Effective Tendering and Supplier Negotiations for Cost Advantage: A Complete Guide
Introduction
This course provides a comprehensive exploration of the processes involved in identifying, selecting, and negotiating with suppliers that enable organizations to achieve sustainable success. No organization can thrive without the right suppliers, supported by contractual agreements that maximize value for money. By applying structured procurement and tendering practices, organizations can ensure cost control, quality enhancement, and improved efficiency.
Suppliers naturally aim to optimize their returns, and this requires organizations to manage relationships in a way that balances short-term wins with long-term collaboration. Gaining the right knowledge and skills in tendering, procurement, and negotiation is critical, demanding careful planning and preparation rather than reliance on chance.
Course Features
* Selecting the right procurement strategy
* Developing tenders and tender evaluation criteria
* Analysing competitive bidding processes
* Practicing negotiation skills
* Administering tendering and procurement processes effectively
Objectives
By the end of this course, participants will be able to:
* Discuss the key elements of a robust procurement process
* Develop effective methods for contractor performance measurement
* Apply advanced tender evaluation techniques
* Review and select appropriate contract strategies
* Enhance procurement and negotiation skills to drive cost advantage
Course Content
Day One – How Tendering and Procurement Align with Organisational Strategy
* Influence of the external environment
* Adapting to new business models
* Critical supply strategies
* Transforming the supplier relationship
* The procurement cycle
Day Two – The Tendering Process
* Elements of a good procurement process
* Selecting the right contracting strategy
* Stages in the tendering process
* Developing tender evaluation criteria
* Negotiating with short-listed suppliers
* Ensuring best price and value outcomes
Day Three – Advanced Procurement Skills
* Transforming the supplier relationship
* Defining the organization’s mission in supplier relationships
* Becoming a “good customer” in supplier networks
* Differentiating between Supplier Relationship Management (SRM) and collaboration
* Optimising the supply base
Day Four – The Negotiation Process
* Avoiding confrontational negotiations
* Communication techniques for successful outcomes
* New techniques in influencing and persuasion
* Understanding the other negotiator’s power
* Negotiating pressure points and effective countermeasures
Day Five – Implementing Improvements in the Organisation
* Attracting and retaining procurement management talent
* Producing a personal action plan for improvement
* Business continuity and contingency planning in procurement
* Understanding Activity-Based Costing (ABC)
* Procurement’s role in improving financial performance
Training Methodology
This course is highly interactive and combines expert-led presentations, case studies, group discussions, role-play exercises, and practical workshops. Participants will gain hands-on experience in tender development, supplier evaluation, and negotiation simulations to ensure that learning can be applied directly to their professional roles.
Who Should Attend
This course is ideal for professionals involved in procurement, tendering, and supplier negotiations, including:
* Procurement and Purchasing Managers
* Supply Chain and Logistics Managers
* Contract Managers and Administrators
* Project Managers and Engineers involved in procurement decisions
* Finance and Operations professionals seeking cost efficiency through procurement
* Anyone involved in supplier selection, evaluation, and negotiation
Enquiries and Registration
Enquiry at : admin@keleaders.com
Whatsapp: 0044 790 125 9494
For more details visit our website : www.keleaders.com
