Programme Agenda

Five practical days that follow the tender process in order: strategy, procedures, tender documents, evaluation and contract award.

5Training days

5Practical themes

1Reference manual of model documents & templates

Day 1 – Setting the Strategy for Bids & Tenders. As a procurement professional you need to lead, or support others, in setting the purchasing strategy and turning it into an effective tender plan.

Key behaviours

What you will practise

Leadership within your function
Setting the direction of the purchasing project
Tender process planning and management
Giving advice and guidance to requesting departments

Topics

Topics covered

Competitive and non-competitive bids
Selecting the tender strategy
Creating the tender plan
Using e-procurement techniques
Analysing tendering risks
Choosing the best contract type: lump sum, fixed price, cost reimbursement and measurement contracts
Industry-specific contract types

Day 2 – Best Practices in Tender Procedures. As the procurement lead, or a significant contributor to the tender plan, you need an excellent understanding of the tender process and how to add value to it.

Key behaviours

What you will practise

Expedite the selection of bidders
Facilitate and enhance the development of an internal cost estimate
Constructively challenge the requirements assessment
Manage the tender activities efficiently and effectively
Avoid external communications traps

Topics

Topics covered

The end-to-end procurement cycle
Seeking expressions of interest
Advertising the contract
Pre-qualification methodologies
The importance of the internal cost estimate
What is the role for negotiation?

Day 3 – Optimising the Tender Documents. The tender process depends on bidders receiving documents they can understand and that encourage cost-effective solutions. Every document in the invitation pack can improve or reduce the prospects of a successful competition.

Key behaviours

What you will practise

Suggest improvements to the statement of requirements
Contribute to the debate about the terms and conditions to apply
Identify the unintended consequences of scope of work documents
Plan a robust and realistic tender response schedule

Topics

Topics covered

Contents of the tender package
Ensuring a robust specification / scope of work
Defining the response you require from bidders
Essential clauses in the draft terms and conditions
Anticipating and reducing the risk of scope change

Day 4 – Managing the Technical & Commercial Evaluation. The cheapest compliant proposal may not give the best value for money. How do you run a fair and transparent process that lets you select a bid that is not the lowest price?

Key behaviours

What you will practise

Understand the evaluation options
Make the case for alternative evaluation and award criteria
Construct an evaluation framework

Topics

Topics covered

The purpose of bid evaluation
Lowest price or best value for money?
Stages of the evaluation
Clarifying bids to assist the evaluation
Choosing evaluation and award criteria
Techniques to carry out the evaluation

Day 5 – Managing the Contract Award Stage. The evaluation should lead to an award to the winning bidder and rejection of the unsuccessful bids – but results are sometimes challenged, or the winner declines. Learn the traps to avoid so the competition leads to contract commencement.

Key behaviours

What you will practise

Avoid process traps for the unwary buyer
Deal with disappointed losing bidders
Secure the commitment of the winners

Topics

Topics covered

Communicating the results internally and externally
Working with tender bonds and performance guarantees
Dealing with disputed contract awards
Operating under pre-contract letters of intent
Managing pre-contract scope changes

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It includes the dates, fees, full agenda and booking terms.

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Certification

ICL Certificate of Completion

Delegates who attend the full programme receive the Institute of Corporate Learning Certificate of Completion on the final day.

Ready to book?

Run tenders that deliver value – and stand up to scrutiny.

Classroom in Johannesburg or Live Online · 22 – 26 February 2027. Seats are limited to keep the sessions interactive.