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ICTD International Centre for Training and Development

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About the course

This course will provide participants with the knowledge, concepts and skills needed to perform all the tasks required in the pre-award phase of a contract. The course covers different contract types as well as the various contracting methods including bidding, competitive proposals and sole sourcing.

In this interactive course participants will learn all the processes and activities required for the contract preparation stage and use them as enablers to develop an effective and comprehensive contract.

Course Objectives

Upon successful completion of this course, the delegates will be able to:

  • Identify the basic elements of contracting.
  • Identify and discuss the major steps involved in contracting preparation procedures
  • Develop the scope of work and recognize the implications of a poorly prepared scope
  • Discuss the contracting strategy including pricing
  • Develop scope of work negotiation strategy
  • Use evaluation criteria to select contractors efficiently
  • Recognize and practice the tendering principles and process

Course Outline


  • Objectives of Contract Management
  • Elements of a Contract
  • Problems in Preparing and Managing Contracts
  • Requirements of an Offer
  • Capacity and Genuine Assent
  • Types of Authority
  • Classical Contract Framework


  • Business Case
  • Acquisition Planning
  • Contracting Methods; Bidding, Negotiation
  • Elements of Scope of Work
  • Decision Analysis Worksheet
  • Implications of a Poor Scope of Work
  • Terms and Conditions
  • Sourcing Strategy
  • Pre-Qualification


  • One versus Several Contracts
  • Fixed Price (Lump Sum) Contracts
  • Firm Fixed Contracts
  • Economic Price Adjustment
  • Incentive Contracts
  • Cost Reimbursable (Cost Plus) Contracts
  • Percentage of Cost
  • Fixed Fee
  • Award Fee
  • Incentive Fee
  • Time and Material Contracts
  • Intellectual Properties
  • Special Forms of Contracting
  • Research & Development
  • Construction projects
  • Information Technology
  • Payments Terms
  • Pricing Strategies
  • Risk Analysis


  • Negotiation Preparation
  • Negotiation Objectives
  • Negotiation Guidelines
  • Techniques Used in Negotiation


  • Evaluation Criteria
  • Pre-Award Meeting
  • Recommendation Report
  • Methods of Awarding a Contract
  • Contract File
  • Post Award Conference
  • Contract Administration
  • Sub-Contract Administration
  • Contract Closeout

Course Methodology

A variety of methodologies will be used during the course that includes:

  • (30%) Based on Case Studies
  • (30%) Techniques
  • (30%) Role Play
  • (10%) Concepts
  • Pre-test and Post-test
  • Variety of Learning Methods
  • Lectures
  • Case Studies and Self Questionaires
  • Group Work
  • Discussion
  • Presentation

Who should attend

This course is intended for those involved in any step of contracting; also those involved in managing or administering contracts who need to have a full understanding of the contractual provisions they will be managing.

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