Program objective
Develop a disciplined procurement and supply-management approach that balances commercial value, quality and risk. Participants translate requirements into sourcing decisions, evaluate suppliers and define practical contract and performance controls.
Who this suits
Procurement, purchasing, supply-chain and operations professionals, and managers involved in supplier decisions.
Professional objectives
- Translate business requirements into a structured sourcing strategy.
- Evaluate suppliers and negotiate value across cost, quality and risk.
- Manage contracts and supplier performance through a practical procurement cycle.
Key learning outcomes
- Produce a requirements brief and a sourcing opportunity analysis.
- Create a category strategy and a supplier-market research brief.
- Score competing bids and defend a transparent supplier recommendation.
- Complete a negotiation plan and a commercial contract-review checklist.
- Build a supplier scorecard and rehearse a performance-review discussion.
- Produce a supply-risk register and a supplier improvement plan.
Module map
- 1.Procurement strategy and requirements
- 2.Supply markets and sourcing options
- 3.Tendering and supplier evaluation
- 4.Commercial negotiation and contracting
- 5.Supplier relationships and performance
- 6.Resilience, ethics and sustainable value
Modules in detail
1
Procurement strategy and requirements
Theory & concepts
Connect purchasing decisions to business needs, service continuity and stakeholder priorities. Analyze spend, clarify specifications and demand, and distinguish purchase price from the wider value and risk of the sourcing decision. Use spend categorization, demand analysis and stakeholder interviews to define the requirement. Separate essential specifications from preferences that unnecessarily restrict competition or increase cost.
Professional application
Translate stakeholder needs into a clear, proportionate requirement. Challenge unnecessary specifications and identify opportunities to simplify demand before approaching suppliers.
Hands-on exercise & output
Produce a requirements brief and a sourcing opportunity analysis.
2
Supply markets and sourcing options
Theory & concepts
Research supplier capability, competition and dependency. Use supply-risk and business-impact analysis to select a sourcing approach, and evaluate single-source, multi-source and alternative supply options. Apply Kraljic-style supply-risk and business-impact segmentation to a category. Examine market capacity, switching costs and supplier dependency before selecting a sourcing strategy.
Professional application
Assess market competition, capacity and dependency alongside price. Explain how supply risk changes the sourcing approach, relationship investment and continuity planning.
Hands-on exercise & output
Create a category strategy and a supplier-market research brief.
3
Tendering and supplier evaluation
Theory & concepts
Develop a clear request for quotation or proposal with transparent criteria. Compare bids using a weighted evaluation and total cost of ownership, and document decisions, clarifications and potential conflicts of interest. Develop an RFQ or RFP with clear evaluation criteria, weightings and submission requirements. Compare commercial offers using total cost of ownership and documented clarification.
Professional application
Set evaluation criteria before reviewing bids and maintain a documented decision trail. Compare like-for-like scope and identify assumptions that make a low headline price misleading.
Hands-on exercise & output
Score competing bids and defend a transparent supplier recommendation.
4
Commercial negotiation and contracting
Theory & concepts
Prepare objectives, alternatives, trade-offs and authority limits before negotiation. Examine practical contract elements such as scope, service levels, pricing, responsibilities and change procedures, with specialist review for legal interpretation. Prepare BATNA, concession variables and negotiation authority before a supplier meeting. Review scope, pricing, service levels, change procedures and remedies with appropriate specialist involvement.
Professional application
Prepare negotiable variables and approval boundaries before discussion. Connect agreed commercial terms to implementation responsibilities and identify clauses requiring specialist review.
Hands-on exercise & output
Complete a negotiation plan and a commercial contract-review checklist.
5
Supplier relationships and performance
Theory & concepts
Segment suppliers by strategic importance and risk. Establish useful KPIs, review meetings and corrective actions, and manage quality, delivery or service problems through evidence and agreed contractual processes. Distinguish strategic relationship management from routine supplier monitoring. Use OTIF, defect rates, service performance and corrective-action follow-up to identify improvement priorities.
Professional application
Use a supplier review to diagnose the cause of a performance gap. Agree corrective actions, evidence and follow-up dates while distinguishing an isolated failure from a recurring capability issue.
Hands-on exercise & output
Build a supplier scorecard and rehearse a performance-review discussion.
6
Resilience, ethics and sustainable value
Theory & concepts
Assess continuity risks, responsible sourcing and information quality across the supply base. Develop contingency and improvement actions, and use a supplier scorecard to balance cost, reliability, quality and longer-term value. Evaluate continuity, ethical sourcing and sustainability concerns using evidence. Develop contingency options and distinguish verified savings from cost avoidance or an untested assumption.
Professional application
Assess continuity options and the practicality of switching suppliers. Validate savings against a clear baseline and consider service, quality and risk before reporting procurement value.
Hands-on exercise & output
Produce a supply-risk register and a supplier improvement plan.
Integrated assignment
Create a sourcing and supplier-management pack with requirements, evaluation criteria, negotiation priorities and performance measures.
Delivery & methodology
Format
Part-time professional training
Attendance
Face-to-face · Live online
Location
Dubai / UAE for face-to-face cohorts; online attendance available
Timing
Session hours, timetable, venue and cohort availability are confirmed in joining instructions.
- Pre-course needs and learning-goals assessment
- Facilitated theory and professional concepts
- Guided demonstrations, case analysis and hands-on exercises
- Application to workplace decisions, with discussion and feedback
- Post-course learning review and a personal application plan
Assessment & application
Before
Identify your role, experience, priority objectives and a workplace task you want to improve. Record a baseline confidence rating with an example of current capability.
During
Review module exercises for accurate use of the method, evidence supporting decisions, relevance to the case and clarity of the completed output. Use facilitator and peer feedback to refine the work.
After
Compare the completed assignment with your initial objectives. Explain the decisions made, identify remaining gaps and record the next practical steps.
Workplace transfer
Create a personal 30-day application plan with a defined action, target date, required support and an observable success measure. This is a participant follow-through plan; ongoing coaching is scoped separately.
Frequently asked questions
How does the program balance cost, quality and resilience?
It follows the procurement cycle from requirements to contract management, evaluating competing bids with transparent criteria and balancing cost, quality, resilience and stakeholder needs.
Are bids compared?
Yes. Competing bids and supplier risks are worked through using transparent decision criteria.
Are the dates confirmed?
Dates, delivery format and places are confirmed by TIH before any booking is finalized. Use the enquiry option to check the next available cohort.
