-
Visionary Leadership and Strategic Thinking
09-13 Dec 18 (Dubai)
Course family: Leadership -
Commercial Strategic Planning, Policies and Procedures
09-13 Dec 18 (Dubai)
Course family: Leadership -
Business Strategy Construction
09-13 Dec 18 (Dubai)
Course family: Leadership
Bid and Tendering Management Leading to Contract
TC19
Introduction
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 that 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.
5 days
London | £3600
Dubai | $4400
COURSE PROFILE
Developing the Procurement Function
- The role of procurement
- Roles and Team Development
- Competency Framework
- Professional Development
- Ethics in Procurement
Tenders
- The importance of specifications
- The use and involvement of experts: roles and responsibilities
- Selection of tenderers and pre-qualification
- Tender evaluation
- Contract award and culture fit
- EU procurement differences
Bids
- Deciding to bid
- Analysing the tender specification
- Managing the bid
- Understanding the work requirements
- Developing and writing the bid
- Allocating project resources and pricing
- Producing and submitting the bid
- Due diligence of potential client
- Post audit
Negotiation Techniques
- Successful negotiations
- Preparation
- Stages in Negotiation
- Negotiations and knowing your end-point
Contract Maintenance & Relationship Management
- Change management
- Focussing on the client
- Importance of the contract or the working relationship
- KPIs
- Service Level Agreements
- Building trust
SKILLS
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
COMPETENCIES
- Bid and Tendering
- Contract Strategy
- Negotiation Skills
- Procurement Management
- Project Management
- Project Management Tools and Techniques
- Project Procurement
- Purchasing
- Time Management
Upcoming Courses
Courses Information