Course objective

• Discuss Elements of a Good Procurement Process
• Develop methods of Contractor Performance Measurement
• Learn methods of Tender Evaluation
• Review Contract Strategies
• Improve Procurement and Negotiation Skills

Who Can Benefit?

•  Contracts, Purchasing, and Project Personnel
•  Procurement Personnel who are responsible for Negotiations
• All others who are involved in the planning, evaluation, preparation and management of tenders and specifications

Course outline

•  How Tendering and Procurement Aligns with the Organization Strategy
  • Influence of the External Environment
  • Adapting to New Business Models
  • Critical Supply Strategies
  • Transforming the Supplier Relationship
  • The Procurement Cycle
• The Tendering Process
  • Elements of a good Procurement & Competitive Bidding Process
  • Selecting the Right Contracting Strategy
  • Stages in Tendering Process
  • Developing Tender Evaluation Criteria
  • Negotiating with Short-listed Suppliers
  • How do you know you Obtained a Good Price?
• Advanced Procurement Skills
  • Transforming the Supplier Relationship
  • Defining the Organization’s Mission in building Supplier Relationship
  • How to be a Good Customer
  • The Difference between SRM and Collaboration
  •   Shrinking the Supply Base
•  The Negotiation Process
  • Avoiding Confrontational Negotiations
  • Communication Techniques
  • New Techniques in Influencing
  • Understanding the Other Negotiator’s Power
  • Negotiating Pressure Points and Countermeasures
• Implementing Improvements into the Organization
  • Attract and Retain Procurement Management Talent
  • Producing a Realistic Personal Action Plan for Improvement
  • Business Continuity and Contingency Planning for Procurement
  • What is Activity-Based Costing
  • Ways that Procurement can Improve Organization’s Finances
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