Effective Tendering and Supplier Relationship Management

• Delegates who have a sound knowledge of basic procurement principles and or account management/bid management and who are looking for new and innovative ways of achieving competitive edge for their team and organisation.

Course objectives

• To develop effective procurement strategies for their organisation across multiple spend areas
• To appreciate and apply advanced supplier tendering and selection techniques
• To understand and leverage the relationships between commercial requirements and contractual
• frameworks in supplier negotiation
• To construct effective tenders, contractual frameworks and performance agreements
• To effectively manage supplier/vendor relationships and performance
• To take away specific action plans to further develop their role and organisational benefit

Course content

Developing Effective Procurement

• The role and objectives of procurement within the organisation
• Effective and ineffective buying behaviours. The impact on supplier and the value chain
• The gap between Tactical and strategic procurement and how to identify bridging opportunities
• Procurement spend area analysis
• Moving away from a commodity using whole life costing
• The supplier sourcing and relationship building; mindset and behaviours of buyers and suppliers
• Collaboration for effective specification development/impacts of failure
• International standards compliance

Tendering and Tender Management

• Effective tendering for both buyer and supplier
• Developing effective tendering – including full tender, PQQ, RFI, RFP, RFQ, ITT and ITN
• Effectively managing the tender elements of an effective tender/tender response
• Risk management
• Effective e-procurement
• Environmental & CSR considerations
• Shadow casters and influencers in the process

Supplier Selection

• Supplier selection – developing and sharing advanced evaluation criteria
• Expectations of both the supplier and buyer in auditing and compliance
• Effective feedback
• Focusing on a Win-Win through commercial contract negotiations
• Psychological aspects and impacts of negotiation and influencing
• Avoiding contractual disputes

Legal Frameworks and Contract Award

• Principles of international contract law
• Developing effective contracts and heads of terms and framework agreements
• Negotiating collaborative Service level Agreements (SLA)
• The contract award process
• Debriefing suppliers whether successful or unsuccessful

Effective Supplier Relationship Management

• Effective and equal supplier relationship management emotional Vs. intellectual
• Using the Atman Strategic Relationships Pyramid to improve the value chain
• Effective supplier performance measurement
• Developing strategic partnerships for long term added value