Description
Course Length:5 Days
Course Description:
This dynamic training course explores the process of identifying, selecting and negotiating with the suppliers that will help your organization to be successful. No organization can be successful without appointing the best suppliers and ensuring that contractual agreements maximize value for money. By applying the right processes for selecting suppliers, costs will be controlled, quality will improve and organizational efficiency will increase.
Suppliers will seek to optimize their return and need to be engaged in a way that ensures an appropriate relationship for the short and long term. Having the right knowledge and skills in tendering, procurement and negotiation is essential for any organization to be successful, and requires appropriate planning and preparation rather than luck and optimism.
This training course will feature:
- Selecting the right procurement strategy
- Developing tenders and producing tender evaluation criteria
- Analyzing competitive bidding processes
- Practicing negotiation skills
- Administration of the procurement and tender process
By the end of this training course, participants will be able to:
- 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
This training course is suitable to a wide range of professionals, but will greatly 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 that cover the acquisition of materials, equipment, and services and who are in organizations whose leadership want high levels of competency in those involved in these activities
Day One: 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
Day Two: The Tendering Process
- Elements of a good procurement process
- Selecting the right contracting strategy
- Stages in the tendering process
- Developing tender evaluation criteria
- Negotiating with short-listed suppliers
- How can we be sure we are obtaining a good price?
Day Three: The Negotiation Process
- Avoiding confrontational negotiations
- Communication techniques
- New techniques in influencing
- Understanding the other negotiator’s power
- Negotiating pressure points and countermeasures
- 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 finances
