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Building a Contract Scorecard
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Building a Contract Scorecard

2-Day Training Course: THE Guide to Designing Outcomes Based Contract Benchmarks. An upfront investment in your contracts, from a commercial rather than legal perspective, is probably the single most influential activity you can undertake; attend this course to learn to nail down key outcomes & avoid: lack of focus, inconsistent objectives, hidden costs & deteriorating relationships.

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Key Learning Objectives

  • Learn what is important to a contract’s success
  • Map out stakeholders and their needs/goals – the total portfolio of outcomes sought from contracts
  • Identify the parties’ span of control – don’t measure what they can’t control
  • Develop sound KPI measurements that work in practice
  • Investigate performance management options, including carrots, sticks and others
  • Report the scorecard – ensure you can present outcomes to stakeholders
  • Making it happen – using the scorecard throughout the contract lifecycle

About the Course

The ability to drive and demonstrate success from contracts is now a basic expectations of contract design and management.

To assess the myriad of criteria that a deal may need to demonstrate, the industry is now recognising the value of applying a scorecard approach to design and measure contract outcomes.

Adoption and use of a contract scorecard demonstrates a maturing ability to manage commercial arrangements. The process of designing the scorecard helps you nail down key outcomes and avoid lack of focus, inconsistent objectives, hidden costs, and deteriorating relationships with your contract partners.

The contract scorecard will help you design and drive successful contracts. It offers a systematic guide based on practical advice and examples and demonstrates crucial implementation activities.

This hands-on workshop takes you through development of the scorecard from stakeholder analysis, KPI development, performance management and reporting, to getting the results. This can be the missing link to delivering real performance gains to any contract.

The instructor will spend detailed time teaching participants how to interpret examples, and take their interpretative and analysis skills back to their workplace.

Course Level – Advanced

Recommended Pre-requisite – Contract Management & Strategy Masterclass

Who Will Benefit

An elective in our contract management CMP series, this practical, advanced course will benefit those deciding whether to tender or prepare a tender through procurement or service delivery, and who want clear business goals as the focus of their contract – in any industry sector

Job Titles Include (but not limited to)

Contract managers, officers and administrators

Project managements and procurement personnel involved in contract management

Team leaders and other operational/technical staff with contract operations responsibilities

Commercial and service delivery managers

Consultants and advisors


Dr Sara Cullen


I knew nothing about scorecarding before the course – I now feel confident in utilising what I learnt over the past two days. Explained a lot at a very good level.”
Assistant Director, Department of Immigration and Multicultural Affairs

Knowledge gained from such an experienced presenter. Extremely concise. Very motivating.”
Corporate Sourcing – Supplier Performance Manager, Australia Post

Fantastic! As a service level manager on a badly written contract, I can see lots of potential in this. Thanks!
Service Level Manager, Department of Immigration and Multicultural Affairs

How In-house Training works?

Interested in exploring how our In-house Training works?

Cost-effectiveness aside, one of the biggest benefits to our clients of in-house training is the opportunity to customise and tailor the content, delivery method and exercises of a training course to their exact needs. In order to achieve this, we follow a collaborative approach to bring the client & the trainer together to explore needs, shape content and define outcomes.

This video will give you an insight into the process and how bespoke courses are achieved. For more information please contact Holly on +61 (02) 9080 4454 or email

Watch webinar

Our expert course trainer Sean McCarthy delivered an insightful webinar on “Using & understanding contracts as tools for ensuring deliverables”.

You’ll learn:

  •  Overcoming some of the common challenges associated with managing contracts
  •  How contracts act as tools for achieving set outcomes across deliverables or projects
  •  The importance of contract interpretation and building confidence in dealing with contracts

Course Outline

Introduction and overview of training

Scorecard overview

  • Key objectives of a Scorecard
  • Examining the four quadrants

Stakeholders in detail

  • Identify who cares about this deal and what they care about
  • Exercise: Stakeholder goals

Span of control

  • Define each party’s responsibilities
  • Exercise: Responsibility Matrix

Setting metrics – an overview

  • Examining the steps for setting KPIs

Quadrant 1: Quality metrics

  • The Quality KPI options – determine good work/deliverables from poor ones
  • Define your Quality KPIs
  • Exercise: Quality KPI worksheet

Quadrant 2: Financial metrics

  • Examining the financial options – get the right numbers
  • Define your financial KPIs
  • Exercise: Financial KPI worksheet

Open forum

Quadrant 3: Relationship metrics

  • Desired behaviours – determine productive relationship
  • Scoring behaviour perceptions
  • Exercise: Code of conduct (two-part)

Quadrant 4: Strategic metrics

  • The strategic options – doing more than exchanging cash for work
  • Define your strategic KPIs
  • Exercise: Strategic KPI worksheet

Performance management

  • Regular and intermittent schemes
  • Financial and non financial mechanisms
  • Exercise: Incentives


  • Reviewing different types of reports in a contract as a whole
  • Designing the KPI report
  • Exercise: Reporting (two-part)

Making it happen

  • Using the Scorecard throughout the contract lifecycle
  • Examining a number of difference case examples

Wrap-up and evaluation

On-site & in-house training

Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?

Talk to us about an on-site/in-house & customised solution.


Still have a question?

Sushil Kunwar
Training Consultant
+61 (0)2 9080 4395

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