PROGRAMME OBJECTIVES

To prepare specific RFP documentation and to be ready for negotiation. To be able to prepare contracts and to write contract clauses.

LEARNING OUTCOMES

1. Able to write RFP documentation.
2. Be able to plan and carry out negotiation
3. Be confident in contract preparation

WHO BENEFITS

1. Buyers
2. Suppliers
3. Finance

PROGRAMME OUTLINE:  9.00 a.m. – 12.00 noon

1. Overview of Contractual Process
2. Linkage of Scope of Work to RFP documentation and proposals
3. What is a Scope of Work
4. Focus on requirements  Writing Scope of Work - Simple/Complex
5. Benefits of Good Scope of Work
6. Negatives of Bad Scope of Work
7. Relationship between Internal Customer and
8. Contracts Person
    

INTERVIEW PROCESS:  1.00 p.m. – 2.00 p.m.

1. Decision to Interview
2. Interview Questions – specific and generic
3. Evaluation of Interviews versus written proposal
4. Team to Interview
5. Interview Notes
6. Decision to Award
7. Recommendation for Award – Writing and Sign off

 Practical Exercise

INTRODUCTION TO NEGOTIATION:  2.15 p.m. - 4.00 p.m.

1. Overview: What is Negotiation      
2. Are you ready to negotiate.   
3. Planning for negotiation.
4. Looking at possibilities.    
5. Methods of negotiation style.    
6. Tactics – good and bad.    
7. Timing in negotiation.     
8. Types of Negotiators
9. Negotiation Philosophies
   1. Win-Win
   2. Win-Lose
   3. Lose-Lose
10. Controlling the environment and final outcome.
11. Team Roles

CONTRACTS:  4.00 p.m. - 5.00 p.m.

1. What is a contract.      
2. What should be in a contract.
3. How to prepare a contract.
4. Writing Contract clauses.
5. Requesting specific clauses.

Practical Exercise

Pre-Requisite: Business Plan etc