Course details

Overview ?

The Course

Tendering is the function that costs an organization a great deal of money and this has to be performed correctly in order to maximize effectiveness and minimize costs. Organizations’ executive management everywhere is realizing that Managing Tenders must emerge as a critical core competency if organizations are to increase revenue.

Essential Tendering is linked with Procurement Skills and covered in this programme so designed to explore the best practices in the phases of tendering and procurement. This programme explores many of the best practices in the initial phases of contracting so that participants will be able to implement the steps needed to create maximum total value for their organization. Included in the large number of topics that brings increased professionalism to the important functions of the Tendering and Procurement departments are:

Developing Tenders
Analyzing Competitive Bidding Processes
Producing Tender Evaluation Criteria
Selecting the Right Procurement Strategy
Administration of the Procurement and Tender Process
Negotiation Skills

The Goals

The goals of this programme are 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

The Delegates

The delegates at an Intermediate level who will benefit from this programme are:

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

The Process

Participants will learn by active participation during the programme through the use of written materials, exercises, role playing and discussions on “real life” issues in their organizations.

There will be practical examples and exercises including:

Analysis of cash flow
Tendering difficulties
Negotiation
Improving the organisation’s processes

The Benefits

Employees gain from this programme by:

Learning methods of Tender Evaluation
Discussing how New Suppliers are Selected
Seeing how to Apply Past Supplier Performance for Better Selection
Participating in Negotiation Exercises
Conducting a Case Study in Negotiation
Evaluating how Cost Savings Transfer to the Organization’s Bottom Line

The Results

The organization will benefit by:

Reduction in Tendering Costs
Improved Customer Satisfaction
Reduced Cost of Running the Procurement Management Function

Participants will be able to immediately implement a wide variety of time-tested techniques in Tendering and Procurement Management. During the programme they will be exposed to the latest trends in Tendering and Procurement Management that make companies successful; the emphasis being on practical, real world implementation of modern methods.

The Core Competencies

Participants will gain in the following competencies as a result of the programme:

Improve their Effectiveness in their Organization Roles
Tendering Processes
Finding and Implementing Cost Reduction Opportunities
Advance ways of Controlling Negotiations
Transforming the Supplier Relationship

The Programme Content

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 & 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?

Day Three

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

Day Four

The Negotiation Process

Avoiding Confrontational Negotiations
Communication Techniques
New Techniques in Influencing
Understanding the Other Negotiator’s Power
Negotiating Pressure Points and Countermeasures

Day Five

Implementing Improvements into 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 Organization’s Finances

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Day 4

Day 5

Training Methodology

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