LM028: Procurement & Contract Management Negotiation

Transcription

1 LM028: Procurement & Contract Management Negotiation LM028 Rev.001 CMCT COURSE OUTLINE Page 1 of 5

2 Training Description: A contract can stand or fall on the expertise and performance of the Purchasing team. Too many projects are failing and when projects fail, it is rarely technical. Whose fault is it? and why, despite all the preparation to enter into robust contracts, does the project suffer from scope creep, or over budget or delivered too late? This intensive course has been specifically designed for organizations that wish to achieve excellence within their purchasing, tendering and contracts department. Participants will acquire detailed specialist skills that will give your organisation competitive edge by optimising supplier contribution. Participants will further develop their skills and competencies in order for them to prepare a tender package that will attract the very best of potential bidders. By adopting best practices in contract strategy, participants will learn about how to develop a tender strategy that will ensure the best fit supplier is selected that offers best value for money. This course will feature: Developing a Specific Statement of Requirements based on the actual needs of the organization Communication and understanding of stakeholders needs Preparing a robust and viable Tender Package Analysing risks and problems within the Evaluation phase Developing the right evaluation criteria for a specific project Monitoring the performance of the selected suppliers Training Objective: By the end of the training, participants will be able to: Understand why projects fail and the reasons for failure Analyse the difference between the Needs and Wants of the end user Apply powerful interpersonal techniques to improve communication with stakeholders Determine the various risk associated with preparing the Tender Package Implement a dynamic and ethical evaluation criteria Understand the importance of Ethics in the Tender Process Improve the negotiation skills and tactics to create a win-win result Training Designed for: This course is intended to a wide range of professionals but will greatly benefit the following individuals who are involved in; Contracts, Contract Administration Professionals, Tendering, Purchasing, Project Management Professionals, Engineering, Operational, Finance, and Maintenance Professionals. LM028 Rev.001 CMCT COURSE OUTLINE Page 2 of 5

3 This course will also suit a variety of individuals who are involved in the planning, evaluation, preparation and management of tenders, specifications, awards, and contracts that cover the acquisition of materials, equipment, and services and who are in organizations whose leadership want high levels of competency in those involved in these activities. Training Program: DAY ONE: PRE-TEST DETERMINING THE BIDDING PROCESS WITHIN YOUR ORGANIZATION Understanding the whole process and the strategy adopted by your organization to select the very best suppliers/contractors to deliver a service that exceeds expectations Engagement techniques Managing expectations Developing a process Determining the actual requirements Understanding the scope, budget and time Forming the bid team Choosing Open or Selective Bidding Agreeing the bid evaluation criteria Engagement with the internal key stakeholders DAY TWO: PREPARING THE BID PACKAGE, PRE-QUALIFICATION AND ISSUING THE ITT Developing the tactics and processes to ensure that the Bid Package contains all the relevant information and the terms and conditions are specific to that bid Decision Making Delegation Compliance and Governance Bid Documents Contract Terms and Conditions Drawings and Specifications The process - expressions of interest, pre-qualification questionnaires, ITTs Proposed contract documents Pre-Bid Conference DAY THREE: BID OPENING AND BID EVALUATION PROCESS Developing processes that are robust, transparent and agreeing the evaluation criteria to be used to achieve an outcome that represents true value for money LM028 Rev.001 CMCT COURSE OUTLINE Page 3 of 5

4 Team working Delegation Decision Making processes Purpose of evaluation in the procurement process The key to best practice evaluations Evaluation methods Requirement to distinguish between selection and award criteria Use of a scoring model to evaluate price and dealing with the lowest price approach Most economically advantageous tender (MEAT) approach - A balance between quality and cost DAY FOUR: AWARDING THE CONTRACT AND POST TENDER NEGOTIATIONS Through a fair and equitable commercial and technical evaluation, reaching agreement and consensus on who to award the contract and enter into Post Tender Negotiation Data analysis process Negotiation strategy Communication skills Selecting the successful bidder Cautious Rejection of Bidders Determining what is Successful Delivery of the contract Agreeing Contract Terms and Conditions, SLAs and KPIs Negotiation basics and the Ethics of Negotiation Common Negotiating Mistakes Persuasion methods, counteraction strategies, common tools and tactics for a Win-Win Negotiation DAY FIVE: MANAGING THE CONTRACT POST AWARD AND PERFORMANCE MANAGEMENT Understanding the vital elements of forming a legal contract and managing the performance of suppliers/contractors through the life cycle of the contract to achieve success Understanding contract law Supplier Performance Management Change Management Introduction to basic contract law Forming the contract Contract Modifications Performance management Contract termination and exit LM028 Rev.001 CMCT COURSE OUTLINE Page 4 of 5

5 Lessons Learned Course Conclusion Course Conclusion POST-TEST and EVALUATION Training Requirement: Hand s on practical sessions, equipment and software will be applied during the course if required and as per the client s request. Training Methodology: This interactive training course includes the following training methodologies as a percentage of the total tuition hours:- 30% Lectures, Concepts, Role Play 30% Workshops & Work Presentations, Techniques 20% Based on Case Studies & Practical Exercises 20% Videos, Software & General Discussions Pre and Post Test Training Certificate(s): Internationally recognized certificate(s) will be issued to each participant who completed the course. Training Fees: As per the course location - This rate includes participant s manual, hand-outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day. Training Timings: Daily Timings: 07:45-08:00 Morning Coffee / Tea 08:00-10:00 First Session 10:00-10:20 Recess (Coffee/Tea/Snacks) 10:20-12:20 Second Session 12:20-13:30 Recess (Prayer Break & Lunch) 13:30-15:00 Last Session For training registrations or in-house enquiries, please contact: Aisha Relativo: aisha@cmc-me.com Tel.: or Mob.: Training & Career Development Department LM028 Rev.001 CMCT COURSE OUTLINE Page 5 of 5