The Effective Buyer

An Intensive 5-day Training Course

The Effective Buyer

Effective Purchasing, Supplier Selection & Contract Preparation

The Effective Buyer

Scheduled Dates


27 - 31 May 2024 Dubai - UAE $5,950 RESERVE A SEAT
11 - 15 Nov 2024 Dubai - UAE $5,950 RESERVE A SEAT
16 - 20 Dec 2024 London - UK $5,950 RESERVE A SEAT

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Why Choose this Training Course?

Effective buyers should understand how to bring about change. They must understand the impact and value they can make by having a deep understanding of how to capture the real requirements of the business; select those suppliers who are a strategic match through a robust qualification and tender process; and negotiate and prepare viable and sustainable supply contracts that add real and tangible value.

By attending this bespoke training course, participants will develop a thorough understanding of the need to initiate processes, systems and best practice procedures to make sure that effective purchasing does not only concentrate on cost reductions; rather it focuses on supplier collaboration and the absolute requirement to enter into a contract that is deemed innovative, sustainable and will deliver efficiencies and cost saving initiatives throughout the life-cycle of the contract.

This training course will feature:

  • The importance and relevance of effective purchasing
  • Preparation of the Scope of Work and specifications
  • The tender process
  • Selecting the right suppliers
  • Forming a contract and its essential elements
  • Supplier management throughout the contract life-cycle

What are the Goals?

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

  • Achieve operational efficiency in purchasing
  • Select and managing Suppliers
  • Develop a balanced performance measurement framework that is value driven
  • Evaluate suppliers - developing key measures for a total cost and value approach
  • Understand the Stages of Effective Contract and Supplier Management

Who is this Training Course for?

  • Contracts, Procurement, Purchasing, and Project personnel
  • New Buyers or those appointed to the role in the past two or three years
  • Managers responsible for buying departments who wish to understand the roles and activities of their team
  • Staff responsible for supply chain performance
  • Engineering, Operational, Quality, and Maintenance personnel
  • And all others who are involved in interfacing with contractors or suppliers in the acquisition of materials, equipment, parts, and services or anyone who wants to improve supplier performance

How will this Training Course be Presented?

Dynamic, interactive and totally participant focused, this training course will be delivered by a world class subject matter expert; whose knowledge and skills have been honed over many years working in the field of procurement and contract management. Using the most up to date learning practices, current material and actual case studies, the participants will be taken on a journey of discovery by understanding the real need to develop the right processes and systems for their organization.

Daily Agenda

The Procurement Process and the Financial Impact on its Outcomes
Competency Description: To be totally effective in your chosen profession, you must possess a deep understanding of the strategies and processes of the procurement department and the role you play in making sure that time, money and effort is not wasted though inefficiency and wasteful activities.

Key behaviours:

  • Understand the role and objectives of procurement within the organization
  • Procurement spend analysis
  • Moving away from a commodity using whole life costing
  • Collaboration for effective specification development/impacts of failure
Topics to be covered:
  • The importance of effective purchasing
  • Understanding the procurement strategy
  • The five steps of the procurement process
  • Implementing strategies for cost-effective purchasing and procurement
  • Strategic cost management as opposed to ad-hoc cost reduction
  • Measuring the impact of cost management initiatives on profitability
The Critical elements of the Statement of Work, Scope and Specifications
Competency Description: If the scope is incorrect from the beginning, then the contract will be a failure – there needs to be a clear distinction of what is needed and what is wanted and a method devised to make sure the contract is based on the needs of the business.

Key behaviours:

  • Stakeholder engagement
  • Decision analysis
  • Defining the differences between scope statements, scope of work and statement of work
Topics to be covered:
  • Capturing the real requirement of the end users
  • What a good specification for goods and services looks like
  • Defining needs and wants - Essential vs ‘nice to have’
  • Who needs to develop and contribute to the specification?
  • Important questions to ask when developing a specification
  • Understand the total cost of ownership in relationship to the actual requirements
Supplier Selection and Developing Robust Criteria for Supplier Evaluation
Competency Description: The selection of suppliers should be managed by the purchasing department who should maintain an approved supplier portfolio. The process begins with developing appropriate criteria. This will include commercial, financial, quality and technical criteria.

Key behaviours:

  • Choosing the right measure for the situation
  • Developing a supplier engagement strategy
  • Developing and sharing advanced evaluation criteria
Topics to be covered:
  • Creating a supplier development plan
  • Developing the criteria for pre Qualification
  • Selecting suppliers - a balanced judgment
  • Using Carter’s 10 C’s as a tool for selection
  • Price and long term cost considerations
  • Analyzing cost vs value
Developing the Relevant Tender Process and Awarding the Contract to the Most Suitable Supplier
Competency Description: Understanding and developing effective tendering – including full tender, PQQ, RFI, RFP, RFQ, ITT and ITN is a critical process that needs to be undertaken before any contract is awarded through competitive bidding.

Key behaviours:

  • Understanding RFIs, RFQs, RFPs, ITTs, framework agreements and how and when to use them
  • Managing the tender elements of an effective tender/tender response
  • Process mapping techniques
  • The contract award process
Topics to be covered:
  • Determining the key principles underpinning all tendering and procurement
  • The competitive bidding process
  • Understanding the full tender process from notice to award
  • Evidencing capability, reliability and quality
  • Qualitative and quantitative assessment, review and continual improvement
  • Negotiating the deal
Fundamentals of Contract Management
Competency Description: Effective contract management requires a coordinated and structured approach to supplier management led by individuals with a breadth of procedural and interpersonal skill sets.Key behaviours:
  • Essential elements of forming a legal contract
  • Understand the difference of a legal contract vs agreements
  • Know the difference between terms vs conditions in a contract
  • Key features of contract law
  • Negotiation to resolve non-performance
Topics to be covered:
  • The importance of contract management
  • Principles and concepts around contract management
  • The contract management process
  • Contractual risk - how it is created
  • Critical success factors for effective contract delivery
  • Managing contract performance


  • On successful completion of this Training Course / Online Training Course, a PetroKnowledge Certificate / E-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

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Frequently Asked Questions

  • 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

  • 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.

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.

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

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