Strategic Procurement Management: Sourcing, Tendering, Supplier Selection and Negotiation
07dec(dec 7)9:00 am08(dec 8)5:00 pm
Event Details
INTRODUCTION
Are procurement decisions being driven mainly by the lowest quoted price, or by the supplier that delivers the best overall value, capability and risk profile? When sourcing, tendering, supplier evaluation and negotiation are handled separately without a structured approach, organisations may face hidden costs, supply disruption, weak commercial terms and suppliers that fail to perform after contract award.
Modern procurement professionals are expected to do much more than obtain quotations and negotiate prices. They need to understand supply markets, develop appropriate sourcing strategies, choose the right RFx or tendering approach, assess supplier capability and risk, evaluate competing offers objectively and negotiate commercial arrangements that protect both value and supply continuity.
This practical 2-day program provides participants with an integrated approach to strategic sourcing, tendering, supplier selection and procurement negotiation. Participants will learn how to apply supplier segmentation, conduct market and supplier analysis, differentiate between RFI, RFQ, RFP and RFT, develop effective tender requirements and identify potential tender risks and governance concerns.
The programme also strengthens commercial decision-making through Total Cost of Ownership (TCO), weighted supplier evaluation, supplier risk assessment and structured tender evaluation. Participants will then learn to prepare and conduct supplier negotiations using practical concepts such as BATNA, ZOPA, reservation points, anchoring, counter-offers and strategic concessions. The program concludes by connecting negotiation outcomes to supplier award, onboarding, performance expectations and ongoing supplier management. Through tender exercises, supplier-evaluation cases and negotiation simulations, participants will develop greater confidence in making procurement decisions that are commercially sound, transparent, risk-aware and value-driven.
LEARNING OUTCOMES
√ Understand the complete strategic sourcing and procurement cycle.
√ Develop sourcing strategies according to business needs and supply risks.
√ Apply practical supplier and category segmentation techniques.
√ Differentiate and apply RFI, RFQ, RFP and RFT appropriately.
√ Prepare clearer sourcing and tender requirements.
√ Recognise common tendering risks, red flags and governance concerns.
√ Conduct structured supplier prequalification and due diligence.
√ Evaluate suppliers using technical, commercial, risk and performance criteria.
√ Apply Total Cost of Ownership (TCO) instead of relying only on quoted price.
√ Develop and use a Weighted Supplier Evaluation Matrix.
√ Prepare supplier negotiations using BATNA, ZOPA and Red Lines.
√ Negotiate price, commercial terms and total value more effectively.
√ Manage counter-offers, concessions, difficult tactics and negotiation deadlocks.
√ Evaluate suppliers objectively, justify award recommendations and establish clear supplier performance expectations.
WHO SHOULD ATTEND?
Suitable for Procurement Managers, Purchasing Managers, Procurement Executives, Buyers, Sourcing Specialists, Supply Chain personnel, Contract and Commercial personnel, Project Procurement personnel, Engineers, Department Heads and employees involved in sourcing, supplier evaluation, tendering, purchasing negotiations, supplier appointment or procurement decision-making.
COURSE BENEFITS
This programme strengthens procurement capability across the complete supplier-selection process from sourcing and tender preparation to commercial evaluation, negotiation and supplier award. Participants will be better equipped to reduce procurement risk, identify hidden costs, evaluate competing suppliers objectively, negotiate beyond price and select suppliers based on overall value, capability and long-term business requirements.
TRAINING METHODOLOGY
The programme adopts an interactive and practical approach through trainer-led discussions, real-world case studies, group activities, supplier evaluation exercises, tender analysis and negotiation role-plays. Pre- and post-assessments reinforce learning and strengthen participants’ ability to apply effective procurement strategies in the workplace.
TRAINING DURATION
Full 2 day training (9:00 am – 5:00 pm)
PUBLIC PROGRAM COURSE FEE
Single Registration – RM 1480.00 nett per participant
Group Registration – RM 1,100.00 nett per participant
(Minimum 4 participants from the same organisation)
(The fee covers training materials, supplementary notes, a detailed training report with assessment and a Certificate of Completion)
IN-HOUSE TRAINING ENQUIRY
For more information regarding our In-House/ Public Program courses, please email us your inquiry at [email protected]
or to speak to our Sales Consultant at + 604- 297 6881 or 011-1289 6881.
For public program schedules, please visit our website: www.progresslink.com.my
Register with us today! Training fees are eligible for claims under the HRD Corp Claimable Courses scheme.
REGISTER ONLINE
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