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Advanced Procurement, Contract Management and Effective Negotiation

By: London Corporate Training

United Kingdom

19 - 30 Nov, 2012  12 days

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Who should attend? • Purchasing executives, senior managers, and professional staff from supply chain management, logistics and inventory planning and control • General managers wanting to understand the procurement function • Project managers involved in plant and equipment development projects • Technical personnel involved in performance specification of plant and equipment • Engineering planners working with complex maintenance material requirements • Quality managers seeking to understand how suppliers are selected Course objectives • To set up and manage a procurement activity • To select suppliers using appropriate evaluation methods and criteria • To measure supplier performance • To identify ways to increase procurement effectiveness and efficiency • To work with user departments to improve procurement within the organisation • To negotiate effectively with suppliers • To manage supply-side risk using contractual methods • To manage contractual changes • To understand how contracts end • To identify and determine how to resolve supplier disputes Course content Role of the Procurement Function • Key responsibilities • Supporting operational requirements • Managing supplier relationships • Supporting strategic goals • Detecting and preventing fraud Managing the Purchasing Process • Making the case to purchase • Deciding the procurement strategy • Advertising the contract • Generating interest • Running the competitive cycle • From ITT to contract award and beyond Managing Tender Requests and responses • Capturing user requirements • Documenting the scope of work • Output based specifications • Evaluating tender responses • Further competitive activity The Supplier Perspective on Bidding • Researching the client • Understanding client requirements • Identifying competitive advantage • Qualification of opportunities • Ethical supplier behaviour Creating Appropriate Contract Documentation • Principles of contract law • Drafting your terms and conditions • Using contract templates • Managing risk through the contract • Contract case studies Managing Supplier Performance • Creating the contract management plan • Setting the basis for measurement • Contract administration organisation structures • Automated contract administration tools • Reviewing performance Negotiating in a Purchaser Supplier Relationship • When to negotiate • Objectives of negotiation • Negotiation preparation • What are our negotiables? • BATNA – what to do when the negotiation fails • Reaching a win-win agreement Making changes to Supplier contracts • Why contracts have to change • The contract variation process • Managing price variations • How contracts change Managing Contract Disputes • What is a contract dispute? • “I’ll see you in courtâ€Â • Arbitration • Alternative dispute resolution methods • Negotiating a settlement

London, UK Nov 19 - 30 Nov, 2012
£3,700.00 + VAT (20%)
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