Bidding, Evaluation, Negotiation & Contract Award

Introduction

A contract can stand or fall on the expertise and performance of the Purchasing team. Too many projects are failing – and when projects fail, it is rarely technical. Whose fault is it? And why, despite all the preparation to enter into robust contracts, does the project suffer from scope creep, go over budget, or get delivered too late?

This dynamic Contracts Management course has been specifically designed for organizations that wish to achieve excellence within their purchasing, tendering, and contracts departments. Participants will acquire detailed specialist skills that will give your organisation a competitive edge by optimising supplier contribution. Participants will further develop their skills and competencies in order to prepare a tender package that will attract the very best of potential bidders. By adopting best practices in contract strategy, participants will learn how to develop a tender strategy that ensures the “best fit” supplier is selected, offering the best value for money.

This ALARDI AFRICA Bidding, Evaluation, Negotiation & Contract Award training course will feature:

• Developing a Specific 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

 

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 negotiation skills and tactics to create a win-win result

 

Training Methodology

Delivered by a world-class subject matter expert in Procurement and Contracts Management, participants will increase their competencies through a variety of instructional methods, individual and team exercises, group discussions, and specific team assignments covering the main topics presented in the course. This is a highly interactive and competitive training course where participants will work and compete in team exercises, ensuring all participants grasp the essential elements of preparing a comprehensive bidding process that will add real and tangible value to their organization.

 

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 individuals who are involved in:

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

 

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

 

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 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 constitutes 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

 

Certificates

Upon successful completion of this training course, the ALARDI AFRICA Certificate will be awarded to the delegates.

 

Venue:

Kenya-Nairobi              –   Cost USD 1800

Addis Ababa-Ethiopia   –   Cost USD 2200

Senegal-Dakar              –  Cost USD 2200

Date: 29th September – 1st October 2026