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Please join us for the next IACCM Meeting in Kraków, Poland. This event is open to members and potential members alike and is free thanks to our host UBS.
Date: 14th September 2018
Location: UBS, Kraków Business Park, KBP-1000, Krakowska 280, 32-080 Zabierzów
Negotiating Better Agreements
If the reason for negotiation is to reach an agreement that delivers mutual benefit, it is quite clear that many of today’s business-to-business negotiations fail to achieve their purpose. Whether you negotiate new deals for your organization or negotiate changes and settlements post-award (in-life), (or support people who do), it is important to think about how to improve the results we get from negotiation.
This member meeting will provide an opportunity to debate with professional colleagues from other organizations ways in which we might improve.
As an input to this debate, IACCM has released this year’s report of the most negotiated terms, providing insight from more than 2,100 organizations. We will consider this report and how it can help us to focus on areas of improvement. Participants in the survey confirm the steady shift of business towards services, reflected in substantial growth of outcome, performance and solutions contracts. So what action should we take to improve the quality of our contracts, to get better outcomes and value from contracting?
Join us for this thought-provoking member meeting where you will be able to hear the latest thinking and research, and network with colleagues
09.00 - 09:30 Registration and Networking
09.30 - 09:45 Introductions and Agenda
09.45 - 10:00 Why do we negotiate? What do we hope to achieve? How do we measure success? - Presentation of IACCM research findings into best practices
10.00 - 10:15 Table discussion - why does your organization negotiate? What are the key priorities for your organization? How do you measure success, and how might that be improved?
10:15 - 10:30 Open forum - share the key points from table discussions
10.30 - 11:00 Break for refreshments and networking with colleagues
11.00 - 11:20 The most negotiated terms - presentation by IACCM of the latest research findings
11.20 - 11:30 Table discussion - what are the implications of these findings for your organization?
11:30 - 11:35 Open forum - share the key points from table discussions
11:35 - 12:00 Contract Management Maturity Model by Przemysław Kowal (CCMAP), UBS
12.00 - 12:30 Presentation on Automation Report by Krzysztof Kwiatek, Capgemini Polska
12.30 - Close and networking