Masterclass Agenda

Planning the deal  
The goal here is to lay the foundation of the deal.  
  • Establish the need for the purchase (make or buy) or sale 
  • Work on the big picture including the business case  
  • Draft the initial contract and any “RFX” (that is, RFI, RFQ etc) documentation, and how to use a “reviewer” to get the best contract. 
 
Selecting the provider  
The goal is to get the best value for money for a sustainable solution from a sustainable supplier 
  • Planning the competitive process  
  • Select evaluation team  
  • Engage with the market  
  • Evaluate responses received  
  • Conduct due diligence on provider(s) 
  • Select provider(s).  
 
Negotiating the final deal  
The goal here is to create a complete and effective contract 
  • Preparing a negotiating strategy  
  • Assemble a negotiation team  
  • Conduct effective negotiations  
  • Finalise contract  
  • Execute the contract.
  • Transition in and out (especially in risky contracts)
  • Manage and evaluate performance (includes relationship issues) 
  • Renewing the contract
  • Closure: why and how we do it, and the risks if we do not formally close the contract out  
  • Review, including listing and filing “lessons learned”, for later retrieval: How not to make the same mistake again, and again …  
  • Awareness of enduring obligations: Ways to ensure you do not breach the contract’s clauses well after delivery.  
Key areas: 
Legal: 
  • What do you have to prove to be successful in your litigation  
  • User-friendly rules as how to create, operate and terminate a contract 
  • Remedies for breach of contract  
  • The nine key parts of a contract, including the need for the Background (Recitals), who can bind their organisation)
  • Six key problematic boilerplate terms simplified (how and when to use them): indemnity, capping of liabilities, force majeure, entire agreement clause, insurance and intellectual property.  
  • Other key laws that can affect your contract: including Australian Consumer Law, intellectual property, and PPSA. 
Financial:  
  • Managing cash resources (including budgeting) 
  • Pricing 
  • Quantifying losses in contested disputes 
  • Capital purchasing decisions (including business cases, breakeven, payback and discounted cashflow calculations)  
  • Fraud detection, prevention and recovery. 
Risk: 
  • Ways to identify, assess and treat contracting risk 
  • The use of reviewers and a “boilerplate push-back register” to reduce risk 
  • Key risks at each of the main lifecycle stages 
  • A risk template to use when buying or selling, plus examples. 

MASTERCLASS HALF DAY ONE

Planning the deal   
The goal here is to lay the foundation of the deal.   
  • Establish the need for the purchase (make or buy) or sale
  • Work on the big picture including the business case  
  • Draft the initial contract and any “RFX” (that is, RFI, RFQ etc) documentation, and how to use a “reviewer” to get the best contract. 
 
Selecting the provider   
The goal is to get the best value for money for a sustainable solution from a sustainable supplier   
  • Planning the competitive process
  • Select evaluation team   
  • Engage with the market   
  • Evaluate responses received  
  • Conduct due diligence on provider(s)  
  • Select provider(s). 
 
Negotiating the final deal   
The goal here is to create a complete and effective contract   
  • Preparing a negotiating strategy 
  • Assemble a negotiation team   
  • Conduct effective negotiations  
  • Finalise contract   
  • Execute the contract.  

MASTERCLASS HALF DAY TWO

  • Transition in and out (especially in risky contracts) 
  • Manage and evaluate performance (includes relationship issues)  
  • Renewing the contract   

MASTERCLASS HALF DAY THREE

  • Closure: why and how we do it, and the risks if we do not formally close the contract out   
  • Review, including listing and filing “lessons learned”, for later retrieval: How not to make the same mistake again, and again …   
  • Awareness of enduring obligations: Ways to ensure you do not breach the contract’s clauses well after delivery.  

MASTERCLASS HALF DAY FOUR 

Key areas: 
 
Legal: 
  • What do you have to prove to be successful in your litigation  
  • User-friendly rules as how to create, operate and terminate a contract 
  • Remedies for breach of contract  
  • The nine key parts of a contract, including the need for the Background (Recitals), who can bind their organisation)
  • Six key problematic boilerplate terms simplified (how and when to use them): indemnity, capping of liabilities, force majeure, entire agreement clause, insurance and intellectual property.  
  • Other key laws that can affect your contract: including Australian Consumer Law, intellectual property, and PPSA. 
Financial:  
  • Managing cash resources (including budgeting) 
  • Pricing 
  • Quantifying losses in contested disputes 
  • Capital purchasing decisions (including business cases, breakeven, payback and discounted cashflow calculations)  
  • Fraud detection, prevention and recovery. 
Risk: 
  • Ways to identify, assess and treat contracting risk 
  • The use of reviewers and a “boilerplate push-back register” to reduce risk 
  • Key risks at each of the main lifecycle stages 
  • A risk template to use when buying or selling, plus examples. 
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