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SCM - 06

5 days

Doha

19 February, 2023

10900 QAR

Tendering, Procurement, & Negotiation Skills

Course Overview:

This interactive and dynamic training course explores the process of identifying, selection and negotiating with the suppliers that is vital to ensure that your organisation is successful. No organisation can be successful without appointing the best suppliers and ensuring that contractual agreements maximise value for money.

This course will use experiences from the recent pandemic and introduce new concepts and ideas. By applying the right processes for selecting suppliers, availability and costs will be controlled, quality will improve and organisational efficiency will increase.

Suppliers will seek to optimise 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 organisation to be successful and requires appropriate planning and preparation rather than luck and optimism.

Course Objectives

By the end of his training 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

Who should attend?

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

Course Outline:

Module (01) 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

Module (02) 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?

Module (03) 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?

Module (04) The Negotiation Process

Communication techniques
Avoiding confrontational negotiations
New techniques in influencing
Understanding the other negotiator’s power
Negotiating pressure points and countermeasures

Module (05) 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

Tendering, Procurement, & Negotiation Skills

TRAINING PLAN FORM