Abdul Aziz Al Akeel, Director, Business Development - AlSalam Airport Co, Qatar

The main strength of the event was certainly the 21 Rules of Negotiation. Jim Thomas highlighted the steps of negotiating in a sequence so that it was clear and concise.


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Mastering the Core Skills of Relationship Management, Communication and Negotiation in SLAs


Mastering the Core Skills of Relationship Management, Communication and Negotiation in SLAs
Mastering the Core Skills of Relationship Management, Communication and Negotiation in SLAs
24 September 2020
Virtual Instructor-Led Training (VILT) -
In House Training , Management , Logistics Procurement and Supply Chain , Legal , Information Technology , Customer Service , Corporate Training


Virtual Instructor-Led Training - Service Level Agreement Series: Mastering the Core Skills of Relationship Management, Communication and Negotiation in SLAs

Facilated by International SLA Guru

Joe Caruso
Master of the Art of Service Delivery 


A recent study by Accenture Interactives shows that 80% of B2B buyers have switched suppliers in a 24 month period. This continuous suffering of key business relationships can be traced back to the deliberate misinterpretation of service contracts. To address this, Kexxel Group is inviting Joe Caruso to come LIVE for a session of Service Level Agreements.

For over 15 years, Joe has provided expert sourcing, SLA and contract management advice to over 110 organisations in over 130 projects covering 70 business functions with contracts worth up to $1.5 billion per annum throughout Australia, New Zealand, Middle East and Asia Pacific.

Being an experienced practitioner and former CIO in Contract Management and Service Agreements, Joe Caruso gives those training with him a deep understanding and bird's eye view of contracts. This comes with his past involvement in both “buy side” and “sell side” of projects allowing him to reach outcomes that are mutually beneficial to both parties, thereby ensuring successful and sustainable relationships.

Besides that, he also creates online learning content for University courses for Melbourne UniversityLondon School of Economics, and University of Missouri - St. Louis.



“Joe provided me a very structured framework for creating an SLA from scratch to negotiating with others. I learnt that it is more than just copy-pasting from Google and inserting KPIs. There are a lot of fundamental elements to be considered when dealing with SLA before engaging with stakeholders. The course is an eye-opener for me as I got to listen to Joe share about best practices in his career which I can relate to my own field of work. Now I know how to react to a situation when it arises as Joe has showed me the way”
William Tan, Head of Regional IT Service Management, CIMB Bank

“The trainer had depth of knowledge and provided adequate examples to facilitate understanding. The business requirement and benefits is the main strength of the event. This is my second course with Kexxel Group and the courses are very specific and informative.”
Rajesh Bangera – Supply Chain Manager, Service Delivery, Emirates Airlines

“Joe provided the ideal environment for learning and the made the subject easy to understand. Case studies, examples and tips are valuable”
Abdul Rafiz Rasid, General Manager, Telekom Malaysia

“The training is superb. We learned a great deal of new ideas which can be implemented in our organizations.”
Mahani Masni Mubarak – Manager, Tenaga Nasional Berhad

“Joe provided the needed understanding on SLA which through implementations will be beneficial to all. I learned how to develop SLA’s; what content to have in an SLA and also the important points that should be taken into consideration when drafting an SLA. We can definitely apply what we learn from the course to our current job.”
Mohamad Sham, Senior Manager - Procurement, Tenaga Nasional Berhad

“Joe showed us that everything can be done in a systematic manner. It helps us better manage our time and deliver SLAs to our stakeholders within the stipulated time. I would recommend the course to others as Joe is very experienced. He provided useful tips and managed to answer any question thrown at him with ease.”
Ayman Tantawy, Senior Service Manager, Brunei Shell Petroleum


Other Past Clients

  • CIMB
  • Telekom Malaysia
  • Celcom Axiata
  • Sarawak Shell
  • Tenaga Nasional Berhad
  • Department of Foreign Affairs & Trade
  • Pos Malaysia
  • DiGi Telecommunications
  • VADS Berhad
  • Maxis Broadband
  • Malaysia Venture Capital
  • Abu Dhabi Islamic Bank
  • Philippine Airlines
  • Schlumberger
  • Deloitte
  • Standard Chartered
  • Emirates NBD
  • Gulf International Bank
  • Brunei Shell Petroleum
  • Saudi Arabian Airlines
  • Agrobank
  • Fujitsu
  • Mannai Trading Co.
  • Ncell
  • Singapore Post
  • Fuji Xerox
  • Mitsubitshi Corp 


Why Choose Kexxel’s VILT Courses

NOT a Webinar!
Join our live, virtual courses enriched with a diverse range of interactive activities, such as action plans, group discussions, breakout sessions, exercises, case studies, and more.

Course Materials
An advantageous combination of presentation slides and downloadable workbooks are provided to participants prior to classes for a more holistic learning experience.

Pre-Course Questionnaires
Our instructors will understand the specific needs and requirements of each individual participant, by allowing attendees to review and highlight topics of importance prior to the course.

Private, In-house Sessions
Upon request for organizations seeking a more customised learning for their employees.

Post-event Follow up
Learning doesn’t stop at the close of the window screen! We'll do a post event follow up on a quarterly basis. This is an exclusive, invitation-only access for participants that have attended courses under an instructor in that quarter.


Course Outline

There are many moving parts that contribute to, or undermine the effectiveness of SLAs. To deal with these, we depend on inter and intra party relationships, engagement and interactions, as well as how we negotiate and resolve points of difference. By having a good understanding of the sourcing lifecycle, as well as developing proficiencies in these key communicative and engagement skills, we can ensure that the SLA is managed smoothly and effectively.

What you will learn:

  • Knowing when to prepare it in the lifecycle to maximise your bargaining power
  • Understanding how to plan and resource your team for the lifecycle
  • Facilitating good relationships in SLA management
  • Using good communication practice
  • Negotiation skills for conflict and issue resolution in SLAs
Session 1: Understanding the sourcing lifecycle
  • An overview of the eight building blocks of a successful sourcing program
  • Planning your SLA lifecycle and skills

Session 2: Relationship management

  • The modern organisation is changing
  • Forming relationships and power bases
  • Bargaining Power
  • Good relationship practices
  • Planning a successful relationship
Session 3: Communicate or let the SLA die
  • Setting your communication goals – informing, gaining commitment or action.
  • Targeting who you need to communication with and why
  • Profiling your targets – determining the right approach
  • Ensuring your communication will be effective – identifying your targets’ stage of commitment
  • Kicking off a communication plan for your SLA

Session 4: Negotiating SLAs

  • Assessing how to manage conflict
  • Being able to identify negotiation styles and how they impact reaching agreement
  • Putting it into practice - negotiating KPI penalties and rewards
  • Negotiation tactics, tips and strategies
  • Preparing a negotiation plan
Case Studies & Exercises: Performance schemes, Develop KPIs, KPI Performance schemes, Reporting scheme


Virtual Instructor-Led Training (VILT)