Managing Vendor Relationships

Program Description:

This program will be designed in two components: a needs assessment to better understand the specific issues faced by Account Managers and to assist in the design of accurate case study work, and a workshop focused on establishing boundaries for each new work assignment so that all participants know what is expected at the outset.  The skills covered in the workshop will be immediately applied to a “real-life” scenario based on feedback from the needs assessment.  This workshop will be designed to teach key project management, relationship and communication building skills, and then allow the participants to immediately apply these skills using a meaningful case study.  They will see how the planning framework can be utilized to exert greater control over the dynamic relationship among vendors, suppliers and MMC.

Program Topics:

Participants will learn:

• Needs assessment- a series of questions will be pose to the group to elicit discussion and input regarding the major dynamics of establishing and evolving vendor/supplier relationships.  Through the discussion we will explore past experiences and identify major learning opportunities.  We will also derive some material to design case studies.
• Designing the scope of vendor/supplier assignments and establishing performance measures

° Understanding the planning cycle

° Determining the major deliverables and how they fit into the overall      

                           Business strategy

                        ° Establishing operating objectives

                        ° Examining past precedents

                        ° Defining performance criteria and gaining mutual agreement

                        ° Establishing a Scope Management Plan

                        ° Anticipating changes in the relationship/expectations

                        ° Building a work breakdown structure

                        ° Ensuring clear understanding of project scope through the effective use

                           of interpersonal communication skills and questioning techniques