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TrEd College RTO Code 40797 CRICOS Code 03741E

First published 2022

Version 1.0

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Contents
Introduction 4
Assessment for this unit 4
Assessment Task 1: Project 5
Activities 6
Assessment Task 1: Checklist 12
Final results record 14

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Introduction
Welcome to the Student Assessment Tasks for SITXMGT005 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 unit

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.

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Assessment Task 1: Project

Tasks required for this unit

This unit of competency requires that you:

● establish and maintain business relationships with at least two of the following:

o cooperative partner with organisation o network

o contractor o supplier.

o customer

● conduct formal negotiations, and make and manage agreements and contracts in relation to
the two relationships established above, relevant to the specific business context

● use high level communication and relationship building techniques when conducting formal
negotiations and making commercially significant business-to-business agreements in the
above business relationships.

Instructions for how you will complete these requirements are included below.

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Activities
Complete the following activities.

1. Carefully read 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 other’s 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.

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 What do I need to demonstrate?
During this task, you will be required to demonstrate a range of the skills and
knowledge that you have developed during your course. These include:

● Build business relationships

o Create relationships in line with organisational requirements and

practices.
o Use effective communication techniques

o Identify and take up opportunities to maintain regular contact with

customers and suppliers.

● Negotiate

o Use negotiation techniques in line with professional and organisational

practices
o Maximise benefits of relationship for all parties.

o Include feedback and input from colleagues into negotiation where

appropriate.
o Communicate results of negotiations to relevant parties within suitable
timeframes.

● Create formal business agreements

o Confirm agreements in writing

o Follow organisational requirements

o Use formal contracts where appropriate.

o Obtain approvals for all aspects of formal agreements

o Evaluate and act on the need for specialist advice as required.

● Foster and maintain business relationships

o Seek, review, and act upon information needed to maintain sound

business relationships.
o Honour agreements within scope of individual responsibility

o Complying with agreed terms

o Include agreed performance indicators

o Make adjustments to agreements in consultation with customers or

suppliers
o Share information with relevant parties

o Nurture relationships through regular contact

o Use of effective interpersonal and communication styles

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 How will I provide evidence?
Your assessor will provide you with templates to complete each task. You will find
some detailed information about providing evidence; this will include;

● a completed Portfolio of Evidence document

● two formal contracts or agreements

● two emails

● two amended formal contracts or agreements.

You will need to complete each activity and submit the required task at the end of
each step completed.

Tips for completing your activities

● Read through this assessment and each task before you get started and make
sure you understand what you need to do. If you are unsure, speak to your
assessor and/or supervisor.

● Stay up to date!

● Stay in touch with your assessor. Ask questions, raise issues, check in,
communicate.
Most importantly, ask for help if you are having trouble!

2. 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.
Refer directly to your Project Portfolio to see the research you will undertake to
answer the questions within it.
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.

3. Establish relationships and brainstorm opportunities

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 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.

4. 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.

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 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.

5. 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-relati
onships/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 doesn’t 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.

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 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.

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6. 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.

7. 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.

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Assessment Task 1: Checklist

Student’s name: Abhishek

Completed
successfully?

Has the following been completed? Yes No Comments

The student has established and

maintained a relationship with two
different businesses in the context
relevant to the wedding hospitality
industry.

The student has followed the

communication policy protocols when
establishing and maintaining business
relationships.

The student has demonstrated

high-level communication skills and
techniques when building business
relationships and conducting the
negotiations with the other parties.

The student has demonstrated an

understanding of the industry structure,
supply sources, distribution, marketing
and professional networks of at least two
businesses relevant to their sector.

The student has identified and acted on

opportunities to maintain regular contact
with the business relationships.

The student has outlined principles of

negotiation, different negotiation
techniques and stages in the negotiation
process.

The student has followed the negotiation

protocols and principles and techniques
outlined in the communication policy
protocol to benefit business
relationships.

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 The student has used feedback and
input to support the negotiation process.

The student has communicated the

outcomes from the negotiations to the
appropriate people in a timely manner.

The student has developed formal

contract agreements and confirm
approval for these agreements with the
two other parties.

The student has evaluated and acted on

the need for specialist advice as
required.

The student has used information

gathered to maintain sound business
relationships.

The student has honoured business

agreements within the agreed terms.

The student has considered agreed

performance indicators.

The student has consulted 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:

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Final results record

Student name: Abhishek

Assessor name:

Date:

Unit name: SITXMGT005 Establish and conduct business relationships

Qualification name:

Final assessment results

Result

Satisfactor
Task Type y Unsatisfactory Did not submit

Assessment Task 1 Project 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.

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Assessor signature: Date:

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