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Bidding, Evaluation, Negotiation & Contract Award

An Intensive 5-Day Training Course

Bidding, Evaluation,
Negotiation & Contract Award

We currently have no scheduled session for this Course. If you are interested in running this course, please contact our Training Department at

Why Choose this Training Course?

Why Choose this Training Course?

A contract can stand or fall on the expertise and performance of the Purchasing team. Too many projects are failing – and when projects fail, it is rarely technical. Whose fault is it? – and why, despite all the preparation to enter into robust contracts, does the project suffer from scope creep, or over budget or delivered too late?

This dynamic Contracts Management course has been specifically designed for organizations that wish to achieve excellence within their purchasing, tendering and contracts department. Participants will acquire detailed specialist skills that will give your organisation competitive edge by optimising supplier contribution. Participants will further develop their skills and competencies in order for them to prepare a tender package that will attract the very best of potential bidders. By adopting best practices in contract strategy, participants will learn about how to develop a tender strategy that will ensure the “best fit” supplier is selected that offers best value for money.

This training course will feature:

  • Developing a Specific Statement of Requirements based on the actual needs of the organization
  • Communication and understanding of stakeholders needs
  • Preparing a robust and viable Tender Package
  • Analysing risks and problems within the Evaluation phase
  • Developing the right evaluation criteria for a specific project
  • Monitoring the performance of the selected suppliers

What are the Goals?

What are the Goals?

By the end of this training course, participants will be able to:

  • Understand why projects fail and the reasons for failure
  • Analyse the difference between the Needs and Wants of the end user
  • Apply powerful interpersonal techniques to improve communication with stakeholders
  • Determine the various risk associated with preparing the Tender Package
  • Implement a dynamic and ethical evaluation criteria
  • Understand the importance of Ethics in the Tender Process
  • Improve the negotiation skills and tactics to create a win-win result

Who is this Training Course for?

Who is this Training Course for?

This PetroKnowledge course is suitable to a wide range of professionals but will greatly benefit the following individuals who are involved in:

  • Contracts, Contract Administration Professionals
  • Tendering, Purchasing, Project Management Professionals
  • Engineering, Operational, Finance, and Maintenance Professionals

But will also suit a variety of individuals who are involved in the planning, evaluation, preparation and management of tenders, specifications, awards, and contracts 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 these activities.

How will this Training Course be Presented?

How will this Training Course be Presented?

Delivered by a world-class subject matter expert in Procurement and Contracts Management, participants will increase their competencies through a variety of instructional methods, individual and team exercises, group discussions and specific team assignments covering the main topics presented in the course. This is a highly interactive and competitive course where the participants will work and compete in team exercises; whereby all participants will grasp the essential elements of preparing a comprehensive bidding process that will add real and tangible value to their organization.

Daily Agenda

Day One: Determining the Bidding Process within your Organization

Understanding the whole process and the strategy adopted by your organization to select the very best suppliers/contractors to deliver a service that exceeds expectations.

Key Competencies include:

  • Engagement techniques
  • Managing expectations
  • Developing a process

Topics to be covered:

  • Determining the actual requirements
  • Understanding the scope, budget and time
  • Forming the bid team
  • Choosing Open or Selective Bidding
  • Agreeing the bid evaluation criteria
  • Engagement with the internal key stakeholders


Day Two: Preparing the Bid Package, Pre-Qualification and Issuing the ITT

Developing the tactics and processes to ensure that the Bid Package contains all the relevant information and the terms and conditions are specific to that bid.

Key Competencies include:

  • Decision Making
  • Delegation
  • Compliance and Governance

Topics to be covered:

  • Bid Documents
  • Contract Terms and Conditions
  • Drawings and Specifications
  • The process - expressions of interest, pre-qualification questionnaires, ITTs
  • Proposed contract documents
  • Pre-Bid Conference


Day Three: Bid Opening and Bid Evaluation Process

Developing processes that are robust, transparent and agreeing the evaluation criteria to be used to achieve an outcome that represents true value for money.

Key Competencies include:

  • Team working
  • Delegation
  • Decision Making processes

Topics to be covered:

  • Purpose of evaluation in the procurement process
  • The key to best practice evaluations
  • Evaluation methods
  • Requirement to distinguish between selection and award criteria
  • Use of a scoring model to evaluate price and dealing with the lowest price approach
  • Most economically advantageous tender (MEAT) approach - A balance between quality and cost


Day Four: Awarding the Contract and Post Tender Negotiations

Through a fair and equitable commercial and technical evaluation, reaching agreement and consensus on who to award the contract and enter into Post Tender Negotiation.

Key Competencies include:

  • Data analysis process
  • Negotiation strategy
  • Communication skills

Topics to be covered:

  • Selecting the successful bidder
  • Cautious Rejection of Bidders
  • Determining what is Successful Delivery of the contract
  • Agreeing Contract Terms and Conditions, SLAs and KPIs
  • Negotiation basics and the Ethics of Negotiation
  • Common Negotiating Mistakes
  • Persuasion methods, counteraction strategies, common tools and tactics for a Win-Win Negotiation


Day Five: Managing the contract post award and Performance Management

Understanding the vital elements of forming a legal contract and managing the performance of suppliers/contractors through the life cycle of the contract to achieve success.

Key Competencies include:

  • Understanding contract law
  • Supplier Performance Management
  • Change Management

Topics to be covered:

  • Introduction to basic contract law
  • Forming the contract
  • Contract Modifications
  • Performance management
  • Contract termination and exit
  • Lessons Learned


  • On successful completion of this training course, a PetroKnowledge Certificate will be awarded to the delegates

In Association With

GLOMACS Training

Our collaboration with GLOMACS aims to provide the best training services and benefits for our valued clients

Visit Website ›

Frequently Asked Questions

How can I register for a training course?

  • To register online through our website, please click “Enroll Now” on the course page, complete and submit the form. A confirmation e-mail and instructions will be sent to the participant’s e-mail.
  • You may also get in touch with our Registration Team on
    +971 50 981 7386 | +971 2 557 7389 or send an email to

When and how do I arrange payments?

  • Payments can be made in USD or UAE local currency AED (Arab Emirates Dirhams) either by Bank Transfer or by Credit Card. Our Bank Account details will be provided on the invoice.
  • Course fees are payable upon booking unless a valid, authorized Purchase Order is provided and accepted.
  • Invoices will be sent via email/courier to the ID/name and address provided.
  • The course fee shall be settled prior to course start date. Corporate payments with existing payment policy shall be relayed to us in advance.

When should I expect to receive confirmation of registration?

Upon successful registration online, enrolment on the respective training course will be confirmed by Registration Team by e-mail along with the invoice and joining instruction.

Is there a discount for more than one registrant/course?

For corporate fees and group registration, please send your query to

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All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.

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