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This intensive course is aimed at developing and 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 organization. The key highlights of the course are:

· Planning

· Tendering

· Negotiation

· Supplier Management

· Measuring Performance

· Communication

By the end of this course delegates will be able to:

• 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
• 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 organization
• Award contracts on the basis of measured performance
• Provide a working understanding of the Negotiation process

Contracts, Purchasing, and Project Personnel, Engineering, Operational, and Maintenance Personnel, Project and Contracts Management Professionals, Tendering, Purchasing, Contract Administration Professionals and Personnel, Engineering, Operational, Finance, Maintenance Professionals, Managers and executives in the procurement, finance, legal, risk and supplier relations department, Business Managers, Commercial staff, Project Engineers, Procurement staff, Legal staff, Contracts analysts & Officers, Contract Leaders & Engineers, Cost & Planning Engineers, Contract Administrators, Contracting Unit Supervisors, Claims Managers and Business Audit Officers, Contract Strategists, Project Managers, General Managers involved in contract negotiation and disputes, Commercial Managers, Buyers, Purchasing Managers, Tenders Managers, Supply Chain Managers & Executives, Procurement Managers & Personnel, Construction Managers, those involved in the planning, evaluation, preparation and management of tenders, awards and contract performance that cover the acquisition of materials, equipment and services

What is the Role of Purchasing in the Company?

· Introduction to purchasing and its contribution to the organization

· What is the purpose of a business

· Purchasing process and cycle of procurement

· Positioning purchasing within the company

· Vision, mission and value of purchasing

· Purchasing structure

· Where to find performance improvement

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

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

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

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