PROCUREMENT MANAGEMENT- MANAGING SUPPLIER SELECTION & NEGOTIATION, SOURCING & TENDERING

INTRODUCTION FOR PROCUREMENT MANAGEMENT- MANAGING SUPPLIER SELECTION & NEGOTIATION, SOURCING & TENDERING

The key to an efficient procurement function is the ability to manage the proper selection of suppliers. The ability to select new suppliers or vendors which are able to provide the good support to the company operational needs makes the job of purchasing easier to manage.

In order to select the “perfect” supplier, an effective sourcing process + an efficient selection + ability to negotiate the best deal with the supplier is extremely important.

This program desires to bring these values to all the participants who decide to attend this 2 day interactive training program.

COURSE OBJECTIVES

The training program was design with the following key objectives of learning to the participants:-

• Effective Management of Sourcing and Tendering activities
• Effective Selection Process during Sourcing and Tendering
• Understand the different type of tendering and common issue in tendering
• Effective negotiation preparation for supplier negotiation in sourcing and tendering
• Understand the effective way of supplier evaluation and management

COURSE CONTENT

Module 1 – Sourcing and Tendering

• Sourcing versus Tendering
• Type of Tendering
• Sourcing strategies
• Advantages and Disadvantages of Sourcing
• Advantage and Disadvantages of Tendering
• The Tendering Process in Open Tender
• Common term used in Tendering

Module 2 – Challenges in Tendering

• Key Reason why tender fails
• Reducing the risk in tender failure
• Managing conflict of Interest
• Red flag in Tendering and Sourcing
• Sourcing and Tendering best practices
• Case study

Module 3 – Suppliers Selection and Management Process

• Understanding the 10C + 1R selection
• Evaluation strategy for tendering
• Implementing Supplier On boarding and Off boarding system
• Type of Audits to conduct for supplier selection
• Case study

Module 4 – Managing Smart Negotiation

• Integrative Negotiation
• Distributive Negotiation
• Stages of Negotiation
• SWOT analysis
• Deciding red lines in negotiation
• Knowing your opponent traits
• The Soft Negotiator
• The Principled Negotiator
• The Hard Negotiator
• Traits of a good negotiator
• Bad Negotiator habits
• Mistakes made in Negotiation
• Body language in negotiation
• Clear planning of objectives and goals
• Understand when to walk away
• Managing Reject and counter offer
• Dealing with difficult negotiators
• WATNA strategies
• BATNA strategies
• Case study