About Margaret Gilbert

Margaret Gilbert is a Director of Corporate Contracts Management Ltd, a consultancy which assists clients with strategic management of the contractual process.

She has worked in the contract / procurement area for 18 years both in New Zealand and internationally in Australia, the UK and with the International Monetary Fund in Washington DC, USA. She has experience working in Government, Local Government & private industry with responsibility for contracts between $20,000 & $3,000,000+.

Margaret has written 3 books on the subject: Contract Matters: A Practical Guide to the Contractual Process, Contract Matters: A practical guide for suppliers and Contract Matters: Negotiation. She has also written e-books covering the contractual process internationally and is regularly asked to write articles, speak to groups, and provide training courses.

Margaret works with both buyers and suppliers and assists in project management, training, assessment of need and how best to work within the contractual process. For more information visit www.contractmatters.com

Facilitated by Margaret Gilbert, Corporate Contracts Management Ltd

With the new sustainability requirements for public sector purchasing, it's important you get up to speed with best practice procurement and tender methods. Margaret Gilbert is a leading expert who has put together the latest information on how to get it right. Whether you are a procurement manager in the government sector, or a supplier, you can't afford to miss out on this important seminar.

Program outline

Overview of Contractual Process

• Understanding RFP Documentation
• Linkage of Scope of Work to RFP's and proposals
• Writing Scope of Work
• Responding to Scope of Work
• Need to Plan
• Considering Strategic Issues
• "Whole of Life" contracts

"Green" Procurement

• Strategy
• Requirements
• What is Green Procurement?
• New Zealand vs. international
• Benefits - financial
• Can you afford not to?

Proposal Responses

• What is required for a Proposal Response
• Do's & Don'ts of Proposal Response
• Preparation of Proposals

Evaluation

• Using Evaluation Methods
• Understanding evaluation methods/criteria
• Understanding evaluation weightings
• Getting what you need out of the evaluation process.

Presenting Proposal Response at Interview

• Preparation of Presentation at Interview
• Tips for presenting at interview
• Getting what you need from the interview process

Negotiation

• Are you ready to negotiate?
• Planning for negotiation
• Methods of negotiation style
• Tactics - Good and Bad
• Types of Negotiators
• Negotiation philosophies
• Controlling the environment and final outcome

Contracts/Contract Management

• What should be in a contract
• Writing contract clauses
• Requesting specific clauses
• Managing Performance
• Assessment of "Whole of Life" contracts"