Advanced Procurement, Contract Management and Effective Negotiation
Starting dates and places
Description
- Purchasing executives, senior managers, and professional staff from supply chain management, logistics and inventory planning and control
- General managers wanting to understand the procurement function
- Project managers involved in plant and equipment development projects
- Technical personnel involved in performance specification of plant and equipment
- Engineering planners working with complex maintenance material requirements
- Quality managers seeking to understand how suppliers are selected
Course objectives
- To set up and manage a procurement activity
- To select suppliers using appropriate evaluation methods and criteria
- To measure supplier performance
- To identify ways to incre…
Frequently asked questions
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- Purchasing executives, senior managers, and professional staff from supply chain management, logistics and inventory planning and control
- General managers wanting to understand the procurement function
- Project managers involved in plant and equipment development projects
- Technical personnel involved in performance specification of plant and equipment
- Engineering planners working with complex maintenance material requirements
- Quality managers seeking to understand how suppliers are selected
Course objectives
- To set up and manage a procurement activity
- To select suppliers using appropriate evaluation methods and criteria
- To measure supplier performance
- To identify ways to increase procurement effectiveness and efficiency
- To work with user departments to improve procurement within the organisation
- To negotiate effectively with suppliers
- To manage supply-side risk using contractual methods
- To manage contractual changes
- To understand how contracts end
- To identify and determine how to resolve supplier disputes
Course content
Role of the Procurement Function
- Key responsibilities
- Supporting operational requirements
- Managing supplier relationships
- Supporting strategic goals
- Detecting and preventing fraud
Managing the Purchasing Process
- Making the case to purchase
- Deciding the procurement strategy
- Advertising the contract
- Generating interest
- Running the competitive cycle
- From ITT to contract award and beyond
Managing Tender Requests and responses
- Capturing user requirements
- Documenting the scope of work
- Output based specifications
- Evaluating tender responses
- Further competitive activity
The Supplier Perspective on Bidding
- Researching the client
- Understanding client requirements
- Identifying competitive advantage
- Qualification of opportunities
- Ethical supplier behaviour
Creating Appropriate Contract Documentation
- Principles of contract law
- Drafting your terms and conditions
- Using contract templates
- Managing risk through the contract
- Contract case studies
Managing Supplier Performance
- First steps to management after contract award
- Building the supplier relationship
- Developing KPIs to monitor and improve service
- Linking compensation to contract performance
Negotiating in a Purchaser Supplier Relationship
- When to negotiate
- Objectives of negotiation
- Negotiation preparation
- What are our negotiables?
- BATNA – what to do when the negotiation fails
- Reaching a win-win agreement
Making changes to Supplier contracts
- Why contracts have to change
- The contract variation process
- Managing price variations
- How contracts change
Managing Contract Disputes
- What is a contract dispute?
- “I’ll see you in court”
- Arbitration
- Alternative dispute resolution methods
- Negotiating a settlement
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