafting

• Core contract clauses.
• Compliance terms and timelines.
• Penalties and incentives.
• Ensuring protection of organizational interests.

Legal Risk Management

• Identifying potential legal risks.
• Risk prevention and mitigation tools.
• Monitoring legal compliance.
• Engaging with legal stakeholders.

Communication During Negotiation

• Building trust with counterparties.
• Clarity and transparency.
• Managing disagreements during negotiation.
• Proper documentation of all steps.

Day Three: Execution Monitoring and Performance Control

Contract Execution Monitoring

• Defining performance indicators.
• Progress and follow-up reporting.
• Schedule review.
• Handling delays and challenges.

Dispute and Conflict Management

• Common types of disputes.
• Dispute resolution strategies.
• Negotiating mutually beneficial solutions.
• Using mediation and arbitration methods.

Quality and Compliance Control

• Reviewing performance quality against contract terms.
• Ensuring achievement of required deliverables.
• Managing and tracking changes.
• Strengthening adherence to organizational standards.

Financial Performance Evaluation

• Comparing actual vs planned budgets.
• Analyzing costs and financial risks.
• Financial improvement recommendations.
• Documenting financial outcomes.

Day Four: Performance Improvement and Sustainability

Continuous Improvement Strategies

• Post-execution process review.
• Adopting improvement initiatives.
• Strengthening organizational learning.
• Sharing expertise across teams.

Sustaining Contract Value

• Maintaining relationships with counterparties.
• Tracking realized value.
• Aligning contracts with long-term organizational goals.
• Post-contract compliance follow-up.

Effective Leadership in Contract Management

• Sound decision-making skills.
• Enhancing cross-team collaboration.
• Motivating teams to comply.
• Building a culture of accountability.

Preparation for Future Projects

• Capturing lessons learned.
• Applying acquired experience.
• Developing new contract management policies.
• Enhancing readiness for upcoming major contracts.