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by Ajay Bhargove
Project Procurement: A Real-World Guide for Procurement Skills
Cover Page
Title Page
Copyright Page
Table of Contents
Acknowledgments
1. Introduction
1.1. Definitions
1.1.1. Purchase Requisitions
1.1.2. Procurement
1.1.3. Project Procurement
1.1.4. Purchasing
1.1.5. Auction
1.1.6. E-Auction
1.1.7. Logistics
1.2. Project Stages
1.2.1. Marketing and Tendering
1.2.2. Sales
1.2.3. Project Execution
1.2.4. Warranty
1.3. Procurement Life Cycle
1.3.1. Plan Procurement
1.3.2. Conduct Procurement
1.3.3. Administer Procurement
1.3.4. Close Procurement
1.4. Sector-Based Procurement
1.4.1. Government Sector:
1.4.2. Private Sector:
1.5. Budgets and Reserves
1.5.1. Management Reserves:
1.5.2. Contingency Reserves:
2. Supplier Management
2.1. Definitions
2.2. Supplier Management Life Cycle
2.2.1. Supplier Selection and Qualification
2.2.2. Supplier Evaluation
2.2.3. Supplier Classification
2.2.4. Supplier Phaseout
2.2.5. Supplier Development
2.3. Cost of Quality
2.3.1. Cost of Conformance
2.3.2. Cost of Non-Conformance
3. Bidding and Methods
3.1. Definitions
3.2. Methods for Inviting Information and/or Offers
3.2.1. Manual
3.2.2. Electronic
3.3. Types of Bidding
3.3.1. Single-Part Bidding
3.3.2. Two-Part Bidding
3.4. Important Facts for Inviting Information and/or Offers
3.4.1. Use Appropriate Size RFQ
3.4.2. Use Your Own RFQ Template and Content
3.4.3. Use an RFI Before an RFQ If It Makes Sense to Do so
3.4.4. Engagement with Supplier Prior to RFQ
3.4.5. Avoid Checklists in the RFQ
3.4.6. Take Appropriate Time for Making an RFQ
3.4.7. Participation Fee
4. Bid Evaluation
4.1. Types of Bid Evaluations
4.1.1. Evaluations of Single-Part Bids
4.1.2. Evaluations of Two-Part Bids
4.2. Technical Comparative
4.3. Commercial Comparative
4.4. Decision Making
5. Contracts
5.1. Difference Between an Agreement and a Contract
5.2. Elements of Contracts
5.3. Types of Contracts
5.3.1. Fixed-Price Contracts
5.3.2. Cost-Reimbursable Contracts
5.3.3. Time and Material Contracts
5.4. Important Contract Terms and Conditions
5.4.1. Termination Clause
5.4.2. Payment Terms
5.4.3. Defects Liability Clause
5.4.4. Law of the Land
5.4.5. Dispute Resolution and Arbitration Clause
5.4.6. Time for Completion
5.4.7. Liquidated Damages
5.4.8. Force Majeure
5.4.9. Subcontracting
5.4.10. Code of Conduct
5.4.11. Order Acknowledgment
6. The Game of Negotiation
6.1. Fifteen Tactics and Countertactics to Win the Negotiation “Game”
6.1.1. Reject the First Offer
6.1.2. Overlooking
6.1.3. Deflect
6.1.4. Deferral
6.1.5. No Negotiation
6.1.6. Splitting the Difference
6.1.7. Negotiation After Award
6.1.8. Electronic Auctions
6.1.9. Persuasion
6.1.10. Counteroffer
6.1.11. Good Buyer, Bad Buyer
6.1.12. Demeaning
6.1.13. Exigency
6.1.14. Authority Limits
6.1.15. Surprise
6.2. Project Phases Where Negotiation Strategies Decide Desired Results
6.2.1. Pre-Award
6.2.2. Execution
6.2.3. Warranty Phase
6.3. How and When to Negotiate Power Shifts During the Project
6.4. Negotiations Are Not Enough—Let's Understand Why
6.4.1. Obsolete Tactics
6.4.2. Constrained Project Schedules
6.4.3. Relationships Are Important
6.4.4. More Execution Claims
6.4.5. Arbitration and Litigation
6.5. So, What Are the Options?
6.5.1. Long-Term Agreements (LTAs)
6.5.2. LTAs Timing
6.5.3. LTAs Structure
6.5.4. How LTAs Work
6.5.5. Benefits of LTAs
6.5.6. Limitations of LTAs
6.6. Let's Collaborate
7. Contract Change Management
7.1. Definition of Change
7.2. Change Management Process Flow
7.3. Classification of Changes
7.4. Managing Intrinsic Changes
7.5. Managing Extrinsic Changes
8. How Finance Views Procurement Savings
8.1. Benefits of Procurement Savings
8.1.1. Working Capital
8.1.2. Bottom Line
8.1.3. Balance Sheet
9. Procurement Order Closure
9.1. Importance of Procurement Order Closure
9.2. Procurement Contribution During Project Closure
10. Financial Risks Analysis
10.1. Classification of Ratio Analysis
10.2. Financial Ratios of Interest
10.2.1. Solvency Ratios
10.2.2. Profitability Margin Ratios
10.2.3. Activity Ratios
10.2.4. Turnover Ratios
10.3. Importance of Financial Ratios
10.4. Balance Sheet Evaluation
11. Incoterms®
11.1. Eleven Golden Rules of Incoterms® 2010 Publication
11.2. Key Benefits of Using Incoterms® Rules
11.3. Buyer and Seller Worries
11.4. Classification of Incoterms® Based on Mode of Shipment
11.4.1. Any Mode or Modes of Transport
11.4.2. Sea and Inland Waterway Transport
11.5. How to Use the Incoterms® 2010 Rules
References
About the Author
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Project Procurement
A Real-World Guide for Procurement Skills
Ajay Bhargove, C.Eng, MIE, PMP
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