COURSE OVERVIEW
Successful commercial projects require a structured and professional approach to contracting. Key considerations include transparent and well-managed procurement processes, selecting the appropriate commercial contract model, engaging capable and cost-effective contractors, and clearly defining the scope of work. Risks must be fairly allocated between parties, and measures should be in place to manage delays or substandard performance. This training course equips participants with the skills to manage the full contracting process—from bidding through evaluation, negotiation, and award—ensuring optimal outcomes for their organizations.
KEY FEATURES
Participants will gain expertise in:
- Identifying and mitigating risks in preparing bid packages
- Implementing ethical and dynamic evaluation criteria
- Understanding the role of ethics in the bidding process
- Strengthening negotiation skills to achieve win-win results
- Efficient management of pre- and post-contract activities
LEARNING OBJECTIVES
Upon completion of this course, participants will be able to:
- Define the bidding cycle and associated strategies
- Identify various bidding options
- Maximize the value of purchased goods and services
- Prepare essential bid documentation
- Apply best practices in vendor screening and prequalification
- Recognize and apply different negotiation styles and tactics
- Implement advanced practices in bidding and evaluation processes
- Understand pre-award and post-award contract activities
TARGET AUDIENCE
This course is suitable for:
- Contract managers and administrators
- Contract analysts and engineers
- Buyers, procurement officers, and purchasing professionals
- Professionals involved in planning, evaluating, preparing, and managing commercial bids and contracts for services, materials, or equipment
TRAINING METHODOLOGY
The course employs a variety of interactive methods, including exercises, role plays, case studies, practical sessions, and group discussions. Each topic is supported by presentations highlighting key focus areas. A reference manual with examples of best practices will support learning, and discussions will provide participants the opportunity to share real-world experiences. Pre- and post-course assessments will measure knowledge acquisition and skill development.
COURSE CONTENTS
Module 1 – Bidding Process
- Elements of a competitive bidding process
- Selecting the right contracting strategy
- Principles of bidding
- Bidding cycle and available options
- E-bidding
- Preparing invitations to bid
- Managing the bidding process
Module 2 – Selecting the Right Suppliers
- Criteria for pre-qualifying suppliers
- Integrating supplier selection with procurement needs
- Conducting detailed supplier investigations
- Performing supplier assessments
- Setting acceptance criteria and selection parameters
- Engaging suppliers during the bidding process
Module 3 – Evaluating the Bid
- Objective bid evaluation
- Developing evaluation criteria
- Methods of payment
- Technical and commercial evaluations
- Assessing cost breakdowns
Module 4 – Effective Negotiation
- Principles of negotiation
- Planning a negotiation
- Setting objectives, choosing styles, and developing strategy
- Leveraging power in negotiations
- Conducting negotiation meetings and follow-up
Module 5 – Contract Award and Management
- Forming a contract
- Key contract terms
- Standard contract forms
- Contract award procedures
- Dispute resolution processes
- Contract performance management
