Advanced Tendering Procedures & Bid Evaluation

Start Date: 19 Jul 2020
End Date: 23 Jul 2020
Duration: 5
Country: Dubai / UAE
Category: Purchases and Store Programs

Course Description


Good endings usually require good beginnings. This is particularly true for contracting where best practices in tender management are essential for a successful project outcome and minimization of total cost. This program is designed to provide knowledge in:

         Critical issues of understanding owner and contractor objectives

         Risk mitigation thru contract types

         Evaluating proposals to determine-Did I get a good price?

         Planning for successful negotiations


Course Objective


Upon completion of this seminar, participants will know:

         The tendering process and the major steps that should be followed

         Objects of both owner and contractor

         Pre-tender Checklist

         Mitigation of risk by selection of contract type

         Methods of selection and qualifying contractors

         The criticality of the Statement of Work

         Structure and application of incentive arrangements

         How to evaluate the proposals using price analysis and/or cost analysis

         Terms & Conditions for economic price adjustments

         Negotiation Planning and Strategies


Organizational Impact - The organization will benefit by:

         Reduced cost of Contracts for Materials & Services

         Reduced risks in contracting

         Improved Supplier Performance

         Higher Productivity of Contracting Personnel

         Greater strategic focus of those involved in Contracting


Personal Impact - Attendees will gain by participation in this program as a result of:


         Increased skill sets in the tendering process

         A greater sense of Professionalism

         Knowledge of World-Class tendering practices

         Greater ability to lead successful negotiations

         Increased recognition by the organization due to improved performance




Who Should attend?

The program is designed for Engineering Project Managers, Construction Managers, Tenders Managers, Contract Managers, Buyers, Purchasing Managers, and financial personnel in organizations whose leadership wants advanced skills sets in those involved in major contracting activities. The program is a great way to develop those new to the function, or to prepare for a major project, or useful as a refresher for veteran owner managers.

Course Outline


Module one

The Tendering Process

         Major Steps and flow of the Tendering Process

Objectives of the Parties

         Owners Objectives

         Elements of Reasonable Pricing

         Contractorís Objectives

Contractor/Supplier Pricing Strategies

         Cost Based Models

         Market Based Strategies

Presolicitation Research

         Reviewing the Tender Request

         Reviewing the Price Estimate

         Identify Basic Planning Assumptions

Defining the Scope

         Types of Statement of Work

         Work Breakdown Structure

Tender Management Team

         Team Composition


Module tow

Types of Contracts & Risks

         Contract Types

         Mitigating risk by Contract Type

Methods of Payment

         Progress Payments

         Issues related to forward Pricing


1.     Qualifying Suppliers

2.     Performance Evaluation Criteria

3.     Obtaining Financial Information

Bidding Process

         Typical Parts of the Tender

         Model Tender Check List

Model Agreement

         Structuring The Contract

         Commercial Terms & Conditions

         Acceptance Clause And Other Important Clauses

Module three

Price Analysis

         Selecting Prices for Comparison

         Factors that Affect Comparability

Economic Price Adjustments

         Terms & Conditions for Adjustments

         Price adjustments using price indexes

Structuring and Applying Incentive Arrangements

         Cost Incentive Pricing Arrangement

         Award-fee Pricing Arrangement

Quantitative Techniques for Contract Pricing

         Cost-Volume-Profit Analysis

Module four

Modifications and Clarifications

         Basic Policies

Key Cost Analysis Considerations

         Reason for Cost Analysis

         Defining Contract Cost

         Cost Estimating Methods

         Requesting Supplierís Cost or Pricing Data

         Analysis of Supplier provided Cost Data

Cost Analysis - Direct

         Identifying direct materials and subcontract pricing

         Analyzing direct labor costs

         Determining and evaluating other direct costs

Cost Analysis Ė Indirect

         Importance of indirect cost in cost analysis

         Identifying indirect cost categories

         Insuring fair allocation of indirect costs

Profit Fee Analysis

         Factors to be considered

         Examples of weighted guidelines

Module Five

Exchanges Prior to Negotiations

         Determine the need for Pre-negotiation Exchanges

         Methods for Conducting Exchange

         Preparing Participants for Face to Face Exchanges

Advanced Negotiation Planning and Strategies

         Identifying negotiation Issues and objectives

         Assessing bargaining strengths & weaknesses

         Preparing a negotiation plan

         Bargaining techniques

         Important Points for conducting the negations

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