Procurement Contracts in Practice: Drafting, Negotiating and Managing Terms Course
1Summary
Most contract disputes don't start with bad faith - they start with a clause nobody thought through at drafting stage. This course from the Arab British Fellowship Training Academy takes participants through the full contracting lifecycle in procurement and services, from spotting the need, through drafting and negotiation, to monitoring execution and holding every party to what they agreed.
The focus throughout is on writing general terms precisely enough that legal, financial and operational risk is addressed up front, which is what actually prevents conflict and keeps supplier relationships workable.
2Objectives and target group
Who Should Attend
- Procurement and supply managers, and staff of contracts/legal affairs departments.
- Public services employees involved in procurement.
- Entrepreneurs, business owners and anyone working in contracting, supply or logistics.
Programme Objectives
By the end of this programme, participants will be able to:
- Understand the fundamentals of contracting in procurement and services, and draft professional contracts step by step.
- Analyse general terms and essential clauses in commercial and service contracts.
- Manage a contract from negotiation through to execution and delivery.
- Prepare tender and bid documents, and evaluate supplier bids to select the most suitable one.
- Apply professional negotiation skills in procurement and service deals.
- Identify mechanisms for resolving contractual disputes and protecting each party's rights.
3Course Content
Module 1: From Procurement to Contracting
- Why contracting matters beyond traditional procurement
- Contract types: service, supply, construction/engineering, and maintenance/technical support contracts
Module 2: Drafting General and Essential Terms
- Defining scope of work, products and services required
- Payment terms and financial guarantees
- Delivery and acceptance terms, termination and renewal conditions
- Penalty clauses and compensation
Module 3: Preparing Tenders and Bid Documents
- Analysing procurement needs
- Preparing terms of reference and specifications
- Bid evaluation criteria
Module 4: Negotiating the Deal
- Negotiation strategies with suppliers and contractors
- Persuasion skills and reaching mutual benefit
- Documenting outcomes and drafting the final agreement
Module 5: Execution and Performance Monitoring
- Implementation and timeline follow-up plans
- Performance monitoring and quality assurance
- Amending contracts during execution
Module 6: Contractual Risk and Dispute Management
- Contract risk analysis
- Prevention and resolution procedures
- Amicable settlement and commercial arbitration
Module 7: E-Contracts and Modern Contracting
- Digital transformation in contract management
- Electronic signatures and their legal weight
- Smart contracts using blockchain technology