Advanced Procurement Specialist

Introduction:

This course aims to enhance the skills of Procurement Professionals and Senior Buyers within an organization. Participants will engage in practical exercises and simulations that focus on advanced negotiation techniques, procurement strategies, business continuity, and contingency planning.

The course will highlight the strategic role of procurement departments and provide concepts and strategies to boost efficiency and achieve cost savings across the supply chain. Additionally, it will address how organizations can minimize risks, cut costs, and resolve disputes by understanding, drafting, and negotiating contracts.

Objectives:

Upon completion of this Advanced Procurement Specialist course, participants will be able to:

• Classify the strategic objectives of the purchasing department.
• Conduct accurate supplier assessments.
• Formulate and implement effective supplier negotiation plans.
• Utilize Key Performance Indicators (KPIs) for evaluating department performance.
• Understand strategic procurement concepts.
• Identify key factors in supply chains from logistics and demand perspectives.
• Analyze critical procurement strategies.
• Familiarize themselves with activity-based costing.
• Cultivate effective supplier relationships.
• Obtain optimal market pricing.
• Explain how contracts manage risk.
• Recognize and avoid drafting pitfalls.
• Compare strategies for addressing performance failures.
• Negotiate deals, contracts, and disputes successfully.

Training Methodology:

• Cases
• Role Play
• Expert Talks
• Workshops
• Forums
• Simulations
• Presentations
• Peer Assessment
• Problem-Solving

Course Outline:

Unit 1: The Supplier Relationship

• Changing the Supplier Relationship
• Specifications
• Interacting with End-Users
• Criteria for Supplier Evaluation/Selection
• Supplier Management Methods
• Total Cost Approach
• Formulating Organizational Objectives
• Responsible Consumer Practices
• Communication, Trust, and Credibility
• Reducing the Number of Suppliers
• Strategic Supplier-Customer Relationships
  • Effective Implications on Lot Sizes/Order Quantities
  • Reducing Expenses
  • Pooling Resources and Innovations
  • Removing Barriers
  • Integrating Rather than Interfacing
  • Market Product and Positioning
  • Supply Chain Strategy
  • Supply Chain Modelling
  • Defeating the Competition
  • Outsourcing and Amalgamation Techniques
  • Demand Forecasting
  • Quick Response and Vendor Managed Inventory
  • Collaborative Business Planning and Forecasting
  • Lean Supply Chain Concepts

Unit 2: Executing and Deploying Tactical Procurement Decisions

• Supplier Engagement
• Functional Analysis of Value
• Assurance of Quality
• Supplier Selection and Evaluation
• Contract Management
• IT Systems and E-Procurement
• Policies and Procedures
• Procurement Department Structuring
• Operational Procurement Decisions
  • Trade Procedures
  • Quality Control
  • Unfulfilled Orders
  • Delay Resolution
  • Order Cost Reduction
• Internal Decision-Making Controls
  • Controlling Various Scenarios
  • Contract Management
• Procurement Activity Assessment
  • Cost Analysis
  • Total Cost of Ownership
  • Supplier Performance Evaluation
• Key Performance Indicators (KPIs)
  • Continuous Development
  • Procurement Performance Indicators
  • Suitable Performance Indicators
• Procurement Perspectives
  • Attracting and Retaining Talent
  • Supplier Measurement
  • Contract Development and Action Plans
  • Performance-Based Contracts
  • Value-Based Pricing

Unit 3: Pricing

• Pricing Cycles and Approaches
• Cost-Based and Market Penetration Pricing
• Value Propositions and Pricing Strategies
• Managing Demand Curves and Discounts
• Pricing Ladder and Bundling
• Risk Management Principles
  • Risk Management Basics
  • Stakeholder Analysis
  • Risk Tolerances and Attitudes
  • Price Management Plan
  • Scope, Cost, and Quality Management
• Risk Management Techniques
  • Success Factors
  • Risk Identification
  • Project Resource Risks
  • Risk Analysis Tools
• Qualitative and Quantitative Risk Analysis
• Risk Responses and Control
  • Alternative Risk Response Planning
  • Monitoring and Controlling Risks

Unit 4: Negotiation

• Avoiding Combative Negotiation
• Building Strong Listening Skills
• Negotiating with Angry Parties
• Handling Back Door Selling
• Power Closes for Buyers
• Understanding Negotiation Power
• Avoiding Negotiation Pressure Points
• Dealing with Untrustworthy Partners
• Negotiation Strategies and Countermeasures
• Evaluating and Negotiating with Suppliers
  • Power Dynamics
  • Negotiation Planning
  • Collaborative Supplier Relationships

Unit 5: Drafting Quality Manuals and Commercial Contracts

• Quality Definitions and Frameworks
  • Quality Management Systems (ISO9001, TQM)
  • Consequences of Poor Quality
  • Quality Awards and Recognition
• Crafting Business Contracts
  • Legal Aspects and Core Principles
  • Document Drafting and Editing
  • Avoiding Common Drafting Errors
  • Utilizing Uniform Contract Forms
• Main Contract Terms
  • Delivery, Supply, Performance, and Acceptance
  • Ownership and Risk
  • Contract Price and Payment Schedule
  • Retention and Security Rights
• Key Clauses
  • Act of God
  • Ownership of Innovations
  • Protection Indemnities and Insurance
  • Sureties, Guarantees, and Warranties
  • Termination Remedies
  • Liability Limitations
• Dispute Management
  • Legal Jurisdiction
  • Dispute Management Strategies
  • Litigation vs. Arbitration
  • Effectiveness of Measures