Martin Williams

This course explores ways to conduct the procurement and sales business process to an organisation's advantage. It prepares delegates 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 delegates 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 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 - Talking to the client, understanding your potential client - Understanding the work required - Developing and writing the bid - Project resources and pricing - Stating your price - Producing and submitting the bid – Presentations - Negotiations and knowing your end-point - Due diligence of potential clients - Post audit

Contracts. Drafting good contracts - Contract law - Which contracts to put effort into - Negotiation outcomes and techniques for success - Developing and maintaining effective business relationships - The cultural framework - Time and communication - The special case for outsourcing

SKILLS ATTAINED

Negotiating successfully
Developing and writing bids
Dynamic communication skills
Effective time management
Drafting legally binding contracts
Developing essential presentation skills
Successful project planning
Preparing and writing winning proposals
Effective tendering skills

RELATED COURSES

• Global Supply Chains, Professional Procurement and Outsourcing SP12
• Project Management Tools and Techniques SC45