# Procurement Management Plan 采购管理计划

PMBOK 6th ed., p. 714

“…how a project team will acquire goods and services from outside the performing organization.”
“…… 项目团队将如何从绩效组织外部获取商品和服务。”

# Key definitions 关键定义

PMBOK 6th ed., p. 477

RFI (request for information) 信息索取: “…more information on the goods and services to be acquired is needed from the seller.”
“…… 需要从卖方那里获得有关要购买的商品和服务的更多信息。”
RFQ (request for quote) 询价单: “…how much it will cost.”
“…… 要花多少钱。”
RFP (request for proposal) 建议书: “… when there is a problem in the project and the solution is not easy to determine. This is the most formal of the “request” for” document and has strict procurement rules for content, timeline, and seller responses.”
“… 当项目中存在问题且解决方案不易确定时。这是 “要求” 文件中最正式的文件，并且对内容，时间表和卖方回复都有严格的采购规则。”
SOW: “A narrative description of products, services, or results to be delivered by the project.”
“项目要交付的产品，服务或结果的叙述性描述。”
(PMBOK 6th ed. P. 724)

# Planning for Purchases 计划采购

Determining of a need that one has to “contract out”
确定需要 “外包” 的需求
Decision to procure
决定采购
Define What to procure
定义要采购的东西
Define how much to procure
定义要采购的数量
Determine when to procure
确定何时采购
Determine potential vendors
确定潜在的供应商
Pick top vendor
选择顶级供应商
Contract with top vendor
与顶级供应商签约

# Contracts 合同

A contract is a formal agreement
合同是正式协议
The United States backs all legal contracts through the court system
美国通过法院系统支持所有法律合同
Contracts state all requirements for product acceptance
合同规定了产品验收的所有要求
Changes to the contract must be formally approved, controlled, and documented
合同变更必须得到正式批准，控制和记录
Contracts can be used as a risk mitigation tool
合同可用作缓解风险的工具

# A legally binding contract

The requisite elements that must be established to demonstrate the formation of a legally binding contract are:
具有法律约束力的合同的形成的必要要素是：

an offer
要约
acceptance
验收
consideration; (something of value)
考虑（有价值的东西）
mutuality of obligation
义务相互关系
competency and capacity
资格和能力
”When a party (to a contract) does not understand the nature and consequences of an agreement that he or she has entered, the law treats that party as lacking mental capacity to form a binding contract.” Or, the person in the contract is under 18.
“当（合同的）当事方不了解他或她所订立的协议的性质和后果时，法律会将其视为缺乏形成有约束力的合同的精神能力。” 或者，合同中的人未满 18 岁。
typically a written document
通常是书面文件
Legal 合法

When are verbal contracts not valid in Illinois?
口头合同什么时候在伊利诺伊州无效？
Contracts involving selling an interest in land;
涉及出售土地权益的合同；
Contracts where the performance is longer than one year;
履行期超过一年的合同；
Contracts assuming the responsibility for another person’s debt;
承担他人债务的合同；
Contracts involving the sale of goods valued over $500; and
涉及价值超过 500 美元的货物销售的合同；和
Certain promises made by executors and administrators of an estate.
遗产的执行者和管理者做出的某些承诺。
Can I Sue for Breach of Verbal Contract?

As a contractor, when the client wants a change…
作为承包商，当客户想要更改时

Be sure there is a change control process in the original contract
确保原始合同中有变更控制流程
Be sure you follow it!
确保您遵循它！
If you ignore your change control process, and give away services, you will quickly find yourself over budget, being late, and having your customer mad at you!
如果您忽略变更控制流程并放弃服务，您将很快发现自己超出预算，延迟，并让您的客户生气！

# Contract types 合同类型

# Firm Fixed-Price Contracts (FFP) 固定价格合同

PMBOK 6th ed. p. 707
”a type of fixed price contract where the buyer pays the seller a set amount (as defined in the contract), regardless of the seller’s costs.”
“一种固定价格合同，在此价格中，买方向卖方支付固定金额（按合同中的定义），而与卖方的费用无关。”

PMBOK 6th ed. P. 471
“The most commonly used type of contract is the FFP. It is favored by most buying organizations because the price for goods is set at the onset and not subject to change unless the scope of work changes.”
“最常用的合同类型是 FFP。它受到大多数购买组织的青睐，因为商品价格是一开始就确定的，除非工作范围发生变化，否则价格不会改变。”

Brian’s opinion on “fixed bid” contracts.
布赖恩对 “固定出价” 合同的意见。
Fixed-bid contracts are when you promise a service for a non-flexible, one-time, chunk of money.
固定报价合同是您承诺提供一笔不灵活的一次性金钱的服务。
These are very dangerous, and especially dangerous to start-ups.
这是非常危险的，对初创企业尤其危险。
Start-ups have no clue the risks they are about to say “yes” to, so they are likely to uncover surprises and unanticipated work.
初创企业不知道他们会说 “是” 的风险，因此它们很可能会发现意外和未曾预料到的工作。
With a fixed-bid, you have to deliver the promised product, given only the amount of money that you originally agreed to.
使用固定出价，您仅需提供最初同意的金额，就必须交付承诺的产品。
If you fail to deliver on a fixed-bid contract (as outlined in the contract), just plan on hemorrhaging money, and spend tons of time in court getting sued.
如果您未能履行固定价格合同（如合同中所述），则只需计划大笔资金，然后花大量时间在法庭上提起诉讼即可。

# Fixed-Price Incentive Fee Contracts (FPIF) 固定价格激励费合同

PMBOK 6th ed. P. 707

“A type of contact where the buyer pays the seller a set amount (as defined by the contract), and the seller can earn an additional amount if the seller meets defined performance criteria.”
“一种联系方式，买方向卖方支付设定的金额（由合同定义），如果卖方符合定义的绩效标准，则卖方可以赚取额外的金额。”

# Fixed Price with Economic Price Adjustment Contracts (FPEPA) 带有经济价格调整合同的固定价格

PMBOK 6th ed. P 707

“A fixed-price contract, but with a special provision allowing for predefined final adjustments to the contract price due to changes in conditions, such as inflation changes, cost increases (or decreases) for specific commodities.”
“固定价格合同，但有一项特殊规定，允许根据条件的变化（例如通货膨胀变化，特定商品的成本增加（或减少））对合同价格进行预定义的最终调整。”

# Cost Reimbursable Contract 费用报销合同

PMBOK 6th ed. P 703

“A type of contract involving payment to the seller for the seller’s actual costs, plus a fee typically representing the seller’s profit.”
“一种合同，涉及向卖方支付卖方的实际成本，再加上通常代表卖方利润的费用。”

# Reasons to Buy or Build 购买或建造的理由

Less costly
成本更低
Build skills within your own company
在自己的公司内培养技能
Control of work
工作控制
Control of intellectual property
知识产权控制
Personal data (credit card numbers, bank account numbers etc.)
个人数据（信用卡号，银行帐号等）
Learn new skills
学习新技能
Available staff
可用人员
Focus on core project work
专注于核心项目工作

# Source (seller) Selection 来源（卖方）选择

# Criteria Influencers 标准影响因素

PMBOK 6th ed. P. 470

Market place conditions
市场条件
Products, services, and results that are (currently) available in the marketplace
市场上（当前）可用的产品，服务和结果
Sellers, including their past performance or reputation
卖家，包括他们过去的表现或声誉
Typical terms and conditions for products, services, and results for the specific industry
特定行业的产品，服务和结果的典型条款和条件
Unique local requirements, such as regulatory requirements for local labor or sellers
独特的本地要求，例如对本地劳工或卖方的法规要求
Legal advice regarding procurements
有关采购的法律建议
Contract management systems, including procedures for contract change control
合同管理系统，包括合同变更控制程序
Establish multi-tier supplier system of pre-qualified sellers based on prior experience
根据以往的经验，建立资格预审卖家的多层供应商体系
Financial and accounting and contract payments systems
财务，会计和合同支付系统
Financial health of seller
卖方的财务状况

# Seller Selection 卖方选择

Weighting system (see next slide)
加权系统（请参阅下一张幻灯片）
Screening systems
筛选系统
Contract negotiation
合同谈判
Expert judgment
专家判断
Proposal evaluation
提案评估

# Weighted Seller Selection Matrix 加权卖方选择矩阵

项目管理