Tendering Development and Management

Course Objectives

To enable the delegate to:
Develop an awareness of the basic principles and understanding of the process of effective tender management. Understand the strategic issues in the development of sourcing and contracting strategies. Gain a practical overview of how to put together requests and expressions of interest, requests for information, and tender documents. Develop a practical understanding of how to evaluate the commercial and technical risk in offers. Develop an overview of the tools and techniques necessary to analyse capital purchases on a total life cost basis.

Course Contents

Day One
 
Creating Tenders
The Procurement Process
Users and stakeholders
Developing the Business Case
Identifying needs
Deciding on the sourcing approach
Deciding on contract strategy
Managing the tender cycle – E of I, RFI, RFQ / ITT, agreeing the terms
Evaluating the offers
Obtaining stakeholder buy in
 
Specification
Conformance or performance specifications
Using a Total Life Cost of Ownership basis for tendering

 
Tendering practice - The basics
Identifying Suppliers
Calls for expressions of interest
Market research tools and techniques
 
Deciding on sourcing strategies
Single versus multiple sourcing
Deciding on and selecting the appropriate relationship style

Day Two
 
Selecting the Tendering approach
Reverse auctions
Sealed bid tendering systems
E-Tendering systems
Open, restricted, negotiated and competitive dialogue
Using post tender negotiation
 
Evaluating tenders
Establishing Technical and Commercial compliance
Interviewing suppliers
Negotiating with suppliers
 
Investment appraisal of capital techniques
Design, build, finance and operate strategies
Buy Use and Disposal cost models of asset ownership
Payback
Discounted cash flow
Net present value
Rates of return (ROI)
 
Analysing the offers and making the final selection
Using vendor rating techniques to;
Evaluate Technical risk
Evaluate Commercial risk
Getting Stakeholder / shareholder buy-in

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Who Should Attend

Staff involved in creating and managing the tendering process

Duration

A 2-day single manned course.
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