Course Objective & Scope
Procurement professionals face constant time pressure across writing technical specifications, comparing supplier bids on an apples-to-apples basis, researching category markets and preparing for negotiations. This course applies generative AI to drafting RFI/RFP documents, normalising disparate supplier proposals into comparison matrices, analysing cost drivers and rehearsing negotiation scenarios.
Participants work on a real sourcing request from their own category, leaving with a tailored RFP and bid-evaluation prompt set, a negotiation prep template and a commercial-confidentiality checklist.
Who Should Attend?
- Category managers and strategic sourcing specialists
- Operational procurement, tendering and supplier-relations teams
- Direct and indirect procurement managers
- Supply chain and contract negotiation leads
Key Takeaways
- Turn business requests into clear, measurable technical specifications and RFP/RFI documents
- Compare multi-format supplier bids across scope, exclusions and commercial terms
- Research category market dynamics and should-cost drivers
- Develop negotiation arguments and objection-handling scripts tailored to each supplier
- Protect commercial confidentiality and competition rules when handling bid data
Curriculum
Category and Supplier Market Research
- Scanning alternative suppliers and market trends with deep research
- Identifying should-cost components and price-index drivers
- Summarising supplier financial and operational news and risks
Statement of Work (SOW) and RFI/RFP Drafting
- Translating internal stakeholder needs into clear scope and SLA clauses
- Building evaluation criteria and scoring rubrics
- Screening specifications for ambiguous or incomplete wording
Bid Analysis and Comparison Matrices
- Extracting scope, delivery and payment terms from PDF and spreadsheet bids
- Spotting hidden costs and scope exclusions
- Preparing executive award summaries for the tender committee
Negotiation Preparation and Supplier Communication
- Structuring negotiation strategy around ZOPA and BATNA
- Data-backed responses and role-plays against price-increase requests
- Checklist for commercial contract clauses (indexation, penalties, termination)
Confidentiality, Ethics and Verification in Procurement
- Protecting bid prices and trade secrets
- Reconciliation checks against unit and figure conversion errors
- Shared prompt library for the procurement team
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