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 Managing the Procurement Process P9437 QR Code
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Managing the Procurement Process



This dynamic training seminar in Planning, Suppliers Selection, Negotiation & Contract Award has been designed for medium to large local or multinational organizations that aspire to be aligned with the most updated and fit-for-purpose best practice in managing the procurement process. This training seminar will equip the less experienced participants with the practical skills from planning, suppliers selection, to contract award via numerous real case studies and interactive exercises with real-time feedback. Participants with more knowledge will appreciate, compare, challenge, and digest the latest best practice from top companies in the world so that they will return to their organizations with new and practical ideas to add both tangible and intangible values to their organizations. By adopting best practices in contract strategy, participants will learn about how to develop a tender strategy that will ensure the “best fit” suppliers are selected to offer the most sustainable and valuable deal to their organizations.

Managing the procurement process is NOT ONLY the business of contracts and procurement departments. Who are also key players in the procurement process? Why do some rigorously selected suppliers fail in performance after the contract award? What are the responsibilities of the clients in the successful or unsuccessful deliverables of suppliers? When there is a dispute between clients and suppliers, how to handle it? Is it even better to minimize or prevent disagreement at all? What are the often missing soft skills in managing the procurement process?

Course Objectives:

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

  • Position procurement as a valued and trusted function
  • Understand why projects fail and the reasons for failure
  • Analyse the difference between the Needs and Wants of the end-user
  • Apply powerful interpersonal techniques to improve communication with stakeholders
  • Determine the various risk in the procurement process
  • Implement a dynamic and ethical evaluation criteria
  • Understand the importance of Ethics in the Tender Process
  • Improve the negotiation skills and strategy to create a win-win result

Targeted Audience:

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

Course Outlines:

Unit 1: Procurement Organization & E2E Process:

  • Procurement Organizational Design
  • Procurement Cost Efficiency Benchmarking
  • The E2E Procurement Framework
  • Fit-For-Purpose Procurement for Different Categories
  • Supply Chain Cost Modelling
  • Finance for Non-finance Managers

Unit 2: Contracting Strategy:

  • Introducing the Case Study
  • Critical Elements in a Contracting Strategy
  • When to Apply Contract Remuneration Types
  • Identify and Mitigate Procurement Risks
  • Develop a Contracting Strategy

Unit 3: Go-To-Market Approaches:

  • Company’s View
  • Suppliers’ View
  • Supply Market Analysis (SWOT Analysis)
  • Competitive Bidding Process and Documentation
  • Outsourcing
  • Consortium
  • Alliance

Unit 4: Communication, Negotiation, Conflict Management Skills:

  • Influencing Skills
  • Conflict Management Methodology
  • Conflict Management Role Play
  • Negotiation Methodology
  • Teams Prepare for Deals Negotiation based on Case Study
  • Teams Negotiate on Deals

Unit 5: Managing the Contract Post Award and Performance Management:

  • Contract Terms & Conditions
  • Initiate Contract Start-up
  • Contract Performance Management
  • Contract Management Plan
  • Contract Close-out

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