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Best Practice Sourcing and Relationship Management

Autumn 2009

Robertson Cox are currently working closely with a number of leading American and European organisations on the alignment of overall corporate strategy with effective sourcing and relationship and performance management practice. This work involves the development of internal competence in sourcing and relationship and performance management.

The masterclass, which will be held in London, explains why so much current sourcing practice is sub-optimal and what can be done to move sourcing practice and competence from a primarily reactive to a more proactive approach within organisations.

Contents of the Masterclass

   Commercial Leverage for Buyers and Suppliers

• What is the Purpose of Sourcing?

• The Problems of Means and Ends

• Mutuality and Win-Win Relationship Outcomes

• Is Win-Lose Ever Appropriate?

• Power and Leverage in Transactions

   Category Management and Source Planning

• The Principles of Proactive and Reactive Sourcing

• Relationship Management Choices

• The Key Building Blocks of Strategic Source Planning

• Aligning Business Relationships Appropriately

• A Methodology for Category Management Prioritisation

   Proactive Sourcing and Relationship Management

• Understanding the Principles of Relationship Optimisation

• Reactive Relationship Leverage using Negotiations and Auctions

• Proactive Supplier Development

• Proactive Supply Chain Management

• Understanding Product/Service and Process Optimisation

   Internal and External Change Management

• Sourcing Options as Investments

• Understanding Opportunity Cost and Risk Trade-Offs

• The Principles of Internal Power Mapping

• A Methodology for Analysing Internal and External Buy-In

• Internal and External Sourcing Opportunity Analysis

Booking Details

For more information on the Best Practice Sourcing and Relationship Management one-day masterclass, please click here.