In this highly interactive case study driven Contract Negotiation Skills Seminar, the emphasis is on the process and results of negotiating the contract itself. Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice. Annotated Outline that will provide you with an hour by hour contract negotiation training of this training seminar. The 2014 EU Procurement Directives, soon to be implemented here in the UK, bring with them many changes essential for everyone involved in the procurement process to understand.
CPN is an incredibly useful new procedure that we at BPG feel will considerably aid the procurement process for any complex project, ensuring that all concerned are focused on correct pricing, considered objectives and fairer bidding. This is our introduction to the whys and wherefores of this new procedure. As you can see from the lists above, one procedure has been removed and two have been added. The Negotiated Procedure is one that you may not have used, and it certainly was the least utilised of all the procedure options. However, to avoid any misunderstandings, similar to those noted above happening again, we thought that we should explain the differences between two such similar sounding procedures. CPN has been specifically designed for use on complex projects.
Size and value are practically irrelevant in this decision, so a simple contract for the purchase of administrative materials for the NHS worth many millions of pounds, for instance, would not generally suit CPN. However, the outsourcing of services or the development of bespoke software may well be complex enough for it to be worthy of consideration. Because CPN, by its very nature, is more restrictive than CD, this requires a client to be more focused on their project objectives and requirements from the very start if they wish to use this procedure. CPN requires you to issue an ITT in enough detail so the bidder can submit a robust proposal. A CD procedure on the other hand allows you to work up your requirements during dialogue and to carry on until you have identified one or more solutions capable of meeting your needs.
These can include literally any aspect of the agreement, from the quality of the solution to contractual clauses, costs, innovation incentives, or ways in which solutions will be implemented. The aim of this stage is to improve a client’s understanding of the supplier’s ability to deliver on their promises to achieve the objectives that have been set for a project, or for determining the best solution for your needs. CPN gives you the option to evaluate and award if you do not believe negotiations would be useful. With CD, you will need to have at least one round of dialogue sessions before asking for final proposals. You could see it as a truncated Competitive Dialogue procedure. As the diagram above shows, CPN has a simple step-by-step process.
Develop clear objectives and outcomes. Issue a Request to Participate. Based on the bids and tenders received you may choose to award the contract to one of these suppliers or enter into negotiations. During the negotiation stage, it is advisable to take and retain detailed notes of this stage in case your final selection is challenged. Adapt specifications and resend the ITT to all suppliers, providing them with all the additional information and guidance gained through the negotiation process to give all a fair chance to bid for the contract. The aim of any procedure is to find the most effective way of determining the supplier best placed to achieve your objectives. These are just a few of the reasons why it is so important to choose the right procurement process from the outset.