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Effective Procurement and
Negotiation Skills
Workshop Duration
Two Days
Target
Audience
- All Junior and Middle Managers in Procurement and
Supply, Production, R&D, Marketing and Finance Functions and Divisions.
- All New Entrants in these Functions
Deliverables
An understanding of:
- The basic principles of procurement and negotiation
- The major tools and techniques that are used in the
pre-contractual phases of supplier selection and development
- How to undertake a rigorous approach to pre and post
contractual negotiation
Workshop
Structure
Day One:
Understanding The Buying Circumstance
The Context of Professional Procurement and Sourcing:
The Trade-off Between Value for Money, Time and Buyer and
Supplier Power
Cost and Value Analysis:
Tools and Techniques for Understanding Cost Drivers, Price
and Value for Money
Quotation Analysis:
Tools and Techniques for Undertaking an Effective
Quotation Analysis Exercise
Power and Competition Analysis:
Tools and Techniques to Segment Power Structures and to
Undertake effective Competition Analysis
Day Two: Selecting
The Supplier And Negotiating The Deal
Contract and Relationship Management:
Tools and Techniques for Selecting “Fit-for-Purpose”
Relationships and Contracts
Supplier Selection:
Tools and techniques to assist in the formation of the
right internal team and in the making of the correct choice of supplier
Supplier Development:
Tools and Techniques for Measuring the Performance and
Developing the Competence of Suppliers
Effective
Negotiation Management:
Tools
and Techniques for the Professional Management of Pre and Post Contractual
Negotiation |
