A deal can look great on the day it's signed and still fall apart three months later — because the price was never checked against the real supplier cost, or because nobody read the fine print on delivery terms. This course is about closing the kind of deal that doesn't come back to bite you.

Purchase agreements are a form of administrative contract, and they carry real weight — an organization, government body, or municipality signs one to get services, supplies, or works delivered under agreed legal terms, whether through tender or direct agreement.

The Arab British Fellowship Training Academy walks participants through preparing deal and tender documentation, coordinating with the departments involved, choosing the right route for executing a contract, and organizing and overseeing the agreement from start to finish.

Who Should Attend?

• Everyone responsible for purchasing inside an organization or company.
• Owners of small businesses looking to build their skills and close successful commercial deals.
• Graduates and anyone interested in this field.

Knowledge and Benefits:

By the end of the course, participants will be able to:

• Spot the problems that usually derail a deal before they cost the organization money.
• Build purchasing skills that work both locally and internationally.
• Prepare and analyze contracts, and manage the issues that come up during contracting.
• Negotiate effectively and pick the right purchasing method for the situation.
• Choose professional suppliers and wrap up business correspondence properly.

• Module 1: Why Deals Fall Apart

  • Common problems that get in the way of closing a deal.
  • Using Pareto-style analysis on purchasing data to spot the real priorities.
  • Building a purchase list — classifying it, simplifying it, and handling its issues.

• Module 2: The Legal Ground Rules for Purchasing

  • The regulations that govern purchasing operations.
  • Determining the right purchase contract for the situation.

• Module 3: Leading and Organizing the Purchasing Function

  • The meaning, value, and stages of organizing a strategic purchase.
  • Administrative arrangement of the purchasing function and its classification.
  • The duties of purchasing officers and how they connect with other departments.

• Module 4: Buying Locally and Buying Abroad

  • Private bidding, public bidding, and direct dealing as purchasing routes.
  • What dealing in imports really involves, and the problems that show up in import offers.
  • Services needed when buying from abroad — transport, product insurance, customs procedures.

• Module 5: Reading a Supplier Right

  • The craft of dealing with a supplier.
  • Working out supplier costs to land a good price.
  • Ways to convince a supplier to meet your needs.
  • Analyzing representative dealings and following up on orders.

• Module 6: Picking Suppliers Worth Keeping

  • Picking the right supplier and understanding what that choice means for the deal.
  • How to strike successful deals with suppliers and help them grow.
  • The signs and benchmarks of a reliable, skilled supplier.

• Module 7: Getting the Quantity and Price Right

  • Organizing purchases, organizing requirements, and evaluating grants.
  • Estimating the right purchase quantity using the classic model.
  • Adjusting the right quantity when a discount or a price change is involved.

• Module 8: When You Can't Wait — Rapid Purchasing

  • Ways to reduce the need for rapid purchasing.
  • Requirements for handling rapid purchases when they can't be avoided.
  • Preventing rapid purchasing from becoming the default.

• Module 9: Raising the Bar in the Purchasing Department

  • The standard readiness expected of purchasing specialists.
  • Arranging purchasing management to raise quality.
  • Resolving problems between the purchasing department and other departments.