Tendering, Procurement, and Negotiation Techniques

Introduction:

This Comprehensive Tendering, Procurement, and Negotiation Skills Training is designed to equip delegates with the necessary competencies to effectively manage tendering and procurement processes within their organizations. Mastery of negotiation is pivotal for procurement success.

Tendering is crucial to an organization’s financial health, requiring precise execution to optimize efficiency and control costs. Leaders recognize that effective tender management significantly impacts revenue potential.

This program integrates fundamental tendering concepts with advanced procurement techniques. Its goal is to help participants create maximum value for their organizations through effective procurement negotiations and a thorough understanding of the tendering process, focusing on best practices from the early stages of contracting.

The training emphasizes procurement negotiation as a powerful tool for achieving favorable contract terms and building key supplier relationships. Participants will engage in practical exercises to practice a wide range of negotiation strategies and tactics.

The course includes materials and role plays designed to enrich procurement professionals with advanced negotiation strategies applicable to diverse procurement scenarios.

Objectives:

Upon completion of this Tendering, Procurement, and Negotiation Skills course, participants will be able to:

• Examine the importance of each step in the procurement process.
• Design techniques for assessing contractor performance.
• Apply methods for tender evaluation.
• Understand the competitive bidding process.
• Create tender evaluation criteria.
• Determine appropriate procurement strategies.
• Evaluate procurement strategies.
• Enhance procurement and negotiation skills.
• Identify best practices in tender evaluation.
• Select and evaluate new suppliers.
• Utilize supplier history in selection decisions.
• Assess the impact of cost savings initiatives on organizational performance.

Training Methodology:

• Case studies
• Simulations
• Workshops
• Role playing
• Expert lectures
• Group interaction
• Scenario speculation

Course Outline:

Unit 1: The Reasons Why Tendering and Procurement Align with Organizational Strategy

• The impact of the external environment.
• Embracing different business models.
• Critical supply strategies.
• Enhancing supplier relationships.
• Mastering the procurement cycle.

Unit 2: The Tendering Process

• Features of effective procurement and competitive bidding processes.
• Choosing appropriate contracting strategies.
• Phases of the tendering process.
• Constructing tender evaluation criteria.
• Managing negotiations with selected suppliers.
• Assessing pricing outcomes.

Unit 3: Advanced Procurement Skills

• Strengthening supplier relationships.
• Defining the purpose of supplier relationships.
• Acting as an ideal customer.
• Distinguishing Supplier Relationship Management (SRM) from collaboration.
• Managing the supply base.

Unit 4: The Negotiation Process

• Avoiding confrontational bargaining.
• Enhancing communication effectiveness.
• Mastering the art of persuasion in bargaining.
• Understanding negotiator power.
• Handling negotiation hot buttons.

Unit 5: Implementing Improvements in the Organization

• Recruiting and retaining procurement management personnel.
• Developing a personal action plan for improvement.
• Integrating procurement into business continuity planning.
• Applying Activity-Based Costing.
• Identifying value-creating procurement areas.