Code Date Venue Fees
CM013 29 Oct - 02 Nov 2017 Dubai - UAE $4,500 Register
CM013 01 - 05 Jul 2018 Dubai - UAE $4,750 Register
Home » Seminars » Contracts Management » Bidding, Evaluation, Negotiation & Contract Award

Introduction

This dynamic GLOMACS Contracts Management training seminar has been specifically designed for organizations that wish to achieve excellence within their purchasing, tendering and contracts department. Participants will acquire detailed specialist skills that will give your organisation competitive edge by optimising supplier contribution. Participants in this training seminar will further develop their skills and competencies in order for them to prepare a tender package that will attract the very best of potential bidders.  By adopting best practices in contract strategy, participants will learn about how to develop a tender strategy that will ensure the “best fit” supplier is selected that offers best value for money.

A contract can stand or fall on the expertise and performance of the Purchasing team. Too many projects are failing – and when projects fail, it is rarely technical.  Whose fault is it? – and why, despite all the preparation to enter into robust contracts, does the project suffer from scope creep, or over budget or delivered too late?

This training course will feature:

  • Developing a Specific Statement of Requirements based on the actual needs of the organization
  • Communication and understanding of stakeholders needs
  • Preparing a robust and viable Tender Package
  • Analysing risks and problems within the Evaluation phase
  • Developing the right evaluation criteria for a specific project
  • Monitoring the performance of the selected suppliers

Objectives

By the end of this training course, participants will be able to:

  • 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 associated with preparing the Tender Package
  • Implement a dynamic and ethical evaluation criteria
  • Understand the importance of Ethics in the Tender Process
  • Improve the negotiation skills and tactics to create a win-win result

Training Methodology

This is a highly interactive and competitive Contracts Management training seminar where the participants will grasp the essential elements of preparing a comprehensive bidding process that will add real and tangible value to their organization.

Delivered by a world-class subject matter expert in Procurement and Contracts Management, participants will increase their competencies through a variety of instructional methods, individual and team exercises, group discussions and specific team assignments covering the main topics presented in the training seminar.

Who Should Attend?

This training programme is suitable to a wide range of professionals but will greatly benefit the following individuals who are involved in:

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

But will also suit to a variety of individuals who are involved in the planning, evaluation, preparation and management of tenders, specifications, awards, and contracts that cover the acquisition of materials, equipment, and services and who are in organizations whose leadership want high levels of competency in those involved in these activities.

Seminar Outline

DAY 1

Determining the Bidding Process within Your Organization

(Understanding the whole process and the strategy adopted by your organization to select the very best suppliers/contractors to deliver a service that exceeds expectations).

Key competencies include:

  • Engagement techniques
  • Managing expectations
  • Developing a process

Topics to be covered:

  • Determining the actual requirements
  • Understanding the scope, budget and time
  • Forming the bid team
  • Choosing Open or Selective Bidding
  • Agreeing the bid evaluation criteria
  • Engagement with the internal key stakeholders

DAY 2

Preparing the Bid Package, Pre-qualification and Issuing the ITT

(Developing the tactics and processes to ensure that the Bid Package contains all the relevant information and the terms and conditions are specific to that bid).

Key competencies include:

  • Decision Making
  • Delegation
  • Compliance and Governance

Topics to be covered:

  • Bid Documents
  • Contract Terms and Conditions
  • Drawings and Specifications
  • The process - expressions of interest, pre-qualification questionnaires, ITTs
  • Proposed contract documents
  • Pre-Bid Conference

DAY 3

Bid Opening and Bid Evaluation Process

(Developing processes that are robust, transparent and agreeing the evaluation criteria to be used to achieve an outcome that represents true value for money).

Key competencies include:

  • Team working
  • Delegation
  • Decision Making processes

Topics to be covered:

  • Purpose of evaluation in the procurement process
  • The key to best practice evaluations
  • Evaluation methods
  • Requirement to distinguish between selection and award criteria
  • Use of a scoring model to evaluate price and dealing with the lowest price approach
  • Most economically advantageous tender (MEAT) approach - A balance between quality and cost

DAY 4

Awarding the Contract and Post Tender Negotiations

(Through a fair and equitable commercial and technical evaluation, reaching agreement and consensus on who to award the contract and enter into Post Tender Negotiation).

Key competencies include:

  • Data analysis process
  • Negotiation strategy
  • Communication skills

Topics to be covered:

  • Selecting the successful bidder
  • Cautious Rejection of Bidders
  • Determining what is Successful Delivery of the contract
  • Agreeing Contract Terms and Conditions, SLAs and KPIs
  • Negotiation basics and the Ethics of Negotiation
  • Common Negotiating Mistakes
  • Persuasion methods, counteraction strategies, common tools and tactics for a Win-Win Negotiation

DAY 5

Managing the Contract Post Award and Performance Management

(Understanding the vital elements of forming a legal contract and managing the performance of suppliers/contractors through the life cycle of the contract to achieve success).

Key competencies include:

  • Understanding contract law
  • Supplier Performance Management
  • Change Management

Topics to be covered:

  • Introduction to basic contract law
  • Forming the contract
  • Contract Modifications
  • Performance management
  • Contract termination and exit
  • Lessons Learned

Accreditation

  • Quality Logo

In Association With

Oxford Management Centre

Oxford Management Centre

A GLOMACS - Oxford Management Centre collaboration aimed at providing the best training services and benefits to our valued clients

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Bidding, Evaluation, Negotiation
& Contract Award


Upcoming Dates

Code Date Venue Fees
CM013 29 Oct - 02 Nov 2017 Dubai - UAE $4,500
CM013 01 - 05 Jul 2018 Dubai - UAE $4,750

Introduction

This dynamic GLOMACS Contracts Management training seminar has been specifically designed for organizations that wish to achieve excellence within their purchasing, tendering and contracts department. Participants will acquire detailed specialist skills that will give your organisation competitive edge by optimising supplier contribution. Participants in this training seminar will further develop their skills and competencies in order for them to prepare a tender package that will attract the very best of potential bidders.  By adopting best practices in contract strategy, participants will learn about how to develop a tender strategy that will ensure the “best fit” supplier is selected that offers best value for money.

A contract can stand or fall on the expertise and performance of the Purchasing team. Too many projects are failing – and when projects fail, it is rarely technical.  Whose fault is it? – and why, despite all the preparation to enter into robust contracts, does the project suffer from scope creep, or over budget or delivered too late?

This training course will feature:

  • Developing a Specific Statement of Requirements based on the actual needs of the organization
  • Communication and understanding of stakeholders needs
  • Preparing a robust and viable Tender Package
  • Analysing risks and problems within the Evaluation phase
  • Developing the right evaluation criteria for a specific project
  • Monitoring the performance of the selected suppliers

Objectives

By the end of this training course, participants will be able to:

  • 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 associated with preparing the Tender Package
  • Implement a dynamic and ethical evaluation criteria
  • Understand the importance of Ethics in the Tender Process
  • Improve the negotiation skills and tactics to create a win-win result

Training Methodology

This is a highly interactive and competitive Contracts Management training seminar where the participants will grasp the essential elements of preparing a comprehensive bidding process that will add real and tangible value to their organization.

Delivered by a world-class subject matter expert in Procurement and Contracts Management, participants will increase their competencies through a variety of instructional methods, individual and team exercises, group discussions and specific team assignments covering the main topics presented in the training seminar.

Who Should Attend?

This training programme is suitable to a wide range of professionals but will greatly benefit the following individuals who are involved in:

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

But will also suit to a variety of individuals who are involved in the planning, evaluation, preparation and management of tenders, specifications, awards, and contracts that cover the acquisition of materials, equipment, and services and who are in organizations whose leadership want high levels of competency in those involved in these activities.

SEMINAR OUTLINE

DAY 1

Determining the Bidding Process within Your Organization

(Understanding the whole process and the strategy adopted by your organization to select the very best suppliers/contractors to deliver a service that exceeds expectations).

Key competencies include:

  • Engagement techniques
  • Managing expectations
  • Developing a process

Topics to be covered:

  • Determining the actual requirements
  • Understanding the scope, budget and time
  • Forming the bid team
  • Choosing Open or Selective Bidding
  • Agreeing the bid evaluation criteria
  • Engagement with the internal key stakeholders

DAY 2

Preparing the Bid Package, Pre-qualification and Issuing the ITT

(Developing the tactics and processes to ensure that the Bid Package contains all the relevant information and the terms and conditions are specific to that bid).

Key competencies include:

  • Decision Making
  • Delegation
  • Compliance and Governance

Topics to be covered:

  • Bid Documents
  • Contract Terms and Conditions
  • Drawings and Specifications
  • The process - expressions of interest, pre-qualification questionnaires, ITTs
  • Proposed contract documents
  • Pre-Bid Conference

DAY 3

Bid Opening and Bid Evaluation Process

(Developing processes that are robust, transparent and agreeing the evaluation criteria to be used to achieve an outcome that represents true value for money).

Key competencies include:

  • Team working
  • Delegation
  • Decision Making processes

Topics to be covered:

  • Purpose of evaluation in the procurement process
  • The key to best practice evaluations
  • Evaluation methods
  • Requirement to distinguish between selection and award criteria
  • Use of a scoring model to evaluate price and dealing with the lowest price approach
  • Most economically advantageous tender (MEAT) approach - A balance between quality and cost

DAY 4

Awarding the Contract and Post Tender Negotiations

(Through a fair and equitable commercial and technical evaluation, reaching agreement and consensus on who to award the contract and enter into Post Tender Negotiation).

Key competencies include:

  • Data analysis process
  • Negotiation strategy
  • Communication skills

Topics to be covered:

  • Selecting the successful bidder
  • Cautious Rejection of Bidders
  • Determining what is Successful Delivery of the contract
  • Agreeing Contract Terms and Conditions, SLAs and KPIs
  • Negotiation basics and the Ethics of Negotiation
  • Common Negotiating Mistakes
  • Persuasion methods, counteraction strategies, common tools and tactics for a Win-Win Negotiation

DAY 5

Managing the Contract Post Award and Performance Management

(Understanding the vital elements of forming a legal contract and managing the performance of suppliers/contractors through the life cycle of the contract to achieve success).

Key competencies include:

  • Understanding contract law
  • Supplier Performance Management
  • Change Management

Topics to be covered:

  • Introduction to basic contract law
  • Forming the contract
  • Contract Modifications
  • Performance management
  • Contract termination and exit
  • Lessons Learned

Quality Logo

GLOMACS is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.

 

All Training Seminars delivered by GLOMACS by default are eligible for CPE Credit.



© 2017. Material published by GLOMACS shown here is copyrighted.
All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.

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P.O. Box 74653, Dubai, United Arab Emirates
Tel : +971 - 04 - 425 0700, Fax : +971 (04) 425 0701, Email : info@glomacs.ae

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