Tendering, Procurement and Negotiation Advanced Skills

OBJECTIVES
• 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

CONTENT
How Tendering and Procurement Aligns with the Organisation 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 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?

Advanced Procurement Skills
• Transforming the supplier relationship
• Defining the organization’s mission in supplier relationships
• How to be a good customer
• Differentiating between SRM and collaboration
• Optimising 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 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

FOR WHOM:
Stores, Purchasing and Logistics Personnel in the Public and Private Sectors.

Methodology
The training methodology integrates lectures, interactive discussions, collaborative group exercises, and illustrative examples. Participants will acquire a blend of theoretical insights and hands-on practical experience, emphasizing the application of learned techniques. This approach ensures that attendees return to their professional environments equipped with both the competence and self-assurance to effectively implement the acquired skills in their responsibilities.

DATE:
1ST BATCH:8th – 11th Apr, 2025
2ND BATCH: 21st – 24th Oct, 2025