Tendering and Negotiations Training

A global fishing and food processing company in South Africa had recently centralised its strategic procurement function, creating a centralised procurement team to manage strategic spend on behalf of the Group. The newly created procurement team required up-skilling in Category Management, Negotiations, and best practice tender management. The company did not have the internal capability to complete the training of its new team.


To provide training sessions for the new centralised procurement team, which included:

  • Category Management.
  • Supplier Negotiations.
  • Best practice in managing tenders.


Initially, Caliba was engaged to deliver the Category Planning training. The training was so well received that the Client requested Caliba to also provide┬áNegotiations and Tender Management Training. The training resulted in improving the centralised procurement team’s:

  • Understanding of Category Management, and process to follow to develop a Category Plan.
  • Awareness of negotiations techniques and tactics and how to apply them in real life situations (through role-playing).
  • Knowledge of ‘best practice’ tender management, and skills to ensure a successful outcome every time.