Learn to align purchasing strategy with contract strategy, lead complex sourcing decisions, negotiate on total cost of ownership and manage supplier performance across the whole purchasing cycle.
This advanced program is designed for experienced purchasing and contracts professionals who need to connect strategic sourcing decisions with the contracts that deliver them. Rather than treating purchasing and contract management as separate functions, the course follows a single line of thinking from spend analysis and market assessment, through supplier selection, negotiation and contract structuring, to the commercial governance that protects value once an agreement is signed. Participants examine how weak contract choices can erode savings won at the negotiating table, and how to prevent it.
Sessions are built around realistic case studies, negotiation simulations and group exercises using sample spend data, supplier proposals and contract terms. Participants work through make-or-buy decisions, total cost of ownership models and contract pricing mechanisms, and practice presenting sourcing recommendations to senior stakeholders. The course is offered as a classroom or live online program in Doha, and it can also run as an in-house program for organizations that want exercises built around their own categories, procurement policies and approval processes.
By the end of this course, participants will be able to:
Develop sourcing strategies informed by spend analysis, supply market research and supplier positioning tools
Evaluate make-or-buy options using total cost of ownership rather than purchase price alone
Select contract types and pricing mechanisms that suit the risk profile of each purchase
Plan and conduct complex negotiations using preparation frameworks, BATNA analysis and concession strategies
Structure supplier performance management with measurable KPIs, service levels and review meetings
Strengthen purchasing governance, ethics controls and approval processes across the contract lifecycle
This course suits experienced professionals who lead or influence significant purchasing and contracting decisions.
Senior purchasing and procurement officers
Contracts managers and contract administrators
Category and sourcing managers
Supply chain managers with buying responsibility
Commercial and finance managers involved in supplier selection
Aligning purchasing objectives with organizational strategy
Spend analysis and identifying savings opportunities
Supply market analysis and supplier positioning with the Kraljic matrix
Make-or-buy decisions and outsourcing considerations
Pre-qualification criteria and supplier capability assessment
Building total cost of ownership and life-cycle cost models
Weighted evaluation of commercial and technical proposals
Due diligence on supplier financial stability and compliance
Fixed price, reimbursable, unit rate and target cost contracts
Price adjustment, indexation and incentive mechanisms
Framework agreements, call-offs and long-term supply arrangements
Matching contract type to risk and market conditions
Negotiation planning, objectives and walk-away positions
BATNA, ZOPA and managing concessions
Negotiating with single-source and dominant suppliers
Negotiation simulation with structured debrief
Designing KPIs, service levels and performance scorecards
Relationship management for strategic suppliers
Ethics, conflicts of interest and anti-fraud controls
Reporting purchasing value to senior management
Qatar's public sector, energy industry and major infrastructure owners spend significant sums through contracts with local and international suppliers, so the ability to buy well and contract carefully has a direct effect on value for money. Qatar National Vision 2030 emphasizes efficient institutions and a capable national workforce, and organizations increasingly expect purchasing teams to demonstrate savings, compliance and supplier performance. This course helps practitioners in Doha bring a more strategic and disciplined approach to these responsibilities.
Join a scheduled class at our training center in Doha or attend live online. For organizations, the course can run as an in-house program at your premises or online, tailored to your sector, case studies and timetable.
It is an advanced program that links strategic purchasing with contract design and management. It covers spend analysis, supplier selection, total cost of ownership, contract pricing mechanisms, complex negotiation and supplier performance, taught through case studies and negotiation simulations.
It is intended for experienced purchasing officers, contracts managers, category managers and commercial staff who already handle routine buying and want to lead larger, higher-risk sourcing and contracting decisions with greater confidence.
A fundamentals course explains the basic purchasing cycle. This program assumes that knowledge and concentrates on strategic decisions: sourcing strategy, cost modeling, contract structure, negotiation with powerful suppliers and governance. Participants are expected to bring workplace experience to the discussions.
Yes. It can be delivered at your premises or online and tailored to your organization's sector, examples and schedule, with exercises based on your own categories and purchasing policies. Contact Leaders Training Center to plan an in-house program for your team.
Tell us a little about yourself and an advisor will contact you about batch timings, fees and eligibility. No obligation.
Sat–Thu: 09:00–22:00Fri: 08:00–22:00
Build the skills to govern complex contracts after award: control changes, manage performance and payment, handle variations and early disputes, and close out contracts with lessons captured.
Learn to prepare, assess and respond to contract claims, including notices, extension of time, delay and disruption, and quantum, and to resolve claims through negotiation or formal procedures.
Learn to choose the right procurement route, run a fair and well-documented tender, evaluate bids transparently and set up collaborative partnering arrangements that support successful contracts.
Follow a contract from start to finish: plan and tender it, administer it during execution, and evaluate its results, so you can manage each phase with a clear, repeatable method.
