Start Date: 24 Sep 2017
End Date: 28 Sep 2017
Duration: 5
Country: Dubai / UAE
Category: Purchases and Store Programs

Course Description

Current and future leaders in Contract and Procurement functions are expected to be experts in world-class buying and contract practices. This two part 10-day fast paced program is designed to provide Contract and Purchasing Leadership not only with strategies, concepts, and techniques generally viewed as leading to World-Class performance in contracts and procurement activities but also to provide enthusiasm and guidance in how to "make it happen".

Since a major portion of every organization's operating cost is spent on outside goods and services, executive management everywhere is determining that Contracts and Purchasing must emerge as a core competency if organizations are to decrease expenses while improving operations. This seminar is designed to explore many of the best practices in Contracts and Purchasing so that participants can determine where they are now and begin implementation of the steps needed to create maximum total value for their organization

Course Objective

This program will give you:

 Discuss elements of good contract process

 Learn methods of tender evaluation

 Review contract strategies

 See examples of important commercial contract clauses

 Be presented the essential elements of a contract

 Be given examples of contract checklist

 Learn how to develop high performance purchasing organizations

 Develop strategic purchasing plans

 Be taught how to develop spend profiles and perform analysis to guide strategies

 Explore many ways of reporting key performance indicators (KPI

 Be presented with the most important competencies for contract and purchasing personnel

The Process

Participants will increase their knowledge base and skill sets through a variety of instructional methods including lecture by an experienced practitioner and consultant who has "been there-done that", individual and group exercises, review of published articles, and group discussions covering current practices and their relationship to the implementation of new concepts.

The Results

 Having expert Procurement & Contract personnel leading and guiding the procurement process

 Continuous improvement in total cost of materials & services

 Higher productivity of personnel involved in procurement activities

 Improved performance of contractors and suppliers

 Better ways to measure performance of procurement and contract groups

 Better integration between functions resulting in shorter cycle-time

The Benefits

 Increased skill sets in managing a purchasing and contract activities

 Greater ability to develop professionalism

 Greater job satisfaction and progress toward advancement

 Increased Knowledge about Contract Terms and Conditions

 Greater ability to lead, plan, and manage the contract process

 Increased recognition by the organization due to improved performance

The Core Competencies

 Management and Control of Contracts

 Evaluating Contract Prices & Drafting Contracts

 Economic Price Adjustment Clauses

 Developing spend analysis to focus improvement initiatives

 Cost Containment strategies & Reducing low value activities

 Procurement measurements that really define performance


Who Should attend?

 Contracts, Purchasing, and Project personnel

 Engineering, Operational, and Maintenance personnel

 And all others who are involved in the planning, evaluation, preparation and management of tenders, awards, contracts and purchases that cover the acquisition of materials, equipment, and services and who are in organizations whose leadership want high levels of competency in those involved in contracts and purchasing activities

Course Outline

Day One

What are contracts and how are they created?

 The need for contractual relationships

 What is needed to create a valid contract?

Offer and acceptance

Intention to create a legal relationship

Written or oral?

Other legal formalities in different countries

Signing and sealing


Authority to sign

How to prove authority

 The tender process

 Involvement of agents

 What happens if there is no contract, but work is carried out anyway?

 Making contracts enforceable with particular emphasis on the international context


Structure of contracts

 Form of Agreement

 General Terms and Conditions

 Special Terms and Conditions

 Schedules or Appendices

 Title (ownership) and risk of damage

When does it transfer?


 Notices and other formalities

 Which law and which courts?

 Different contractual structures


New structures used in the  Middle East

New structures not widely used in the  Middle East 

Day Two

Collateral documents

         Bonds and guarantees

         Tender Bonds

         Advance Payment Bonds

         Performance Bonds

         Warranty Bonds

         Parent Company Guarantees


Retention Bonds

 Letters of intent

 Letters of award

 Letters of comfort or awareness

 Insurance policies


         Who should carry the cover?

          How should you manage claims?

         Assessing the need for financial security in the current economic climate

         Are banks or insurance companies good enough security?

  Changes to the Contract documents

         Need for consent

         Assignment/Novation explained and distinguished


         Changes to the scope

         Variation clauses

          Notice provisions

         Valuation of variations and changes

         Claims what they are, and how they arise

         Delay and disruption

         Delay caused by client

         Delay caused by contractor/supplier

         Force majeure

Day Three

Resolving Disputes


         Staged dispute resolution clauses



         New best practices in dispute resolution



         Early neutral evaluation

         Expert determination


         Pendulum arbitration

          Final questions and review of course

The 1st Steps to Becoming World Class

 4 Stages To World Class

 Lets be honest of how Purchasing is viewed today

 Strategic Sourcing

 Developing Spend Profiles and the ABC Analysis

 New Job Descriptions For Purchasing of the future

 Purchasing Personnel Required Skill Sets

Day Four

Evaluating Your Own Operation

 What are best Practices

 Purchasing Gap Analysis

 Vision and  Mission for Purchasing

 Developing The Purchasing Department Strategic Plan

 Developing Key Performance Indicators (KPI) For Procurement

 Developing A Company Purchase Price Index


Continuous Improvement and How to Get It

 Cost Reduction Initiatives

 Methods of Cost Containment

 Waste In The Supply Chain

 Breaking Down The Elements Of Supplier Cost

 Commodity/Service Strategic Planning

 Resisting Price Increases

Day Five

 Supplier Classification System

 Supplier Qualification Methods

 Supplier Performance Metrics

 Apply Performance to Purchasing Decisions

 Process Mapping To Eliminate Low Value Activities



Improving the Image of Procurement

 Global Sourcing

 International Labor Rates Comparison

 Developing And Maintaining A Customer Focus

 Basic Issues In Corruption And Fraud Prevention

 Increasing The Level Of Procurement Professionalism

 Keeping Current in the profession

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