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Description

Procurement for Non-Buyers: Define the Need, Negotiate and Secure the Contract

Buy well without being a procurement professional while keeping control of price lead time and contract

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

In many organisations purchases are made by technical managers department heads or project leads. They select a supplier negotiate a price and sign a document drafted by the other party. The consequences appear later: poorly defined scope penalties that cannot be enforced automatic renewals left unchecked.

Two days to acquire the buyer's reflexes without becoming a buyer: express a need in terms of use rather than solution compare offers on a consistent basis conduct a prepared negotiation and review a contract before committing. Participants work on their own live sourcing requests.

Learning objectives

  • Express a need in the form of a functional specification
  • Build a weighted grid for comparing supplier offers
  • Prepare a negotiation by identifying room for manoeuvre and walk-away points
  • Identify sensitive clauses in a supply or services contract
  • Monitor delivery and address deviations with the supplier

What makes this programme different

Each participant leaves with the functional specification of a purchase they genuinely have to launch
A filmed negotiation reviewed on the use of silence and concessions
A guided review of supplier contracts brought in by participants

Programme

1Expressing the Need

Describing a use rather than a solution

  • Distinguish the actual need from the preferred solution
  • Draft a functional specification
  • Define selection criteria before approaching the market
  • Estimate the budget and the total cost of ownership

2Sourcing and Comparison

Putting offers on an equal footing

  • Decide how many suppliers to approach
  • Build a weighted analysis grid
  • Neutralise scope differences between offers
  • Spot hidden options and deferred costs

3Supplier Negotiation

Obtaining more without damaging the relationship

  • Prepare objectives thresholds and alternatives
  • Open the negotiation without revealing your budget
  • Handle arguments for price increases
  • Trade a concession against something in return
  • Close and formalise the agreement reached

4Contract and Follow-Up

Securing what has been agreed

  • Identify price duration and termination clauses
  • Check consistency between the offer and the signed contract
  • Frame penalties and service levels
  • Organise delivery monitoring and supplier review meetings

Who is it for

Technical managers department heads project leads and any employee who buys goods or services without belonging to a procurement function.

Prerequisites

No prerequisites

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.