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CIPS L4M6 Exam Syllabus Topics:

Section	Weight	Objectives
Improving Supplier Relationships	15%	- Process improvement and value creation - Risk management and resilience - Sustainability and ethical considerations
Approaches to Managing Supplier Relationships	35%	- Supplier selection and evaluation 1. Criteria and methods for selection 2. Performance measurement and monitoring - Communication and stakeholder engagement 1. Managing internal and external stakeholders 2. Effective communication protocols - Relationship management strategies 1. Contractual and relational governance 2. Partnership and collaborative approaches
Conflict and Dispute Resolution	20%	- Approaches to negotiation and resolution 1. Formal and informal dispute resolution 2. Negotiation styles and techniques - Sources of conflict in relationships
Dynamics of Relationships in Supply Chains	30%	- Competitive forces and external factors 1. Porter's five forces 2. STEEPLED influences - Sources of added value through relationships - Portfolio analysis techniques 1. Matrices for positioning and assessment 2. Developing improvement action plans - Types of commercial relationships 1. Relationship spectrum and life cycle 2. Internal and external relationships

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CIPS Supplier Relationships Sample Questions (Q151-Q156):

NEW QUESTION # 151
The executive board of a manufacturing company is requesting support from the procurement team because the company needs to improve its levels of profitability. After segmenting the overall spend by value and risk of supply, the senior buyer for the company is planning to undertake a cost modelling activity. This will be undertaken with a cross-organisational team of internal stakeholders and key strategic suppliers. What would be the buyer's initial objective from the cost modelling activity?

A. To understand the supplier's financial status
B. To understand the supplier's pricing strategy
C. To understand the supplier's investment plans
D. To understand the supplier's competitive threats

Answer: B

Explanation:
The primary objective of cost modelling is to dissect and comprehend the components that constitute a supplier's pricing. By understanding the supplier's pricing strategy, the buyer can identify cost drivers, negotiate more effectively, and seek opportunities for cost savings. This approach aligns with the CIPS L4M6 guidelines, emphasizing the importance of transparency and collaboration in supplier relationships.

NEW QUESTION # 152
A buyer is seeking to set up an agreement for one year for the purchase of paper. They complete a tender exercise and supplier X wins the contract, and all other suppliers are told that they will not be needed for the next 12 months. Where would the buyer place supplier X on the relationship spectrum?

A. Partnership
B. Single sourced
C. Transactional
D. Arms length

Answer: B

Explanation:
Comprehensive and Detailed Explanation:
When a buyer selects a single supplier for a specific period, such as a one-year contract, and excludes other suppliers during this time, this is referred to as asingle sourcedrelationship. This approach is often used to consolidate purchases, achieve economies of scale, and build a more streamlined procurement process for specific goods or services.
Reference:
"Single sourcing involves selecting one supplier for a particular item or service, often for a defined period, to streamline procurement and potentially achieve better terms."- CIPS L4M6 Study Guide

NEW QUESTION # 153
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?

A. Competing- the supplier needs to earn more money as they are struggling financially
B. Accommodating- the supplier should show a large degree of co-cooperativeness as the buyer is important to their survival
C. Avoiding- the supplier should avoid talking with the buyer as this may result in conflict
D. Accepting - the supplier should accept that conflict should sometimes occur in buyer: supplier relationships and work hard to avoid them

Answer: B

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 # 154
Which stage of team development is usual at the outset of working with stakeholders?

A. Performing
B. Norming
C. Forming
D. Storming

Answer: C

Explanation:
In Tuckman's model of team development, the Forming stage occurs at the outset. Team members meet, roles are unclear, and there is little conflict. Stakeholder teams will be in this stage initially before moving into storming (conflict), norming (agreement), and performing (high productivity).

NEW QUESTION # 155
According to Michael Porter, what is procurement?

A. a support activity which provides a source of competitive advantage
B. a primary activity which provides a source of competitive activity
C. a secondary activity which provides value for money
D. a primary activity which provides value for money

Answer: A

Explanation:
This question refers to Porter's Value Chain (p.35). There's a couple of questions on this in the exam so try to learn it. Procurement is a 'support activity' on this matrix along with firm infrastructure, HR and technology development

NEW QUESTION # 156
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