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Purchasing Management

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The purchasing processes must be transparent, efficient and well managed. The right commercial contract model needs to be selected. The client company must make sure it chooses an able and affordable contractor. The scope of work must be well defined. The risks must be appropriately apportioned between the parties, and the consequences of late or poor performance must be reflected in the contract and managed appropriately. The contract must be administered effectively to keep the job on track, and if changes are required, the contract should facilitate the variations. This Five- days programme will cover the different aspects of purchasing; to help participants become deeply understand what has influenced the development of the Procurement function.
By the end of this course, participants will be able to: 
•    Develop an understanding of how commercial contracts are created and administered
•    Highlight tips to follow and traps to avoid in purchasing services, materials or equipment
•    Reinforce good practices in creating specifications and statements of work
•    Update delegates on ways to evaluate supplier proposals
•    Build skills in how to manage contractor performance
•    Prepare delegates to manage and resolve contract disputes
•    Use the appropriate negotiation technique and tactic

Day One (Purchasing and Tendering Essentials)
•    Definitions
•    The Five Rights of Procurement
•    Tendering and Purchasing Cycle
•    Gathering and Managing Sourcing Requirements
•    Supplier Pre-Qualification and Appraisal Process
•    Developing Evaluation Criteria
•    Types of Evaluation Criteria
•    Producing Specifications
•    Scope of Work
•    Bid Process and Rules
•    Request For Information (RFI)
•    Request For Proposal (RFP)
•    Total Cost of Ownership (TCO)
•    Quality Assurance and Control
Day Two (Purchasing Techniques and Tools of Analysis)
•    Cost Identification
•    Cost and Price Analysis
•    Cost Benefit Analysis and Goals 
•    Cost-Volume-Profit (Breakeven)
•    Business Environment and Requirements
•    The Market Mechanism (Demand and Supply)
•    The Competitive Spectrum
•    The RAQSCI Model
•    STEEP Analysis
•    SWOT Analysis
•    PESTLE Analysis
•    RACI Technique
•    Pareto (ABC) Analysis 
•    The Kraljic Procurement Portfolio Matrix
Day Three (Supplier Management and Performance)
•    Commercial Relationships
•    Internal and external relationships
•    The relationship spectrum
•    The Relationship Lifecycle
•    Stakeholders Management and Analysis
•    Outsourcing Benefits and Risks
•    Make/Buy Decisions
•    Supplier Performance management
•    Benchmarking
•    Supplier Balanced Scorecards
•    Service Level Agreements (SLA)
•    Statement of Work (SOW)
•    Key Performance Indicators (KPI’s)
•    The SERVQUAL model
•    Performance Review Meetings (PRM)
•    Vendor Management Systems
•    Incoterms
•    Risk Management and Analysis
•    Ethics and Corporate Social Responsibility
•    Procurement Governance
Day Four (Contract Award and Contract Management)
•    Types of Legal Systems
•    Primary Types of Contracts
•    Contract Pricing Arrangements
•    Contractual Agreements for Supply
•    Elements of a legally binding agreement
•    The Battle of the Forms
•    Forming a Contract    
•    Contract terms and conditions
•    Standard Forms of Contract
•    Dispute Handling and Resolution
•    Contract Pre-award and Post award activities
•    Contract Close Out and Lessons
Day Five (Effective Negotiation)
•    Negotiation Overview and Objectives
•    Strategic and Tactical Negotiation
•    Post-Tender Negotiation (PTN)
•    Negotiation in Conflict Resolution
•    Negotiation Team Management
•    Negotiation Outcomes and Approaches
•    Best alternative to a negotiated agreement (BATNA)
•    Power in Negotiation
•    Stages and Phases of the Negotiation Process
•    Interpersonal and Communication Skills for Negotiation
•    Case Studies
Target Group:
1-    Contract Managers and Administrators
2-    Purchasing and Procurement Directors / Managers
3-    Supply Chain Managers
4-    Contract Analysts and Engineers
5-    Buyers, Purchasing Professionals and Procurement Officers
6-    Supplier Managers
7-    Anyone involved in the planning, evaluation, preparation and management of commercial tenders and contracts for the purchase of services, materials or equipment.

•    The materials for the trainees will be in English.
•    The language of instruction should be in Arabic / English.


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