Document Title: Student Assessment Tasks
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Document Title: Student Assessment Tasks
Document Subtitle: SITXMGT002 Establish and conduct business relationships
32170762788755
Disclaimer:
This work is under copyright and permission is not given to make copies for hire or resale to third parties to use the document for their own or commercial use.
Licenced to:
RTO Name: Clayton College
RTO NO: 45620
CRICOS No: 03857D
RTO Address: Level 6 90 King William Street
RTO suburb: Adelaide SA 5000
Developed by:
RTO Works validated by Clayton College
Acknowledgement:
Thanks to Clayton College staff for their consultation and development work.
Version:
Clayton College V1.1
Contents
TOC h z t "RTO Works Heading 1,1,RTO Works Heading 2,2" Introduction PAGEREF _Toc94009750 h 4Assessment for this unit PAGEREF _Toc94009751 h 4Preparing for assessment PAGEREF _Toc94009752 h 4Assessment Task 1: Project PAGEREF _Toc94009753 h 5Information for students PAGEREF _Toc94009754 h 5Activities PAGEREF _Toc94009755 h 6Assessment Task 1: Checklist PAGEREF _Toc94009756 h 12Final results record PAGEREF _Toc94009757 h 14
IntroductionWelcome to the Student Assessment Tasks for SITXMGT002 Establish and conduct business relationships. These tasks have been designed to help you demonstrate the skills and knowledge that you have learnt during your course.
Please ensure that you read the instructions provided with these tasks carefully. You should also follow the advice provided in the Hospitality Works Student User Guide. The Student User Guide provides important information for you relating to completing assessment successfully.
Assessment for this unitSITXMGT002 Establish and conduct business relationships describes the performance outcomes, skills and knowledge required to establish and manage positive business relationships. It requires the ability to use high-level communication and relationship building skills to conduct formal negotiations and make commercially significant business-to-business agreements.
For you to be assessed as competent, you must successfully complete one assessment task:
Assessment Task 1: Project You must complete a project and capture evidence in a project portfolio relating to a range of role play tasks.
Preparing for assessmentPlease read through all of the assessment tasks and related documents carefully before you get started. Ensure that you have everything that you need and seek clarification from your trainer, assessor or workplace supervisor if you have any questions.
Supporting resources: Supporting resources include templates, journals, workbooks and portfolios which can be used to support you in providing evidence of your competence. Your assessor will provide you with these documents before you begin your assessment tasks. For this unit, the supporting resources comprise:
Project Portfolio Template (Assessment Task 1)
Communication Protocol Policy (Assessment Task 1)
Once you have read through the assessment tasks and are satisfied that you are clear on the requirements and submission dates, complete and sign a Student Assessment Agreement. Your assessor will countersign the agreement and keep it on file. You will find a Student Assessment Agreement in Appendix B of your Hospitality Works Student User Guide or your RTO will provide you with one.
Remember to check your Hospitality Works Student User Guide for information about:
submitting assessments
assessment appeals
re-assessment guidelines
responding to written questions.
Assessment Task 1: ProjectInformation for studentsThis project requires you to work collaboratively to build and foster business relationships and identify and develop opportunities by way of collaboration, negotiation and setting in place formal agreements.
You will need access to:
your learning resources and other information for reference
your Project Portfolio template
your Communication Protocol Policy
space for a meeting
roleplay participants.
Ensure that you:
review the advice to students regarding responding to written tasks in the Hospitality Works Student User Guide
comply with the due date for assessment which your assessor will provide
adhere with your RTOs submission guidelines
answer all questions completely and correctly
submit work which is original and, where necessary, properly referenced
submit a completed cover sheet with your work
avoid sharing your answers with other students.
ii
Assessment information
Information about how you should complete this assessment can be found in Appendix A of the Hospitality Works Student User Guide. Refer to the appendix for information on:
where this task should be completed
how your assessment should be submitted.
Note: You must complete and submit an assessment cover sheet with your work. A template is provided in Appendix B of the Student User Guide. However, if your RTO has provided you with an assessment cover sheet, please ensure that you use that.
ActivitiesComplete the following activities.
Read through the following information:
This project requires you to work collaboratively with your student group to build and foster business relationships and identify and develop opportunities by way of collaboration, negotiation and setting in place formal agreements.
You will need to work in groups of three for this project. Each student will select one of the case study businesses below and assume they are the business owner or manager of this business. This is a very collaborative and creative project that will take place in the classroom with your assessor observing you as you complete the steps below. You will also record details of your meetings and agreements which will be assessed along with the observations your assessor makes.
You are to assume that the case study businesses below are located in your local area. You may use any similar local business in your area where you can access information about them on their websites for the specifics of the services they provide which must include products/services and prices.
Important note: You must all select your businesses prior to completing any of the next steps and have your assessor approve these choices to ensure that they are suitable for this project.
Business 1: Wedding supplier
You run a wedding supply business that supplies crockery, furniture, and decorations for wedding events across the local region.
Business 2: Catering
You run a catering company that supplies the food and wait staff for weddings in your local area.
Business 3: Cake maker
You are a local cake maker who supplies to weddings in the local area.
Once approved, ensure that you become familiar with the business, the products/services they offer and pricing. Keep some notes so that you have a record of this information, as well as anything else that you may think will be useful.
Assume that you have all heard about each others businesses at a local event or through mutual clients and have decided to meet together to discuss opportunities for collaboration in relation to purchasing and marketing.
Preparation
Once you have all selected and become familiar with your own case study business, you will each individually complete your own background research on the other businesses and prepare some ideas to take to your initial meeting with them.
The Assessor will let you know what the businesses are once these have been approved.
Complete Section 1 of your Project Portfolio template.
You will use this document to record the information you have researched about your selected case study business as well as the two businesses that you will meet with. This will help you to negotiate business opportunities in the next task.
You are required to submit the completed Section 1 of the Project Portfolio document as part of your evidence for completing this task.
Establish relationships and brainstorm opportunities
Now that you have completed your research, you are to meet with the other two business owners/managers to form relationships and discuss opportunities. These opportunities need to be in the areas of purchasing and marketing and you have the freedom and opportunity here to brainstorm and share a range of possible ideas with each other.
Prior to the meeting, refer to the organisational policy Communication Protocols to help you with establishing the business relationships.
Speak with each of these networks and find out what they can do for you as either suppliers or contractors. Discuss how you might form a partnership, or how you could link your businesses to provide further business opportunities to identify and reach more customers on a more regular basis.
During your discussions, build relationships and create networks using high-level and effective interpersonal and communication styles, skills and techniques.
By the end of the discussions you must broadly agree on at least two ways that you can each benefit from forming a business relationship together. This must be related to marketing or purchasing activities.
After your discussions, reflect and record the outcomes from the networking event by completing Section 2 of the Project Portfolio template.
The Assessor will observe this discussion (either in person, or by way of video conferencing software or a recording of it). They will be observing the way in which you conducted yourself, using the Communication Protocol Policy guidelines.
You are required to submit the completed Section 2 of the Portfolio of Evidence document as part of your evidence for completing this task.
Research contracts
You now need to research a contract or agreement that you can use to enter into an agreement with the businesses you have met with. This may be a memorandum of understanding (MOU), partnership or supplier contract, referral agreement or other such document that can be used to formally record the agreements that will be made with the other two businesses.
The contract or agreement can be a template that you have sourced or one that you have adapted to suit the organisation and industry. You may use the following information and templates to help you develop a relevant agreement: https://www.hloom.com/resources/templates/more/agreement
After you have sourced suitable forms of contracts you will need to work out the key components that should be included for each relationship and this must include agreed performance indicators.
Complete Section 3 of the Portfolio of Evidence document.
Now develop the contract or agreement that can be used for each business.
You are required to submit the completed Section 3 of the Project Portfolio template as part of your evidence for completing this task as well as the contract for each business.
Contract negotiations
Before meeting with the suppliers again you must ensure that you are familiar with the formal negotiation process that you will follow.
The negotiation process should follow the guidance provided in the following website: https://www.business.qld.gov.au/running-business/marketing-sales/managing-relationships/negotiating/process.
Read through the guidelines and write an outline that you will follow to conduct formal negotiations. It must include:
Principles of negotiation
Negotiation techniques that you can apply
Effective communication skills to use when conducting formal negotiations
High-level communication and relationship building skills
Clear stages to follow in the negotiation process
Complete Section 4 of your Project Portfolio template prior to the meeting.
Now you are to meet with the suppliers and negotiate the terms of agreement using the formal process you identified. You will all have various ideas about how the agreements should be reached so you will need to compromise where necessary, but stand your ground on specifics you feel strongly about or those you have identified as your non-negotiables.
During the meeting, read through the contract that you have been given by each business.
Think about and discuss: Are you happy with the contract? What changes do you think are required? Did they miss anything out or include anything that doesnt look correct?
Make some notes and discuss this with each business representative.
During the meeting you are to negotiate and come to an agreement using high-level relationship building skills, negotiation techniques and effective communication skills.
The Assessor will observe this discussion (either in person, or by way of video conferencing software or a recording of it).
Record the outcomes from the negotiations by completing Section 5 of the Project Portfolio template.
Amend the contract to reflect any agreed and approved changes made. Send an email to the businesses, confirming the terms of agreement with the amended contracts attached.
Maintaining relationships and agreements
A client had booked services that were linked to all three of your businesses and has now had to cancel their wedding with a week to go. It has become apparent that the existing agreements that you have developed are not clear enough in relation to cancellations and refunds.
You are to discuss and agree on amendments to the agreements to cover this situation and further situations like this in the future.
Ensure that you use this as an opportunity to maintain and nurture the business relationship by using effective communication skills during discussions and when agreeing on changes that you will all approve with each other.
After the meeting, make a copy of the original contracts and include approved changes to the contracts as amended versions and compose an email to each of the business representatives.
Submit documents to your assessor.
Finalise the following documents and submit to your assessor for marking:
Project Portfolio with all sections completed: Sections 1-5.
Two contracts/agreements that have been completed with the two businesses that demonstrate the agreed marketing or purchasing activity agreements.
2 emails to each of the businesses proposing the contract changes.
Two amended contracts.
Assessment Task 1: ChecklistStudents name:
Did the student: Completed successfully? Comments
Yes No Establish and maintain a relationship with two different businesses in the context relevant to the wedding hospitality industry? Follow the communication policy protocols when establishing and maintaining business relationships? Demonstrate high-level communication skills and techniques when building business relationships and conducting the negotiations with the other parties? Demonstrate an understanding of the industry structure, supply sources, distribution, marketing and professional networks of at least two businesses relevant to their sector? Identify and act on opportunities to maintain regular contact with the business relationships? Outline principles of negotiation, different negotiation techniques and stages in the negotiation process? Follow the negotiation protocols and principles and techniques outlined in the communication policy protocol to benefit business relationships? Use feedback and input to support the negotiation process? Communicate the outcomes from the negotiations to the appropriate people in a timely manner? Develop formal contract agreements and confirm approval for these agreements with the two other parties? Evaluate and act on the need for specialist advice as required? Use information gathered to maintain sound business relationships? Honour business agreements within the agreed terms? Consider agreed performance indicators? Consult with the appropriate people to modify agreements and communicate the changes to the relevant people? Task outcome: Satisfactory Not satisfactory
Assessor signature: Assessor name: Date:
Final results recordStudent name: Assessor name: Date: Unit name: Qualification name: Final assessment results
Task Type Result
Satisfactory Unsatisfactory Did not submit
Assessment Task 1 Portfolio of Evidence S U DNS
Overall unit results C NYC Feedback
My performance in this unit has been discussed and explained to me.
I would like to appeal this assessment decision.
Student signature: Date:
I hereby certify that this student has been assessed by me and that the assessment has been carried out according to the required assessment procedures.
Assessor signature: Date:
right-91440000
Document Title: Communication Protocol Policy
Document Subtitle: SITXMGT002 Establish and conduct business relationships
32806862248066
Disclaimer:
This work is under copyright and permission is not given to make copies for hire or resale to third parties to use the document for their own or commercial use.
Licenced to:
RTO Name: Clayton College
RTO NO: 45620
CRICOS No: 03857D
RTO Address: Level 6 90 King William Street
RTO suburb: Adelaide SA 5000
Developed by:
RTO Works validated by Clayton College
Acknowledgement:
Thanks to Clayton College staff for their consultation and development work.
Version:
Clayton College V1.1
Communication Protocol Policy
The purpose of this document is to provide staff with guidelines for communications when conducting formal negotiations and forming relationships with other businesses.
The aim of the Policy is to ensure that there is a consistency across the organisation and to uphold organisational values. It should be used alongside our other organisational policies and procedures.
Workplace communication includes both written and verbal communication.
Written communication
For emails, reports, letters, memos, agendas, minutes, procedural and policies, agreements and contracts, communication must be:
Professionally written using organisational styles and standards for writing
Avoid overuse of technical or jargon terminology
Free of slang, offensive language or discriminatory language
Be clear and concise
Have relevant and appropriate approvals or authority before being distributed.
Verbal communication
All staff must conduct themselves professionally during face to face meetings with external businesses. This includes effective communication skills such as:
Speaking clearly and concisely
Using non-verbal communication to assist with understanding
Asking questions to identify required information
Responding to questions as required
Using active listening techniques to confirm understanding
High-level communication
During negotiations or forming relationships with other businesses, suppliers, contractors or external agencies, you must represent the organisation in a professional manner, using high-level communication skills and techniques. Use the following protocols to guide your communications:
Create trust and open lines of communication
Uphold organisational policies, procedures, standards, culture and industry best practices
Support the organisations beliefs, values and goals
Conduct yourself with professionalism
Be honest and show mutual respect for others
Be mindful and show empathy during discussions
Accept and welcome diversity in other people
right-91440000
Document Title: Project Portfolio Template
Document Subtitle: SITXMGT002 Establish and conduct business relationships
33283942263968
Disclaimer:
This work is under copyright and permission is not given to make copies for hire or resale to third parties to use the document for their own or commercial use.
Licenced to:
RTO Name: Clayton College
RTO NO: 45620
CRICOS No: 03857D
RTO Address: Level 6 90 King William Street
RTO suburb: Adelaide SA 5000
Developed by:
RTO Works validated by Clayton College
Acknowledgement:
Thanks to Clayton College staff for their consultation and development work.
Version:
Clayton College V1.1
Project Portfolio Template
This document will form a portfolio for submission of work for this assessment. Complete each section and submit to the Assessor for marking with the final assessment documents.
Section 1: Background Research
Use the table below to record information about your case study business and research that you carry out on the other two businesses. You can use this information to help you negotiate business opportunities so ensure that you are thorough in your research so you understand what benefits and opportunities can be made from establishing a relationship with them.
Name of your selected case study business:
Website link:
What is the main industry sector for this business? Explain the industry structure and how this business fits into it. Outline the main products and services provided by the business (include any pricing structures). What memberships or associations does the business have? List any marketing and or purchasing activities that you could offer other businesses to promote collaboration. Use the following tables for the businesses that you will meet with.
Name of first business:
Website link:
What is the main industry sector for this business? Explain the industry structure and how this business fits into it. Do they have any current relationships or links with other businesses? What opportunities are there to work with this business? How does the business use social media to interact within the industry? Identify how this business networks. With regard to this business, what are their current sources of supply and how does this compare with what you can offer? What professional networks does this business use? In what way could you engage regular contact with the business based upon their current networking approaches? Include any further information that you think will support your understanding of the business and that you can use to make viable proposals or agreements for collaboration. Name of second business:
Website link:
What is the main industry sector for this business? Explain the industry structure and how this business fits into it. Do they have any current relationships or links with other businesses? What opportunities are there to work with this business? How does the business use social media to interact within the industry? Identify how this business networks. With regard to your business, what are their current sources of supply and how does this compare with what you can offer? What professional networks does this business use? In what way could you engage regular contact with the business based upon their current networking approaches? Include any further information that you think will support your understanding of the business and that you can use to make viable proposals or agreements for collaboration.
Section 2: Outcomes from networking event
Use the tables below to record information discussed with the two business you met with and reflect on the way the agreements will be formed.
Name of Business:
Briefly summarise how you think the meeting went. What were the key takeaways?
Outline the outcomes agreed (this must relate to marketing or purchasing activities):
1.
2.
Explain how each outcome will benefit your business. Outcome 1:
Outcome 2:
Outline the specifics of how each benefit will work (for example a discount, links to the website, a contact fee). Outcome 1:
Outcome 2:
Using a specific cost structure, explain how this can be included as a formal agreement. Outcome 1:
Outcome 2:
How will you maintain regular contact with this business? What further networks can you be part of that will support the business relationship? Include any further information that you think will support maintaining the business relationship. Name of Business:
Briefly summarise how you think the meeting went. What were the key takeaways?
Outline the outcomes agreed (this must relate to marketing or purchasing activities):
1.
2.
Explain how each outcome will benefit your business. Outcome 1:
Outcome 2:
Outline the specifics of how each benefit will work (for example a discount, links to the website, a contact fee). Outcome 1:
Outcome 2:
Using a specific cost structure, explain how this can be included as a formal agreement. Outcome 1:
Outcome 2:
How will you maintain regular contact with this business? What further networks can you be part of that will support the business relationship? Include any further information that you think will support maintaining the business relationship.
Section 3: Contract information
Use the tables below to record information researched on key components that should be included in a contract/agreement for each business.
Name of Business:
List the key outcomes that must be included in the contract:
Research the nature of agreements and contracts in the industry sector and their key role. List any features and inclusions that should be included in a contract of this nature as well as the need for specialist advice or not.
List the key components that you will include in the contract that is relevant to the industry and state. Include:
terms and obligations of contract
methods of contractual agreement
exclusion clauses
dispute resolution clause
termination of contracts
List any other legal requirements that may impact on negotiations that you may have with the business (for your state and within the industry). Include links to sources of information.
Name of Business:
List the key outcomes that must be included in the contract:
Research the nature of agreements and contracts in the industry sector and their key role. List any features and inclusions that should be included in a contract of this nature.
List the key components that you will include in the contract that is relevant to the industry and state. Include:
terms and obligations of contract
methods of contractual agreement
exclusion clauses
dispute resolution clause
termination of contracts
List any other legal requirements that may impact on negotiations that you may have with the business (for your state and within the industry). Include links to sources of information.
Section 4: Negotiation process
Use the table below to record the negotiation process that you will follow.
Principles of negotiation Negotiation techniques that you can apply Effective communication skills to use when conducting formal negotiations High-level communication and relationship building skills Clear stages to follow in the negotiation process What are you willing to concede during the negotiations? What are your non-negotiables that you want to stand your ground on during discussions?
Section 5: Contract negotiation outcomes
Use the tables below to record the outcomes from negotiations.
Name of business: List of changes suggested
List of changes to be made Reasons for changes Changes completed
YES/NO Any comments or issues during negotiations? Name of business: List of changes suggested
List of changes to be made Reasons for changes Changes completed
YES/NO Any comments or issues during negotiations?
