Tendering, Procurement & Negotiation Skills

Course overview

Course outline

1. 1Day One: 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
2. 2Day Two: 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?
3. 3Day Three: 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?
4. 4Day Four: The Negotiation Process

   • Communication techniques
   • Avoiding confrontational negotiations
   • New techniques in influencing
   • Understanding the other negotiator’s power
   • Negotiating pressure points and countermeasures
5. 5Day Five: 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