Course details

Overview ?

Introduction

A five day intensive programme aimed at developing / strengthening the understanding of the crucial role played by the supplier in delivering customer satisfaction through an effective supply chain.

Participants will learn how to evaluate the performance of both potential and current suppliers. Asses the factors that comprise and effective tender and conduct effective negotiations that bring long term value to the organisation.

The Key Highlights of the Course are:

Planning
Tendering
Negotiation
Supplier Management
Measuring Performance
Communication

Objectives

Identify and reduce procurement risk through development of a plan of action
Enable improved performance from your existing suppliers through evaluation and performance measurement
Understand and strengthen your supply chain
Improve operating relationships within your organisation
Award contracts on the basis of measured performance / criteria
Provide a working understanding of the Negotiation process

Training Methodology

Combines interactive presentations, case studies, participant activities and exercises to maximise the impact of the learning experience. Delegates will have ample time to consider the ideas and apply the skills discussed. The Seminar will cover both practical and theoretical aspects of Purchasing.

Organisational Impact

The organisation will benefit by :

Raise the profile of purchasing within the company
Improve the performance of established suppliers
Deliver materials and services at reduced cost and increased value
Retain money within the company through more productive negotiation
Improve the professionalism of those within the purchasing function
Drive improvement through identifying current problems and weaknesses

Personal Impact

As a result of this programme the attendee will :

Understand the fundamental tools of effective purchasing
Operate with increased confidence when dealing with suppliers
Manage internal relationships more effectively
Better deliver improved negotiated outcomes
Use measurement as a key tool in driving supplier improvement
Understand the key elements of a well structured tender

Who Should Attend?

Purchasing professionals
Those involved in defining the specification and evaluating supplier performance
Those involved in preparing and analysing bids
Those with an involvement in supplier relationships
Those whose role involves negotiation with outside agencies

SEMINAR OUTLINE

DAY 1

What is the Role of Purchasing in the Company

Introduction to Purchasing and its contribution to the organisation
What is the purpose of a business
Dealing with the problem of being a “ go between “
Purchasing process and cycle of procurement
Positioning purchasing within the company
Vision, Mission and Value of Purchasing
Purchasing Structure
Where to find performance improvement

DAY 2

Developing the Purchasing Strategy

How to reach the internal customer
Developing Purchase agreements
Importance of being involved in creating the specification
Supplier selection methodology
Criteria for pre qualifying suppliers
Integrating the supplier selection process
Positioning your need and you value against the market
The role of ISO 9000

DAY 3

Selecting the Right Supplier & Evaluating Performance

Conditioning the supplier to meet your requirement
The total cost approach to purchasing
Analysing Cost
Analysing Value
Hidden costs
Life cycle costing
Using Price indices
Performance evaluation

DAY 4

Tendering and Analysing The Bid

Process needs
Types of tender
Electronic commerce / E Auctions
Evaluating a bid objectively
Terms and Conditions of contract
Standard contract clauses
Methods of Payment
Expediting the agreement
What if the contract fails to deliver – legal issues

DAY 5

Negotiating the Contract and Preparing a Plan of Improvement Action for Purchasing

Defining negotiation
Obstacles to effective negotiation
Different styles of negotiation
The tools of the process
Phases of a negotiation
What to do and what not to do
Focus on four key areas of world class performance
Evaluating performance gaps

Day 1

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Day 3

Day 4

Day 5

Training Methodology

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