28-30 July 2025
Kuala Lumpur
TBA
Overview
Significant and rapid developments are occurring across supply chains, especially in Environmental, Social, and Governance, or ESG, initiatives. Key to ESG capturing the forecasted value is the contracts and sourcing relationships an organization has in place. This can affect the profitability, reputation, market share, and growth for the customer, as tenders result in aligning with suppliers and contractors who might create greater risk and prevent the customer from attaining their ESG purpose.
In this masterclass you will learn how to avoid shortcomings in your tender and contracting practices, ranging from terms and conditions, to scopes of work and service level agreements, to the key performance indicators. This workshop will equip you with the framework in implementing effective tendering and contracting strategies, especially related to ESG, with an in depth look into the market approach strategies, tendering and contracting strategies, negotiation models, and post-award contract management strategies. You will walk away with a whole new perspective on tendering and contracting that will apply to your job requirements, and enable you to succeed in the ESG-driven economy.
Key Benefits of Attending
- DISCOVER the latest trends and strategies in creating effective ESG results.
- EXPLORE the best practices for picking the right supplier for the right reasons in order to achieve a win-win situation in ESG.
- MAXIMISE and improve your business leverage from tenders by minimizing and managing the ESG investment and risk.
- DEFINE your own personal value and the value of your team as a key advisor on ESGs related to tenders within your organization.
- GAIN INSIGHT on essential service procurement and/or tendering tools and techniques from the ESG perspective.
- ENHANCE your procurement skills and techniques with well recognized methodologies and practices to attain intended ESG-related outcomes.
- IDENTIFY both supplier and buyer perspectives and differences in the tendering process to achieve mutual understanding around ESG.
- ESTABLISH effective tender writing skills and information mapping within your organisation with proven ESG results.
- GUARANTEE your ESG value to suppliers and sub-suppliers and out shine competing supply chains by building a long term relationship after the contract.
Who Should Attend
- Legal Managers and Support Staff
- Tender Managers and Support Staff
- Contract and Procurement Managers
- Purchasing and Supply Managers
- Financial Managers and Auditors
- Project Coordinators, Supervisors, Engineers, Assistants and Administrators
- Compliance Managers
- Planning Supervisors, Coordinators, Assistants, Engineers
- Operations Supervisors, Engineers, Coordinators
Rave Reviews
“Jim delivered the training well by providing an in-depth understanding about the principles of contract management.”
Mohd Norhatta Bin Azhar – AGM, Contract Management, Velesto Drilling
“The main strength for me was the practical examples given. To those who have yet to attend this training, I would definitely encourage them, especially to those involved in negotiation as Jim does not only share theoretical concepts but really more real-world experiences which are of high value. I would like to give credit to Kexxel Group as this is my second event here. Their selection of speakers are excellent.”
Hasfizal Bin Mukhtar – Senior Manager, Chemical Company of Malaysia
“Jim Bergman is very well experienced and he was able to share a good perspective on contract planning, strategizing and negotiation. This is a great course for those involved with tenders, contracts, supplier relationships and even customer relationships.“
Akhbar Bin Muhamad – Senior Manager, Pharmaniaga Logistics
“One thing that Jim has instilled in me is to have as much clarity and trust in the contractual relationships, so it brings value to both parties engaged in a contract to get a win-win negotiation. The topics discussed were great as Jim Bergman is an excellent speaker.”
Mohamad Halil Bin Haron - Head of Project Management & Control, Tenaga Nasional Berhad
COURSE FACILITATOR
Jim Bergman
President and CEO of Commercial Officers Group
About
With extensive contracting and negotiation experience in supply management and sales contracting, Jim Bergman serves as President and CEO of a global training firm and consultancy focused on the effective implementation and execution of leading contracting and commercial management practices – including ESG initiatives.
Achievements
Jim’s experience encompasses developing, negotiating and managing contracts for a wide array of projects with multiple clients in multiple sectors. He has been extensively involved in establishing many successful and innovative customer-supplier commercial relationships.
He has also developed and delivered both public and internal training programs on many topics regarding tendering, strategic sourcing, contracting, outsourcing, law and negotiations. As a strategic management consultant, Jim has assisted numerous clients through all phases and steps of contract development, contract drafting, contract negotiation and contract management processes, demonstrating savings in excess of $300 million. His audiences and clients
have included attorneys, plus financial, operational and sourcing professionals from multinational corporations and the public sector.
Jim holds a Law Degree, an MBA, a Bachelor of Arts and a Master of Arts degree. In addition, he is licensed to practice law in Illinois, Texas and Oklahoma, as well as various US federal courts.
Has Worked With
Book(s) Published
Agenda
Mastering Tenders & Contracts in ESG
SESSION 1: Integrating Your ESG Corporate Strategy into ESG Supply Management
- Understanding the ESG purpose – what is the overall reason?
- What is in the mind and motivation for your customer?
- What are the motivations for your supplier and sub-supplier?
- Understanding the market - your competition and fellow customers
- Integrating ESG corporate strategies and aligning it with market approach strategy
Practical Exercise:
What makes an organization’s ESG supply management and contracting strategy unique? Attendees will develop a simple ESG supply management and contracting strategy.
SESSION 2: Tendering & Proposal Checklist for a Services Contract in the ESG Domain
- Top reasons why the tendering and proposal process fails in an ESG project
- Best practices in tenders and bidding
- The difference between an ESG-related tender and a non-ESG tender
- Tender and bidding Strategies in the ESG domain
- Tender and bidding Tactics in the ESG domain
Practical Exercise:
Developing a tendering and proposal checklist for a services contract in the ESG domain.
SESSION 3: Developing Bid Evaluation and Negotiation Strategies
- RFx’s, RFP, RFI, RFT, RFQ, RFO and an occasional EOI
- Prioritizing the project objectives and mapping to the RFx
- Developing a preliminary Evaluation Matrix
- Crafting a preliminary Negotiation Strategy
Practical Exercise:
Contracting and Sourcing objectives for ESG success: Negotiating internally and externally at a Multi-National Company.
SESSION 4: Establishing The Connection Between Your ESG Purpose and Deal Value
- What do we want?
- Defining value
- Embracing Total Cost of Ownership - TCO
- What is in and out of scope?
Practical Exercise:
The difference between result, resource, and relational deals. Explore the impact on a commercial relationship in the ESG domain.
SESSION 5: The Art of Communications and Change Management in Tenders & Contracting
- Develop Communication and Change Management strategies that lead to superior contracting results
- Effective writing styles - common faults in business writing and how to avoid them
- Making an effective presentation
- Managing Communications and Change Management throughout the stakeholder base.
Practical Exercise:
Developing and Integrating a Communication and Change Management strategy with the ESG-focused tender and contracting package.
SESSION 6: Reviewing Best Practices in Negotiating ESG Initiatives
- Negotiation philosophies
- Negotiation strategy documents
- Negotiation tactics and counter tactics
- Defining a win-win and placing a price on it
Practical Exercise:
Negotiating superior contractual results that are aligned with the evaluation criteria in a data services contract.
SESSION 7: Managing ESG Risk in Contract Management
- Identifying and managing contract risk (the role of contract risk assessment)
- Types of ESG risk
- Sources of ESG risk
- Mitigating ESG risk through effective contracting
- Building long-term relationship after the contract is signed
- Supplier Relationship Management, Customer Relationship
Management
Practical Exercise:
Assessing Risk and managing a relationship through the Post-Negotiation phases of an Equipment Maintenance Contract.
SESSION 8: The Role of Automation and Human Resource in ESG Tenders and Contracts
- Contract Administration and Contract Management
- The role of automation in ESG Tenders and Contract Management
- The importance of Key Performance Indicators in ESG
- Key process steps and team members
Practical Exercise:
Recruiting the team and developing the skills needed to successfully manage an ESG-oriented Services Contract.
SESSION 9: Developing Your Communication Strategy and Change Management Plan
- The integration of Communication and Change Management into the overall process
- The importance of accurate stakeholder maps
- The Communication Rainbow and Four M Model
- How to implement Change Management as an integrative method
Practical Exercise:
Creating a one-page Communication Strategy and one-page Change Management Plan.
