Course Details

Course Name SIT50416 Diploma of Hospitality Management

Unit(s) of competency

Unit Code (s) and SITXMGT002 Establish and conduct business relationships
Names

Assessment Details

Term and Year 1/2019 Time allowed

Assessment No Assessment Task 3 Assessment

(Knowledge and Weighting
Performance)

Assessment Business partner Contracts and Reflection Report

Descriptor

Due Date 12/02/2019 Extension (if

approved)

Re-Assessment Details

Term and Year Time allowed

Assessment No Re-assessment Fee Paid?

Assessment Type

Due Date No Extension

Student Details and Declaration

Student Name Morelli Patrick

Student ID 201861750 Trainer/Assessor’s Ziggy Sikora

Name

Assessment Task
SITXMGT001 Monitor work operations Page 1 of 17
Student Declaration:
a. I declare that the work submitted is my own and has not been
copied or plagiarised from any person or source.
b. I have not submitted any part of this assignment previously as
part of another unit/course.
c. I acknowledge that I understand the requirements to complete
the assessment tasks. Signature: ______x_____________
d. The assessment process including the provisions for re-
submitting and academic appeals were explained to me and I Date: __4____/___3_____/__19____
understand these processes.

Assessment Outcome - To be completed by the Assessor

Assessor’s Name Ziggy Sikora

Results Satisfactory Not Satisfactory Marks:

Re-assessment eligibility Due Date:

Yes No

This assessment First Attempt 2nd Attempt Late Penalty__________

FEEDBACK TO STUDENT
Progressive feedback to students, identifying gaps in competency and comments on positive improvements:

______________________________________________________________________________________

______________________________________________________________________________________

______________________________________________________________________________________

______________________________________________________________________

Student Declaration: I declare that I have been Assessor Declaration: I declare that I have conducted
assessed in this unit and I have been advised of a fair, valid, reliable and flexible assessment with this
my result. I am also aware of my right to appeal student, and I have provided appropriate feedback
and the reassessment procedure.
Student did not attend the feedback session.
Signature: ____________________________ Feedback provided on assessment.

Date: ____/_____/_____ Signature: ____________________________

Date: ____/_____/_____

Assessment Task
SITXMGT001 Monitor work operations Page 2 of 17
 FEEDBACK TO STUDENT (FOR REASSESSMENTONLY)

______________________________________________________________________________________

______________________________________________________________________________________

___________________________________________________________________________________

Student Declaration: I declare that I have been re-
assessed in this unit and I have been advised of my
result. I am also aware of my right to appeal.
Signature: ____________________________
Date: ____/_____/_____
Assessor Declaration: I declare that I have
conducted a fair, valid, reliable and flexible
assessment with this student, and I have provided
appropriate feedback
Student did not attend the feedback session.
Feedback provided on assessment.

Signature: ____________________________
Date: ____/_____/_____

Assessment Task
(Performance & Knowledge)

Assessment Task
SITXMGT001 Monitor work operations Page 3 of 17
SITXMGT002
Course: Establish and conduct business relationships

DOCUMENT CONTROL

VERSION DATE AUTHOR COMMENTS

Conrad Chia ▪ Original

1.0 21st February 2018

Reece Thomas ▪ Editing & Formatting

Assessment Task
SITXMGT001 Monitor work operations Page 4 of 17
ASSESSMENT INSTRUCTIONS

Assessment Overview Format: Group assignment and role play to develop and
negotiate contract for a business branch to foster sustainable
business relationship.

Assessment Objective Student will demonstrate skills to build business relationships

through making formal business agreement and negotiation.
The student will also demonstrate the ability to foster and
maintain business relationships.

Total Marks Students undertaking this assessment must

demonstrate competency as per the Training Package
or accredited course requirements, guidelines and rules.

Academies Australasia Polytechnic’s VET Programs

observes the following grading scheme for the below
assessment:

Competency based assessment is a process where an

assessor works with you to collect evidence of
competence, using the benchmarks provided by the unit
standards that comprise the national qualifications.

Time Allocated
Trainer Discretion

ESTABLISH & CONDUCT BUSINESS RELATIONSHIPS

Assessment Task
SITXMGT001 Monitor work operations Page 5 of 17
ASSESSMENT ACTIVITY: PERFORMANCE & KNOWLEDGE ASSESSMENT

TASK

Develop and negotiate business contract to foster sustainable business relationship

BRIEF

Students may form ‘project team’ of up to three (3) persons for this assessment.

Each ‘project team’ is required to choose an organisation and conduct research to

determine two (2) potential business partners to support sustainability of the business.

For the two potential business partners, project team is to draft a proposed contractual
agreement with each to establish and maintain business relationship.

Students will prepare and conduct negotiation meeting using one of the proposed
contractual agreement with the goal of signing the contract with the selected business
partner in a Role play environment.
RELEVANT INSTRUCTIONS
PART A: BUSINESS CONTRACT PROPOSAL
As a ‘project team’, select an organisation that you are familiar with to brainstorm what
business partners the organisation need to establish and conduct relationships with to
sustain business.
1. Select two (2) business partners from the list below to draft contract proposal (one
for each) for a product/service that is required for your organisational operation.
Business partners may include the following:
▪ cooperative partner with organisation
▪ contractor
▪ customers
▪ networks
▪ supplier

2. Write a two (2) page reflection report to discuss how you would go about conducting
and maintaining business relationships with them.

▪ Your reflection report should include the following:

a. Reason your select these two (2) business partners

Assessment Task
SITXMGT001 Monitor work operations Page 6 of 17
 b. List any organisational protocols or requirements for establishing relationships
c. Effective communications skills and techniques required to build and nurture
these relationships
d. How you could proactively take up opportunities to maintain contact, review
and provide feedback with these business partners.
e. Take ownership to honour the agreement and comply with agreed KPIs
f. Consult and make changes to agreement and update stakeholders on
changes.

3. Your contract proposal for each business partner should include the following
contractual contents:
a. Name of the Parties (Business name/Company name/ABN number/Address
for both the parties)
b. Contact Person and Details – for both the parties
c. Contract Start and End Date – mutually agreed by both the parties
d. What the contract is about (Goods or Services) – outlines the goods or services
that are offered by each respective party to the other.
e. Payment Terms – mutually agreed by both parties (may include deposit, pre-
payment, instalment, part payments)
f. Obligations (of both the parties) – role, responsibility, accountability,
expectations, specifications
g. Other clauses - each party to specify if any (resources – example equipment,
facilities)
h. Special Conditions - each party to specify if any (example – Licence, permits)
i. Insurances – (example public liability, workers compensations)
j. Confidentiality – respecting each parties service level
k. Warranties - each party to specify if any
l. Exclusion clause - each party to specify if any
m.Arbitration/Dispute Resolution – mutually agreed by both the parties
n. Cancellation/Termination (due to a breach of contract) - mutually agreed by
both the parties, in case the parties are not able to meet their obligations as
outlined in the contract or agreement
o. Dated and Signatures of Authorised personnel – the date of signing the
contract or agreement as this is the officially and legally binding date for both
the parties

Assessment Task
SITXMGT001 Monitor work operations Page 7 of 17
 4. You will be advised to email one of your contracts to a project Team agreed by
your Trainer whom you will be meeting to negotiate the contract at an agreed date
and time in a role play environment.

5. Prepare and conduct your negotiation using the five (5) step negotiation process
(See Appendix 1):

a. Preparation - Prepare effectively

b. Clarification - Understand the needs & interests of all parties involved
c. Exchange of opinions and persuasion - Conclude better agreements
through creativity
d. Encourage movement - Identify potential barriers or hindrances to the
engagement
e. Completing the deal - Adopt a collaborative approach to ensuring trust,
rapport and long term gains

ASSESSMENT PRESENTATION & SUBMISSION REQUIREMENTS

▪ Two (2) completed contract proposals

▪ Two (2) page reflection report on negotiation meeting and maintaining business
relationship for the organization

▪ Completed Negotiation 5-Steps check list (Appendix 1) with meeting notes taken
and updated on checklist.

▪ Final amended contract after negotiation meeting if applicable.

Assessment Task
SITXMGT001 Monitor work operations Page 8 of 17
 Establish and conduct Business relationships
Morelli Patrick 201861750

PART A
I choose to develop contracts with a supplier and a contractor.

CONTRACT 1

Parties:

• ‘Postmistress’ Restaurant

(ABN 43 234 456 567)

71 Melville Road, West Brunswick, 3055, Melbourne.

Supplier:

• ‘Nino’s & Joe’s Meat’ Butchery

(ABN 43 678 234 456)

317 Victoria Street, West Brunswick, 3055, Melbourne.

Terms:

This contract design and agreement between ‘Postmistress’ Restaurant and

‘Nino’s & Joe’s Meat’ Butchery .

Within this agreement ‘Postmistress’ Restaurant will commit to buy every week
(excluded from 1 to 14 of January for closing) of:

• 20kgs of home made Pork fennel sausages - 9$/kgs inc GTS

• 20kgs of Lamb backstrap - 15$/kg inc GTS
• 20kgs of free range chicken thighs - 8$/kg inc GTS

Assessment Task
SITXMGT001 Monitor work operations Page 9 of 17
 • 10kg of different meat at rotation between T-bone / rib eye / porter house.
between 15 and 17 $/kg inc GTS

For a total value to calculate weekly.

Orders variance must to be communicate at least 24hrs before delivery for am

minimum and not less value of 790$

In exchange, ‘Nino’s & Joe’s Meat’ Butchery will commit to deliver the meats
every Tuesday morning between 9 and 11 am at 71 Melville Road, following
Australian standards of hygiene and quality (Sales of goods act 1979).

An invoice and email will came with the delivery and processed every Tuesday.

This is a 2 years agreement between ‘Postmistress’ restaurant and Nino’s &

Joe’s Meat’ Butchery.

From 12/01/2017

To 12/01/2019

• Contract Representative:

Patrick Morelli, 033356432, patrick.morelli.87@postmistress.com, 2/10 Larnoo

Avenue, West Brunswick, 3055, Melbourne

General Manager ‘Postmistress’

xxxxxx sign 12/01/2017 commencement date

• Supplier Representative:

Nino Pastuso, 092332443, ninopastuso@ninonjoe.com, 130 Sydney Road,

Owner Nino’s & Joe’s Meat’

xxxxxx sign 12/01/2017 commencement date

CONTRACT 2

Parties:

• ‘Postmistress’ Restaurant

(ABN 43 234 456 567)

Assessment Task
SITXMGT001 Monitor work operations Page 10 of 17
 71 Melville Road, West Brunswick, 3055, Melbourne.

Contractor:

• ‘Serena’s cleaners’ Cleaning company

(ABN 54 4556 321 345)

123 Sydney Road, West Brunswick, 3055, Melbourne.

Terms:

This contract design and agreement between ‘Postmistress’ Restaurant and

‘Serena’s cleaners’ Cleaning company

Within this agreement ‘Serena’s Cleaners’ cleaning Company will clean and mop
the restaurant floors (200 m2) and toilets (5) every morning from 9 till 11 am.

‘Postmistress’ restaurant will provide machinery as vacuum cleaner, mops and

chemicals such as soaps and sanitising. Also PPE are available.

‘Postmistress’ will no be responsible for incidents witch are going to be reported

at the cleaning insurance.

Every day, the manager in charge (starting at 11am) will check the cleanings
done and release a signed sheet to be kept in record from both the parts.

This is a 1 year agreement between ‘Postmistress’ restaurant and ‘Serena’s

cleaners’ cleaning company.

Terms of Payments:

Year prepaid (1000$ inc GTS for month minus 2 weeks of closing) for a total
11920$

From 12/01/2018

To 12/01/2019

• Contract Representative:

Patrick Morelli, 033356432, patrick.morelli.87@postmistress.com, 2/10 Larnoo

Avenue, West Brunswick, 3055, Melbourne

Assessment Task
SITXMGT001 Monitor work operations Page 11 of 17
 General Manager ‘Postmistress’

xxxxxx sign 12/01/2018 commencement date

• Contractor Representative:

Serena Dell’Acqua, 03442448, serenella@cleaner.com 10 Victoria Street, West

Brunswick 3055, Melbourne

Owner ‘Serena’s cleaners’ company

xxxxxx sign 12/01/2018 commencement date

PART B
REFLECTION:

In the hospitality business is fundamental to have relationships and maintain

them with cooperatives partner and organisations such as contractor, customers,
networks and suppliers for the right operation of the business.

As General Manager of ‘Postmistress’, Italian Restaurant in West Brunswick,

opened on 10/12/2016, average customers 200 per day, 350 during weekends I
produced 2 contracts; one with a meat supplier and one with a cleaning
company.

Suppliers are very important for the businesses because they deliver goods, in
this case meats, for the kitchen to be processed and sold as food.

Chose the right supplier and contractor is fundamental, there are legal contracts
involved and mutual trust to build or already builded with the time thats why they
are been chosen.

To arrange the contracts I’ve been following organisational protocols, involved all
the stakeholders (Head chef and FHO management) and finalise the contracts in
accord with the owners of the business after negotiations and strategy plans.

After one year of opening we reached a minimum items to order and I made a
contract for the next 2 years with a nice deal from both the parts, knowing the
good relationships between Us and ‘Nino’s and Joe’s Meats’ for the good quality
of their products and punctuality of their delivery. We produce for them a
business of minimum of 39500$ a year.

Assessment Task
SITXMGT001 Monitor work operations Page 12 of 17
 We also have a fish supplier, flour supplier, ice cream supplier, cheese supplier,
wine supplier, spirits and soft drinks supplier, vegetables and fruits supplier,
pasta supplier and delicatessen supplier form national and international
company.

Contractors also are very important for the business, also my job, the bar and
floor manager are also on contracts. For the first year from opening of the
business waiters was in charge of cleaning and opening of the restaurant. After
the success we have in the first year, I’ve been able to use from the budget
founds to establish a contract with a cleaning company to lighten the job of the
waiters before opening of lunch service at 12:00 for just 11920$ for the year,
excluding closing days. We used to pay 2 waiters at 20$/h for the 2hrs needed
for cleaning for a cost of 17550$/year and a net saving of 5630$ for the year.

Pre-meeting strategies are been discusses with the Owner, Head Chef and Me to
prepare effectively the contracts.

During the meetings between the parts of the contracts we tried to understand
each other needs and interests for a win-win situation.

Exchange opinions and arrive to common agreements is the way We work to

achieve our goals and KPIs, with creativity and suggestions from both the parts.

Morelli Patrick 201861750

Assessment Task
SITXMGT001 Monitor work operations Page 13 of 17
1. A
ppendix 1: 5 Steps negotiation process checklist
Project TEAMs are required to use this template to prepare and conduct negotiation during
which this serves as a note taking form to finalise the win-win outcome that is required.

5 Steps process Pre-meeting strategies Meeting notes Post meeting follow-up

Preparation - Prepare
effectively
- calculation food costs - accord on minimum
and benefits order
- calculation on benefits - concord on timing and
price
- have a weekly sheet where
update orders
- have a daily sheet to sign by
cleaner and manager in
charge

Clarification - Understand - accord on timing and - every Tuesday between - chef in charge have to check
the needs & interests of all day of delivery 9 and 11 am the deliveries
parties involved
- according on duties - every morning (opening - manager in charge have to
days) between 9 and 11 check the job done
am

Exchange of opinions and
persuasion- conclude
better agreements through
creativity
- what are the meats we - decision on meats - use all the meats ordered
need for our menu adding them on the specials
- agree what have to be
board
- what part of the done
restaurant have to be - arrange with the waiters
daily cleaned other routine cleaning of
restaurant for weekly and
monthly duties

Encourage movement -
Identify potential barriers
or hindrances to the
engagement
- be understandable on - we accept not less than - update the FHO in case of
timing of delivery 2/3 of the order if items short items in the menu
are not available, we
- we provide materials - weekly storage of materials
accept the rest of the
tools and PPE needed for the cleaners by
order on the following
FHO
day
- ‘Serena’s Cleaners’
insurance will cover in
case of incidents

Assessment Task
SITXMGT001 Monitor work operations Page 14 of 17
 Completing the deal - - we been supplied from - with the growing of the - record of medium spend of
Adopt a collaborative ‘Nino’s and Joe meats’ business we will customers for trend of the
approach to ensuring trust, from opening increase the orders business
rapport and long term
- we having a year - prepaid - the cleaning business belong
gains
contract founded on to the sister of the Owner of
trust Postmistress, easy to contact

ASSESSMENT MARKING CRITERIA

PERFORMANCE & KNOWLEDGE EVIDENCE S NS N/A

To complete the Assessment requirements effectively, the individual must:

Build business relationships

Establish relationships in line with organisational requirements and ☐ ☐ ☐

protocols.

Use effective communication skills and techniques to build business ☐ ☐ ☐

relationships.

Proactively identify and take up opportunities to maintain regular contact ☐ ☐ ☐

with customers and suppliers.

Conduct negotiations

Assessment Task
SITXMGT001 Monitor work operations Page 15 of 17
Use negotiation techniques in line with professional and organisational ☐ ☐ ☐
protocols to maximise benefits of relationship for all parties.

Incorporate feedback and input from colleagues into negotiation where ☐ ☐ ☐

appropriate.

Communicate results of negotiations to appropriate colleagues and ☐ ☐ ☐

stakeholders within appropriate timeframes.

Make formal business agreements

Confirm agreements in writing according to organisational requirements, ☐ ☐ ☐

using formal contracts where appropriate.

Obtain approvals for all aspects of formal agreements according to ☐ ☐ ☐

organisational procedures.

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

☐ ☐ ☐
Foster and maintain business relationships

Proactively seek, review, and act upon information needed to maintain ☐ ☐ ☐

sound business relationships.

Honour agreements within scope of individual responsibility, complying ☐ ☐ ☐

with agreed terms.

☐ ☐ ☐
Take account of agreed performance indicators

Make adjustments to agreements in consultation with customer or supplier ☐ ☐ ☐

and share information with appropriate colleagues.

Nurture relationships through regular contact and use of effective ☐ ☐ ☐

interpersonal and communication styles

THE OVERALL PERFORMANCE WAS COMPETENT NOT YET COMPETENT

Assessment Task
SITXMGT001 Monitor work operations Page 16 of 17
 END OF PAPER

PAPER

Assessment Task
SITXMGT001 Monitor work operations Page 17 of 17