Procurement and Contract Management

This practical and application-focused workshop provides participants with a structured understanding of modern procurement and contract management practices. Through real-
world examples and interactive discussions, participants explore sourcing, negotiation, contracting, and post-award contract management, with a strong emphasis on commercial
awareness and performance control. The program equips participants with tools and frameworks they can immediately apply to strengthen procurement decisions and contract outcomes.

By the end of the workshop, participants will leave with:

• A clear understanding of procurement’s role within the supply chain and the wider organization.
• The ability to distinguish between sourcing, purchasing, procurement, and supply chain management.
• Practical insight into procurement organizational structures and operating models.
• Stronger negotiation and contracting capabilities grounded in real business contexts.
• Practical approaches to managing supplier and internal customer relationships.
• Tools to control contracts across their lifecycle, including performance monitoring and risk mitigation.
• Enhanced commercial judgment and contract compliance awareness.

This workshop is designed for procurement, purchasing, and sourcing professionals; contract administrators and managers; supply chain, logistics, and operations professionals; finance,
commercial, and project management staff; and managers responsible for supplier performance, cost control, and risk management.

Session 1: Procurement and Contract Management Foundations

• The role of procurement and contract management in business performance.
• Procurement beyond purchasing, value creation and risk control.
• The strategic importance of contracts across the organization.
• Common procurement and contracting misconceptions.
• How procurement and contracts support organizational strategy.
• Identifying sources of value leakage and risk in procurement processes.

Session 2: From Sourcing to Supply Chain – Roles, Structures, and Relationships

• Sourcing versus purchasing versus procurement versus supply chain management
• Defining roles, responsibilities, and handoffs in practice
• Procurement organizational structures: centralized, decentralized, and hybrid
• Selecting the right structure based on business context and risk
• Managing internal stakeholders using CRM concepts
• Supplier Relationship Management (SRM): strategic versus transactional suppliers

Session 3: Negotiation and Contracting in Procurement

• Negotiation objectives: price, value, and risk trade-offs
• Commercial, legal, and operational dimensions of contracts
• Types of contracts and when to use each
• Translating sourcing and negotiation outcomes into contract terms
• Common negotiation and contracting pitfalls
• Strengthening commercial judgment in procurement decisions

Session 4: Contract Management, Performance Control, and Risk Mitigation

• Contract lifecycle management from award to closure.
• Managing obligations, variations, claims, and disputes.
• Supplier performance measurement and KPIs.
• Contract compliance and governance practices.
• Preventing value erosion through proactive contract management.
• Using contracts as tools for performance control and risk mitigation.