1. 1
PROFILE
YOUR INTERNATIONAL
COURSE FACILITATOR
INTRODUCTION
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© SQ International, E-2/1V Maymar Arcade, Block 16, Gulshan-e-Iqbal, Karachi-75300, Pakistan.
WHO SHOULD ATTEND:
Workshop Overview:
For more than 30 years Ted Landgraf’s focus has been
on National and Global Business, as well as Federal
Government, with a focus in Operations,
Administration, Finance, Compliance, Procedures,
Business Development, Project Management, and
Procurement for all types of business models. The
companies he has worked with have ranged in size from
small (less than a million dollars) to large (in the tens
of billions of dollars) all over the world.
In 2000, he was listed in Who's Who International
Entrepreneurs. In 2012, he was nominated and listed in
the Worldwide Who’s Who for Procurement
Excellence. For more than 30 years, Mr. Landgraf has
provided consultancy, Efficiency Evaluation and in all
facets of purchasing and procurement cost reduction
and solutions, outsourcing, and services to a broad
spectrum of clients, including ExxonMobil, BP Oil,
Governments and other industries such as Oil/Gas,
Banking, FMCGs, Manufacturing,
Telecommunications and many more as CEO at
Compass NW.
Above the Standard Procurement Group®, Inc.
. ESI International (Contracts, subcontract, and
management classes from 2006 to 2008)
. Two timer for International Who’s Who Entrepreneurs
. ISO Auditor Certified (2007)
. Top 1 percent in BP School of Management (BP Oil,
1990)
. Top 3 percent in Exxon CORS Training (Exxon, 1989)
. Worldwide Who’s Who Procurement Excellence
. Average costs for projects reduced by half a million
. 30 Years experienced
. Systematized procedures Streamline existing
organizations
. Budget $100M+ to billions
. Team creation Expert
Ted Landgraf (US)
Chief Executive Officer
“Perfecting the Art of
Procurement Negotiation
Strategies and Outcomes,
Bottom Line Improvement, and
Sustainable Suppliers in the
Middle East”
Procurement negotiations and strategies is an area where many
professionals do not have the resources (time, staff) to implement, do
not have the system, or cannot maximize this vital area and action that
will help them conduct this absolutely necessary function for their
bottom line success.
We will help you achieve understanding, provide you tools and
procurement strategy, and outline simple processes that you can
utilizefor greater negotiations, sustainability, increased best value, and
reduced costs for the long-term. We will provide areas, tools, processes,
proven methods, and steps that will help you understand you and your
organizations needs and your supplier partners and marketplaces in the
Middle East and Global.
You will learn how to negotiate, implement strategy, and follow step by
step simple processes for greater success in what you do, your
organization, and be able to create long term relationship through proper
negotiations and strategy where each party benefits in the procurement
and supply chain process.
Without procurement negotiation, strategies, and the correct
systematized tools, maximum hard cost, soft cost, effectiveness, and
best value for the maximum benefit through proper and compliant
competition is not maximized or unfortunately, does not happen at all. In
this ever demanding global economy, now and especially in the future, it
will be an absolute necessity to utilize every resource wisely and
effectively. This means there will be more demand placed on you, your
organization, and your team.
With the tools, techniques, white papers, experiences, and insights you
will learn during this workshop / training, you will be able to apply your
new understanding to any industry, project, product, and service for
greater outcomes. I will personally share and provide these areas
throughout this interactive and cutting edge training, plus the more than
100 files on CD, for you to take with you for future use in your
organization, as well as your personal use.
CEO, CFO, CPO, COO, Directors, Divisional and Departmental Heads,
Senior Managers and Managers, Executives, directly or indirectly
involved in Tender and Procurement. In particular, if they work within:
Tender, Procurement, Purchasing, Supply Chain, Inventory Control,
Contract, Project, Operations, Finance, IT, HR, Logistics, Property,
Project Management, Materials, and any other part of an organization’s
shared services.
From the following Industries:
• Oil & Gas • Energy
• Banking • Information Technology
• FMCG • Chemicals
• Manufacturing • Construction
• Telecommunication • Human Resources
Advanced Procurement
Negotiations & Strategies
In partnership with:
31 Oct - 2 Nov, 2016
Muscat, Oman
Manama,Bahrain
AND
14 - 16 Nov, 2016

2. 2
COURSE SCHEDULE
© SQ International, E-2/1V Maymar Arcade, Block 16, Gulshan-e-Iqbal, Karachi-75300, Pakistan.
0830 Registration and morning coffee
0900 Workshop commence
1030 Morning refreshment and networking
break
1045 Workshop re-commence
1215 Networking luncheon
1330 Workshop commence
1500 Afternoon refreshment
1515 Workshop re-commences
1645 Workshop concludes
Key Benefits of Attending:
- ACHIEVE improved negotiations, supplier management, and evaluation
for greater outcomes
- CREATE improved communications to you, your organization, and your
most valuable client (those within your organization that require products
and services) for improvement bottom line negotiations
- DRIVE proactive procurement negotiations instead of reactive
(increased effectiveness and efficiencies)
- EMPLOY proven methodologies, steps, templates, white papers, and
experience for your procurement and negotiation challenges
- ESTABLISH and utilize procurement outsourcing and offshoring to your
benefit
- LEVERAGE cost avoidance, reduced costs, soft cost, with sustainable
measures through a negotiation system and process
- MAGNIFY your bottom line with less staff
- MASTER and overcome challenges in the global economy, competition,
sourcing issues, raw material shortages, and increased cost
- MINIMIZE supply chain disruption and risk (through proactive planning,
risk management, and negotiations of your supplier network)
- QUANTIFY your negotiation and procurement processes, best practice,
and systems (templates, forms, and contracts specific to your
organization)
WHY YOU Can’t Miss
this Event :
This is not just another workshop / training and
class where you complete the five days and wonder
about the worth. This is like no other workshop /
training you will attend as you will come away with
added understanding, new tools that have been
tested over the years with great success around the
world, negotiation techniques as applied have
yielded bottom line success utilized and applied with
our systematic negotiation steps and processes.
During this interactive training, each Participant will
learn greater ways and methods of overall
negotiation steps, negotiation and procurement and
tender results, procurement and negotiation
effectiveness, tender efficiency and outcomes,
supplier negotiation sustainability, supplier
communication, and steps for improved bottom lines
through negotiation processes, simple best practice
on tender process management, templates, white
papers, lecture, and interactive exercises.
The entire five days will not stop there; each
Participant will have many tools they will be able to
take back into their organizations and position for
real and effective results as it relates to this course
and the many areas we will cover. What is most
important? Each person attending will be able to
contact Ted Landgraf. You will have access to me
on going for any questions pertinent to this training.
As a CEO of a global economy, I am all about
long-term success relationships.
This training is not practical theory, but REAL LIFE,
RESULTS ORIENTED and TIME TESTED
techniques.

3. COURSE
CONTENT
© SQ International, E-2/1V Maymar Arcade, Block 16, Gulshan-e-Iqbal, Karachi-75300, Pakistan. 3
DAY1
Session One
Negotiations and the Request Process
- Planning effective best value for negotiation purposes
Group Exercise – Difference – Reactive versus Proactive
- Communications
- Complex and technical related RFP’s/Tender negotiations
- Pre-qualification, pre-tender (pre-RFP), and information
Benchmarks
Group Exercise – Tender Specifications
Session Two
Communications, Request for Proposal (RFP)/Tender, and
Interactive Negotiations
Group Exercise – Data Gathering
Session Four
Negotiations Equals Increased Cost Reduction
- Analysing and mapping stakeholders and segmenting
spend to negotiate
- Cost reduction / bottom line improvement through
procurement negotiation best practice
- Identifying, analysing, and implementing the cost
improvement opportunity (calendar year spend,
organization sales forecast, market, current budget)
- Identifying and defining internal best practice
(sustainability and effectiveness)
- Identifying internal business needs
- Pricing: Market intelligence, analysis, benchmarking,
monthly analysis
Group Exercise – Negotiation Best Value and Cost
Reduction
gathering
- Proactive internal team work for successful outcomes
- Scope of Work, specifications, Instructions, and Negotiation
- Assessing and negotiation supply markets, completion, and
potential future suppliers
- Being more effective with your time, supplier responses,
and award results
- Defining and understanding the difference between Request
process for benchmark negotiations
- Developing effective specification requirements for
foundational negotiation processes
Session Three
Enhancing Negotiations through the RFP / Tender Processes
- Agreeing, identifying, and integrating negotiation
benchmarks in the RFP / Tender objectives (team
process/internal/external)
- Establishing a team (when and how) for entire
process, negotiations, and greater outcomes
- Implementing contract award / whole life cost analysis
through negotiations
- Managing the RFP/Tender processes and negotiations
- Minimizing approval (better time management and
organizational labor usage – from initiation of needed
product(s) and service(s) to contract/purchase order
award)

4. COURSE
CONTENT
© SQ International, E-2/1V Maymar Arcade, Block 16, Gulshan-e-Iqbal, Karachi-75300, Pakistan.
DAY2
Session Five
Leveraging Pricing Agreements and Long Term Suppliers
- Bidders / Supplier participants: Project response time,
evaluation, expanding supplier base, and supplier quality
improvement (delivery of quality, reliability)
- Identifying potential suppliers
- Negotiating and leveraging pricing strategies
- Realizing how important suppliers are to your success,
processes, and organization
- Supplier performance / evaluation: Handling short term
challenges and preparation for negotiations, long-term
sustainability, competitiveness, and risk management
Group Exercise – Pricing Strategies
Session Six
Maximizing Negotiations through Outsourcing / Tender
Risk Minimization
- Supply chain risk and vulnerabilities analysis
- External supply market analysis: Request for Information
(RFI) use, knowledge and power increase gathered
through market data (Porter’s 6 forces) for greater
profitability, negotiations, and ROI
- Improved negotiations through performance based
outsourcing/offshoring
- Managing Risk: Develop a range of sourcing options
(building supply market and category knowledge)
- Understanding the supply chain manufacturing / service
process
Group Exercise – Critical Supply Chain Disruption
Session Seven
Current Supplier Output and Benchmarking for Improved RFP /
Tender Processes and Negotiations
- Output standards and key performance indicators (KPIs)
- Supply chain and negotiation improvement and process:
Cost cutting through supplier deadlines, defined RFPs /
Tenders, clear negotiation processes and best practice,
standardized templates, and a step-by-step approach
- Current supplier evaluation (supplier suitability, tracking,
trends, performance)
- Sourcing and negotiation history: Trend and history
analysis
Group Exercise – Supplier Evaluation and Implementation
Session Eight
Contracts – Mirror RFP/Tender and Negotiations Process
- Contract objectives (identification and agreement)
- Contract negotiations and standardization: Effective
contract management
- Mirroring communications, specifications, Scope of
Work, and RFP / Tender
- Supplier contract accountability: Contract violation,
challenges, resolution, and termination
- Supporting documentation, procurement file, and
compliance
Group Exercise – Effective Organizations
4

5. COURSE
CONTENT
© SQ International, E-2/1V Maymar Arcade, Block 16, Gulshan-e-Iqbal, Karachi-75300, Pakistan.
DAY3
Session Nine
External Purchasing Procedures
- Purchasing Procedures Process External Folder
- Processes, Forms, Systems, and Outlines for Best in
Practice Procurement Negotiations for external stakeholders.
Session Ten
Internal Purchasing Procedures
- Purchasing Procedures Process Internal Folder
- Processes, Forms, Systems, and Outlines for Best in
Practice Procurement Negotiations for internal
stakeholders.
Session Eleven
Procurement Negotiation & Strategy Plan
- Design and Develop Procurement, Negotiation, and Strategic Plan
- Mission, Vision, and Goals
- Organizational Procurement Statement
- Costs, Best Value, Training, Human Capital, Shared Services Interaction
(Finance, Property / Logistics, Compliance, etc.), Budget, Bidding Plan,
Supplier Performance, Partner Development, …
Group Exercise – Outline Plan
Session Twelve
Challenges and Solutions
- Define Challenges
- Outline Challenges and Hurdles
- Document Potential Solutions
- Implement into Plan and Discuss
Group Exercise – Outline, Document, Discuss, and
Begin Implementation
5

6. Understanding Emotional Intelligence
Executive Presentation Skills
Negotiating Sales Success & Customer Loyalty
Root Cause Analysis
Stress Management at the Workplace
You will receive practical, jargon-free writing training from a
professionally qualified educator with over twenty years of
teaching and training experience.
Please feel free to mix-and-match topics from the areas listed
below to get the right training content for your staff. Other
topics may be available upon request.
IN-HOUSE TRAINING
BOOKING
FORM
Payment is required within 5 days upon receipt of
the invoice.
All payments must be received prior to the event date
PAYMENT DETAILS
Thank you for your registration!
* Save up to 50% for In-house Training programs
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General Information:
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(please tick as appropriate)VENUE & FEES
Tel: +92 213 4822200
Mobile: +92 300 3482660
Email: training@sq-intl.com
SQ International provides in-house writing training for
business and government clients at all levels: from clerical
to executive.
OTHER COURSES BY SQ International:
© SQ International, E-2/1V Maymar Arcade , Block 16, Gulshan-e-Iqbal, Karachi-75300, Pakistan.
FAYSAL BANK LIMITED
KARACHI, PAKISTAN
Bank transfer:
Advanced
Procurement
Negotiations &
Strategies
USD 2,795 per delegate
6
AND
14-16 Nov, 2016
Muscat, Oman
Oct 31 - Nov 2 , 2016
Manama,Bahrain
INVESTMENT FEE:
Manama, Bahrain : Oct 31 - Nov 2, 2016/ Oman: 14-16 Nov 2016
USD 7,545 - Special for Group of 3
Account No: 0426008422421003
Swift No: FAYSPKKA
IBAN : PK47FAYS0426008422421003