Comprara - Academy of Procurement Full Brochure

ACADEMY OF PROCUREMENT 1
Lifting competencies
to help you gain
more ground.
GAIN MORE GROUND
Featuring the all new PROGRAM
for commercially savvy professionals

The Academy of Procurement is the leading training and
professional development program in the Australasian region.
The program has been designed with the practitioner’s capability
requirements as the focus, with an emphasis on up-skilling individuals for
achieving success in their specific job roles. The program has been built
by industry experts and offers a suite of learning interventions tailored to
meet the needs of every style of learning.
Leveraging our expert’s years of training experience, extensive market
research, industry insights and best practice methodologies, the 2016
Academy of Procurement promises to offer a program that is fresh, rich
in content and unlike anything seen before from training providers.
Built on the 70:20:10 model of learning, the Academy of Procurement
offers workshops suitable for junior through to senior level practitioners
using tools, tips, tricks and traps to bring the experience to life. The
Program introduces LEAP (LEARN, EXPERIENCE, APPLY, PROGRESS),
an industry first for Australasia.
LEAP is a concept that ‘flips the learning’ - bringing practical activities that
would otherwise be learned ad hoc ‘on the job’ – into the classroom via
half-day activity filled workshops comprised of small cohorts to maximise
the individual’s learning opportunity. With over 30 courses available to
choose from – there’s a plentiful mix of topics to explore in depth and learn
first-hand how to apply specific principles to real life scenarios.
Fast track your career today when you take the LEAP.
Welcome to
The Academy of Procurement
Australasia’s leading commercial learning
and development solutions.
Comprara provides
Australasia’s leading
commercial learning
and development
solutions.
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Giving you what you want!
In consultation with Commercial and Procurement Leaders, on offer is a range of programs you
have demanded. In the volatile, uncertain, complex and ambiguous (VUCA) conditions, which
we all operate under, training needs to be malleable to meet the ever changing needs of unique
environments, and robust enough to reflect ‘best practice’.
Benefits for you
All courses are publicly available and open to anyone wanting to attend.
Learn how different businesses tackle the same challenges you face on a daily basis.
Minimise your time spent out of the office by attending a half-day workshop.
When booking, check out the options being offered on the same day ... with the
new LEAP format you can easily complete two workshops in one day.
Choose to do one, or many, workshops in 2016, there is no obligation to do more!
Learning options are available at
different levels
• Introductory level - for those who are new to a
career in Contract Management, Commercial
Management or Procurement there are a range of
courses covering all the essentials and starting at
$699 p/person.
• Intermediate level - the LEAP program is offered to
those who are looking to fast track a particular skill.
On offer are over 30 programs to address every
practitioner’s need. Perfect for those with strict
budgets; do any LEAP course for $499 p/person.
• Advanced - for those who are keen to ‘deep-dive’
and master a capability; on offer are specialist
1 and 2-day courses, starting at $799 p/person.
These advanced courses will take your skills to the
next level.
Education that is VERSATILE
Courses delivered in different formats to suit your skill
level and preferred learning style. The curriculum for
2016 offers ‘Essential’ courses for those starting out
and ‘Advanced’ courses for practitioners wanting to
master a particular skill. For the Intermediate Level,
we’re launching our new LEAP Program.
Introducing the LEAP
program
At the ‘Intermediate’ level we have designed an
innovative program - LEAP – for skills that need to be
fast-tracked – delivering content that is highly relevant
for today’s world of variable market conditions. An
exciting format that flips the 70-20-10 model ‘on its
head’! On offer in our LEAP open training program
in 2016 are over 30 different topics to address your
particular development needs.
Each LEAP Program has four stages:
1. You are provided with theory to LEARN within your
workplace
2. You attend a half day EXPERIENTIAL workshop
filled with engaging exercises designed to stretch
your thinking and cement the learning.
3. You APPLY techniques, tools and templates in your
workplace ensuring lessons are practiced.
4. You will now PROGRESS with what you have
learnt, achieving greater results and opening up
opportunities within your role.
Having trained thousands of professionals from
hundreds of different organisations over many years,
Comprara is the leader in lifting capability. From the
public sector (with the bespoke Critical Skills Boost
program) through to the private sector, over 2500
people across the nation have accessed our learning
and development solutions.
Relevant and versatile

Comprara are experts in co-ordinating e-learning, in-house training and preparing course materials
to suit your unique needs, catered to the context within which you operate.
With a proven track record for delivering training programs that are engaging and deliver tangible results, you
can have a tailored program created specifically for your organisation’s needs.
Would you like a tailored Academy
for your organisation? No problem!
A large agriculture business headquartered
in Australia with procurement and contract
management teams spread across multiple
locations around the globe.
Situation: This organisation had recently undertaken
a major review of its procurement function to identify
gaps where significant improvements could be made.
Spend was not clearly analysed and suppliers were
not being managed effectively according to contract
expectations. It was found there was a gap in the
level of capability across its procurement and
contract management teams’ performance. Training
had been sporadic and action was needed to rectify
the problem.
Solution: Comprara’s Academy was appointed for
its flexibility and depth to address the different needs
of their business across the globe. Participants were
assessed using SkillsGAP Analysis against the level
of skill required for each job role. We then mapped
and aligned specific competencies for each job role
and built a tailored 36-month training program for
each individual. The program consisted of e-learning
via their own branded portal, face-to-face training
workshops, webinars and full support to drive
performance across the team.
40 Participants | 8 Countries
A large FMCG business headquartered in
Australia with a team of 25 experienced
category managers, analysts and procurement
officers.
Situation: This organisation has been the market
leader in their field for a number of years and had
built a strong team with a wealth of knowledge and
experience. Being a mature procurement function,
training forms a major part of maintaining the level
of expertise across the team. The teams’ skills are
assessed annually to identify any new gaps, which
are then addressed with relevant internal training.
However on review, it was decided that a major
overhaul of all internal training material was required
to bring the content up to date and made more
relevant to current market standards.
Solution: Comprara’s Academy was appointed
to improve, refresh, re-energise and deliver a new
and innovative training solution to their already
knowledgeable team. Comprara took the latest skills
assessment results and performance reviews for
each individual across all job roles and then built a
competency framework outlining an individual learning
plan for every team member to progress through
their personalised e-learning plans. This outlined the
required training for each participant and also mapped
out a range of activities each learner could undertake
as part of their role over the next 12 months.
25 Participants | 2 States

STEP 1: Agree competence model
One of our experts will consult with you to understand
the competencies required by your team.
STEP 2: Assess the team
By deploying one or more of the powerful SkillsGAP
Analysis assessments, you will gain insight into and
visibility of the gaps in your team at both an individual
and group level. Typically, assessments cover the
skills, knowledge and behaviors required to succeed
in procurement.
STEP 3: Assign learning plans
Design the perfect Academy for your organisation
and with over 40 programs to choose from, there
are topics that cover your requirement with courses
offered at Introduction, Intermediate and Advanced
levels to suit every level of capability.
PLUS:
On offer is access to the world’s leading E-LEARNING
procurement academy – including 230+ knowledge
videos and 100+ workplace simulations.
PLUS:
On offer is the unique TEAM LEADERSHIP program
with 5 modules of learning dedicated to opening
pathways to enable your team to perform at its peak.
STEP 4: Academy launch
To launch your unique Academy a beautifully designed
Welcome Pack is distributed to each member of
your team describing for them their Academy, what
they can expect, what is expected of them and
what is available to them.
A blend of programs will be tailored to meet your
unique requirements. The Comprara training
methodology is founded on the highly successful
and proven Lombardo and Eichinger 70:20:10 Model
of Learning. The impact of formal training increases
significantly when it is applied to work and
is discussed with mentors, coaches and colleagues.
STEP 5: Assessment and accreditation (optional)
On offer is an optional assessment process whereby
all delegates will be assessed on the major themes
and content of the program delivered. This option
will provide your team with the opportunity to receive
a certificate aligned to the Global Standard for
Professional Competence in Purchasing and Supply
Management, regulated by the International Federation
of Purchasing and Supply Management (IFPSM).
Program Benefits
Short, targeted inputs to minimise time
away from the workplace.
Customisation of materials aids in the
transfer of learning into the workplace.
Use of valid and relevant work examples
increases comprehension.
Focusing on outcomes means your team
receives customised pre and post workshop
activities that achieve tangible benefits for
your investment.
Delivery by highly qualified facilitators who
bring ‘lessons to life’ with real examples
and anecdotes to illustrate the learning.
Use of online teaching aids to enrich the
teaching and learning experience.
Build your program your way.
Comprehensive workbooks to aid
individual learning.
Practical, integrated learning style (70:20:10)
(10%) Providing new
professional knowledge
through structured training.
(20%) Coaching, mentoring
and social learning networks.
(70%) Applying new
knowledge on real workplace
tasks and projects.
How does it work?

LEVEL 1: Introductory
For those ‘starting out’.
ONE DAY COURSES
Perfect for those with no previous training or who are
moving on to a new career in Contract Management,
Commercial Management or Procurement.

1. Procurement Essentials
Build your understanding of the procurement process and the tools that are used.
This intensive workshop explores the procurement process and the ways that value can
be created, shared and/or destroyed throughout the end-to-end process.
Increased confidence and appreciation of the difference between transactional
purchasing and contemporary procurement practices.
More effective understanding of the tools used by professional procurement
practitioners.
Lowers the likelihood of the procurement process being impacted by supplier attempts
to undermine effective procurement practices.
Course code: 101
2. Contract Management Essentials
Raise your understanding of the end-to-end contract cycle.
This intensive workshop explores the contract’s lifecycle, the responsibilities of key
stakeholders within the lifecycle and strategies for effective contract management.
Increased confidence and more appreciation of the role of the contract manager.
More effective understanding of the tools used for contract management, including
the contract management plan.
Lowers the likelihood of poor contract management causing risk, waste and/or loss
for the organisation.
Course code: 102
3. Negotiation Essentials
Explore negotiation from start to finish as well as the behaviours and methods
that can be deployed throughout the process.
The workshop aims to equip the participant with an awareness of the negotiation
process and the tools, techniques and methods professional negotiators use to achieve
better outcomes.
Increased confidence and appreciation of the importance of preparation and planning
to achieve better negotiated outcomes.
More effective in knowing what to say and do at each phase of the negotiation.
Lowers the likelihood of losing value from making simple mistakes in a negotiation.
Course code: 103
One Day Courses
LEVEL 1: For those who are ‘starting out’
$699 p/person

One Day Courses
4. Contract Law Essentials
Understanding the ‘battle of the forms’ and the importance of contractual terms
and conditions.
The workshop aims to equip the participant with an appreciation of the legal framework
affecting contract formation, performance and termination. Explore the risks in commercial
dealings and how contractual terms clarify rights and obligations between parties.
Increased confidence and more appreciation of the basis on which contractual terms
are agreed.
More effective understanding of the contractual remedies for breach of contract.
Lowers the likelihood of exposing the organisation to contractual risk through ignorant
and/or inappropriate contractual behaviour.
Course code: 104
5. Category Management Essentials
This workshop is perfect for those starting out in Category Management
or who may contribute to category management as part of their role.
This workshop aims to equip participants with an overview of the essentials of
category management. It explores roles, key activities, tools, and methods category
managers use to drive value from the procurement process.
More appreciation of what category management involves, and the importance
of category management to deliver better outcomes.
More appreciation of the tools and other resources available to support
category managers.
Less likelihood of the category management process failing to realise the
planned benefits
Course code: 105
6. Commercial Acumen Essentials
This workshop is perfect for those starting out as a Commercial Manager,
or who may have commercial responsibilities as part of their role.
This workshop aims to equip delegates with awareness of hard tools and capability in
selected soft skills, so they can exercise their role in order to release commercial value.
The workshop explores assertiveness and the person to person elements of procurement
and contract management. The workshop adopts a pragmatic ‘commercial’ tone for
dealing with unsatisfactory performance.
More appreciation of the need to balance risk and reward.
Understanding of targets and boundaries, and how to use them.
Ability to form business cases and conduct action planning.
Course code: 106
LEVEL 1: For those who are ‘starting out’
$699 p/person

LEVEL 2: LEAP Program
For those who want to
fast-track a particular skill.
Smarter learning. Smarter prices.
Increasing capabilities in your workforce through education is
necessary for boosting overall functional performance.
At just $499 per LEAP Program we invite you to participate in one
workshop and experience how applied learning can transform an entire team.

The new LEAP Program promises
to offer you exactly what you need.
By taking a LEAP you will gain more ground.
What is LEAP?
With LEAP you do the theory
mostly in your own time at your
own convenience - you then attend
a 1/2 day workshop full of practical
activities where the theory is made
tangible. Following this, you apply
the theory and practice in your own
workplace ensuring that what you
study is turned into a workable
reality – adding tangible benefits in
the context of your day-to-day role.
The LEAP program is designed
around the busy professional
who wants to fast-track a skill
but are also time poor - perfect
for those who want a highly
practical experience.
How does it work?
Once you are registered on the
LEAP Program of your choice you
will be introduced to your specialist
Facilitator.
Step 1
• 30 minute cohort Coaching call
• Theory to be covered in your own time. (Circa 1 hour)
• Pre-workshop theory provided. Where applicable, review e-Learning videos
Step 2
• Half day (4 hour) practical workshop group activities
• Book either Session 1 from 9am to 1pm or Session 2 from 2pm to 6pm
Step 3
• Post-workshop activities provided for you to practically apply learning in
your work environment.
• 30 minute cohort Coaching call
Step 4
• Now it is up to you to implement your learnings, coach colleagues
and identify which LEAP you are going to do next.
Learn.
Experience.
Apply.
Progress.

LEAP is tailored to suit everybody
and every workplace.
LEAP Program: Fast-track a particular skill.
In setting the curriculum for 2016, Comprara has devised
a program that incorporates every major gap revealed in our
SkillsGAP Analysis assessments.
With over 8000 people assessed, many gaps were revealed in areas of
Technical Skills and Soft Skills. The 2016 program offers a corresponding
learning module to resolve these gaps.
Next to each program is the SkillsGAP Analysis logo with
the corresponding percentage score of that particular capability as
measured in one, or more of the assessments.
www.skillsgapanalysis.com
Resolving the SkillsGAPs
Suits busy work schedules with a more flexible approach to
training – with LEAP you do the theory in your own time and
attend a 1/2 day workshop.
Suits tight budgets at just $499 AUD per program anyone
can afford it.
Increased ROI - you get real value and tangible takeaways
to APPLY in your work environment ensuring you get
‘bang for your buck’!
Multiple streams of learning means that it is ideal for
professionals who would like to fast-track specific skills.
Suits your specific environment - for those wanting LEAP
sessions delivered inhouse ... no problem! Comprara will tailor
the material and activities to your environment.
1.
2.
3.
4.
5.
%

LEAP Program: Fast-track a particular skill.
Multiple streams of learning to suit
your requirements.
Everybody can reach their potential, they
just need the opportunity to learn.
For maximum results the learning streams offered are
mapped to the procurement process.
This format enables skills across financial, legal, operational
and soft skill knowledge. To guarantee transformative learning
the syllabus is divided into four streams to ensure the trajectory
of learning builds from your current skill and knowledge level.
CONVENIENT
HALF DAY
WORKSHOPS!
Book a call with a consultant to discuss
which course best suits your need
Opportunity
Analysis
Market
Analysis
Develop
Analysis
Market
Engagement
Contract
Implement
Refresh
Strategy
Manage
Relationship
Performance
Negotiate

Opportunity
Analysis
Market
Analysis
Strategy
Development
Market
Engagement
Contract
Implementation
Refresh
Strategy
Negotiate
Behavioural Competence (Soft Skills)
FInancial, Legal and Operational (Hard Skills)
217
Be careful of the
‘rose tinted’ glasses
Stakeholder
Influencing
221
Do your suppliers
sell to your
stakeholders better
than you do?
Sales Techniques
to Influence
218
Get your
stakeholders
on the map
Stakeholder
Mapping and
Management
222
Laggards are
usually left behind
Change
Management
219
Get above the
‘tree line’ and
resolve the true
issues
Problem Solving
223
Building
Co-operation
with your suppliers
Supplier
Relationship
Management
220
Effective
communication
in a commercial
world
Communication
Skills
224
“It’s not fair” and
other conflicts
Conflict Resolution
Procurement Technical (Hard Skills)
201
The real value of
the TCO model
Reducing Total Cost
with TCO tools
209
Turning big data
into big insights!
Spend Analysis
205
The craft of
the negotiation
alchemist
Developing a
Negotiation Plan
213
Fight or flight, and
other negotiation
tactics
Negotiation
Tactics
202
Why labels and
‘pigeon holes’
don’t work
Market
Segmentation
210
Window shopping
costs you nothing
Market Analysis
206
Strangling your
supplier is a thing
of the past
Supplier
Performance
Frameworks
214
The perpetual
benefits process
SLA KPI’s
203
The secret of
success for Specs
and Scopes
Specification
Writing
211
When you should
and when you
shouldn’t ... know
your limits
Risk Management
207
My suppliers are
just as important
as my customers
Supplier Relationship
Management
215
‘Value creation’...
and other dirty words
Creating True Value
204
From 3 quotes to
‘strategic’ sourcing
Routes to Market
212
Avoiding the
weapons of mass
disruption
Tender Evaluation
Models
208
Stop history
from repeating
itself
Reviewing your
Category Strategy
216
Do we stay or do
we go now?
Benchmarking
Supplier
Performance
Supplier
Relationship
Management
225
The ‘weird observer’
in the corner
Probity for
Commercial
Managers
229
How to bargain
with flair!
Bargaining
226
Are your suppliers
as financially strong
as you would like?
Supplier Financial
Stability
230
Own the contract
like you wrote it
Drafting Contracts
227
An MBA …
in a nutshell!
Business Skills
231
Smoke and Mirrors:
Defining and
tracking procurement
benefits
Financial Savings
Models
228
Is it a term,
a condition, warranty
or a guarantee?
Speaking ‘legalese’!
Navigating
Contract Terms
232
Getting LEAN in
your Procurement
practices
Operational
Excellence for
Procurement

LEAP Program Syllabus 2016
The real value of the TCO model
Reducing Total Cost with TCO tools
You will learn how to:
Build a total cost model
Propose cost levers
Generate ideas to reduce total cost in practice
Course code: 201 Stream: Opportunity Analysis
Why labels and ‘pigeon holes’ don’t work
Market Segmentation
Define which market to analyse
Use tools that focus on the structure and dynamics of the market
Use matrix based tools of analysis
Course code: 202 Stream: Market Analysis
The secret of success for Specs and Scopes
Specification Writing
Apply different types; input, output and hybrid specifications
Format different types; scope of work, output statements, service level agreements
Use language wisely and know which language to avoid using
Course code: 203 Stream: Strategy Development
From 3 quotes to ‘strategic’ sourcing
Routes to Market
Define the opportunity and review the supply market
Design the market approach
Engage the market
Course code: 204 Stream: Market Engagement
Technical Skills
Investment: Half day workshop plus theory input at a time to suit you | Cost: $499
47%
47%
45%
46%
LEAP courses are created
to resolve major capability
gaps as revealed below by:

45%
48%
44%
Technical Skills
The craft of the negotiation alchemist
Developing a Negotiation Plan
Plan for your negotiation
Deploy your Negotiation Plan
Control your negotiation
Course code: 205 Stream: Negotiate
Strangling your supplier is a thing of the past
Supplier Performance Frameworks
Design a supplier performance improvement framework
Define dimensions to measure
Apply the levers of performance management
Course code: 206 Stream: Contract Implementation
My suppliers are just as important as my customers
Supplier Relationship Management
Segment supplier relationships and deconstruct the elements of them
Develop joint case and value adding initiatives
Apply 180 degree feedback and ascertain ‘customer of choice’ status
Course code: 207 Stream: Supplier Relationship Management
Stop history from repeating itself
Reviewing your Category Strategy
Evaluate the category against the original objective comparing actual
versus expected benefits
Review the competitiveness of the current Strategy
Draft and communicate recommendations for next steps
Course code: 208 Stream: Refresh Strategy
51%

Technical Skills
Turning big data into big insights!
Spend Analysis
Make full use of your available data
Convert your data into track-able KPIs
Communicate results to a wide range of stakeholders
Window shopping costs you nothing
Market Analysis
Use a variety of sources of information to get the data
Use matrix based tools of analysis
Analyse and interpret asking the question “so what?”
When you should and when you shouldn’t ... know your limits
Risk Management
Apply practical methods for risk identification
Apply practical methods for scaling risk
Apply practical methods for the treatment of risk
Avoiding the weapons of mass disruption
Tender Evaluation Models
Design the bid evaluation mechanism
Manage evaluation in practice
Identify and manage problems
46%
48%
46%
49%

Technical Skills
Fight or flight, and other negotiation tactics
Negotiation Tactics
Use tactics for a successful negotiation
Resolve impasses in negotiations
Neutralise negotiation tactics
The perpetual benefits process
Service Level Agreements (SLA) and Key Performance Indicators (KPI)
Measure supplier performance
Build a practical Service Level Agreement
Develop Performance Indicators that are ‘Key’ [KPIs]
‘Value creation’ … and other dirty words
Creating True Value
Develop a supplier relationship plan
Improve supplier capability
Improve delinquent supplier performance
Do we stay or do we go now ...?
Benchmarking Supplier Performance
Measure supplier performance and compliance to contract
Compare and contrast suppliers relative to their peers
Communicate performance results back to your suppliers
50%
48%
45%
48%

Soft Skills
Be careful of the ‘rose tinted’ glasses
Stakeholder Influencing
Engage stakeholders and build rapport
Influence stakeholders and deal with objections
Manage upwardly; dealing with your manager, governance groups and the senior
leadership team
Get your stakeholders on the map
Stakeholder Mapping and Management
Identify stakeholders
Profile stakeholders and their likely interest
Influence stakeholders and management
Get above the ‘tree line’ and resolve the true issues
Problem Solving
Diagnose the heart of a problem and deal with the real issues at hand
Engage with and facilitate small groups through problem solving tools and processes.
Develop the capability to facilitate and use Problem Solving Processes (PSP’s)
such as Systema, Fishbone Diagnostics, Circles of Control, etc.
Effective communication in a commercial world
Communication Skills
Use questioning skills and diagnosing information
Hone your listening skills and tuning in to verbal and non-verbal communication
Facilitate small groups and teams
49%
51%
58%
55%

Soft Skills
Do your suppliers sell to your stakeholders better than you do?
Sales Techniques to Influence
Identify the strategies, tactics and behaviours adopted to influence
stakeholders internally
Develop mechanisms to neutralise the influence of sales people in the
procurement process
Surface the real business needs in an agnostic manner to ensure procurement
decisions are reached in an environment of probity and transparency
Laggards are usually left behind
Change Management
Describe why procurement change initiatives fail and be better prepared
for your change
Gain clarity on describing why change is necessary and what it will achieve
Identify the appropriate change model for the kind of change required
Course code: 222 Stream: Contact Implementation
Building co-operation with your suppliers
Supplier Relationship Management
Engage behaviours and capability to support collaboration
Develop relational competence; my way, your way, or our way?
Build resilience to prevent and resolve problems
“It’s not fair” and other conflicts
Conflict Resolution
Build a framework to work through challenging conflict situations
Leverage strategies to effectively resolve conflict
Incorporate a structured process when dealing with suppliers and stakeholder conflicts
49%
47%
52%
53%

Technical Skills
Operational
The ‘weird observer’ in the corner
Probity for Commercial Managers
Use probity and process principles in Procurement
Consider probity and process in contract formation
Consider probity and process in contract management
Finance
Are your suppliers as financially strong as you would like?
Supplier Financial Stability
Assess your supplier’s financial strength
Use Ratio Analysis tools
Ascertain your Go/No Go Decision
Finance
An MBA … in a nutshell!
Business Skills
Make strategic plans
Think innovatively
Be an entrepreneurial employee in a organisation
Legal
Is it a term, a condition, warranty or a guarantee? Speaking ‘legalese’!
Navigating Contract Terms
Differentiate between types of contract terms
Form a contract
Draft clauses
Course code: 228 Stream: Market Engagament
47%
44%
49%
52%

Technical Skills
Operational
How to Bargain with Flair!
Bargaining
Ask the right questions
Read the body language of your supplier
Make concessions and other bargaining tactics
Legal
Own the contract like you wrote it
Drafting Contracts
Interpret a contract
Navigate key ‘difficult’ contract terms
Review commercial contracts
Finance
Smoke and Mirrors: Defining and tracking procurement benefits
Financial Savings Models
Design savings frameworks
Measure Cash and Non Cash releasing benefits
Track Cash and Non Cash releasing benefits
Operational
Getting LEAN in your Procurement practices
Operational Excellence for Procurement
Apply operational excellence principles for procurement
Apply practical problem solving techniques
Apply improvement systems for procurement
49%
48%
44%
49%

LEVEL 3: Advanced
For those who would like to
‘deep-dive’ and master an
advanced skill.
ONE OR TWO DAY COURSES
Increase your specialist knowledge by partaking in an advanced
course – this will add intellectual theory and practical skills to
your career.

One or Two Day Courses
LEVEL 3: ‘Deep-dive’ and master an advanced skill.
1. Advanced Category Management
Examine the tools, techniques and methods that advanced category managers use
at various stages of the category management process.
This intensive workshop explores the tools, techniques and methods of effective category
management. Participants will discover how value is created and/or lost throughout the
category management process.
Increased confidence and more appreciation of the role of the category manager in facilitating
the end-to-end process and the tools, techniques and methods that are used for each phase.
More effective in the deployment of specific tools appropriate for each phase of the
end-to-end process.
Less likelihood the category management process will be undermined through role conflict
and/or the adoption of inappropriate strategies or approaches.
Course code: 301 Investment: 1 day | Cost: $799
2. Advanced Contract Management
Manage the end-to-end contract cycle and develop organisational capability to
implement across the contract portfolio.
This workshop will benefit those who are responsible for managing contracts that are
complex, high value and/or high risk, and generally those who wish to develop their existing
capability in contract management. It is assumed that participants in this workshop have
some contract management experience, and wish to further develop their understanding of
contract management tools and techniques.
More knowledge and capability in managing contracts throughout their lifecycle.
More knowledge and capability in applying tools and techniques of contract management
to a range of contracts.
Less likelihood of contract outputs or outcomes failing to meet expectations in terms
of cost and value.

3. Negotiation Master Class
Improve capability in negotiation behaviours at each stage of the process
and confidence in terms of designing and executing negotiation plans.
This workshop aims to equip delegates with capability in negotiation providing
you with tools, processes and methods that effective negotiators use to achieve
better outcomes.
Increased rigour in negotiation preparation and planning to ensure the team
are well prepared when they reach the table.
More confidence in facilitating the team to ensure each team member knows
what to do and say at each phase of the process.
Less likelihood of increased risk through the negotiation process being delayed,
subverted or failing to deliver the required outcomes.
Course code: 303 Investment: 2 days | Cost: $1,899
4. Advanced Supplier Relationship Management
Design and manage a portfolio of critical supplier relationships.
The workshop aims to equip the participant with tools to design, organise and
build appropriate relationships with suppliers across the spend portfolio. Attendance
will enhance the capability of attendees to design and manage a supplier relationship
improvement program. The focus is on ensuring strong relationships and
changing the status quo to deliver better value. It is assumed that participants in
this workshop are experienced in contract management.
More capability aligning suppliers to work co-operatively on joint projects with
shared goals.
Less likelihood of contract outcomes failing to meet expectations or
forecast benefits.
Greater understanding of influencing and interpersonal skills required to build
effective relationships.

5. Advanced Contract Law
Understand how contracts legally work and how to govern them.
This workshop aims to equip the delegate with knowledge on the law and management
of contracts and is specifically designed for those who negotiate, draft or administer
commercial contracts. The principals discussed will be relevant to all forms of
commercial contracts.
Increased confidence in assessing the risk profile of an organisation and the issues raised
in risk allocation.
More effective understanding of the enablers for risk mitigation.
Less likelihood risk management will be undertaken with the outcome being the wrong
party manages the risk.
6. Commercial Acumen for Managers
Gain the knowledge to help you and your team make better commercial decisions.
This workshop aims to equip delegates with awareness of hard tools and capability in
selected soft skills. The workshop explores assertiveness and the person to person
elements of procurement and contract management, as well as the contractual foundation
of contracts, standards, escalation, damages, and termination. It adopts a pragmatic
‘commercial’ tone to dealing with unsatisfactory performance.
Attendance at the workshop will raise awareness of opportunities to create value and
develop experience with tools and techniques used. Delegates will also gain three key
benefits from attending:
More appreciation of the importance of contract management to deliver better outcomes.
More appreciation of opportunities to add value through enhanced commercial acumen.
More awareness of the ways in which service providers can be managed effectively
to ensure we ‘get what we pay for’.
Less likelihood we’ll pay for services we have not received, as a result of
accepting levels of performance below the contracted level.

Procurement Leadership
Team Program.
Influence business strategy and deliver results.
The Procurement Leadership Program seeks
to further enhance procurement performance.
These workshops are dedicated to opening pathways
to enable you to perform at your peak. By joining in
these highly focused workshops you will leverage
your collective strengths to create a landscape of
positive change and deliver ongoing, sustainable
results for the business.
Procurement Leadership – in Action
• Develop credibility by engaging with confidence,
verbalising insights into procurement and leading
candid debate
• Communicate a clear and compelling vision to
key stakeholders demonstrating alignment of
procurement strategy with business needs
• Earn the status of trusted adviser amongst key
stakeholders by increasing influence and gaining
buy-in for procurement strategies
• Exemplify and coach excellence in procurement
by taking ownership to deliver better procurement
outcomes
• Demonstrate leadership by consistently driving
and delivering sustainable results.

Get access to the world’s greatest
e-Learning tool for Procurement
Professionals and Contract Managers.
Over 700 high-impact videos covering 200 distinct
capabilities ... and hundreds of resources!
Take advantage of this extensive, innovative
and highly beneficial Knowledge Portal.
Videos that are high-impact, compelling
and true to life
Meet typical characters you could
encounter in your workplace
Identify with recognisable situations
and access advice
Interactive quizzes to test your understanding
as you work through the content
PLUS ...
Course notes to download
Hundreds of interesting articles
Scores of smart and relevant templates
Learning plan development
Interesting white pages
Award winning Learning Portal (LMS)
Watch your videos ...
and check your knowledge.

To achieve a qualification
The Procurement Academy is an on-line portal containing the world’s
largest collection of high impact e-learning modules where you complete
on-line training modules over 12 months to receive your qualification.
You will also have access to articles, on-line simulations and tasks. The
qualification requires you to complete 4 written assignments which need
to be approved by your manager prior to achieving your qualification.
Certified International Procurement
Professional (CIPP)
62.5 hours of online learning (approx.)
For the qualification – students are awarded upon successful completion
of on-line modules that cover 9 competencies: Sourcing, Negotiation,
Legal, Finance, Cost Management, Operational Procurement, Contract
Management, Strategy and Sourcing.
Certified International Advanced
Procurement Professional (CIAPP)
99 hours of on-line learning (approx.)
For the qualification – students are awarded upon successful completion
of on-line modules that cover 10 competencies: Sourcing, Negotiation,
Legal, Finance, Cost Management, Operational Procurement, Contract
Management, Strategy and Sourcing, Category Management.
Gain a globally recognised
qualification.
While every student has a specific learning plan for their qualification
– they also have access to the entire catalogue of e-learning available
through the Procurement Academy for a period of 12 months. The portal
enables the delegate to access online educational modules and complete
activities and tasks including simulations as a way to embed the learning
and gain their qualification.
AWARDING BODY
The Interational Federation
of Purchasing and Supply
Management (IFPSM)
These qualifications are achieved
through the IFPSM.
he International Federation
of Purchasing and Supply
Management (IFPSM) is the
union of 48 national and
regional purchasing associations
worldwide, who have
around 200,000 purchasing
professionals as members:
http://www.ifpsm.org/
The most
comprehensive
e-Learning tool for
procurement!

Do you work in the public sector?
The Critical Skills Boost Program is for you!
Comprara has a standing offer
agreement with the Queensland
State Government to deliver training
services to all government agencies
and councils across the state ...
and across Australia.
If YOU work in Government,
Not-For-Profit or Public Sector
organisations, you can access all
of these services with the added
benefit of preferred pricing.

GAIN MORE GROUND
for commercially savvy professionals
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Brought to you by
Comprara Pty Ltd
L5, 356 Collins Street, Melbourne
Victoria 3000 Australia
Telephone: 61 (03) 8547 3940
Email: info@comprara.com.au

Comprara - Academy of Procurement Full Brochure

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