Managing and Negotiating with Consultants and Contractors Training

Selecting, Developing and Working with Suppliers - 5-day masterclass (practical, case-driven)

Please inquire for pricing | Available Online and In-class

Date	Venue	Duration
21 - 23 September 2026	Sandton	3 Days
18 - 20 November 2026	Durban	3 Days

Course Introduction

This five-day masterclass equips hiring managers, procurement professionals and recruitment teams to maximise value across the full “recruit → contract → exit” lifecycle for consultants and contractors. Participants learn how to identify, attract and onboard the right external talent quickly, negotiate commercially robust contracts, and govern contractor performance so organisations get reliable, on-budget and on-time outcomes while mitigating legal and commercial risk.

The Managing and Negotiating with Consultants and Contractors programme focuses on practical tools and templates (SOW/TOR, tender packs, SLA, evaluation matrices, payment models and performance dashboards), and uses a realistic case study with role-plays and negotiation simulations so delegates leave with immediately usable artefacts to apply in their workplaces.

Course Objectives

By the end of the Managing and Negotiating with Consultants and Contractors course participants will be able to:

Prepare clear Statements of Work / Terms of Reference that drive value and reduce disputes.
Design sourcing and contracting strategies that match supply market realities and organisational risk appetite.
Evaluate bids and proposals objectively using cost, capability and risk criteria.
Draft and negotiate contract terms (commercial, performance, IP, confidentiality, warranties and insurance).
Select and apply appropriate payment and pricing structures (time & materials, fixed price, milestone, retainer).
Build practical SLAs and performance frameworks and run effective contract performance management.
Manage on-boarding, integration and the people dynamics between contractors and internal teams to maintain productivity.
Identify lessons learned and implement continuous improvement from contractor engagements.

Who should attend?

This Managing and Negotiating with Consultants and Contractors course is ideal for:

Line / hiring managers who commission external services
Procurement / purchasing professionals and bid evaluators
Contract managers and contract administrators
Project and programme managers (EPC/Construction emphasis)
HR / resourcing specialists who onboard contractors
Finance and legal staff involved in contractor payments and contract risk

Training Methodology

Our diverse instructional approaches ensure effective learning:

– Lectures & Presentations: Engage with expert-driven, stimulating content.
– Course Material: Access well-crafted supporting resources.
– Group Work: Collaborate on discussions and case studies for practical insights.
– Workshops & Role-Play: Participate in immersive, scenario-based activities.
– Practical Application: Focus on applying theoretical knowledge in real situations.
– Post-Training Support: Receive extensive support after training for skill implementation.

Training Outline

Day 1 — Establishing the need & defining scope

Identifying and articulating the business need for external advice/services
Cost–benefit analysis and make-vs-buy considerations
Writing effective Statements of Work / Terms of Reference (SOW / TOR)
Market mapping: types of consultants, contractors and typical market rates
Day outcomes: delegates produce a draft SOW for the case study.

Day 2 — Sourcing strategy & tender preparation

Sourcing options (open tender, selective tender, request for proposal, panel)
Developing a contracting strategy aligned to risk & budget
Building a complete tender document and supporting annexes
Designing SLAs and measurable KPIs for services
Conducting effective tender briefings and bidder Q&A
Day outcomes: tender pack and SLA drafted for the case study.

Day 3 — Bidding, pre-qual & bid evaluation

Pre-qualification criteria and supplier due diligence (financial, technical, compliance)
Structuring evaluation criteria: technical, commercial and risk scoring
Price modelling, price adjustments and cost analysis techniques
Managing clarifications and bidder communications
Day outcomes: bid evaluation matrix completed and top bidders shortlisted.

Day 4 — Contract development & negotiation

Fundamentals of contract law relevant to procurement (practical focus)
Model contract clauses for consultants vs contractors (IP, liability, termination, confidentiality)
Pre-negotiation planning and negotiation strategy (principled negotiation)
Finance considerations: progress reporting, milestones, retention, guarantees
Insurance, warranties and indemnities
Day outcomes: negotiated contract terms and redline clauses for award.

Day 5 — Award, mobilisation & performance management

Contract award process and issuing letters of intent / acceptance
Onboarding and integrating contractors with internal teams (HR & line managers)
Monitoring, reporting and performance management (dashboards, reviews)
Managing change control, disputes and contract variations
Post-engagement evaluation and continuous improvement
Day outcomes: performance dashboard and post-engagement lesson-learned template.