Notesale: Turn your study into money

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Managing the relationship

 Things to

keep in mind:

 Different types of contracts require
different contract managers

 An arms-length contract may require
a person who is good at contract law

 A co-operative relationship requires
a good people manager

t
trac
n
o
C

§§§

 In all cases remember to focus on
the problem NOT the person

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2-1

Action Point

7
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2-2

Dealing with relationship problems
Relationship problems can occur in any buyer-supplier
relationship
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• If you faced the same problems again, would you deal with
them differently? If yes, please explain in what way
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2-3

Managing co-operative relationships

 Resolving contractual problems

 In a co-operative relationship you
will often be aware of problems
at an earlier stage

 Partnerships should have an
agreed way of dealing with
problems

 Problems should be resolved at
the lowest possible level

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2-3

Resolving contractual problems
Explain which approach you normally use to solve
contractual problems
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2-5

Problem-solving techniques
 General approach:

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Action Point

7
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To what extent would VA / VE
have been useful in solving this problem?
For example, would it have been a possibility to modify
the functionality in such a way that costs would have been
reduced?

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3-2

Problem solving techniques – cause & effect
diagrams
To what extent would the use of cause and effect
diagrams have been helpful in solving certain problems
that your company (or one that you know well)
experienced?
For which kind of problems do you think this technique
would be most useful?

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3-3

Problem solving techniques – force-field analysis
Did you ever use force-field analysis to come to a
decision regarding implementation of a certain plan?
If yes, to what extent was it helpful? If no, describe for
which past situations you think it could have been a
helpful technique
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3-5

Action Point

7
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3-6

Action Point

7
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3-6

Problem solving techniques – brainstorming
Did you ever use brainstorming to develop creative
solutions for a problem?
If yes, to what extent was it helpful? If no, describe for
which past situations you think it could have been a
helpful technique
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3-8

Handling claims & resolving disputes

 You may have to deal with claims because of:





unforeseen costs
disputes over contract clauses
disputes over what is included in the price
breaches of contract

 In case of problems, you can either resolve
the issue amicably or bring in a third party
(e
...
arbitration & litigation)

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4-1

Amicable agreement
Think of a situation where you have solved a contractual
problem through an amicable agreement
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g
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5-1



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