Course Summary:

This course explores the process of identifying, selection and negotiating with the suppliers that will help your organisation to be successful.  No organisation can be successful without appointing the best suppliers, and ensuring that contractual agreements maximise value for money. By applying the right processes for selecting suppliers, costs will be controlled, quality will improve and organisational efficiency will increase.

Suppliers will seek to optimise their return and need to be engaged in a way that ensures an appropriate relationship for the short and long term. Having the right knowledge and skills in tendering, procurement and negotiation is essential for any organisation to be successful, and requires appropriate planning and preparation rather than luck and optimism

Course Objectives:

• Evaluate and analyse bid requirements.
• Align your approach to what your customer wants.
• Determine and target the resources you will require.
• Identify the information you need to succeed.
• Set up the internal review procedures required for your bid.
• Structure your bid documentation effectively.
• Differentiate your bid from that of your competition.
• Control a structured submission.
• Plan and work efficiently within tight timescales.
• Assess and review

Course Outline

How Tendering and Procurement Aligns with the Organisation Strategy

• Influence of the external environment
• Adapting to new business models
• Critical supply strategies
• Transforming the Supplier relationship
• The Procurement cycle

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
• How can we be sure we are obtaining a good price?

Advanced Procurement Skills

• Transforming the supplier relationship
• Defining the organization’s mission in supplier relationships
• How to be a good customer
• Differentiating between SRM and collaboration
• Optimising the supply base

The Negotiation Process

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

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

Production and submission of your bid

• Compliance
• Structure and impact
• Production
• Follow-up, responding to queries
• Presenting to your customer
• Review and evaluation
• Qualitative and quantitative assessment, review and continual improvement
• Negotiating the deal
• Mobilisation