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Operationalising Procurement
and Supply Competence
Workshop Duration
Two Days
Target
Audience
- All Senior and Middle Managers in Procurement and
Supply, Production R&D, Marketing and Finance Functions and Divisions.
- High-flying Junior Managers and New Entrants
Deliverables
An understanding of:
- The basic principles of buyer and supplier power
- The major reactive and proactive tools and techniques
available to the buyer
- How to select appropriate ways of managing specific
types of supply relationship, in particular circumstances of power
Workshop
Structure
Day One:
Understanding Buyer And Supplier Power
The Buyer and Supplier Relationship:
The Power of the Buyer and the Supplier and the Attributes
of Leverage on both sides of the Relationship
The Problem of Incomplete Contracts:
Bounded Rationality, Information Asymmetry, Uncertainty,
Opportunism and Asset Specificity in Buyer-Supplier Relationships
Augmenting the Power of the Buyer:
The Make-Buy Decision, Internal Consolidation and
Leverage, Contestation and Supplier Alliances
Augmenting the Power of the Supplier:
Using Guile and Self-Seeking Behaviour to Create
'Lock-in', Dependency and High Switching Costs
Day Two:
Appropriateness In Managing Under Different Supply Circumstances
Understanding Contingent Circumstances:
Understanding the Difference Between Knowledge 1
(Tools& Techniques) and Knowledge 2 (The Circumstance of Power in the
Buyer-Supplier Relationship)
Reactive Tools and Techniques:
Quotation and Competition Analysis, Purchase Price
Forecasting Analysis, Supplier Selection and Assessment, Portfolio Analysis etc
Proactive Tools and Techniques:
Supplier Development, Network Sourcing, Supplier
Associations, Target Costing, Lean and Integrated Supply Chain Management
Applying
Appropriateness Thinking:
Testing
the Theory in Practical Case Study Areas (Manufacturing; Services; and, General
Procurement Cases) |
