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Purchasing Techniques, Negotiation and Cost Reduction

Purchasing Techniques, Negotiation and Cost Reduction

LOGISTICS, PURCHASING AND SUPPLY CHAIN


Purchasing Techniques, Negotiation and Cost Reduction

Outline:

In the world today it is not unusual for more than 50% of an organization’s revenue to be spent on goods and services; everything from raw materials to overnight mail. So, when the goal is to increase earnings by lowering costs, World-class organizations look closely at their purchasing strategies. Success in purchasing is dependent not only on an awareness of the potential opportunities, but more importantly, and the focus of this seminar, the knowledgeable implementation of the, methods, processes, and techniques that should be utilized in order to become a leader in obtaining real supply management savings.

Objectives:

By the end of the training program, each participant will be able to:

  • Learn to win in negotiations.
  • Taught by a consultant with years of actual experience in negotiations with suppliers and buyers as well as an expert in the implementation of cost reduction programs.
  • A Fast paced course with group and individual exercises to provide experience with the techniques presented.
  • Receive a cost reduction reporting procedure and a template for a purchased material/service strategic plan.

Contents:

Continuous Improvement in Cost and Productivity

  • The Need For Change
  • How Do Other Functions View Purchasing
  • A Purchasing Savings Model
  • Total Cost Of Ownership Models
  • Continuous Improvement Skill Sets
  • Cost Reduction Initiatives
  • Cost Savings Reporting Procedure
  • Data Mining
  • Establishing A Strategic Focus With The ABC Analysis
  • Modern Methods Of Analyzing The Spend

Cost Reduction Opportunities

  • User Group Brainstorming Sessions
  • Developing Company Purchase Price Index And Comparing To External Indexes
  • Understanding Of Supply Marketplace And How Suppliers Price
  • Benchmarking
  • Process Mapping To Eliminate Low Value Activities
  • Developing Purchasing Material/Services Strategic Plans
  • Resisting Price Increases
  • You Will Never Be Better Than Your Suppliers
  • Supplier Performance Measurement
  • Cost Saving Methods

Methods of Price Evaluation

  • Price Justification
  • Model For Selecting Analysis Methods
  • Methods Of Price Analysis
  • Competition
  • Historical Prices
  • How Much Profit Is Fair
  • Methods Of Cost Analysis
  • Breaking Down The Elements Of Cost
  • Developing “Should Cost” Successful Negotiations
  • Our Responsibilities As Agents
  • Negotiation Skill Sets
  • Steps In Negotiation Preparation
  • Methods Of Persuasion
  • What Does Win/Win Really Mean?
  • Determining The Issues
  • Defining Issues For Specific Contract Provisions
  • Payment Terms
  • Progress Payments
  • Warranties
  • Spare Parts
  • Rating & Valuing Issues
  • Standards Of Ethics In Purchasing And Contracting Conduct

Strengths and Weaknesses

  • Evaluating Your Position
  • Know Your BATNA
  • Analyzing The Other Side
  • Negotiation Objectives Diagram
  • Negotiations Planning Forms
  • Prepare The Negotiation Team
  • Tips For The Actual Negotiation
  • Participants will negotiate model cases and discuss the results to provide an opportunity for hands on experience.

Who should attend?

  • Contracts, Purchasing, and Procurement personnel,
  • Engineering, Operational, Project, and Maintenance personnel,
  • All others who are involved in the planning, evaluation, preparation and management of purchasing, tenders, and contracts that cover the acquisition of materials, equipment, and services, and who are in organisations whose leadership want high levels of competency in those involved in these activities.

 

Kuala Lumpur

# Price ($) From
d-m-Y
To Action
1 2,750 26-02-2018 02-03-2018 Enquire
Course Code:3249
2 2,750 23-04-2018 27-04-2018 Enquire
Course Code:3250
3 2,750 25-06-2018 29-06-2018 Enquire
Course Code:3251
4 2,750 27-08-2018 31-08-2018 Enquire
Course Code:3252
5 2,750 22-10-2018 26-10-2018 Enquire
Course Code:3253
6 2,750 24-12-2018 28-12-2018 Enquire
Course Code:3254

Istanbul

# Price ($) From
d-m-Y
To Action
1 3,250 14-01-2018 18-01-2018 Enquire
Course Code:3381
2 3,250 18-03-2018 22-03-2018 Enquire
Course Code:3382
3 3,250 20-05-2018 24-05-2018 Enquire
Course Code:3383
4 3,250 15-07-2018 19-07-2018 Enquire
Course Code:3384
5 3,250 16-09-2018 20-09-2018 Enquire
Course Code:3385
6 3,250 18-11-2018 22-11-2018 Enquire
Course Code:3386

London

# Price ($) From
d-m-Y
To Action
1 4,250 15-01-2018 19-01-2018 Enquire
Course Code:4696
2 4,250 19-03-2018 23-03-2018 Enquire
Course Code:4697
3 4,250 21-05-2018 25-05-2018 Enquire
Course Code:4698
4 4,250 16-07-2018 20-07-2018 Enquire
Course Code:4699
5 4,250 17-09-2018 21-09-2018 Enquire
Course Code:4700
6 4,250 19-11-2018 23-11-2018 Enquire
Course Code:4701