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Performance Based Statements of Work (SOW)

Are you ready to maximize your supplier performance and supply management negotiation skills? This supply management course will provide you with new knowledge on how to develop effective performance-based statements of work (SOW) to improve your performance with suppliers. Get strategic and practical insight into SOW that aren’t just theoretical but will result in more successful contracts. During the two-day intensive supply management training, you’ll explore specific tools and techniques and examine common mistakes – and, most importantly, learn how to avoid them. You will gain hands-on experience using actual case studies and Q&A sessions. If your organization seeks to maximize supplier performance and it is one of your functional responsibilities, you won’t want to miss this practical and applicable course.

Member Price: $1,199.00

List Price: $1,499.00
Early Bird Pricing Ends on Oct 04 2021


Nov 3-4, 2021

Add To Calendar 11/3/2021 10:00:00 AM 11/4/2021 6:00:00 PM ET Performance Based Statements of Work (SOW) Online


Virtual Class
CEH Credits
Product Code

Additional Information


Kelly has been involved in purchasing, contracting and supply chain management throughout a career spanning 40 years. He has held executive and senior management positions in state government, investor-owned electric and gas utilities, manufacturing and non-profit gaming. Additionally, prior to retirement, he was a contributor to two nationally published economic surveys.

Kelly holds a Bachelor of Business Administration degree with emphasis in economics. Designated as a Certified Professional in Supply Management by the Institute for Supply Management (ISM), he was a participant in the first CPSM certification program, awarded certification number 163.


What You Will Learn:

  • When to use performance-based statements of work (SOW)
  • How to evolve your current SOW into performance-based tools to generate results
  • How to write clear and concise performance-based specifications
  • How to develop effective contract-performance measurements
  • Ways to control project scope changes through effective performance-based SOW
  • How to avoid typical failures associated with poorly written SOW
  • How to apply what you’ve learned into practice for on-the-job success

Virtual Class Schedule:

Day 1 - 10:00 am ET - 1:30 pm ET / 7:00 am PT - 10:30 am PT (3.5 hours), Break for Lunch
Day 1 - 2:30 pm ET - 6:00 pm ET / 11:30 am PT - 3:00 pm PT (3.5 hours)
Day 2 - 10:00 am ET - 1:30 pm ET / 7:00 am PT - 10:30 am PT (3.5 hours), Break for Lunch
Day 2 - 2:30 pm ET - 6:00 pm ET / 11:30 am PT - 3:00 pm PT (3.5 hours)

Course Overview & Goals:

  1. Understand supply chain terms and conditions
  2. Understanding the foundation of supply management negotiation:
    • What, why and when
    • Different negotiation philosophies and styles
  3. Differentiating between the two types of negotiation
  4. Learning the basics of negotiation ethics
  5. Preparing for the negotiation process:
    • Identifying interests versus positions/interests
    • Developing principled proposals and preparing concessions
    • Determining walk-away alternatives to decide when to stay and negotiate and when to leave
  6. Identifying objective standards to ensure the fairness of proposals
  7. Developing effective strategy development:
    • Using results of preparation to determine who negotiates
    • When to negotiate
    • Where to negotiate
    • The importance of identifying key stakeholders, their interests and buy-in
  8. Selecting an effective negotiation style:
    • Knowing the attributes of a good negotiator and how you can develop these skills
  9. Conducting the negotiation:
    • Putting your strategy into action
    • Monitoring your progress and maintaining flexibility
  10. Using communication techniques:
    • Active listening
    • Types of questioning styles
    • Expressing views effectively
    • Identifying and clarifying assumptions and assessing validity
  11. Employing the power of alternatives to a negotiated agreement:
    • Knowing what to reveal or not to reveal
    • How to increase your negotiating power by developing a walk-away alternative
  12. Recognizing power and positions of strength – improve your ability to assess a situation and identify all the issues that give each party their strength
  13. Improving your ability to use information in the negotiations
  14. Learning negotiating tactics/styles:
    • Different types of tactics
    • How to recognize them
    • How to counteract them and get things back on track
  15. Avoiding deadlines and learning to manage them
  16. Appreciating the critical need of post-negotiation performance evaluation

Who Should Attend:

This course is ideal for any supply management professional or others who have responsibility for negotiating contracts. It is an ideal supply management course to build or improve the essential negotiation skills and techniques that are critical in today’s competitive marketplace.

Terms And Conditions

Virtual Learning Transferals: Registrations are transferable without any charge to another ISM Virtual Learning Course occurring within 12 months of the original purchase. Transferring registrations to another party are subject to price variance or change based on membership status and an additional $50 fee will be incurred.

Cancellations Virtual Learning: Cancellations more than 5 weeks before the date of the course will incur an administrative charge of 50 percent. Cancellation within 5 weeks of the date of the event will be charged the full fee. You must notify ISM in writing of a cancellation.

Tax Deduction: The Internal Revenue Service may permit an income tax deduction to U.S. residents for expenses (including registration fees, travel costs, meals and lodging) incurred in pursuit of continuing professional education. Consult your tax adviser for details.

View full terms of service here.