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L4M6 Quick Exam-Ready Summary:
- Core Module
- Objective / Response Exam
- 1.5 hours Exam duration
- 60 Questions in exam
- 6 Credits Score
Supplier Relationship Dynamics
Relationship types and lifecycle; Kraljic & portfolio matrices; Five Forces; STEEPLED; added value from relationships
Stakeholder Engagement
Procurement processes for relationship success; team development & conflict management; cost modelling; termination protocols
Partnering
Partnering vs traditional contracts; benefits & contexts; implementation steps; partnership failure factors
CIPS L4M6 Focus Areas – 2025 (Master List)
“These are core learning areas, but CIPS may include questions from other parts of the syllabus.” ⚠️
1. Dynamics of Supplier Relationships
- Types of Commercial Relationships:
- Internal vs. external relationships; each has distinct advantages and limitations
- Relationship spectrum from adversarial → arm’s-length → transactional → tactical → single-source → outsourced → strategic alliance → partnership → co-destiny
- Relationship Life Cycle:
- Phases: onboarding → qualification → segmentation & risk assessment → performance management → development & innovation → phase-out
- Portfolio Analysis Techniques:
- Tools such as Pareto analysis / ABC; Kraljic’s matrix (non-critical, leverage, bottleneck, strategic categories); supplier preferencing and market management matrices
- Competitive & Environmental Forces:
- Porter’s Five Forces (rivalry, buyer/supplier power, threats of entry/substitute)
- STEEPLED factors: Social, Technological, Economic, Environmental, Political, Legislative, Ethical, Demographic influences on supply chains
- Value from Relationships:
Relationship as a value-adding process: cost/pricing management, quality improvement, timeliness, quantity/place optimization, ESG (Environmental, Social, Governance) outcomes, return on relationship investment evocurement.edu.vn, Scribd.
2. Working Successfully with Stakeholders
- Purpose of Procedures and Processes:
- Ensuring value for money, supplier selection and awarding criteria, structured procurement procedures for strong supplier relationships
- Team & Stakeholder Management:
- Building positive contributions, resolving conflicts, cross-functional team dynamics, plus team development stages: forming, storming, norming, performing, adjourning
- Practical Stakeholder Considerations
- Accurate cost modeling, minimizing price fluctuation impacts, early supplier involvement in development, knowledge/information transfer, innovation access, shared metrics, risk management, continuity of supply
- Terminating Relationships:
- Reasons for ending supplier relationships, termination process, timing considerations, stakeholder impact (amicable vs. hostile separation), legal considerations (finances, confidentiality, IP, employee rights), succession for supply continuity evocurement.edu.vn.
3. The Concept of Partnering
- Understanding Partnering:
- Definitions, types of partnering, comparison with traditional contracting, partnering drivers, purchaser and supplier benefits
- Suitable contexts: high-risk/high-value/high-technical complexity supplies, new products/services, fast-changing tech, limited markets
- Partnership Implementation Steps:
- Identify suitable activities/spend, advocate internally, define performance standards, foster joint commitment, set up review/audit mechanisms
- Risks of Partnership Failure:
- Causes include poor communication, lack of senior support/trust, insufficient commitment, weak planning, low value, market/cultural changes, logistical/geographic challenges evocurement.edu.vn.
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