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Description

Business Engineering: Qualifying Opportunities, Pricing Offers and Protecting the Margin

Two days to move from reactive quoting to a selected deal that is negotiated and held all the way to final invoicing

  • 2 days — 14 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

The business engineer works on two fronts at once. Deals must be won against well-equipped professional buyers, and they must then be delivered without eroding the margin that was announced. Quotations go out quickly, yet workload assumptions are rarely written down. Variation orders are poorly negotiated during delivery and end-of-contract disputes absorb the result.

These 14 hours connect selling and delivery. Participants qualify a live opportunity, build a fully argued price and prepare their negotiation against a professional buyer. They then work on steering the signed contract: tracking work remaining, handling variances and triggering variation orders at the right moment.

Learning objectives

  • Qualify an opportunity against delivery capacity and financial risk
  • Build a price based on explicit workload assumptions
  • Draft an offer that commits scope and delivery conditions
  • Conduct a negotiation defending value rather than price
  • Steer the margin of a signed contract through to handover

What makes this programme different

Pricing of a real opportunity brought by the participant with its workload assumptions
A negotiation meeting role-played against a buyer who challenges the price
A margin tracking sheet ready to use on return to the workplace

Programme

1Qualifying Opportunities

Choosing the deals you can win

  • Reading a tender enquiry and its award criteria
  • Analysing the real need behind the specification
  • Bid or no-bid decision
  • Mapping the decision-makers on the client side

2Pricing and Building the Offer

From requirement to a defensible price

  • Workload assumptions and units of work
  • Cost structure and target margin rate
  • Contingency provisions and price revision conditions
  • Drafting the limits of supply
  • Aligning the technical offer and the commercial offer

3Negotiation and Contracting

Defending value in front of the buyer

  • Preparing concessions and trade-offs
  • Handling last-minute discount requests
  • Sensitive clauses in a service contract
  • Handover between sales and delivery

4Economic Steering of the Contract

Holding the margin you announced

  • Tracking work remaining and work completed
  • Early detection of workload drift
  • Justifying and negotiating variation orders
  • Handling reservations and financial closure

Who is it for

Business engineers · account and contract managers · technical sales managers and project managers who carry economic responsibility for a contract.

Prerequisites

Initial experience in selling technical services or in managing contracts is required.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.