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Competitive Commercial Tenders & Contracts Management @ Kuala Lumpur


Competitive Commercial Tenders & Contracts Management @ Kuala Lumpur
Competitive Commercial Tenders & Contracts Management @ Kuala Lumpur
15 October 2019 - 17 October 2019
Ritz-Carlton Kuala Lumpur -
In House Training , Logistics Procurement and Supply Chain , Legal , Human Resource , Corporate Training


Jim Bergman, The Expert on Competitive Commercial Tenders & Contracts Management


  • Currently serves as the CEO of Commercial Officers Group
  • Over 20 years of experience in oil & gas commercial procurement contract development, negotiation and management.
  • Former contracts attorney for the Fortune 500 petrochemical corporation, Amoco Corporation (now known as BP) and was responsible for legal and negotiation support.
  • Insight into RFx development and its crucial impact in the negotiation and supplier relationships management phases of the sourcing cycle.
  • Has first-hand experience with the emerging role of e-tools in the procurement discipline.
  • On hand experience through the development and delivery of numerous training sessions has effectively led contract development and negotiation teams.
  • Savings of well over US$100 million through training, coaching and advisory efforts, with numerous process improvements and additional instances of value generation to numerous organizations.
  • Led and managed supply base portfolio valued at more than $1 billion.


Jim gave some perspective on how I can strategize my procurement based on the complexities of the contracts. One thing he’s implanted 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 so as to get a win-win negotiation. To those who are yet to attend this event, they must come. It applies to everyone who’s dealing with contracts.
Mohamad Halil bin Haron - Head of Project Management & Control, Tenaga Nasional Berhad

For those who have not attended this training, I’d highly recommend doing so, specifically to gain an understanding in the aspects and terms of the whole idea of the contract management principles as we have various key departments who are dealing with our contracts especially on the supply chain management, procurement and operations so they should understand the aspects of contract management itself. Jim is a great guy and I know him as a member of the IACCM and he is well known for his experience. Coming from oil & gas, this course has been very helpful. I am honoured and privileged to be trained by him.
Mohd Norhatta bin Azhar - AGM, Velesto Drilling

Definitely a course I’d recommend as it gives new insights and refreshes what we’ve already known. Jim is a great trainer, he has a vast experience in what he does and Kexxel Group has amazing services! I look forward to future events with Kexxel Group.
Noor Yasmin binti Samsudin – Assistant Manager, Legal, Boustead Penang Shipyard

Jim provides very good real-world examples. The main strength of this event includes the networking opportunities and the course materials. The event was also well-arranged with good follow-up beforehand.
Ir Arvind Menon - Division Director, Business Development, Ranhill Bersekutu

The trainer was engaging with relevant examples and up to date trends. I enjoyed the content discussed.
Ang Li Ann – Proposal Specialist, McDermott Asia Pacific

With excellent and in depth knowledge about the topics presented, Jim is well experienced and also his willingness to share with the audience is outstanding. The speaker’s experience and knowledge was of great benefit. Huge thanks to Kexxel Group for good service prior, during and after the training.
Muhammad Faidzal Mohd Nadzri – Senior Tender & Contracts Executive, Handal Offshore Services

Jim Bergman is very well experienced and he was able to share a good perspective on contract planning, strategizing and negotiation. The event was very conceptual. It was also very well arranged and organized; special thanks to Kexxel Group.
Akhbar bin Muhamad – Senior Manager, Pharmaniaga Logistics

Picture Gallery

Past Clients

  • BP
  • Chevron
  • ExxonMobil
  • Tenaga Nasional Berhad
  • Petronas
  • Carigali Hess
  • Shell
  • Haliburton
  • Schlumberger
  • Sime Darby Engineering
  • BHP Billiton
  • DuPont Egyptian Petrochemicals Holding
  • Vietnam Oil and Gas Group
  • Malaysia Marine & Heavy Engineering
  • General Motors
  • Velesto Drilling
  • Boustead Penang Shipyard
  • Ranhill Bersekutu
  • McDermott Asia Pacific
  • Handal Offshore Services
  • Pharmaniaga Logistics
  • Southern Power Generation
  • UMW Advantech 
  • OCK Setia Engineering

Why You Should Attend

By attending this highly interactive and practical workshop, you will learn how to avoid mistakes in tenders as well as the detailed and correct preparation of contracts and your service level agreements. This workshop will equip you with the framework in implementing an effective tendering strategywith an in depth look into the market approach strategies, tendering and contracting strategies and also negotiation and contract management strategies. 

Capitalize on the expert knowledge to gain maximum value on these vital issues:

  • DISCOVER the latest trends and strategies in creating effective winning tenders to achieve optimum productivity.
  • EXPLORE the best practices for picking the right supplier for the right reason in order to achieve a win-win situation.
  • MAXIMIZE and improve your business leverage from tender by minimizing and managing the risk.
  • DEFINE your own personal value and that of your team as a key advisor on tender presentation within your organization.
  • GAIN INSIGHTon essential service procurement and/or tendering tools and techniques from a whole new perspective.
  • ENHANCE your procurement skills and techniques with well recognized and methodologies and practices.
  • ESTABLISH effective tender writing skills and information mapping within your organization with proven results.
  • IDENTIFY supplier and buyer perspectives and differences in the tendering process to achieve mutual understanding.
  • GUARANTEE a good impression to clients and out shine competition by building long term relationship after the contact.

Program Agenda

SESSION 1: Assessing and Positioning your Current State

  • Understanding the mind of the buyer
  • Understanding the mind of the supplier
  • Understanding the market - your competition and fellow customers
  • Integrating corporate strategies and aligning with the market approach strategy

SESSION 2: Implementing the World Class Tendering Practices

  • Top reasons why the tendering and proposal process fails
  • The difference between a tender and a proposal
  • Tender and bidding strategies
  • Tender and bidding tactics

SESSION 3: Examining the Different Elements of Tenders and Bidding

  • Best practices in tenders and bidding
  • The good, bad and ugly in tenders and bidding
  • Producing an effective tender document
  • Key tools, talents and processes

SESSION 4: Identifying the RFx and Developing the 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
  • Developing a preliminary negotiation strategy

SESSION 5: Establishing the Connection between Key Value

  • What do we want?
  • Defining value
  • Embracing Total Cost of Ownership - TCO
  • What is in and out of scope?

SESSION 6: Discovering the Optimal offer with Effective Framework Strategies

  • What are they offering?
  • Implementing effective evaluation methodologies
  • Tender assessment criteria
  • Best practice procedures for rejecting proposals

SESSION 7: Mastering the Art of Communications in Tenders and Bidding

  • Develop communication 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 throughout the stakeholder base

SESSION 8: Understanding the Different Documentation Options

  • Contract types
  • Purchase orders
  • Master purchase and sales agreements
  • NDA’s, MOU’s, Bailment agreements and other related documents

SESSION 9: Reviewing the Best Practices in Negotiation

  • Negotiation philosophies
  • Negotiation strategy documents
  • Negotiation tactics and counter tactics
  • Defining a win-win and placing a price on it

SESSION 10: Managing Risk in Contract Management

  • Identifying and managing contract risk (the role of contract risk assessment)
  • Types of risk - from contract clarity to the weather
  • Sources of risk - customer, supplier, third party and environment
  • Mitigating the risk through effective contracting

SESSION 11: Strengthening the Role of Automation and Human Resource in Contract Management

  • Contract Administration and Contract Management
  • The role of automation in contract management
  • The role of the Contract Administration / Contract Manager
  • Key process steps and team members

SESSION 12: Generating Long Term Effective Business Relationship

  • Building long term relationship after the contract is signed
  • Supplier relationship management, Customer relationship management
  • Managing disputes and conflicts
  • Closing out the contract

Who Should Attend?

  • Legal Managers and Support Staff
  • Tender Managers and Support Staff
  • Contract and Procurement Managers
  • Purchasing and Supply Managers
  • Tender Coordinators
  • Project Coordinators, Supervisors, Engineers, Assistants and Administrators
  • Tender or Project Support Staff
  • Planning Supervisors, Coordinators, Assistants, Engineers
  • Operations Supervisors, Engineers, Coordinators


*******For more details, kindly download the brochure*******


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Save up to 50% from in-house courses!

You may wish to consider having an in-house course delivered locally on-site if you have a number of participants with similar training needs. This course can be customised to fit specific requirements. For more information about IHT kindly send your enquiries to   This e-mail address is being protected from spambots. You need JavaScript enabled to view it


Ritz-Carlton Kuala Lumpur