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CIPS L4M6 Exam Syllabus Topics:

SectionWeightObjectives
Topic 1: Approaches to Managing Supplier Relationships35%- Supplier selection and evaluation
  • 1. Criteria and methods for selection
    • 2. Performance measurement and monitoring
      - Communication and stakeholder engagement
      • 1. Effective communication protocols
        • 2. Managing internal and external stakeholders
          - Relationship management strategies
          • 1. Contractual and relational governance
            • 2. Partnership and collaborative approaches
              Topic 2: Dynamics of Relationships in Supply Chains30%- Competitive forces and external factors
              • 1. Porter's five forces
                • 2. STEEPLED influences
                  - Portfolio analysis techniques
                  • 1. Matrices for positioning and assessment
                    • 2. Developing improvement action plans
                      - Types of commercial relationships
                      • 1. Internal and external relationships
                        • 2. Relationship spectrum and life cycle
                          - Sources of added value through relationships
                          Topic 3: Improving Supplier Relationships15%- Sustainability and ethical considerations
                          - Process improvement and value creation
                          - Risk management and resilience
                          Topic 4: Conflict and Dispute Resolution20%- Approaches to negotiation and resolution
                          • 1. Negotiation styles and techniques
                            • 2. Formal and informal dispute resolution
                              - Sources of conflict in relationships

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                              CIPS Supplier Relationships Sample Questions (Q208-Q213):

                              NEW QUESTION # 208
                              A large construction group has a critical contract with a brick supplier. This represents high-value spend, and the contract has a five-year duration. What type of commercial relationship would be the most appropriate?

                              Answer: C

                              Explanation:
                              Given the criticality and high value of the contract, a partnership is most suitable. This allows for long-term collaboration, mutual investment, and risk sharing to achieve strategic goals.


                              NEW QUESTION # 209
                              At what stage of the relationship cycle could you use Carter's 10 Cs?

                              Answer: B

                              Explanation:
                              Carter's 10 Cs are a way to qualify (aka shortlist) a supplier. See p.11 for more details on this and p.10 for the stages of the relationship cycle.


                              NEW QUESTION # 210
                              Gabriel is a procurement manager who wishes to explore a new avenue to procure products for his company.
                              His manager has told him that he should invite internal stakeholders to a meeting to get their feedback. Who should Gabriel invite? Select THREE.

                              Answer: A,C,D

                              Explanation:
                              Internal stakeholders are those who work within the business so include the legal department, employees and end-users. End-users mean those people and departments who will be using the product or service. For example if Gabriel is procuring new software- an end-user would be anyone who would be using that software (whether they're employees, volunteers or agencies). CIPS outlines types of stakeholders on p.64


                              NEW QUESTION # 211
                              A supplier is working with a buyer who represents a large percentage of his business. Without this particular buyer, the supplier would likely go out of business. There has been a dispute in the last invoice which the buyer is not happy about. What technique should the supplier use when talking to the buyer about this?

                              Answer: A

                              Explanation:
                              The correct answer is 'accommodating'. This question is based on the Thomas-Kilmann Conflict model on p.87. This comes up quite a bit in the exam. It is comprised of 5 techniques for dealing with conflict; competing, collaborating, compromising, avoiding and accommodating. In this instance, the supplier should have a high degree of co-cooperativeness and a low degree of assertiveness as the long-term relationship is very important- more important than the outcome of the disputed invoice.


                              NEW QUESTION # 212
                              Which of the following are NOT one of the four key principles of procurement in the EU?

                              Answer: C

                              Explanation:
                              Value for money is not a principle of EU procurement. The four key principles are; transparency, non-discrimination, proportionality and equality of treatment. The principles are basically about ensuring the procurement process is fair. See p.75


                              NEW QUESTION # 213
                              ......

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