Contractual agreements shape the foundation of many business operations, and effective tendering is key to securing them. This course equips participants with the skills to manage tenders, evaluate proposals, and enforce contract terms while minimising legal and financial risks. They will work through real scenarios and documentation from procurement to contract closure.
Learning Outcomes:
Understand the tendering process and procurement lifecycle
Evaluate bids and award contracts fairly and transparently
Identify key legal terms and manage contract obligations
Resolve disputes and manage contract risks
Apply best practices in vendor and performance management
Key Topics:
Tender types, processes, and evaluation methods
Contract law essentials and key clauses
Bid evaluation frameworks and criteria
Contract administration and closure
Risk management and dispute resolution techniques
Lesson 1: Introduction
- Trainer and Participant Introduction
- Challenges and Expectations
- Contract Management Game
- Each team will identify a need and an opportunity, requiring them to understand the requirements and risks, then estimate costs and prepare a proposal (preferably based on a real situation)
Lesson 2: Preparing for a Tender
- Why Outsource?
- Make or Buy Analysis
- Project Considerations
- The Tendering Process
- Process Flow and Exceptions
- The Requirements (Traditional)
- Business, Stakeholder, and Transition Requirements
- Functional and Non-Functional Solution Requirements
- The Requirements (Agile)
- Functional and Non-Functional Categories
- User Stories
- Review a sample RFP to understand the parts and format
Lesson 3: Understanding Contracts
- Contract Types: Master, Fixed Price, Cost Reimbursable, Time & Material, SLAs
- Standard Contract Documents
- Contract Terminology and Legalese
- Setting Terms and Conditions
- Precedence in Clauses
- Common Pitfalls in Vendor Contracts
- Review a sample contract to understand the structure
- Draft Terms and Conditions for the participant’s own business needs
Lesson 4: Reviewing the RFP
- The Big Picture: To Bid or Not To Bid?
- 5 Steps to Winning Technology Tenders
- Risk Management
- Identification, Allocation, and Response Strategies
- Analysis: Qualitative and Quantitative
- Apply Risk Analysis to participant’s own opportunity
- Planning Your Solution (Standard PM Methodology)
- Competitor Analysis
- Purpose, Questions, Types, and Information Sources
- Perform analysis for participant’s own opportunity
Lesson 5: Cost Estimation and Justification
- Cost Estimation Strategies and Components
- Estimate the cost for the identified opportunity
- Cost Justification Methods:
- Cost-Benefit Analysis
- Breakeven Analysis / Payback Period
- Net Present Value (NPV)
- Internal Rate of Return (IRR)
- Use a selected method to justify project cost
- Project Financing and Models
- Tax Planning
Lesson 6: Preparing a Proposal
- The Bid Team: Purpose, Structure, and Process
- The Value Proposition
- Definition, Differentiation, Building and Applying Value
- Types of Value: Business and Personal
- Develop a Value Proposition for your proposal
- Key Considerations
- The Management Summary and Proposal Organisation
- Proposal Presentation: Influencing Skills and Stakeholder Analysis
- Create a Stakeholder Map and Influence Strategy
- Prepare a Management Summary
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