Procurement Excellence is more than just operating a process. Skills in managing colleagues, potential suppliers and higher management are all necessary. But perhaps the most important ingredient is exercising judgement. Procurement involves making decisions, and that can be difficult. A good procurement manager needs to be able to set aside personal preferences for particular suppliers and operate transparently but in such a way that the organization for whom he works makes the right choices. These choices are based on a proper definition of needs and an assessment of how those needs can be met and by whom. This course explores these issues comprehensively.
The management of the procurement function itself – as opposed to the management by procurement staff of contractors and suppliers – can make the difference between having a purely administrative, internal service provider team that operates in the background, or a strategically important function that can help shape the success of the enterprise. If the head of procurement is a mid-ranking manager he or she may not have the ear of the chief executive. But if the company has a Chief Procurement Officer in the “C Suite”, working alongside his or her peers from Finance, Operations and Technology, then it’s fair to assume procurement is seen as key to delivering the corporate strategy. This course looks at aspects of procurement at its most influential and value-adding.
This course addresses three important areas of responsibility for the contract manager: Firstly the key issue of managing contractor performance – a process of measurement against deliverables or KPIs in order to achieve the contract objectives. Secondly the complex areas of contract negotiation and contract drafting – two topics that often go hand in hand. Thirdly the questions about what happens when things go wrong, leading to claims for compensation, damages, and early termination, as well as the disputes that may follow.
The course will wrap with a summary of the key learning points, followed by an action planning exercise with a view to apply the acquired knowledge and skills immediately upon your return to work. Post-course support is also available in relation to the implementation of your action plan, up to six (6) months following course completion.
Procurement’s Support to the Organization
- The Interface between Supply Chain Management and Procurement
- Competitive procurement alternatives
- Defining business needs (Inputs, outputs and outcomes)
Evaluating Suppliers and their Bids
- Technical Evaluation of bids –
- planning and implementation
- Commercial Evaluation of bids –
- planning and implementation
- Sustainable Procurement
Negotiating the Best Deal
- Contract Negotiation tools and techniques
- Managing contract award
- Handling objections from losing bidders
- Sustainable procurement
- Building sustainability into your requirements
- Key issues to focus on
- Impact of local content requirements on your criteria selection
Procurement and Business Strategy
- The development path for procurement from transactional to value chain management
- Procurement Organization, structure and job functions
Managing Procurement Risk
- What risks should procurement be considering?
- A process to identify, analyse and respond to priority risks
- Important supply chain risks – case study
- How to manage risks that turn into reality
Procurement – Performance Measurement and Governance
- Benefits of measuring the performance of procurement
- Assessing Purchasing Effectiveness and Purchasing Efficiency
- KPIs for measuring performance
- Procurement Information systems
- Identifying cost savings potential
- Spend analysis
- Category management
- Procurement Portfolio analysis
- Developing a Sourcing strategy
Managing the Contractual Relationship
- Contract Law basics
- Contract Types
- Contract risks
Managing the Contract Financials
- Cost & Price analysis
- Bonds, Guarantees and warranties
- Managing payments
- Managing claims
Managing the Contract in a Dynamic World
- Managing contractual liabilities and indemnities
- Managing contract variations
- Contract documentation
- Contract administration
Contract Essentials – Letters of Credit
- Contract Model terms
- Why industry standard contracts are so popular
- Benefits of working with templates
- Case study of a model agreement – NEC3 / FIDIC Red Book
- Summary and recap of key learning objectives
- Action Planning
This course is suitable for:
- Procurement Officers, analysts and managers.
- Contract Engineers and analysts.
- Quantity Surveyors
- Commercial advisers
- Procurement team members
- General managers
- Executives tasked with managing contracts.
- Contract Administrators
- Anyone who wishes to have a good understanding and involvement in purchasing activities.
- Inhouse legal advisers
- Company Secretaries
- Anyone who wishes to have a good understanding and develop the ability to apply the terms and conditions of a contract.
Upon completion of this course, you will understand:
- The choices of available procurement methods a given situation.
- How to carry out an evaluation of proposals from suppliers in a fair and transparent way.
- Practical negotiation skills.
- The key issues around sustainability in purchasing.
- The value Procurement can bring to delivering the corporate strategy.
- How to structure the procurement function, to make the biggest difference inside organizations.
- The skills required in important procurement activities, such as value chain analysis, purchasing portfolio management and category management.
- Techniques in benchmarking the performance of the procurement team.
- How to create and manage the relationship with a contractor, with a legally enforceable agreement.
- Prices and the costs that underpin prices, and the different pricing models that contractors use.
- Contract security, including bonds and guarantees.
- Managing contracts dynamically, including changing agreements and creating appropriate contract documentation.
- How to implement an Action Plan at your workplace using the knowledge and skills acquired through the course.