Assessment Coversheet

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Unit name:

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Student Declaration

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The evidence I have submitted for assessment is my own work, and

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All of the sources of information used to prepare my work have been, or may be accurately cited, and

I retain a copy of all my original for my own records, or for resubmission if required by Academia Australia, and

I have read and understood Academia Australia’s policy regarding plagiarism, and I accept the right of Academia Australia to investigate suspected plagiarism, and to act in accordance with the policy and procedure I have read.

Student Signature:

Date of Submission: / /20

ASSESSMENT INFORMATION

You must achieve a satisfactory outcome for each of the required criteria of this assessment to be deemed satisfactory for this assessment. You must achieve a satisfactory result for the assessments for this unit of competency to achieve a competent result for the unit. If one or more of the assessment results are not satisfactory, you will be Not Yet Competent for this unit.

You may follow the Assessment Appeals process in the Student Handbook (www.academia21.com ) if you are not satisfied with: o the assessment result; or

the way an assessment was carried out by your trainer; or

o the conditions or structure of the assessment

The student handbook has the steps for reassessment if you receive a Not Yet Competent mark and do not want to appeal.

Reasonable adjustment for assessment

Where students have highlighted Language, Literacy and Numeracy issues reasonable adjustment to the assessment can be made. Should you receive a ‘Not Yet Competent’ or

‘Resubmit’ result for the assessment you will be given the opportunity to re-submit your assessment work with any amendments requested by your trainer.

The adjustment may include actions such as:

Student demonstrating knowledge through verbal discussion to identify correct answers

Student demonstrating knowledge through applied skills

Allowing additional time relating to disability

Through consultation amending assessment timeframes

Assistance in the form of the training location to allow easier access

Accessing relevant equipment or aids to assist the student

Adjustments to the assessment methods to cater for any special needs (without effecting the integrity of the outcome)

If a student requests or is identified as requiring reasonable adjustment to the training and assessment process a detailed training and assessment plan including timetables, notes regarding the required adjustments, and any related communications regarding the adjustments must be maintained in the student’s file.

The RTO Manager must review and authorise any request for ‘reasonable adjustment’ to ensure that any adjustments and resulting outcomes are not affecting the integrity of the training and assessment process.

Location of and completion timeframes for assessment

The location of the assessment will depend upon the nature of the assessment. Direct observation of student’s skills will be assessed in the practical commercial kitchens at Academia, the timeframes for these assessments will be related to the scheduled times of the practical classes. Other assessments such as; role plays, in class activities, presentations and written tests will be conducting in the classroom. The timeframes and due dates for these assessments, as well as any reports, projects, or research assignments, are documented in the stage outlines. Stage outlines are handed out at the beginning of each term.

Assessment 1

Research the current organisation, the industry, and the relevant protocols/policies

Identify, Assess and Develop Stakeholder Relationships, Negotiate and Prepare Contracts

Instructions: –

Before you attempt any of the assessments, please read through all the information supplied about the case study. You can find all this information in a folder on the LMS called Brookes B & B

In it you will find:

A company profile / bio

Various Company Policies

Company business rules (protocols) (Appendix 1)

11 KPI’s (Appendix 2)

Assessment 1: Research (KPI’s 1 -6)

Assessment 1

Research the current organisation, the industry and the relevant protocols/ policies

Identify, Assess and Develop Stakeholder Relationships, Negotiate and Prepare Contracts

KPI 1: – Research

Your first activity is to undertake some research of the hospitality industry in Australia. Fill in the below tables with a minimum of 2 examples of each of these.

More specifically, you are to

● Research industry networks

● Industry structure and their interrelationships

● Sources of supply within the hospitality industry

● Distribution and marketing networks

● Professional networks

● Legal requirements

● Internal and External Stakeholders

Network		Name of Organisation/s		What they do / provide		How will it help my business		Contact details
Supply Networks		Sysco		Provides food products		Offers reliable delivery and a broad selection of high-quality products		Contact your local Sysco office or visit their website for more information.
		PFG Australia		Provides food products		Offers a wide range of products, including fresh produce, meat, and seafood		Contact your local PFG Australia office or visit their website for more information.
Industry networks		Hotel Association of Australia		Industry association		Provides support, advocacy, and networking opportunities for hotel businesses		Visit their website to become a member and gain access to their resources.
		Restaurant & Catering Australia		Industry association		Provides support, training, and networking opportunities for restaurants		Visit their website to become a member and gain access to their resources.
Marketing Networks		OpenTable		Online reservation system		Helps restaurants manage reservations, increase bookings, and fill empty seats		Contact OpenTable or visit their website to set up an account.
		TripAdvisor		Online travel platform		Allows hotels and restaurants to showcase their offerings and receive reviews		Claim your business on TripAdvisor and optimize your profile.
Media / Communication Networks		Yelp		Online review platform		Helps businesses build their online reputation and connect with customers		Claim your business on Yelp and optimize your profile.
		Hospitality Magazine Australia		Industry publication		Provides news, trends, and insights for the hospitality industry		Visit their website to subscribe to their magazine or newsletter.
Legal Networks		Australian Hotels Association		Industry association		Provides legal and regulatory support for the hotel industry		Visit their website to become a member and gain access to their resources.
		Restaurant Legal		Legal services for restaurants		Offers legal advice and services for issues such as leasing and licensing		Contact them through their website or call their office.
Distribution and Professional networks		American Hotel Register		Provides hotel supplies and furnishings		Offers a wide selection of products for hotels, including furniture and linens		Visit their website or contact their sales team for more information.
		Ecolab		Provides cleaning and sanitation products		Helps hotels and restaurants maintain high levels of cleanliness and hygiene		Contact your local Ecolab representative or visit their website for more information.
B2B Networks		Avendra		Procurement services		Helps hotels and restaurants reduce costs and improve efficiency in procurement		Contact Avendra or visit their website to learn more.
		Guest Supply		Provides hotel supplies		Offers a range of products, including toiletries, amenities, and bedding		Contact Guest Supply or visit their website for more information.
B2C Networks		OpenTable		Online reservation system		Helps restaurants manage reservations, increase bookings, and fill empty seats		Contact OpenTable or visit their website to set up an account.
		Uber Eats		Online food delivery platform		Allows restaurants to reach new customers and offer food delivery services		Contact Uber Eats or visit their website to set up an account.
B2G Networks		Australian Trade and Investment Commission		Government agency		Helps businesses access international markets and investment opportunities		Visit their website or contact their local office for more infor
Network: find a minimum of two of each		Name of Organisation/s		What they do / provide/		How will it help my business		Contact details
SAMPLE of RESPONSES (Supply Networks)	1		F&V Food Services		F&V Food Services delivers a superior range of dry goods, frozen and chilled products, fresh seafood and meat, confectionery, paper products and cleaning solutions.		Ensuring our products will be delivered in premium condition		Send us an online enquiry or call 130 000 to contact your local F&V branch and speak to your local Customer Service Representative.
	2		Big Bills Fruit and Veg		Fresh market fruits and veg		Best prices on bulk amounts		Office phone 0412 341 234
Industry networks	1
	2
Industry structure and interrelationships	1
	2
Supply Networks	1
	2
Marketing Networks	1
	2
Media / Communication Networks	1
	2
	3
Legal Networks	1
	2
Distribution and Professional networks	1
	2
B2B Networks	1
	2
B2C Networks	1
	2
B2G Networks	1
	2

KPI 2: – Organisational Requirements (protocols)

As a BDM, you must undertake an internal audit to determine if current protocols, organisational requirements etc are being observed

Your next KPI is to undertake a review of current organisational requirements, protocols, and policies to update them. To do this refer to the checklist of the current policies and protocols and what may need change.

The following are required to be addressed in all actions for or on behalf of Brookes B and B

Open the organisation rules and pick 5 that you think are best suited for dealing with networks, other organisations, or industry groups

Checkout the rules, for organisations like Aldi: – https://kb.pegasus.net.au/display/PREBR/Retail+Business+Rules+%7C+ALDI+%7C+Accreditations

The organisational rules to be addressed for Brookes Resort and Hotel are: –

Why is it important for protocols (organisational rules) to be addressed?

Write your answer here: –

Open the POLICIES folder, there are several different policies that have already been implemented

List them here: –

Can you identify any policies that might be missing (from these existing organisational policies) that could be included?

List them here: –

KPI 3: – Stakeholder Engagement

Reading: –

Identify your Key Stakeholders, these can be customers, suppliers, networks, and potential business support networks

Choose two as your key stakeholders that you will be undertaking all actions with.

These will be the targets for your negotiations, preparing contracts, preparing communications plan and maintain relationships with various internal and external stakeholders

Stakeholder Identification / Stakeholder Persona

Who are your stakeholders? This activity requires that you identify them and to their needs, for example why they are needed by the organisation stakeholders that are important to the business.

The first step in your analysis will be to identify all the potential stakeholders, making sure to correctly identify the stakeholder who can say “Yes”, are worthwhile to pursue and whom you can negotiate with.

As a Business to business (B2B) customer, you may be dealing directly with your external stakeholders that are difficult, rigid, and compliant. They can be difficult to determine specific outcomes, so to help select the right kind of stakeholder and to motivate them to in negotiations it’s important to know them well. To do this the best method is to prepare a persona, a profile of the target stakeholder (in the Case of Brookes Resort and Hotel), the company already has several things you need to address when making any business decisions, see appendix one to see the list of organisational rules that may impact the choice of stakeholders.

Firstly, you need to identify the stakeholders, why they are associated with the organisation, your reasons for doing business with them, some challenges associated with them and finally what motivates them to do as you require.

Activity 1 You need to identify two stakeholders.

Stakeholder Name and Title	Business Objective	Challenges	Motivators
1
2

Activity 2 Prepare your stakeholder persona.

Personas are a representation of an audience / stakeholders which aid in the planning and development of communications, negotiations, and further business development. Personas help you get a visual snapshot of the person you may need to deal with in future negotiations. This all about stakeholder engagement and management.

Fill in the tables below for the two stakeholders you identified above

Stakeholder 1

Persona Name					Persona Type
At a Glance Age Income Salutation			About them: demographics		Goals
			Are they important to our business?		Why or how might they be are painful?
			Are there substitutes that will work?
Why do we need to have a strong rapport with them?
Other important networks or relationships they may be influencing			How do they want to be communicated with?		Anything else that is important may affect future negotiations or business relationships
Are they the ultimate decision makers?	Yes	No		How can I measure success with them
What is the best method to contact them?			When

Stakeholder 2

Persona Name				Persona Type
At a Glance Age Income Salutation			About them: demographics	Goals
			Are they important to our business?	Why or how might they be are painful?
			Are there substitutes that will work?
Why do we need to have a strong rapport with them?
Other important networks or relationships they may be influencing			How do they want to be communicated with?	Anything else that is important may affect future negotiations or business relationships
Are they the ultimate decision makers?	Yes	No	How can I measure success with them
What is the best method to contact them?			When

KPI 4: – Negotiations Plan

Once you have identified the stakeholders and prepared the personas, you will be aligning / sourcing / purchasing/ supplying the business with various goods and services. To do this you need to the negotiate terms and agreements, even deals and discounts. Negotiation is a process where two or more parties with different needs and goals discuss an issue to find a mutually acceptable solution. In business, negotiation skills are important in both informal day-to-day interactions and formal transactions such as negotiating conditions of sale, lease, service delivery, and other legal contracts. To do this you need to prepare a negotiations plan. you need consider the principles and process of negotiations. Read through the course material on the LMS to get a good understanding of the importance of negations.








NEGOTIATION PLAN WORKSHEET

Negotiating Target
Date
Negotiating Topic

Needs & Interests	Rank Order	Description	Negotiating Partner Insight
	1
	2
	3
	4

Desired Scope	1
	2
	3

Desired Terms	1
	2
	3
	4
	5


BATNA

Communication Strategy

Relationship Strategy

KPI 5: – Contractors / Suppliers Agreement

Research then explain in a response to each of the following: –

key components of contract law at an overview level

terms and obligations of contract

methods of contractual agreement

exclusion clauses

dispute resolution clause

termination of contracts

other legal requirements that impact negotiations and agreements

KPI 6: – Contractor / Stakeholder Record Keeping Template

Note 5 instances of your own, a Sample is provided.

Reason for the Communications	DESCRIPTION	NOTES	DUE DATE	DATE DELIVERED	MEETS STANDARDS If any
Checking for correct award payments Sample	Request correct award information Sample	Learn which workplace legislation we deal with, including the Fair Work Act and the Fair Work Regulations. Sample	27/12 Sample	29/12 Sample	Fair Work Ombudsman Sample

Appendix 1: –

Brookes Resort and Hotel Organisational Rules: – (Protocols)

Rule A Achieve Value for Money

Rule B Act Ethically – With Integrity and Accountability

Rule C Seek Approval for Contracts

Rule D Consider, prefer local Suppliers, Sustainability and Regional Impact

Rule E Manage Risk, WHS

Rule F Negotiate Fairly

Rule G Seek Legal Guidance

Rule H Contract Award Details

Rule I Debrief Management, Staff, Suppliers

Rule J Contract Management

Rule K Maintain Open Communications

Rule L Respect Brand Integrity

Rule M Declare and Manage Conflicts of Interest

Rule N Seek Advice from Finance on Variations

Appendix 2: –

KPI’s

The assessment tasks you will need to be address are grouped as KPI’s under the following headings: –

Ass 1		Ass 1		Ass 2		Ass 2
KPI 1

Research Policies, protocols Stakeholders Industry Legal Networks

Alliances

Research the organisation

KPI 4

Stakeholder engagement

Negotiate / prepare contracts

Use Template Negotiation Plan

KPI 7

Communicate

Identify the best communication skills and techniques you will required to be utilised for building business relationships

KPI 9

Identify the way and opportunities you will maintain regular contact with: -customers and suppliers association membership cooperative promotions industry functions informal social occasions

KPI 2

Address organisational requirements and protocols

KPI 5

Prepare Contracts

Evaluate and act on the need for specialist advice

KPI 7 Continued

Identify and take up opportunities to maintain regular contact with customers and suppliers

Use communications plan and (Telephone logs) provided

KPI 10

Proactively seek, review, and act upon information needed to maintain sound business relationships.

KPI 3

Stakeholders Identification

Use Template provided

KPI 6

Negotiate Contracts

Honour agreements within scope of individual responsibility, complying with agreed terms

KPI 8

Identify the tools for social media Maintain business relationships

KPI 11

Adjust agreements in consultation with customer or supplier and share information with BDO and final sign

off

Sign off Status report

Final Status report and Handover

DISCLAIMER

Any resources, templates, or information for the Brookes Resort & Hotel case study are for study and reference only. While we strive to keep the information up to date and correct, we make no representations or warranties of any kind, express or implied, about the completeness, accuracy, reliability, suitability, or availability with respect to the information, articles, templates, or related graphics contained in the case study. Any reliance you place on such information is therefore strictly at your own risk.

Marking Guide

Assessment 1	Not Attempted	Not Satisfactory	Satisfactory	Excellent	Comments
Assessment 1	0	1	2	3	Comments
SITXMGT002 Establish and conduct business relationship
Did the student:
Min of 2 for each of the following: Research industry networks Industry structure and interrelationships Sources of supply within hospitality industry Distribution and marketing networks Professional networks
Address organisational requirements and protocols
Explain the protocols being addressed
Make changes or amend as required
Identify a minimum of two of the following stakeholders ● Cooperative partners with organisation ● Contractors ● Customers ● Networks ● Suppliers
Identify key characteristics of the stakeholders
Use templates as required
Total out of 21

Student is satisfactory for this assessment task: Yes Not Yet

_________________________________________ ____ / ____ / _____

Trainer’s Signature Date