Tendering, Procurement, And Negotiation Skills


Objectives

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

Course outline

How Tendering and Procurement Aligns with the Organisation Strategy
  • Influence of the external environment
  • Adapting to new business models in the light of the recent pandemic
  • Critical supply strategies
  • Transforming the Supplier relationship
  • The Procurement cycle
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
  • Is a good price the only factor in the process?
 Advanced Procurement Skills
  • Transforming the supplier relationship
  • Defining the organization’s mission in supplier relationships
  • Understanding how to be a good customer
  • Differentiating between SRM and collaboration
  • Is the optimisation of the supply base the only way of working?
The Negotiation Process
  • Communication techniques
  • Avoiding confrontational negotiations
  • New techniques in influencing
  • Understanding the other negotiator’s power
  • Negotiating pressure points and countermeasures
 Implementing Improvements in the Organisation
  • 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
  • Putting an action plan together

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