Training on Bidding, Evaluation, Negotiation and Contract Award

COURSE OVERVIEW

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 dynamic Contracts Management course has been specifically designed for organizations that wish to achieve excellence within their purchasing, tendering and contracts department. Participants will require detailed specialist skills that will give your organization competitive edge by optimizing 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 of money.

This PROTRAIN Bidding, Evaluation, Negotiation and Contract Award training 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
Analyzing risks and problems within the Evaluation phase
Developing the right evaluation criteria for a specific project
Monitoring the performance of the selected suppliers

TARGET AUDIENCE

This PROTRAIN Bidding, Evaluation, Negotiation and Contract Award training course is suitable to a wide range of professionals but will greatly benefit the following individuals who are involved in:

Contract Administration Professionals
Tendering, Purchasing, Project Management Professionals
Engineering, Operational, Finance, and Maintenance Professionals

But 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.

COURSE DURATION

5Days

TRANING OBJECTIVES

By the end of this Bidding, Evaluation, Negotiation and Contract Award training course, delegates will be able to:

Understand why projects fail and the reasons for failure
Analyze 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 OUTLINE

Day 1: Determining the Bidding Process within your Organization

Key Competencies include:

Engagement techniques
Managing expectations
Developing a process

Topics to be covered:

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 2: Preparing the Bid Package, Pre-Qualification and Issuing the ITT

Key Competencies include:

Decision Making
Delegation
Compliance and Governance

Topics to be covered

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 3: Bid Opening and Bid Evaluation Process

Key Competencies include:

Team working
Delegation
Decision Making Process

Topics to be covered:

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 4: Awarding the Contract and Post Tender Negotiations

Key Competencies include:

Data analysis process
Negotiation strategy
Communication skills

Topics to be covered:

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 5: Managing the Contract Post Award and Performance Management

Key Competencies include:

Understanding contract law
Supplier Performance Management
Change Management

Topics to be covered:

Introduction to basic contract law
Forming the contract
Contract modifications
Performance management
Contract termination and exit
Lessons Learned

TRAINING APPROACH

The instructor-led trainings are delivered using a blended learning approach and comprise of presentations, guided sessions of practical exercises, web-based tutorial and group work. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields. All facilitation and course materials will be offered in English.

ACCREDITATION

Upon successful completion of this training, participants will be issued with a Protrain institute certificate.

TAILOR-MADE

This training can be customized to suit the needs of your institution upon request.

TRAINING DATE

VENUE

Register, Physical or Online Training

14/09/2024 to
19/09/2024

Nakuru

14/09/2024 to
19/09/2024

Nairobi

14/09/2024 to
19/09/2024

Nairobi

14/09/2024 to
19/09/2024

Nairobi