George Miller

This course explores ways to conduct the procurement and sales business process to an organisation's advantage. It prepares participants to manage the bidding, drafting and negotiation of contracts when gaining business from clients or when setting the terms with suppliers. The course also provides participants with a clear understanding of best practice, which will enable businesses to minimise the risks of inefficient and poor commercial relationships.

WHO SHOULD ATTEND

This is a stimulating and practical course has been designed for directors, senior executives and decision makers who want to understand how to maximise the competitive advantage to be gained from successful negotiation and tendering for contracts.

COURSE PROFILE

• Tenders

-          The importance of specifications

-          The use and involvement of experts: roles and responsibilities

-          The role of procurement

-          Selection of tenderers and pre-qualification

-          Tender evaluation

-          Post-tender negotiations

-          Contract award and culture fit

-          EU procurement differences

• Bids

-          Deciding to bid

-          Analysing the tender specification

-          Managing the bid

-          Understanding your potential client

-          Understanding the work requirements

-          Developing and writing the bid

-          Allocating project resources and pricing

-          Producing and submitting the bid

-          Effective presentations

-          Negotiations and knowing your end-point

-          Due diligence of potential client

-          Post audit

• Contracts

-          Drafting good contracts

-          Contract law

-          Which contracts to put effort into

-          Negotiation outcomes: techniques for success

-          Developing and maintaining effective business relationships

-          The cultural framework

-          The importance of time management  and good communications skills

-          The special case for outsourcing

 

SKILLS ATTAINED

At the end of this course participants will be able to:

• Develop and write bids
• Use successful negotiation techniques
• Understand how to effectively manage time
• Draft legally binding contracts
• Develop essential presentation skills
• Plan and manage projects
• Prepare and write winning proposals
• Select and evaluate tenders