Tendering, Procurement and Negotiation Skills Course

Introduction

Effective tendering and procurement practices are central to achieving cost-efficiency, regulatory compliance, and supply chain sustainability in both public and private sector organizations. This course is designed to build a deep understanding of the entire procurement lifecycle: from identifying procurement needs to contract execution, while developing practical negotiation skills to ensure value for money.

The course also explores the latest trends, such as e-procurement systems, ethical sourcing, green procurement, and supplier diversity. It is tailored for professionals seeking to enhance transparency, accountability, and strategic outcomes in procurement functions.

Participants will gain exposure to real-world case studies, emerging issues in global procurement, and risk mitigation strategies to deal with volatile supply markets.

Target Participants:

• Procurement officers and managers
• Tender and contract specialists
• Project and logistics managers
• Finance and compliance officers
• Anyone involved in purchasing, sourcing, or supplier management

Duration

5 Days

Course Objectives:

By the end of this course, participants will be able to:

• Understand the legal and procedural framework of procurement and tendering
• Prepare and manage the tendering process effectively
• Evaluate bids using fair and transparent methods
• Apply strategic and ethical procurement practices
• Develop and execute negotiation strategies for procurement success
• Incorporate sustainability and innovation in procurement decisions
• Identify and manage procurement risks

Course Outline:

Module 1: Foundations of Procurement and Tendering

• Key concepts and procurement cycle
• Types of procurement methods (open, restricted, direct)
• Legal and regulatory frameworks
• Ethical considerations in procurement

Module 2: The Tendering Process in Practice

• Pre-qualification and supplier selection
• Preparing effective RFPs, RFQs, ITTs
• Tender advertisement and bid solicitation
• Bid receipt and opening protocols
• Emerging issues: e-tendering and automated platforms

Module 3: Bid Evaluation and Award Process

• Bid evaluation techniques and scoring methods
• Compliance vs. value-for-money assessments
• Post-evaluation debriefing
• Contract award, documentation, and communication
• Handling disputes and appeals

Module 4: Procurement Negotiation Strategies

• Fundamentals of negotiation in procurement
• Planning and conducting negotiations
• Interest-based negotiation techniques
• Building rapport with suppliers
• Negotiation roleplays and simulation exercises

Module 5: Contract Management and Performance Monitoring

• Key elements of procurement contracts
• Deliverable tracking and performance indicators
• Contract variations and amendments
• Supplier performance review and exit strategies
• Emerging focus: contract digitization and smart contracts

Module 6: Sustainable and Strategic Procurement

• Green and circular procurement strategies
• Supplier diversity and local sourcing
• Risk management in procurement
• Social and ethical sourcing practices
• Public-private partnerships and innovation in procurement

Emerging Topics and Issues Covered:

• E-procurement and digital platforms (ERP, SAP Ariba, etc.)
• Blockchain in procurement and supply chain
• Combating procurement fraud and collusion
• Geopolitical risk and procurement agility
• ESG integration in supplier selection

Training Methodology:

• Interactive lectures and group discussions
• Case studies and best practice reviews
• Real-world tender document analysis
• Group exercises and negotiation simulations
• Post-course action planning for implementation

Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: training@upskilldevelopment.com Tel: +254 721 331 808

Training Venue

The training will be held at our Upskill Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Upskill certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: training@upskilldevelopment.com, +254 721 331 808

Terms of Payment

Unless otherwise agreed between the two parties’ payment of the course fee should be done 3 working days before commencement of the training so as to enable us to prepare better.