Bidding, Evaluation, Negotiation & Contract Award

COURSE DURATION 5 DAYS

Date: 27^th to 31^st July 2026

Introduction

The Bidding, Evaluation, Negotiation, & Contract Award (BENCA) process is core to the procurement cycle where organizations define needs, invite suppliers (bidding), assess submissions (evaluation) using criteria like price/quality, negotiate terms for a win-win, and formally award the contract, ensuring transparency, ethics, and alignment with strategic goals, moving beyond just lowest price to overall value.

Objectives

By the end of this Bidding, Evaluation, Negotiation & Contract Award training course, participants will be able to:

• 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 risks associated with preparing the Tender Package
• Implement a dynamic and ethical evaluation criterion
• Understand the importance of Ethics in the Tender Process
• Improve the negotiation skills and tactics to create a win-win result

Who Should Attend?

This ALARDI Africa Bidding, Evaluation, Negotiation & Contract Award training course is suitable for a wide range of professionals, but will greatly benefit the following activities/individuals:

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

The course will also suit a variety of individuals who are involved in the planning, evaluation, preparation, and management of tenders, specifications, awards, and contracts that cover the acquisition of materials, equipment, and services, and who are in organizations whose leadership wants high levels of competency in those involved in these activities.

Training Methodology

The facilitator will create an adult learning environment where participants can share experiences and learn from each other. Use of case studies, PowerPoint presentations, group discussions, and benchmarking. Role-playing will be done, and contract management games. Sharing of best practices will be done.

Course Outline

DAY 1. Determining the Bidding Process within your Organization

Key Competencies include:

• Engagement techniques
• Managing expectations
• Developing a process

Topics to be covered:

• Determining the actual requirements
• Understanding the scope, budget, and time
• Forming the bid team
• Choosing Open or Selective Bidding
• Agreeing on the bid evaluation criteria
• Engagement with the internal key stakeholders

DAY 2. Preparing the Bid Package, Pre-Qualification, and Issuing the ITT

Key Competencies include:

• Decision Making
• Delegation
• Compliance and Governance

Topics to be covered:

• Bid Documents
• Contract Terms and Conditions
• Drawings and Specifications
• The process – expressions of interest, pre-qualification questionnaires, ITTs
• Proposed contract documents
• Pre-Bid Conference

DAY 3. Bid Opening and Bid Evaluation Process

Key Competencies include:

• Team working
• Delegation
• Decision-making processes

Topics to be covered:

• 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
• Most economically advantageous tender (MEAT) approach – A balance between quality and cost

DAY 4. Awarding the Contract and Post-Tender Negotiations

Key Competencies include:

• Data analysis process
• Negotiation strategy
• Communication skills

Topics to be covered:

• Selecting the successful bidder
• Cautious Rejection of Bidders
• Determining what is Successful Delivery of the contract
• Agreeing Contract Terms and Conditions, SLAs, and KPIs
• Negotiation basics and the Ethics of Negotiation
• Common Negotiating Mistakes
• Persuasion methods, counteraction strategies, common tools, and tactics for a Win-Win Negotiation

DAY 5. Managing the Contract Post Award and Performance Management

Key Competencies include:

• Understanding contract law
• Supplier Performance Management
• Change Management

Topics to be covered:

• Introduction to basic contract law
• Forming the contract
• Contract Modifications
• Performance management
• Contract termination and exit
• Lessons Learned

Certificate

• On successful completion of this training course, the ALARDI Africa Certificate will be issued to the participants.

Venue:

Tanzania-Arusha                               Cost USD 2100

Ethiopia-Addis Ababa                       Cost USD 2100

Date: 27^th to 31^st July 2026