Collaborative Contracting - GSCI

Leverage Your Competitive Advantage

Supply Chain Management/Logistics

Collaborative Contracting

Location: Knoxville, Tennessee collaborative contracting environment. Participants learn
to work with various stakeholders who may have opposing
Duration: 2 Days points of view, establish deal guardrails, and draft
balanced agreements. The course covers must-have skills
Tuition: $2,000 ($1,900 for CSCMP members; for developing agreements that are highly collaborative
$1,700 for UT Supply Chain Forum members); and highly profitable.
$1,000 if repeating the course;
Includes meals and lodging. Key participant benefits
Collaborative Contracting principles apply to a variety
Program fees are subject to change. Check our website: of customer-supplier relationships, including strategic
http://ExecEd.utk.edu/CC for the latest information. partnerships/alliances, sole supplier agreements, and
outsourcing arrangements. To reap the rewards promised
who should attend? by these relationship-based agreements, you will need to
Teams and individuals who draft, negotiate or manage master 21st century contracting approaches.
complex contracts, including
• commercial managers Yesterday’s negotiation skills will not work for tomor-
• contract negotiators row’s deals. Drawing from leading contracting experts and
• c ontract managers/administrators cutting-edge economic theories, you will leave the class
• p rocurement professionals inspired and motivated to take your contracting skills to
• b usiness development executives the next level.
• account executives
• a lliance managers Throughout the course, you will apply proven, cutting-
• c orporate managers in charge of procuring/providing edge techniques and learn to:
• S et the stage for relationship-based, collaborative
outsourcing operations
• supply chain managers contracting
• lawyers who support these functions. • A lign and incorporate stakeholders who may have

Program Overview different points of view, agendas, policies and
Contracting is changing fast. Customer-supplier relation- requirements
ships are evolving. There are several newer contracting • W rite contract language that incorporates business
models in addition to the traditional commodity models, objectives and deal points into a flexible framework
such as performance-based, relationship-based, Alliance, • W rite contract clauses and schedules that are fair and
and Vested Outsourcing models. These new collaborative balanced
styles of contracting are quickly moving from buzz words
to serious business approaches. methods of instruction
This course is based on extensive research about success-
Relationship-based agreements require highly colla- ful performance-based agreements, cutting- edge
borative win-win contracting techniques rather than behavioral economic theory and case studies showing
conventional win-lose negotiation techniques. This how to document collaborative principles into the
program will provide business professionals with a contract. Participants are expected to have taken basic
process for working together in a non-adversarial legal negotiation skills training and be familiar with drafting
and contract framework to create greater financial returns contracts. The course balances theory, case studies, small-
and better customer-supplier relationships. group exercises, and large-group question-and-answer
time. Please refer to the program schedule included with
Collaborative Contracting is an advanced-skills course this profile sheet.
covering developing, drafting, and aligning interests in a
Graduate & Executive Education
Rev. 7/29/14
ExecEd.utk.edu

Collaborative Contracting

Distinguishing Features • Kate Vitasek, MBA– faculty member at the
Collaborative Contracting is: University of Tennessee’s Graduate and Executive
• T he only course designed to teach contracting Education and the founder of, faculty and lead researcher
for Vested. Author, educator and business consultant,
professionals to develop collaborative contracts; align a Kate is a nationally recognized innovator in the practice
myriad of interests; and draft complex, relationship- of supply chain management and outsourcing. Her
based agreements – including Vested Outsourcing approaches and insights have been widely published,
agreements including over 75 articles and her latest books, Vested
• B ased on applied research studying successful Outsourcing: Five Rules That Will Transform
performance-based and collaborative agreements and Outsourcing, The Vested Outsourcing Handbook, and
case studies showing how to document collaborative prin- Vested, How P&G, McDonald’s, and Microsoft are
ciples into the contract Redefining Winning in Business Relationships.
• C o-sponsored with CSCMP. IAOP Academic Alliance
Partner. faCilitiEs
• This course counts towards the University of Tennessee’s Classes are held in the Graduate and Executive Education
Certified Deal Architect Certification and CSCMP’s executive classrooms of the University of Tennessee
Haslam College of Business. These facilities are designed
SCPro1TM certification maintenance (15 CEUs). to promote group interaction in an environment
conducive to applied discussion, feedback, and the
• UT’s Graduate and Executive Education is CSCMP’s development of relational networks that frequently
Approved Continuing Education Provider (ACEP)! continue well beyond the on-campus experience.

SCPro1TM designees can attend UT’s CSCMP Accommodations are single-occupancy rooms at the
nearby Knoxville Hilton Hotel.
co-sponsored supply chain courses to earn CEUs
good towards certification maintenance. Contact
• C lass size is limited in order to ensure interaction with For more information on Collaborative Contracting,
faculty and fellow participants. please contact:

This program, like all Graduate and Executive Education Bric Wheeler, Director
open enrollment programs, is available as a customized,
in-house program for organizations. Karen Hanlon, Program Coordinator

Faculty Graduate and Executive Education
Program faculty consists of key experts in Vested’s Haslam College of Business
collaborative contracting approach, including: The University of Tennessee
504 Haslam Business Building
• David Frydlinger – lawyer, partner at Lindahl 1000 Volunteer Boulevard
law firm, co-author of Getting to We—Negotiating Knoxville, TN 37996
Agreements For Highly Collaborative Relationships
Phone: +1-865-974-5001
(Palgrave Macmillan 2013) and Certified Deal Architect Fax: +1-865-974-4989
in the Vested model. David has almost fifteen years’ E-mail: [email protected]
experience in assisting large and mid-size Nordic
companies in industries such as IT, telecommunications, Website
steel, rail freight and public sector with outsourcing For current information about Graduate and Executive
and other complex strategic contracts. He combines Education and its offerings, visit our web site at
unique skills in collaborative negotiations and drafting http://ExecEd.utk.edu.
of relational contracts to create business relationships
for the mutual benefit of both parties.

Graduate & Executive Education

ExecEd.utk.edu

Collaborative Contracting

Related Courses NOTE: While this course is taught mostly by attorneys,
• Integrated Supply Chain Management Program neither the attorneys nor the University of Tennessee
• Global Supply Chain Executive Development Program will be giving any legal advice. All participants are
• Supply Chain Relationships and Leadership encouraged to work with their legal team to implement
• Vested Outsourcing the strategies introduced in this course.
• Certified Deal Architect
• PBL: A Proven Product Support Strategy

typical cOURSE Schedule

DAY 1 DAY 2
Setting the Collaborative Stage Structuring the Deal
Interactive Review of Day 1
Participant Introductions Collaborative Contract Structure:
Performance-based, Relationship-based,
Role Play: Negotiating the Deal Part I Alliance and Vested Outsourcing
Small-group exercises:
Background: Vested Outsourcing, Structuring various deals
Performance-based, Relationship-based, Documenting assumptions, baseline models,
guardrails, and other aids to continued
Alliance Agreements contract interpretation
Behavioral Economics and Contract
Small-group drafting exercises
Effectiveness:
Cost of competitive contracting practices Long-Term Value: The deal you draft drives
Assessment: How collaborative are your behavior and profits

purchasing/sales processes? Drafting balanced articles, clauses
Collaboration is a Continuum and schedules

Small-group Exercises Wrap up: One thing I’ll do on Monday
Sitting on the Same Side of the Table:
Practical techniques from a mediator’s

(neutral’s)point of view

Role Play: Negotiating the Deal: Part II
Wrap up: One thing I’ll do on Monday

Graduate & Executive Education

ExecEd.utk.edu