Principles of Procurement Training Course

Duration 5 days 10 modules · 33 contact hours
Level Intermediate Certificate on completion
Who attends Procurement Officer, Buyer and others
Fee from USD 1,100 KSh 95,000 for Kenyan organisations
Where 52 cities + online See dates by city
Next start 16 Nov 2026 Course code SD-P-081

Before you join: Participants should have basic experience of purchasing goods or services, working with suppliers, raising purchase requests, reviewing quotations or supporting contracts.

Dates & prices

Two start dates a month in every city, and live online on weekdays or weekends. Fees are per participant; classroom fees include tuition, materials, lunch and refreshments, and the certificate.

Suggest a date or city

Showing the next six months. Later dates, other cities and private deliveries for your team are available on request.

Course overview

Procurement decisions affect cost, service continuity, operational risk, compliance and supplier relationships. Poorly defined requirements, weak competition, undocumented evaluations and unmanaged contracts can produce overspend, disputed scope, supply disruption and audit findings. Procurement professionals need a disciplined method for moving from demand through sourcing, award, contracting and supplier performance management while protecting fairness, commercial value and organisational controls.

This course develops the practical principles used to plan and run procurement activity. Participants analyse spend, define requirements, assess supply markets, segment categories and select appropriate sourcing routes. They prepare tender documentation, design weighted evaluation models, conduct supplier due diligence and negotiate from clear commercial positions. The course also examines contract terms, service levels, supplier scorecards, continuity planning, ethical conduct and sustainable procurement criteria. Participants learn how category strategy, total cost, risk assessment and supplier management connect across the procure-to-pay process.

Teaching combines concise instructor briefings with procurement cases, group analysis, tender and negotiation simulations, and structured application planning. Cases reflect common purchasing situations such as facilities services, information technology, professional services, maintenance contracts and operational supplies. Participants receive a certificate of completion and leave with a reusable procurement toolkit containing planning, evaluation, negotiation, contract management and supplier performance materials.

The course is suited to procurement staff who already handle purchasing activity and now need greater confidence with structured sourcing, commercial analysis and supplier management. It also serves budget holders, contract managers and operational leaders who contribute to specifications, evaluations or supplier reviews.

What you will be able to do

  • Analyse spend data using spend cubes, Pareto analysis and category segmentation
  • Develop specifications, statements of work and acceptance criteria for competitive sourcing
  • Select sourcing routes using category risk, market analysis and total cost evidence
  • Prepare tender documents, evaluation plans and bidder communication controls
  • Evaluate supplier bids using weighted scoring, due diligence and moderation records
  • Negotiate supplier agreements using BATNA, concession plans and should-cost evidence
  • Manage contracts through service levels, change control and governance plans
  • Construct supplier scorecards, risk registers and procurement improvement plans

Benefits of attending

For you

  • Greater confidence preparing defensible sourcing and evaluation documentation
  • Stronger commercial judgement when comparing price, risk and total cost
  • Practical negotiation preparation for supplier meetings and renewals
  • Improved ability to identify weak specifications and unmanaged contract risk
  • Reusable methods for progressing into procurement, category or contract management roles

For your organisation

  • Better specified requirements that reduce rework, disputes and unnecessary purchases
  • More consistent tender processes with documented evaluation and approval trails
  • Improved value decisions through total cost, competition and market analysis
  • Stronger supplier performance management through defined measures and corrective actions
  • Reduced compliance, fraud and supply continuity risks through clearer procurement controls

Course modules

10 modules over 5 days

Participants can explain procurement’s role and apply core governance controls to purchasing activity.

  • Procurement’s contribution to cost, continuity, quality and responsible spending
  • Procure-to-pay process from demand identification through payment and records
  • Stakeholder mapping using power-interest grids and responsibility assignment matrices
  • Procurement policy, delegation of authority and approval threshold controls
  • Category management roles, spend ownership and cross-functional governance forums
  • Public, private and regulated procurement operating model differences

Participants can convert stakeholder needs into clear, measurable and competitive procurement requirements.

  • Demand challenge techniques distinguishing genuine need from preferred solutions
  • SMART requirements linked to service levels, outcomes and acceptance criteria
  • Statement of work structures for services, deliverables and milestones
  • Technical specifications using performance, functional and conformance requirements
  • Should-cost analysis from materials, labour, overheads and supplier margins
  • Demand aggregation and standardisation opportunities identified through spend data
  • Specification change controls protecting competition, value and auditability

Participants can assess spend and supply markets to identify sourcing priorities and risks.

  • Spend cube analysis by supplier, category and business unit
  • Pareto analysis identifies high-value spend and fragmented purchase patterns
  • Kraljic Matrix positions categories by profit impact and supply risk
  • Supply market analysis covering capacity, cost drivers and entry barriers
  • Supplier segmentation differentiates strategic partners, preferred suppliers and transactional vendors
  • Porter’s Five Forces tests supplier power and competitive intensity
  • Category opportunity assessment ranks savings, risk reduction and service improvements

Participants can create category strategies and sourcing plans matched to market conditions and risk.

  • Category strategies align demand, market conditions, risks and stakeholder objectives
  • Make-buy analysis compares internal capability, external cost and control
  • Total Cost of Ownership models acquisition, operating, failure and disposal costs
  • Sourcing route selection: competitive tender, quotation, direct award or framework
  • Supplier prequalification criteria assess financial, technical, ethical and capacity evidence
  • Risk registers assign owners, treatments, triggers and residual ratings
  • Sourcing plans schedule approvals, market engagement, evaluation and contract award

Participants can prepare and administer fair, controlled and well-documented tender processes.

  • Request for Information distinguishes market intelligence from competitive solicitation
  • Invitation to Tender documents define scope, timetable, terms and instructions
  • Request for Proposal structures solution requirements, pricing and presentations
  • Bidder communications preserve equal treatment, confidentiality and documented clarifications
  • Evaluation plans set criteria, weightings, evidence sources and moderation rules
  • Framework agreements, call-off procedures and competition requirements compared
  • Electronic tender audit trails support probity, traceability and challenge defence

Participants can evaluate bids objectively and prepare evidence-based supplier award recommendations.

  • Mandatory requirements screened before qualitative and commercial scoring
  • Weighted scoring models translate evaluation criteria into defensible award decisions
  • Consensus moderation reconciles evaluator evidence, scores and recorded rationale
  • Price evaluation compares total cost, pricing assumptions and abnormal bids
  • Supplier due diligence checks financial health, sanctions, ownership and references
  • Conflict-of-interest declarations and confidentiality controls protect evaluation integrity
  • Award recommendations document evidence, approvals, debriefing and standstill requirements

Participants can prepare and conduct supplier negotiations within defined commercial and approval boundaries.

  • Negotiation preparation defines objectives, limits, concessions and approval boundaries
  • BATNA and reservation price establish bargaining positions before supplier meetings
  • Interest-based negotiation separates positions from commercial needs and constraints
  • Should-cost evidence challenges quotations without disclosing unnecessary buying information
  • Concession planning trades variables, not unilateral price reductions
  • Negotiation records capture agreements, open points, owners and deadlines
  • Closing techniques confirm authority, conditionality and next contractual actions

Participants can identify essential contract controls and manage supplier obligations after award.

  • Contract formation elements: offer, acceptance, consideration, authority and intent
  • Terms and conditions allocate obligations, remedies and commercial risk
  • Service level agreements specify measures, targets, reporting and remedies
  • Pricing mechanisms compare fixed, indexed, cost-plus and milestone-based structures
  • Change control governs scope, price, timeline and authorised approvals
  • Contract management plans define governance, obligations, milestones and escalation
  • Intellectual property, data protection and confidentiality clauses reviewed

Participants can monitor supplier performance, address shortfalls and strengthen supply continuity.

  • Supplier onboarding verifies documents, master data and mobilisation readiness
  • KPIs distinguish leading indicators, service measures and outcome measures
  • Supplier scorecards combine quality, delivery, cost, risk and improvement data
  • Quarterly business reviews address performance trends, actions and strategic priorities
  • Corrective action plans define root causes, owners, dates and verification
  • Supply continuity plans cover dual sourcing, buffers and recovery protocols
  • Supplier development balances improvement support, accountability and exit readiness

Participants can apply ethical, sustainable and data-led procurement controls to priority workplace improvements.

  • Procurement ethics address gifts, conflicts, fraud indicators and reporting routes
  • Segregation of duties reduces unauthorised commitments, fraud and payment errors
  • ISO 20400 principles inform sustainable procurement priorities and supplier engagement
  • Environmental, social and governance criteria integrated into sourcing decisions
  • Modern slavery due diligence identifies labour risks and remediation expectations
  • Procurement analytics dashboards track compliance, savings, cycle time and risk
  • Personal application plans prioritise three procurement improvements with measures and sponsors

Exercises and examples are adapted to each cohort's sectors and roles.

What you take back to work

  1. Category strategy template
  2. Sourcing plan and risk register
  3. Tender evaluation scorecard
  4. Supplier negotiation preparation sheet
  5. Contract management plan
  6. Supplier performance scorecard

Who should attend

  • Procurement Officer — needs structured methods for sourcing, evaluation and award
  • Buyer — manages supplier quotations, purchase requirements and commercial discussions
  • Category Manager — develops category plans and supplier strategies
  • Contract Manager — requires stronger controls for obligations, changes and supplier performance
  • Supply Chain Supervisor — contributes to supply continuity and supplier improvement decisions
  • Budget Holder — defines requirements and participates in sourcing or contract governance

Skills and tools covered

Category strategyTender managementCommercial evaluationSupplier negotiationContract managementSupplier performance

Tools and standards

Kraljic Matrix, Total Cost of Ownership, BATNA, ISO 20400

How the course runs

Training methodology

The course uses short instructor briefings to introduce procurement methods, followed by case work based on common goods, services and contract situations. Participants analyse spend patterns, shape specifications, select sourcing routes and compare supplier proposals in small groups. Tender evaluation and negotiation simulations develop judgement under realistic commercial constraints. Facilitated discussion examines the decisions, records and controls required for defensible procurement. Each participant completes an application plan identifying procurement improvements, stakeholders, measures and first actions for their workplace.

Requirements and prerequisites

Participants should have basic experience of purchasing goods or services, working with suppliers, raising purchase requests, reviewing quotations or supporting contracts. They should understand common commercial terms such as price, delivery date, invoice and purchase order. Some exposure to organisational approval processes or procurement policy is useful. The course does not require prior formal procurement qualifications, legal training, advanced spreadsheet skills or experience leading major tenders. Participants do not need to bring live supplier data, although a current purchasing challenge may help them apply the methods.

A typical training day

08:30 – 10:30First session
10:30 – 10:45Refreshment break
10:45 – 12:30Second session
12:30 – 13:30Lunch and networking
13:30 – 15:00Third session
15:00 – 15:15Refreshment break
15:15 – 16:30Workshop and daily review

Live online deliveries follow the same structure in East Africa Time, with shorter screen blocks and longer breaks.

What the fee includes

  • Instruction by a practitioner facilitator
  • Full course workbook and materials
  • Exercise files, templates and case studies
  • Refreshments and lunch on classroom deliveries
  • Certificate of completion
  • Post-course application plan

Frequently asked questions

Participants should have basic exposure to purchasing, suppliers, purchase requests, quotations or contracts. No formal procurement qualification or legal training is required.

Participants need only a notebook or laptop if preferred for personal notes. They may bring a non-confidential purchasing challenge, contract issue or supplier situation to use during application planning.

It is intended for buyers, procurement officers, category staff, contract managers and operational managers involved in supplier decisions. It is most suitable for people with some purchasing exposure who need a more structured commercial method.

Basic purchasing courses usually focus on purchase orders, requisitions and transaction controls. This course addresses category strategy, tendering, bid evaluation, negotiation, contracts and supplier performance management.

Participants can use the templates for requirements, sourcing plans, evaluation scorecards, negotiation preparation and supplier reviews. The application plan identifies immediate improvements that can be discussed with managers and stakeholders.

Each training day runs from 08:30 to 16:30 and provides about 6.5 contact hours. Time is divided among instructor briefings, cases, group work, procurement simulations, discussion and application planning across the ten modules.

Questions about this course?

Ask about dates, fees, group bookings or running it for your team. Our training team replies by email.

Ask on WhatsApp info@skillsetdevelopment.com

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