COURSE NAME:Advanced Procurement, Contract Management and Effective Negotiation


UPCOMING EVENTS


START DATE END DATE CITY/COUNTRY PRICE Request
This course can be scheduled at your convenience, to request this course please click here
OBJECTIVES:
1. Achieve more from your negotiations by understanding how to effectively prepare for and conduct negotiations within a procurement management framework.
2. Align your negotiation strategy with your procurement process to rationalise categories, select high performing suppliers and consistently manage them to better business results.
3. Confidently bargain for what you want by understanding how trading variables fit within a Total Cost of Ownership framework. Know when to trade and when not to.
4. Deal more confidently with negative and manipulative negotiation strategies.
OUTLINE:

 

The Procurement, Contract Management & Effective Negotiation course will cover the following modules and units:

Role of the Procurement Function

  • Key responsibilities
  • Supporting operational requirements
  • Managing supplier relationships
  • Supporting strategic goals
  • Detecting and preventing fraud

Managing the Purchasing Process

  • Making the case to purchase
  • Deciding the procurement strategy
  • Advertising the contract
  • Generating interest
  • Running the competitive cycle
  • From ITT to contract award and beyond

Managing Tender Requests and responses

  • Capturing user requirements
  • Documenting the scope of work
  • Output based specifications
  • Evaluating tender responses
  • Further competitive activity

The Supplier Perspective on Bidding

  • Researching the client
  • Understanding client requirements
  • Identifying competitive advantage
  • Qualification of opportunities
  • Ethical supplier behaviour

Creating Appropriate Contract Documentation

  • Principles of contract law
  • Drafting your terms and conditions
  • Using contract templates
  • Managing risk through the contract
  • Contract case studies

Managing Supplier Performance

  • Creating the contract management plan
  • Setting the basis for measurement
  • Contract administration organisation structures
  • Automated contract administration tools
  • Reviewing performance

Negotiating in a Purchaser Supplier Relationship

  • When to negotiate
  • Objectives of negotiation
  • Negotiation preparation
  • What are our negotiables?
  • BATNA – what to do when the negotiation fails
  • Reaching a win-win agreement

Making changes to Supplier contracts

  • Why contracts have to change
  • The contract variation process
  • Managing price variations
  • How contracts change

Managing Contract Disputes

  • What is a contract dispute?
  • “I’ll see you in court”
  • Arbitration
  • Alternative dispute resolution methods
  • Negotiating a settlement
WHO SHOULD ATTEND:

This Advanced Procurement, Contract Management & Effective Negotiation course is especially suitable for:

  • Purchasing executives, senior managers, and professional staff from supply chain management, logistics and inventory planning and control
  • General managers wanting to understand the procurement function
  • Project managers involved in plant and equipment development projects
  • Technical personnel involved in performance specification of plant and equipment
  • Engineering planners working with complex maintenance material requirements
  • Quality managers seeking to understand how suppliers are selected
DURATION:
    • 5 Day(s)
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    The presentation is generally appealing to me. The dedication & devotion of the instructor are both laudable & admirable.
    Mohammed F. Alotaibi
    Sabic

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    Sabic

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    Al-Zamil CoolCare

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    Sabic

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    Sabic

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    Mobily

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    General Authority of Civil Aviation (GACA)

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    Sabic

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    Sabic

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    Al-Suwadi Services

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    Coldstorec Group Of Saudi Arabia

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    Saudi Aramco

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    Al-Suwadi Services

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    Al Khodari Company

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    Mohammed Rashed Afifi
    Al Khodari Company

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    Muzammil Hayat
    Al Khodari Company

    The instructor is very knowledge and hard working, his way of teaching is very good.
    Ibrahim Darwish
    Al Khodari Company