The purpose of this training is to:

• Enhance your understanding of the commercial practices which drive effective commercial performance of your service providers and your projects
• Ensure you get better value for money from your service providers on your projects and operational services by understanding the commercial drivers of supplier and service provider’s behaviour
• Dive deeper in to alternative commercial practices that will drive value for money with your procurement practices and on your projects

Within this course you will cover the following topics:

• Value for Money and Public Value – Understanding the why around procurement and public value
• Collaborative Contracting – Reducing risk through improved supply chain engagement
• Procurement Planning – Understanding the different procurement methods and clarifying under which circumstances we should use each of them
• Understanding Pricing Mechanisms and Techniques used by Service Providers
• Risk Allocation – Aligning on risk early and upfront
• Managing Variations and Scope Creep

The duration of the course is 1.5 days, which will be delivered as 5 x 90-120min modules over 2 days.

The purpose of this training is to:

• Work through current challenges in procurement, tendering and commercial alignment of your projects
• Work through what value for money means from a tender evaluation perspective how it is linked to the current infrastructure pipeline and market challenges
• Work through what commercial alignment and negotiation is and isn’t and why it is so important to the success of an infrastructure project
• Work through how the process of multi-criteria analysis, procurement model selection and risk allocation are important in delivering successful tender outcomes
• Understand how to engage with the market in understanding their bid practices, commercial drivers and preferences
• Understand how to develop the commercial negotiation strategy and negotiation plan
• Identify how to set up effective Tender Assessment Committees to deliver better outcomes though constructive interaction with tenderers
• How to design better tender documents and pre/during tender engagement practices with the supply chain through the use of the MBTI Z model
• Understand how to prepare for interactives/ positive guidance sessions with shortlisted proponents and the market and how to provide constructive feedback post the tender award

The duration of the course is 1.5 days, which will be delivered as 5 x 120min modules over 2 days.

Within this course you will cover the following topics:

• Current Challenges in Procurement, Tendering and Commercial Alignment of your Projects
• Value for Money, the Supply Chain and Current Market Challenges
• Purpose of Commercial Alignment
• Developing a Commercial Negotiation Strategy
• Multi-criteria Analysis, Risk Allocation and Procurement
• Engagement with the Market – through understanding their bid practices, commercial drivers and preferences
• Tender Assessment Committees – how to structure them to deliver better outcomes through constructive interaction with tenderers
• Preparing for Interactives / Positive Guidance Sessions
• Designing Better Tender Documents, Supplier Engagement Practices and Background Supporting Documents