Program Objectives
At the end of this program, participants will be able to:
- Develop methods for contractor performance measurement.
- Analyse competitive bidding processes and learn tender evaluation methods.
- Produce tender evaluation criteria and select the right procurement strategy.
- Review contract strategies and improve procurement/negotiation skills.
- Understand how new suppliers are selected and apply past supplier performance.
- Evaluate how cost savings transfer to the organisation's bottom line.
- Discuss the key components of an effective procurement process.
Targeted Audience
- Contracts Professionals.
- Purchasing Professionals.
- Project Planning Personnel.
- Procurement professionals responsible for negotiations.
- Personnel involved in planning, evaluation, preparation & management of tenders and specifications for acquiring materials, equipment, and services.
- Personnel in organisations whose leadership want high levels of competency in those involved in procurement activities.
- Professionals responsible for the acquisition of materials, equipment & services.
DAY 1: Integrating Procurement & Strategic Alignment
- Influence of the External Environment.
- Adapting to New Business Models.
- Critical Supply Strategies.
- The Procurement Cycle.
- Key Considerations for Businesses.
DAY 2: The Tendering Process
- Selecting the Right Contracting Strategy.
- Stages in the Tendering Process.
- Developing Tender Evaluation Criteria.
- Negotiating with Short-listed Suppliers.
- Determining if a Good Deal was Obtained.
DAY 3: Refined Purchasing Proficiencies
- Transforming the Supplier Relationship.
- Defining the Organisation's Mission in Building Supplier Relationships.
- Becoming a Good Customer - Key Strategies.
- Understanding the Difference Between Supplier Relationship Management (SRM) & Collaboration.
- Optimising the Supply Base - Strategies for Shrinking & Streamlining.
DAY 4: The Bargaining Process
- Avoiding Confrontational Negotiations.
- Communication Techniques.
- New Techniques in Influencing.
- Understanding the Other Negotiator's Power.
- Negotiating Pressure Points & Countermeasures.
DAY 5: Implementing Organisational Enhancements
- Attract & Retain Procurement Management Talent.
- Developing a Realistic Personal Action Plan for Improvement.
- Business Continuity & Contingency Planning for Procurement
- Understanding Activity-Based Costing.
- Strategies for Procurement to Improve Organisational Finances.
