Course Methodology

This course uses a variety of interactive training methods such as case studies, team exercises, individual exercises, and questionnaires.

Course Objectives

By the end of the course, participants will be able to:

• Identify the important organizational role played by procurement
• Use proper negotiation techniques with suppliers to maximize value and generate savings
• Evaluate the performance of the department at the macro level
• Chart a path for personal learning and growth as a procurement professional
• Apply techniques to assess gaps and improve department performance

Target Audience

Senior buyers, purchasing supervisors, purchasing managers and other supply chain personnel.

Target Competencies

• Procurement management
• Procurement strategies
• Negotiations
• Supplier evaluation
• Personal development
• Procurement KPIs
• Continuous improvement

Role of procurement management

• Recognizing strategic role of procurement
• Profiling spend categories
• Analyzing spend impact
• Assessing market risks
• Consolidating category reports
• Go-to-market sourcing strategies
• Applying Total Cost of Ownership (TCO)

Negotiating with suppliers

• 3 secrets for successful negotiations
• Planning for negotiations
• Desired outcomes and preparation
• Characteristics of good negotiators
• Negotiation styles
• 6 key principles of persuasion

Managing department performance

• The SCOR framework
• Metrics hierarchy and cascading KPIs
• GreenSCOR metrics
• Setting performance targets
• Continuous performance improvement

Developing the procurement professional

• Purpose of performance management
• Types of continuous professional development
• Procurement goals, objectives and targets
• Setting personal objectives
• Competency development

Continuous improvement in procurement

• The continuous improvement journey
• Improvement initiatives
• Departmental inter-dependencies
• Role of Service Level Agreements (SLAs)
• Measuring procurement performance against SLAs