SLA Lab Results-Based Contracting

Online Event • February 7-9, 2023 

Overview

Early in the acquisition process, effective negotiating teams must agree upon the concept of which contractual approach they will use to drive the deal. ICN’s advanced training course SLA Lab: Results-Based Contracting helps you understand the difference between contracting for resources and contracting for results and shows you how to implement a “results deal”.

This “results versus resources” decision establishes which side of the bargaining table will bear the responsibility for the results you’re expecting from the deal. In a “results deal,” the vendor is responsible, while in a “resource deal,” it’s the customer.
In SLA Lab, you’ll gain an understanding of critical elements that can help you shift risk and responsibilities to the vendor and monitor ongoing compliance.

These include:

• A 10-step Service Level creation process
• Contract and RFP Development tools for developing Service Levels
• Corporate alignment—getting input & buy-in from stakeholders
• Data gathering and measurement—a “how to” process and pitfalls to avoid
• Document library—examples and tools for Service Levels
• Handling of vendor ploys in Service Level areas
• Internal teams—organizing customer stakeholders to make better Service Levels
• Management policies and practices—getting critical management buy-in
• Monitoring and compliance—ensuring agreed-to SLAs are followed
• Performance reviews and escalation—how to solve Service Level disputes
• Reconciliation strategies—how to balance Service Level debits & credits over time
• Remedies and rewards—Motivating vendors to extraordinary performance
• Results-based services—obtaining outcomes, not activities
• Sample templates and forms—examples of Service Level contracting tools
• Scorecards and Dashboards—examples of management reporting tools

Takeaways

• Service Level Template
• Sample Service Level Measurement Formats
• Scorecard Templates
• Dashboard Illustrations
• Position Paper
• Sample Service Level Agreement
• Financial and Non-financial Incentives
• Responsibility Matrix
• Negotiations Ploys and how to handle them
• Performance Pools
• Reconciliation Strategies

Critical Elements Including

• Inducements
• Warranties
• Remedies
• Acceptance Testing
• Effective SLAs
• Deliverables
• Contract Management
• Milestones
• Developing Metrics
• Meaningful SOWs
• Payment Triggers
• Monitoring Compliance
• and more

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Statements of Work Done Right! Successfully Draft, Negotiate and Manage

Online Event • February 22-23, 2023 

This highly interactive SOW workshop uses classroom discussion and group exercises to develop and improve skills in the following areas:

• Best-practice elements of great SOWs
• Getting input from stakeholders for SOW requirements
• Preventing vendors from using SOWs to modify master agreements
• Revising vendor-written fuzzy wording that might shift risk to the customer
• Licensing principles that maximize protections and money savings for customers
• Drafting SOW acceptance tests so customers get what they pay for
• Countering practices used by vendors to defeat customer protections in SOWs

Attendees will also come away with sample templates and checklists providing a solid foundation for negotiating, drafting and managing SOWs.

Overview

In Statements of Work (SOWs) we spend a lot of money while many products and services are bought. Oftentimes SOWs fail, causing delays, financial loss and other damages. Some SOWs written by a customer can be so unclear that acceptance testing is almost impossible. SOWs that are written by a vendor are often riddled with fuzzy words that shift all the risk to the customer. Additionally, vendors will use SOWs to modify key terms of a Master Agreement that inevitably put the customer at an increased disadvantage. Even customers with the best templates and negotiated SOWs still get burned by skilled vendors adept at managing the engagement and in turn, bypassing any written protections.

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Fundamentals of Technology Licensing

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Total Vendor Management Getting What You Pay For

Online Event • March 7-9, 2023 

Benefits

• Identify which vendors to manage
• Enhance relationships with vendors
• Ensure vendor performance
• Exercise your rights
• Monitor vendor obligations
• Learn to use Key Performance Indicators (KPIs)
• Implement an effective vendor management system

Overview

Tired of worrying about your vendors’ performance? Concerned about contractual disagreements and products/services that don’t measure up to standards? This workshop will show you how to control your vendors and get what you pay for. You’ll learn techniques to establish and maintain a meaningful working relationship with your key vendors. And you’ll discover how to create and utilize leverage that improves vendor performance.

Topics Include

• Essential Governance Structure and Tools
• Vendor Classification
• Key Performance Indicators (KPIs)
• Relationship Management Techniques
• Managed Acquisition Process

Whether you currently have or are interested in establishing a Vendor Management Office (VMO) you’ll gain valuable insights by attending this seminar.

Register Now -->Total Vendor Management Getting What You Pay For

IT Contracting Boot Camp Get Informed. Leave Empowered.

Online Event • March 28-30, 2023 

If you’re new to IT contracting or just want to get back to basics, then our IT Contracting Boot Camp is for you. With a curriculum purposefully designed to provide those new to the profession, and veterans looking to get back to basics, with practical tips and tactics for negotiating a better deal with suppliers, this 9-hour interactive workshop will leave participants feeling informed, empowered, and excited about their future in technology procurement. Sessions are hands-on, collaborative, and facilitated by some of the industry’s most engaging professionals.