Commercial and Contract Management (CCM) Certifications

1 Commercial and Contract Management (CCM) certifications

April 2021

Contents Learning with WorldCC 3 CCM path to commercial excellence We are dedicated to supporting our members from all around the world to 4 Fundamentals achieve high performing and trusted trading relationships. A key pillar of that 5 Certification support is learning and development. We address the growing need across all 6 Development in CCM private and public organizations for everyone to be able to prepare, understand 7 Certification program details and manage contracts, and be skilled at managing commercial relationships. 9 Blended Certification program 10 About the Blended program Invest in yourself Build commercial excellence 11 Blended program workshops The world is changing. Fast. And it has never been more We all know that contracts and contracting processes important to continue to develop the skills and knowledge are undergoing substantial change. Digital transformation 12 Workshop details that provide a competitive edge. Certification demonstrates underpins the evolution, which was accelerated by the 13 Prices your abilities and communicates your value. global pandemic and the vivid exposure of the existing inadequacies. Training is the backbone to support the Reduce friction costs by aligning around successful implementation of change. But beyond a core body of knowledge technical training on new systems and processes there Organizations live and die based on their ability to win and is a deeper transition that must be supported. To achieve deliver contracts. Teams cannot afford to have disparate commercial excellence, teams must engage in re-skilling understanding of the contracting process or misaligned to learn how to effectively leverage contracts as business levels of integration and coordination. Teams must operate assets and vehicles for communication in their role. These from the same core body of knowledge and incorporate various dimensions of training are critical to successful best practices. Reduce friction points and create value by transformation. ensuring the same core understanding of the commercial and contracting process. Achieve this core understanding World Commerce & Contracting is committed to helping through team-wide certification, supporting individuals at our members improve capabilities, and to connect to share the Associate level, through to Expert. knowledge and leading practice. We are here to help you and your organization achieve success.

Sally Guyer Vikki Rogers Global CEO Chief Learning Officer

CCM path to commercial excellence

CCM Expert

CCM Advanced Practitioner 4

CCM Practitioner 3

CCM Associate Fundamentals 2 1

CCM Fundamentals Learn the basics of commercial and contract management and grow your professional status. This short fundamentals course provides the essentials to build confidence and equip you with concepts and practices you can apply straight away. If you are new to the world of contracting we recommend starting with the Fundamentals course before moving on to the CCM and SRM practitioner-level certification programs.

Who the program is for The program includes Benefits and objectives The Fundamentals program is suitable for commercial and • Micro-instructional presentations Individuals or teams will emerge with an understanding of: contract professionals new to the role, and individuals who • The e-book ‘Fundamentals of Contract and • The significance and role of contracts and contract support the commercial function. Commercial Management’ professionals in the world of business WorldCC Members • Knowledge check-ins throughout the program • Practical concepts and techniques to apply in your work On successful completion of the Fundamentals program • Social learning through discussion boards • The essentials of the contracting lifecycle members achieve certification and become a WorldCC • A 45-minute closed-book exam • How to identify and manage risk and opportunity CCM Associate. • Associate level Commercial and Contract Management • Important concepts in contracts and associated legal Certification considerations • 10 continuing professional development (CPD) points • The principles and process of contract negotiation • Additional reading materials, covering core principles CCM Associate • Effective post-award delivery and operations and their real-world impacts (governance) Associate certification is valid for two years. To renew, you’ll need to be an active member and to have collected Ways to learn Pricing per person 20 CPD points. Self-paced Complete online courses for the Fundamentals Enroll now program on your own schedule. Benefit from social and micro-learning instruction embedded in the delivery. 395 Virtual or in-person US$ Contact us Contact WorldCC to discuss options for custom curriculum and virtual or in-person delivery to meet your training needs.

CCM Certification Earn the Commercial and Contract Management (CCM) Certification that sets the global standard for this professional capability.

Benefits Pre-assessment Ways to learn For individuals and teams Pre-assessment is repeated for registration at each level Self-paced • Achieve world recognized certification (Practitioner, Advanced and Expert). Complete online courses for CCM certification on your own schedule. Benefit from social and micro-learning instruction • Gain detailed knowledge of leading and emerging CCM Your pre-assessment must be validated by an independent embedded in the delivery, as well as access to latest practices and qualified reviewer familiar with your work. Expert-level research in the field. • Elevate experience and career opportunities candidates are also required to interview with WorldCC as a • Join and network within an established global community requirement for admission into the Expert program. Blended learning Complete the self-paced program alongside virtual For employers Program features workshops with fellow learners and experienced instructors. • Create clarity, understanding and consistency of practice • Demonstrate investment in your people and nurture • Study (Practitioner and Advanced Practitioner) self-paced Custom blended employee growth and excellence or blended. Contact WorldCC to discuss options for custom curriculum • Generate better outcomes from improved trading • Exam (Practitioner and Advanced Practitioner) 2-hour and delivery to meet your team needs. relationships online exam includes approximately 100 questions. • Lead within the organization on driving value, innovation • Presentation (Expert program only) develop and present and digital transformation a business case on an issue of practice or policy of your choice • Instill a culture of positivity and support

The WorldCC CCM Program offers Certification at the Practitioner, Advanced Practitioner and Expert CCM Practitioner levels.

CCM Advanced Practitioner

CCM Expert

Development in CCM Practitioner and Advanced levels Expert level At Practitioner and Advanced levels, participants must Expert candidates must have achieved Advanced case to a panel of judges who assess whether the candidate complete all applicable courses and tests, as well as Practitioner status. They develop a business case on an adequately demonstrates the application of appropriate participate in discussion threads, before taking their final issue of practice, policy, or organization, supported by CCM techniques and practices. The judging panel has final exam. The program is open for 12 months, though most regular mentoring along the way. Those with qualifying decision authority on the award of Expert Certification. candidates complete in around 6 months or less. submissions are invited to present their completed business

Flexible entry based on WorldCC skills assessment

Years experience 2 4 6 8 10

Associate

Practitioner

Fundamentals Advanced Practitioner

Commercial Awareness for Better Business Outcomes Professional development Expert activities between Practitioner and Advanced Practitioner WorldCC Fundamentals Professional development activities between Program in CCM Engagement with Member Advanced Practitioner and Expert resources (webinars, networks, Options for Expert Program on-demand resource library, Engagement with Member Presentations participation WorldCC research) resources (webinars, networks, (internal and external) on-demand resource library, Expert program CCM Certi cation (Practitioner) WorldCC research) Committee membership / network (independent) lead OR Mentoring (mentee) SRM Certi cation (Advanced) Internal and external training Expert program Diversi ed professional (with coaching) Internal and external training experiences WorldCC Negotiation Masterclass WorldCC Negotiation Masterclass Publications 40 CPD points every two years to maintain certi cation 40 CPD points every two years to Mentoring (mentor) / teaching Annual skills maintain certi cation assessment A A A A A A A A A A A

CCM Certfication program details

CCM Associate CCM Practitioner

9 courses 5. Develop 1 30 courses 3. Develop 1. Introduction • Selecting a contract type 1. Initiate • Contract and Relationship Types • Introduction to Commercial and • Preliminary agreements and sale • Commercial and Contract • Terms and Conditions Overview Contract Management (CCM) of goods Management Introduction • Partnership, Alliances and Distribution 2. Essentials of Commercial and • 6. Develop 2 • Contract Administration • Statement of Work / Service Level Contract Management • Selling goods and services; licenses • Requirements Definition Agreement Production and leases • The contract lifecycle • Cost Benefit Analysis • Drafting Guidelines and Considerations • Other business relationships and • Core principles • Sourcing Options • Other Strategic Considerations complex agreements 3. Initiate • Conducting a Terms Audit 4. Negotiate • The first step of the lifecycle 7. Negotiate • Cost Identification • Planning, Overview and Objectives • Strategy and style • Understanding requirements • Framing, Strategy and Goals 2. Bid 4. Bid 8. Manage 1 • RFI, RFP, RFQ • Styles and Techniques • Transitioning to a new contract • The RFx documents and the buyer • Responding to Request For Proposals • Tactics, Tricks and Findings • Managing changes and disputes perspective • Bid Process and Rules • Financial Considerations • Bid and proposal management – 9. Manage 2 • The Influence of Laws on the Bid 5. Manage the seller perspective • Managing performance Process • Implementation and Communication • Delivering, invoicing, benchmarking • Evaluation Criteria • Monitoring and Performance Management • Stakeholder Management • Contract Change Management • Understanding Markets and • Dispute Handling and Resolution Opportunities • Contract Close Out

Objectives These programs set the standard for professional capability in Commercial and Contract Management. Their objective is to support recognition for this fast-growing discipline, to create consistency in role and purpose at every level within the function, and to equip both individuals and teams with the knowledge and methods needed for their success.

CCM Certfication program details

CCM Advanced Practitioner CCM Expert

29 courses • Third Party Channels 1. Transforming learning into 2. Demonstrating achievement 1. Introductory • Ethics, Compliance and Sustainability business value in the expert program • Commercial Excellence • Interactive Case Study: Workgroup The expert program represents a logical The judging criteria are: Analysis extension from the Advanced Practitioner 2. Personal • Your preparation of the business case syllabus. It converts theory into action presentation, including evidence of • Leadership and Becoming a Trusted • 4. Technical through an active business case. You supporting research Advisor • Leadership and Becoming a Trusted demonstrate how techniques, strategies • Understanding and evidence of • Negotiating, Including Virtual Intellectual Property and knowledge are applied to achieve stakeholder analysis Negotiations • Competition and Anti-trust approval for the business case. • Demonstration of influencing skills • Customer Relationship Management • Relational and Outcome-based through the quality (behavioral and (CRM) Contracting technical) of your presentation • Supplier Relationship Management • Governance and Standards (SRM) • Outsourcing Strategies and Tools • Cross-Cultural Effectiveness in Trading • International Trading Relationships • Drafting Operational Terms • Interactive Case Study: Negotiation • Industries and Contract Types 3. Business acumen • Agile Contracting and Managing Change • Top Ten Pitfalls to Avoid in Contracting • Creating a Contract Management Plan • Visualization and Design • Using Technology to Become More • Managing and Mitigating Cost and Risk Effective • Advanced Financial Considerations • Interactive Case Study: Complex • Simplifying and Streamlining Processes Relationships • Benchmarking • Government Contracting / Public Procurement

CCM Blended Certification program

Key features of blended certification

Four 2-hour supplemental virtual Interact with CCM peers from workshops across the globe

Augment understanding and Ask questions of subject matter application of self-paced experts learning Complete the program with a Supplement learning with latest deeper understanding of CCM research and case studies in practice

About the Blended program Benefits Workshop sign-up The blended program combines the benefit of flexible self- Registration is required to receive workshop materials and a paced learning with instructor-led interactions, together with Zoom link. Workshop registration can be completed on the a cohort of fellow-professionals. WorldCC website ‘Events’ section, or by clicking the links on the calendar dates on the next page. The live, virtual workshops enable participants to rapidly link underlying theory and methods in the self-paced program Only learners enrolled in the CCM Blended Certification with practical application, drawing on the latest research programs can register for the workshops. and case studies to address the big topics and issues of the day. Certification As we emerge from the Covid pandemic, this blended The workshops are designed to be completed alongside the approach has never been more valuable, with the facilitated self-paced online certification program, but they are not a workshops focusing on critical subjects that include the requirement for certification. latest approaches to collaborative contracting, transparency, governance and risk management. In WorldCC’s 2021 ‘Most Negotiated Terms Report’, these topics were Schedule overwhelmingly identified as areas for priority focus. The timetabling of self-paced learning during the year is flexible. However, we recommend you create a learning Earn extra CDP points schedule for the self-paced online program to correspond approximately with your workshop attendance. Participation in the workshops, through the blended program, earns 2 CPD points per workshop. Maximum and minimum participants Workshops are limited to 25 participants. We may occasionally postpone a workshop until the next date scheduled, if the minimum 8 students haven’t signed-up within a week of the scheduled date.

Upgrade to Blended Learning ONLY $200 See prices on page 13

Blended program workshops 2021 Days Workshops are on Thursdays except 1 2 3 4 where marked* eliering and egotiation and ositioning Collaoratie To book a workshop emonstrating is Case tud for the uture Contracting Once you are enrolled in the Blended alue nalsis learning program, you can book attendance at individual workshops at the ‘Events’ registration page by pril clicking a date in the lists. Ma C une Ma C ul More dates in 2022 ul ul C une eptemer Don’t worry if you can’t attend all four ctoer eptemer ctoer ctoer C workshops in 2021, we’re adding more workshop dates in 2022. ecemer ecemer ecemer rida oemer

Time zones Americas and EMEA Workshops are delivered simultaneously friendly times 8:00 11:00 4:00 5:00 6:00 7:00 am am pm pm pm pm across time zones. Most workshop dates are Americas and EMEA friendly Seattle New York London Paris Doha Dubai times, with one of each workshop Las Vegas San Juan Lisbon Cairo Helsinki at APAC friendly times, indicated in Phoenix Lagos Cape Town Moscow brackets in the date lists.

APAC friendly times 8:00 11:00 4:00 5:00 6:00 7:00 am am pm pm pm pm

Seattle New York London Paris Doha Dubai Las Vegas San Juan Lisbon Cairo Helsinki Phoenix Lagos Cape Town Moscow

Workshop details Workshop 1 Workshop 2 Workshop 3 Workshop 4

Delivering and Demonstrating Value: Negotiation and Risk Case Study Positioning for the Future Collaborative Contracting Purpose and Lifecycle Analysis In this workshop, learners will engage with Almost 60% of WorldCC survey The primary goal of this workshop is to This workshop will explore three case expert guest lecturers on the changes that respondents highlighted the importance provide context on the purpose of the description studies that illustrate different will alter the work of CCM. Technology is of increased collaboration as a method contract and how the stages within the aspects of the pre-award process that an obvious element so we will reflect on to improve business outcomes, yet most contracting lifecycle can be managed to you have been studying and explores the ways that it is altering how we work, and acknowledge that they struggle to achieve create value for your organization. application of lessons learned to your job the capabilities being created. But there are it. This workshop focuses on the tools role. broader issues that will potentially impact and methods that underpin collaborative Things around us are volatile right now. our role and purpose – for example, as relationships. It draws on ‘Contracting in the There is extensive change, and in this business develops its sense of ‘purpose’ New Economy’, the latest work co-authored workshop we will explore how that is and the increasing focus on environment, by WorldCC President, Tim Cummins. impacting the role and activities of the society and governance. We potentially contract and commercial community. have a major role to play in supporting these We will provide some data from recent changes – it is time to think and prepare! WorldCC research and have you team up to discuss, to analyze, to share your views and conclusions. We will explore the challenges associated with trends such as virtual negotiation and consider how the pandemic may have altered relative power in negotiations, as well as affect what we negotiate.

Prices for 12 months access

Prices per person Company-speci c learning portal Practitioner, Advanced and Expert Minimum 6 people Self-paced Blended learning The prices shown are for each level and apply to both Practitioner and Advanced. PLUS The cost of the Expert program differs depending In addition to the price on whether additional coaching is included as part of 995 1195 1500 per person, there is a one-off cost per company of US$ 1,500 the program. Please contact WorldCC to discuss details S S S and options. Certification renewal Benefits of a company-specific portal Certification is valid for a period of two-years with an active Enroll for Self-paced • Self-contained company cohort WorldCC membership. For certification renewal, members for secure forum and discussions must demonstrate that they have acquired 40 points Enroll for Blended learning • Better reporting and tracking of Continuing Professional Development (CPD) credits • Company branded (20 points for CCM Associate).

Learning enquiries [email protected] Vikki Rogers Chief Learning Officer [email protected] Sally Guyer Global CEO [email protected] www.worldcc.com