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Preparation
of Invitation to Tender (ITT)
and Basic
Negotiation Skills
This course
has been primarily designed for people in the voluntary sector/associations
that do not normally possess the commercial skills that are
required when preparing an invitation to tender and the negotiation
skills needed as part of the final selection process.
This course
can also be changed for people looking for these skills in the
commercial environment, but who are new to a role requiring
these skills.
The course
is two days and includes:
ITT Preparation
- Legal
Requirements – OJEC Notices
- Legalities
to be built into ITT and subsequent contracts
- Defining
the object of the tender
- What
is the total requirement
- What
is the least acceptable
- Criteria
– financial or quality – Rolls Royce quality for
Mini pricing
- The Finances
– Maximum allied to requirements
- Formulation
of ball park figure – Is it realistic – What expertise
has gone into the formulation
- The Format
- The Information
to be supplied
- Open
book accounting considerations
- Payment
terms
- Information
on background to ITT – selling document
- What
is being asked for – amount of details
- Allowable
Variation to requirements
- Allowable
innovation
- Allowance
for responses to questions from potential suppliers
- Short
list of potential suppliers – how will it be arrived
at
- Picking
the selection panel – experience and expertise
- Total
time from publishing ITT to start of project
- Political
implications of selection – local supplier – local
jobs
- Political
requirement - any government policies both national and local
Negotiation
- Selection
of negotiating team – Not necessarily the ITT team
- What
is negotiable
- What
is not negotiable
- Pre agreed
variables – time frames, finance, innovations, core requirements,
additions etc.
- Negotiation
The 4 Phases
- The Negotiation
Model
- Key Negotiating
Skills
- Negotiation
preparation
- Seeing
the other side
- Benefit
Analysis
- Questioning
and Listening Skills
- Negotiation
of a range of variables
- Movement
to Agreement
- Use of
and the counter to closing techniques
- Agreements
- Offers
and Counter Offers
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