Training on Tendering, Procurement & Negotiation Skills

Course Overview

In the competitive business landscape, mastering tendering, procurement, and negotiation skills is crucial for organizational success. This Training on Tendering, Procurement & Negotiation Skills course delves into the processes of identifying, selecting, and negotiating with suppliers, pivotal for ensuring optimal value for money and efficiency. Drawing insights from recent global challenges like the pandemic, the course introduces innovative concepts and strategies. By employing effective supplier selection processes, organizations can control costs, enhance quality, and boost efficiency. The right knowledge and skills in tendering, procurement, and negotiation are indispensable for any organization aiming for sustained success. 

Target Audience

This comprehensive training course is suitable for:

• Contracts, Purchasing, and Project Personnel.
• Procurement Personnel responsible for negotiations.
• Professionals involved in planning, evaluation, preparation, and management of tenders and specifications for acquiring materials, equipment, and services.
• Organizations aiming for high levels of competency in procurement-related activities.

If you're engaged in any aspect of procurement or negotiation, this course will provide the tools and insights necessary for achieving excellence. 

Course Objectives

By the end of this Training on Tendering, Procurement & Negotiation Skills, participants will:

• Comprehend the elements of a robust procurement process.
• Develop methods for measuring contractor performance.
• Learn effective tender evaluation techniques.
• Review and enhance contract strategies.
• Improve procurement and negotiation skills through practical exercises.

Key Outcomes

• Procurement Excellence: Gain insights into creating and managing effective procurement processes.
• Performance Measurement: Develop systems to assess and enhance contractor performance.
• Strategic Negotiation: Build robust negotiation skills to optimize contract terms.
• Supplier Engagement: Foster long-term, value-driven relationships with suppliers.

Course Outline

Module One: How Tendering and Procurement Aligns with the Organization Strategy 

• Analyzing the influence of the external environment.
• Adapting to new business models in light of recent challenges.
• Developing critical supply strategies.
• Transforming supplier relationships.
• Understanding the procurement cycle.

Module Two: The Tendering Process 

• Core elements of an effective procurement process.
• Selecting the appropriate contracting strategy.
• Understanding the stages of the tendering process.
• Developing and applying tender evaluation criteria.
• Negotiating with short-listed suppliers.
• Evaluating factors beyond price in the procurement process.

Module Three: Advanced Procurement Skills 

• Enhancing supplier relationships.
• Defining organizational missions in supplier interactions.
• Learning how to be a good customer.
• Differentiating between Supplier Relationship Management (SRM) and collaboration.
• Exploring optimization of the supply base.

Module Four: The Negotiation Process 

• Mastering communication techniques.
• Avoiding confrontational negotiations.
• Applying new influencing techniques.
• Understanding and leveraging the power of the other negotiator.
• Identifying negotiating pressure points and countermeasures.

Module Five: Implementing Improvements in the Organization 

• Attracting and retaining procurement management talent.
• Creating realistic personal action plans for improvement.
• Developing business continuity and contingency plans for procurement.
• Understanding Activity-Based Costing in procurement.
• Formulating actionable plans to improve organizational finances.