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Course Description

This intensive five-day program provides participants with an in-depth understanding of best practices in strategic procurement and commercial management, essential for driving significant value, mitigating risks, and achieving organizational objectives. The course covers the entire procurement lifecycle, from demand planning and strategic sourcing to advanced negotiation, contract management, supplier relationship management, and performance monitoring. Participants will learn how to transition from transactional purchasing to a strategic function that delivers measurable commercial advantages. The program blends theoretical frameworks with practical tools, real-world case studies, and interactive exercises, enabling attendees to develop advanced competencies in optimizing spend, managing complex contracts, fostering collaborative supplier relationships, and ensuring commercial success.

Course Objectives

  • Develop and implement a strategic procurement vision aligned with organizational goals.
  • Master advanced sourcing methodologies, including market analysis and supplier selection.
  • Apply effective negotiation strategies and tactics to achieve optimal commercial outcomes.
  • Understand the legal and commercial aspects of contract drafting and management.
  • Implement robust Supplier Relationship Management (SRM) programs for long-term value.
  • Identify, assess, and mitigate risks across the procurement and commercial lifecycle.
  • Optimize Total Cost of Ownership (TCO) and drive cost savings initiatives.
  • Leverage technology and data analytics for informed procurement and commercial decisions.
  • Ensure ethical conduct and compliance with relevant laws and regulations.
  • Develop Key Performance Indicators (KPIs) to monitor and enhance procurement performance.
  • Manage post-award contract administration, variations, and dispute resolution.
  • Foster strong internal stakeholder relationships to enhance procurement's influence.
  • Implement sustainable and responsible procurement practices.

Who Should Attend?

This course is designed for procurement managers, commercial managers, contract managers, supply chain professionals, strategic sourcing specialists, legal professionals involved in commercial agreements, finance managers, project managers, and senior executives who are involved in or oversee the acquisition of goods, services, and works within their organizations. It is suitable for those seeking to elevate their skills from operational to strategic procurement and commercial excellence.

Course Agenda

Day 1: Strategic Procurement and Demand Management

  • Introduction to Strategic Procurement: From transactional to strategic.
  • Aligning Procurement with Organizational Strategy and Business Objectives.
  • Demand Planning and Forecasting: Understanding internal needs and market trends.
  • Spend Analysis: Identifying opportunities for cost savings and value creation.
  • Category Management: Segmenting spend and developing category strategies.
  • Make vs. Buy Decisions and Outsourcing Strategies.
  • Ethical Procurement and Corporate Social Responsibility (CSR).
  • Workshop: Conducting a spend analysis and identifying strategic categories.

Day 2: Advanced Sourcing and Supplier Relationship Management (SRM)

  • Strategic Sourcing Process: Market research, RFI/RFP development, and e-sourcing.
  • Supplier Identification, Qualification, and Pre-qualification.
  • Supplier Evaluation and Selection Methodologies (e.g., Weighted Scoring, Total Cost of Ownership).
  • Developing a Supplier Segmentation Strategy (e.g., Kraljic Matrix).
  • Building and Nurturing Strategic Supplier Relationships (SRM).
  • Supplier Performance Management: KPIs, scorecards, and continuous improvement.
  • Supplier Development Programs and Collaboration for Innovation.
  • Practical Exercise: Developing a supplier evaluation matrix and segmentation plan.

Day 3: Commercial Negotiation and Contract Development

  • Principles of Commercial Management and Value Creation.
  • Negotiation Preparation: Defining objectives, BATNA, ZOPA, and power dynamics.
  • Advanced Negotiation Strategies and Tactics (e.g., principled negotiation, distributive vs. integrative).
  • Psychological aspects of negotiation and influencing skills.
  • Understanding Commercial Terms and Conditions: Payment terms, Incoterms, warranties, indemnities.
  • Key elements of a robust contract: Scope, deliverables, pricing models, intellectual property.
  • Drafting clear, unambiguous, and enforceable contract language.
  • Managing intellectual property, data protection, and confidentiality in contracts.
  • Laboratory Session: Simulated commercial negotiation exercises and contract clause review.

Day 4: Contract Administration and Risk Management

  • Post-Award Contract Management: From execution to close-out.
  • Contract Lifecycle Management (CLM) processes and systems.
  • Managing Contract Variations, Amendments, and Change Orders effectively.
  • Performance Monitoring and Contract Compliance: KPIs and Service Level Agreements (SLAs).
  • Dispute Resolution Mechanisms: Escalation, mediation, arbitration, litigation (overview).
  • Identifying and Mitigating Contractual and Commercial Risks.
  • Supply Chain Risk Management: Resilience, continuity planning, and geopolitical factors.
  • Legal and Regulatory Compliance: Anti-bribery, anti-corruption, competition law.
  • Hands-on Practice: Analyzing contract clauses for risk and developing a contract change management process.

Day 5: Performance Measurement, Digitalization, and Future Trends

  • Measuring Procurement and Commercial Performance: Beyond cost savings.
  • Key Performance Indicators (KPIs) and Dashboards for Procurement and Commercial functions.
  • Digital Transformation in Procurement: E-procurement, automation, AI, blockchain.
  • Data Analytics for Procurement: Spend analytics, predictive analytics, market intelligence.
  • Emerging Trends in Procurement and Commercial Management (e.g., sustainable procurement, circular economy, remote working impact).
  • Building a High-Performing Procurement and Commercial Team.
  • Change Management for new procurement initiatives.
  • Final Assessment: Comprehensive case study applying best practices to a real-world procurement and commercial challenge.

Assessment Methodology

All courses conducted by EdTech will begin with a Pre-evaluation and end with a Post-evaluation. The instructor will evaluate the knowledge and skills of the participants according to the feedback given by participants. This will help to recognize the benefits and the level of knowledge gained by participants through the course.

Training Methodology

Facilitated by a highly qualified specialist, who has extensive knowledge and experience; this program will be conducted using extensively interactive methods, encouraging participants to share their own experiences and apply the program material to real-life work situations in order to stimulate group discussions and improve the efficiency of the subject coverage.

Percentages of the total course hour classification are:

  • ​40% Theoretical lectures, Concepts and approach
  • 20% Motivation to develop individual skill and Techniques
  • 20% Case Studies and Practical Exercises
  • 20% Topic General Discussions and interaction

Course Manual

Participants will be provided with comprehensive presentation material as reference manual. This presentation material is a compilation of core valuable information, references, presentation methods and inspiring reading which will be used as a part of the material guide.

Course Certificate

At the completion of the course, all participants who successfully accomplished the required contact hours will receive an EdTech Training Participation Certificate as a testimony to their commitment to professional development and further education.

Why Edtech ?

  • Industry Experienced; Internationally Qualified Trainers
  • Hands-on Practical Sessions & Assignments
  • Intensive Study materials
  • Flexible Schedules
  • Realistic training methodology
  • High-Quality Training in Affordable Course Fees
  • Achievement Certificate, as approved by the Ministry of Education (Abu Dhabi Center for Technical and Vocational Education Training - ACTVET), HABC, AWS, IAOSHE, SHRM, etc.