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Event Details

The South African economy is heading for a recession or worse. This places serious financial constraints on businesses who expect the procurement function to maximise value.

History and case studies show, that commercial contracting remains one of the most difficult process for organisations to master. Unfortunately most organisations continue to haemorrhage financially due to poorly placed contracts that either do not deliver what stakeholders need or fail to deliver value on scope, to time and cost.

Winning organisations adopt procurement processes that are risk-centric, performance based, and leverage teamwork within the procuring organisation i.e. using the cross-functional expertise of procurement, management, financial and technical functions of the organisation to improve and evolve a best practice based, dynamic, and robust procurement function.

This dynamic Alintacorp Contracts Management training workshop in Tender Bidding, Evaluation, and Negotiation & Contract Award has been specically designed for organizations that wish to engage for two days with an experienced expert facilitator to enhance excellence within their purchasing, tendering and contracting departments.

This Course Will Feature:

- Developing a Specfic Statement of Requirements based on the actual needs of the organization
- Communication and understanding of stakeholders needs
- Preparing a robust and viable Tender Package
- Analysing risks and problems within the Evaluation phase
- Developing the right evaluation criteria for a specific project
- Monitoring the Performance of the Selected Suppliers


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

- Acquire detailed specialist skills that will enhance your organisation competitive edge by optimising supplier contribution
- Develop their skills and competencies in order for them to improve the preparation of tender package that will attract the very best of potential bidders
- Learn how to adopting best practices in contract strategy to develop a tender strategy that will ensure the “best fit” supplier is selected that offers best value for money, and Place contracts that deliver value.
- Understand why projects fail and the reasons for failure
- Analyse the difference between the Needs and Wants of the end user
- Apply powerful interpersonal techniques to improve communication with stakeholders
- Determine the various risk associated with preparing the Tender Package
- Implement a dynamic and ethical evaluation criteria
- Understand the importance of Ethics in the Tender Process
- Improve the negotiation skills and strategy to create a win-win result

Who Should Attend?

This training programme is suitable to a wide range of professionals but will greatly benefit the following individuals who are involved in:

- Contracts, Contract Administration Professionals
- Tendering, Purchasing, Project Management Professionals
- Engineering, Operational, Finance, and Maintenance Professionals

Guest Speaker

Gavin Weiman

Gavin Weiman is a highly experienced attorney, consultant and training facilitator, with extensive (over 25 years) legal experience and (over 10 years) business consulting and training facilitation experience. Gavin has been providing legal and contract centric consulting services, training and skills transfer services to commercial business, public entities and other consulting organisations and training organizations. His special area of interest is contracting and the law and its relationship to business and the economic world. Gavin is the originator of Contract Centric Management.

Werner van Rooyen

Director and Facilitator at How to Tender (Pty) Ltd Highly motivated and enthusiastic about training and skills transfer Werner is a highly experienced tender and business consultant and training facilitator with extensive experience in various industry sectors such as Finance, Tourism, Transport and Entertainment. He is a Published Author on Tenders and B-BBEE, a qualified Professional Accountant and a B-BBEE Professional. He is the also the founding member of How to Tender.

Ms. Monica Rubombora

Former: Deputy Director-General – Head of Gauteng Provincial Government Procurement
Former: : Accenture – Global Technology, Outsourcing & Management Consulting
Current: Director at Rubo Management Services (Pty) Ltd
Monica Rubombora is the author of “Government Tenders Don’t Suck! Cut Through the Noise and Win Big Contracts for Your Small Business.”

Workshop Outline

Day 1

Determining the Bidding Process within Your Organization

- Determining the Actual Requirements
- Understanding the Scope, Budget and Time
- Forming the Bid Team
- Choosing Open or Selective Bidding
- Agreeing the Bid Evaluation Criteria
- Engagement with the Internal Key Stakeholder

Preparing the Bid Package, Pre-qualification and Issuing the ITT

- Bid Documents
- Contract Terms and Conditions
- Drawings and Specifications
- The Process - expressions of interest, pre-qualification questionnaires
- Proposed Contract Documents
- Pre-Bid Conference

Bid Opening and Bid Evaluation Process

- Purpose of Evaluation in the Procurement Process
- The Key to Best Practice Evaluations
- Evaluation Methods
- Requirement to Distinguish between Selection and Award Criteria
- Use of a Scoring Model to Evaluate Price and Dealing with the Lowest Price Approach

Day 2

Awarding the Contract and Post Tender Negotiations

- Selecting the Successful Bidder
- Cautious Rejection of Bidders
- Determining What is Successful Delivery of the Contract
- Agreeing Contract Terms and Conditions
- Negotiation Basics and the Ethics of Negotiation
- Common Negotiating Mistakes
- Persuasion Methods, Counteraction Strategies, common tools and tactics for a Win-Win Negotiation

Managing the Contract Post Award and Performance Management

- Introduction to Basic Contract Law
- Forming the Contract
- Contract Modifications
- Performance Management
- Contract Termination and Exit
- Lessons Learned