1Z0-931 Autonomous Database

Assessment 2   

PART A

Your Tasks

Select 3 suppliers of goods and services relevant to your area of work (e.g. Food and Beverage, Cookery, Events, Tourism, Administration or similar) who currently supply your organisation (for example meat, fruit and vegetables, stationery, cleaning services, laundry services, beverages, insurance etc.)

  1. List the suppliers you have selected and describe the products or services they currently provide you with

Supplier 1:

Products or services provided:

Supplier 2:

Products or services provided:

Supplier 3:

Products or services provided:

  1. List the key performance indicators/specifications that are required for the supply of each product or service from each supplier.
  1. Research alternative suppliers for each supplier you have listed in Question 1, and obtain an alternative quote for each supplier you currently use, based on the key performance indicators/specifications you have identified in Question 2.
  1. Once you have received the 3 quotes, compare these with the existing supplier provisions and attach a summary which outlines the advantages and disadvantages for:
  • Quality
  • Prices
  • Payment conditions
  • Service provisions
  • Reliability
  • Specific needs of your organisations (quantities, $ terms, purchasing power etc.)
  1. Based on your comparison, write a recommendation for whether one or several new supplier(s) should be considered to replace any of the existing ones. Which aspects will need to be negotiated specifically where one or several new suppliers are considered, or re-negotiated where existing suppliers are preferred.
  2. How are the relationships with existing suppliers managed in your organisation? What does this entail in terms of communication, monitoring and provisions to overcome supply or service issues? What are your recommendations based on existing provisions in place (or where these do not or only partially exist)?
  1. Where actual negotiation will take place as a result of the aspects you have identified in Question 5, you will be observed conducting these negotiations for Part B of this assessment project.

Or

Where your organisation’s policies and procedures prevent you from negotiating or re-negotiating, you will be observed conducting negotiations in a simulated environment in Part B of this assessment project, based on the factors you have identified in Question 5.

       

Part B – Conducting Negotiations

You will be observed conducting negations with existing or potential new suppliers as identified in Question 5 of Part A of this assessment. The suppliers may be actual, where organisational policies and procedures permit, or simulated, with colleagues or students as agreed to with your trainer. You are required to record all details discussed during the negotiation talks and use these as the basis to draw up a contract for each supplier in Part C of this assessment.

Provide the following details for at least 2 different negotiations (Negotiation 1 and 2) you will undertake:

Negotiation 1

Real Negotiation                  Simulated Negotiation

Supplier details

represented by:

Location

Date

Nature of negotiation

e.g. pricing structure, conditions etc.

Details

List all aspects that are to be discussed


Observation Criteria

SITXMGT002 Establish and conduct business relationships

Criteria

S

NYS

S

NYS

Comments

Negotiation 1

Student is well presented

Student is prepared with all supportive documentation on hand

Uses good stance and posture

Professional introduction

Friendly, professional welcome/greeting

Initial conversation is general and friendly

Maintains initial, professional “level”

The business relationship is established

Establishes ground for the negotiation

Makes eye contact

Uses effective communication skills

Uses people’s names

Takes notes as required

Uses effective listening skills

Uses negotiation skills with confidence

Considers win-win situation during negotiations

Negotiates with strategy

Employs different techniques as appropriate: ___________________

Considers each aspect of the negotiation before agreeing to individual aspects

Negotiates with a plan B

Negotiates honestly

Considers the representative’s ground/limits

Each aspect prepared for the negotiation is addressed

A basis for an agreement is reached

The provisions for authorisation  are discussed

Further provisions for communication are established

Maintains a professional level according to role

Thanks the representative

Farewells representative in a professional manner

Feedback

Negotiation 2

Real Negotiation                  Simulated Negotiation

Supplier details

represented by:

Location

Date

Nature of negotiation

e.g. pricing structure, conditions etc.

Details

List all aspects that are to be discussed

Observation Criteria

SITXMGT002 Establish and conduct business relationships

Criteria

S

NYS

S

NYS

Comments

Negotiation 2

Student is well presented

Student is prepared with all supportive documentation on hand

Uses good stance and posture

Professional introduction

Friendly, professional welcome/greeting

Initial conversation is general and friendly

Maintains initial, professional “level”

The business relationship is established

Establishes ground for the negotiation

Makes eye contact

Uses effective communication skills

Uses people’s names

Takes notes as required

Uses effective listening skills

Uses negotiation skills with confidence

Considers win-win situation during negotiations

Negotiates with strategy

Employs different techniques as appropriate: ___________________

Considers each aspect of the negotiation before agreeing to individual aspects

Negotiates with a plan B

Negotiates honestly

Considers the representative’s ground/limits

Each aspect prepared for the negotiation is addressed

A basis for an agreement is reached

The provisions for authorisation  are discussed

Further provisions for communication are established

Maintains a professional level according to role

Thanks the representative

Farewells representative in a professional manner

Feedback

Part C – Making formal agreements

  1. Present the outcomes from each negotiation to your supervisor/manager or trainer and discuss the viability of each term negotiated according to your notes. Enter the outcomes for each contractual detail you have negotiated in the table below and indicate the changes required (if any) and/or the approval to proceed with the agreements.

Supplier 1

Approved

Not Approved

Recommended Change

Contractual detail 1

Contractual detail 2

Contractual detail 3

Contractual detail 4

Contractual detail 5

Supervisor Name

Supervisor Signature

Date

Supplier 2

Approved

Not Approved

Recommended Change

Contractual detail 1

Contractual detail 2

Contractual detail 3

Contractual detail 4

Contractual detail 5

Supervisor Name

Supervisor Signature

Date

  1. Based on the feedback from your supervisor or trainer, contact the supplier and negotiate the final changes if required. Record the negotiated changes in the table and obtain final approval from your supervisor or trainer.

Supplier 1

Outcome

approved

not approved

Details negotiated

Supplier 2

Outcome

Details negotiated

  1. Contact each supplier by email and confirm the agreements made. Advise each party that you will finalise the formal agreements for signing of all parties.
  1. Draw up the contract agreements based on your final negotiated outcomes. Each contract must contain the following details:

You are encouraged to identify legal requirements based on your own research or legal advice. The following websites provide basic information thereto:

https://www.smallbusiness.wa.gov.au/business-topics/money-tax-and-legal/legal-matters/business-contracts/#verbal

https://www.business.qld.gov.au/business/starting/starting-a-business/working-business-advisers/types-business-advisers

  • Names of contracting parties including trading names and ABN/ACN, as well as their contact details
  • supply conditions, including volume, price, discounts, ordering periods, take or pay and delivery times
  • payment terms
  • specifications of goods or services supplied (scope of goods)
  • warranty periods for defective goods or services
  • limited liability (risk of loss or damage)
  • intellectual property
  • confidentiality
  • insurance
  • dispute resolution
  • termination and exclusion clauses
  • signature provisions
  1. Present your final contracts to your supervisor and trainer for final approval

Part C     Marking Guide Checklist

SITXMGT002 Establish and conduct business relationships   

S

NYS

S

NYS

Comments

1.

The negotiated terms with supplier 1 are presented

Shortfalls or changes as result from Negotiation 1 are clarified

The requirements for changes with Supplier 1 are recorded

The negotiated terms with supplier 2 are presented

Shortfalls or changes as result from Negotiation 2 are clarified

The requirements for changes with Supplier 2 are recorded

2.       (where relevant)

Supplier 1 is contacted for further negotiation as identified

Required changes are negotiated and agreed on

The final details are recorded

The final agreements are communicated internally

The final changes are approved

Supplier 2 is contacted for further negotiation as identified

Required changes are negotiated and agreed on

The final details are recorded

The final agreements are communicated internally

The final changes are approved

3.

Supplier 1 is contacted in writing and informed of agreed contract basis and finalisation of agreement

Supplier 2 is contacted in writing and informed of agreed contract basis and finalisation of agreement

4.

Contract 1

The contract for Supplier 1 is drawn up using a suitable format as suggested on legal websites or templates

Contract features names of contractual parties

Contract features contact details of contractual parties

Contract features ABN/ACN of contractual parties

All supply conditions as agreed on are detailed

The payment terms are clearly defined

The scope of goods or services are listed in detail

The contract outlines the warranty periods for defective goods or services

The limited liability (risk of loss or damage) clause and conditions are specified

The legal provisions for the protection of intellectual property are defined

The confidentiality clause specifies the limitations for each party

The insurance provisions are clearly defined

The provisions for dispute resolution and processes are clearly set out

The termination and exclusion clauses are explicit

Signature provisions are included

The legal aspects for supply contracts have been sufficiently identified.

Contract 2

The contract for Supplier 2 is drawn up using a suitable format as suggested on legal websites or templates

Contract features names of contractual parties

Contract features contact details of contractual parties

Contract features ABN/ACN of contractual parties

All supply conditions as agreed on are detailed

The payment terms are clearly defined

The scope of goods or services are listed in detail

The contract outlines the warranty periods for defective goods or services

The limited liability (risk of loss or damage) clause and conditions are specified

The legal provisions for the protection of intellectual property are defined

The confidentiality clause specifies the limitations for each party

The insurance provisions are clearly defined

The provisions for dispute resolution and processes are clearly set out

The termination and exclusion clauses are explicit

Signature provisions are included

The legal aspects for supply contracts have been sufficiently identified.

The contracts have been submitted for approval

Feedback

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