Contracting Skills

6-Week Hands-On Training Program (Online)

Learn how to negotiate and create powerful technology acquisition agreements and maximize your organization's leverage with service providers and consultants.

How to Mitigate the Risks Involved in Today's Ever-Changing Technology Contracting?

The acquisition of information technology solutions (hardware, software, software as a service, business process outsourcing, telephony, and technical consulting) nearly always requires forming a written contract to mitigate risks for both the provider and customer. The complexity of technology contracting is increasing dramatically with key changes in solution delivery. Without a sophisticated understanding of new risks, you could be caught off guard in these critical negotiations.

Download the PDF Brochure to learn how this program can help you in your procurement, contracting, or technology roles.

Here's How Our 3-Step Training Process Can Help You

The program progresses through six weeks of interactive instruction, supporting each of the following value-added aspects taught by your instructor, Mark Trowbridge CPSM, C.P.M., MCIPS:


Learn Innovative Trends in Technology Contracting

We will teach you the latest trends in technology contract formation and construction and how they are used by leading companies and governmental agencies.


Examples of World Class Contract Templates and Clauses

Your instructor will share real-world contracts management content and illustrate key points using actual language examples from his career and consulting experience. Participants can work with their own legal counsel to tailor examples for potential use by their organizations.


Bring Your Challenging Contract Clauses

Want feedback on the content of your organization's (or a key supplier's) key clauses? Participants are invited to bring several technology contract clauses to the program and review them by working collaboratively with your instructor.

Join as an Individual or a Team and Learn at Your Convenience

What You Will Learn in 6 Weeks?

Week 1 – Major Trends in Technology Delivery

  • Five Leading Technology Trends Today
  • The Cost of Technology – Overview of Corporate and Governmental Trends
  • Cost vs. Value in Technology Products – How the Marketplace Prices Itself
  • Mergers and Acquisitions in the Technology World
  • Artificial Intelligence (AI)
  • Migration to Smart Devices
  • Big Data
  • Software-As-A-Service (SaaS)
  • Consumerization of Information Technology
  • The Internet of Things (IoT)

Assignment: Discuss Your #1 Technology Contracting Challenge

Week 2 – Moving into the ‘Cloud’

  • SaaS, PaaS, BPaaS, XaaS
  • Ownership of Data
  • Software as a Service (SaaS) – A Different Type of Acquisition
  • SaaS Is Really a Rental Agreement
  • New Considerations for Multi-Cloud Contracts
  • Must-Have Clauses in Any SaaS Arrangement
  • Uptime Guarantees
  • Suspension of Service
  • Negotiation Overview
  • Data Security

Assignment: Major Technology Trends and Their Impact on Contracting

Week 3 – Trends in Contracting Drafting today

Drafting Principles for I.T. Agreements

Review of Key Technology Contract Types

  • Software License & Maintenance Agreement
  • Software Development & Maintenance Agreement
  • Operating System Software & Maintenance License
  • Master Services Agreement
  • Professional Services Agreement
  • Core Terms Rider
  • Hardware Purchase & Maintenance Agreement
  • Software-as-a-Service (SaaS) Agreement
  • Application Service Provider (ASP) Agreement
  • NDA & MNDA Agreements

Assignment: Read SW License Example and Discuss Favorite Clauses

Week 4 - Efficiency Techniques for Managing Technology Contract Portfolios

  • The Spider's Web
  • Technology Costing – the Squishy Balloon
  • Changes in Revenue Models for Technology Providers
  • Cost Changes in IT Delivery
  • Tips for Cost Reductions in Technology Contracting
  • Contingency Operating Plans (COP)
  • Software Licensing Types
  • Development vs. Licensing Language
  • IP Right Ownership (or transfer)
  • Technical Professional Services

Assignment: Read SaaS Agreement Example and Discuss Favorite Clauses

Week 5 - Discussion of Important General Clauses for Technology Agreements

  • Modern Drafting Trends in Best Practice Contracts
  • Template Design Principles
  • Discussion of Key Technology Contract Clauses
  • 10 Key Contract Types Used in Technology Contracting
  • Strategic Use of Legal Counsel
  • Our Paper or Theirs?
  • Use of Negotiation Content Checklists
  • Writing a Strong Technical Statement of Work (SOW)
  • Four Types of a Statement of Work (SOW)
  • Warranties in Technology Agreements

Assignment: Draft a Statement of Work (SOW)

Week 6 – Discussion of Important Technology Contract Clauses

  • Some Important Technology Definitional Phrases & Key Clauses
  • Definitions of Software, Object Code & Source Code
  • Hardware Purchase Language
  • Maintenance Language
  • Updates & Upgrades
  • Error Correction
  • Harmful Code
  • Escrow Account
  • Performance Credits
  • Service Level Response Credit

Assignment: Discussion of Participant Clause Examples

Our Students Represent World-Class Organizations Around the World

Learn with Mark Trowbridge, CPSM, C.P.M.,  MCIPS

His 35+ years in procurement includes supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually, as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company, where during his last two years with the enterprise, his areas of responsibility delivered $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions.

For the last 20 years, Mark has experienced great success in procurement consulting, exceeding targeted savings objectives on procurement transformation projects in the Oil/Gas, Mining, Telecommunications, Agricultural, Governmental, Food Service, Technology, Chemical, Health Care, Banking, Manufacturing & Insurance sectors. During his decades-long consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions.

He is one of the original founders of Strategic Procurement Solutions, LLC. Mr. Trowbridge holds a Bachelor's Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. Mark has served on the I.S.M. committee that creates and reviews certification questions in the CPSM test modules.

He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations. He has been a featured speaker in nearly all of the last 18 I.S.M. annual conferences. His LinkedIn profile is among the 1% most-viewed out of that organization's 250 Million members. Mr. Trowbridge has written articles for Supply Chain Management Review-Journal, eSide Supply Management, and Inside Supply Management Magazine.


Costs: US$ 995/- US$ 895/- Per Participant

Register now and save US$ 100/- per participant.

Contact us for Group Discounts and Corporate Payments.

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