Advanced Procurement Skills

Performance Purchasing

• introduction to Purchasing and its contribution to the organization
• The Supply Chain and its influence
• Influence of the External Environment
• Purchasing Organisations
• The Procurement Cycle
• Purchasing Systems
• Critical Supply Strategies
• Category Segmentation Process

The Supplier Relationship

• Transforming the Supplier Relationship
• Specifications
• Working with End-users
• Supplier Evaluation Criteria
• Appropriate Supplier Methodologies
• Total Cost Approach
• Defining the Organization’s Mission In Building Supplier Relationship
• How to be A Good Customer
• Communication, Trust, and Credibility as Key Elements
• Shrinking the Supplier Base

Advanced Negotiation Skills

• Avoiding Confrontational Negotiating
• Developing Active Listening Skills
• Negotiating with an Angry Person
• Dealing with Back Door Selling
• Power Closes that are used on the Buyer
• Understanding the other Negotiator’s Power
• Negotiating Pressure Points
• Negotiating with Untrustworthy Counterpart
• Negotiation Tactics and Countermeasures

Leadership Skills for Procurement Personnel

• Communication techniques of verbal, non-verbal and written
• Methods of communication lead to more productive work and minimize stress
• Communication and interaction openness develops trust
• Identification of interpersonal interaction methods
• Recognizing response to and perceptions of change
• Analyzing and preparing for the human reaction to change

Advancing Procurement Contribution

• Attract And Retain Supply Management Talent
• Supplier Measurement
• Vendor Rating
• Steps In Developing Performance-Based Contracts
• Action Planning
• Business Continuity and Contingency Planning for Procurement
• What Is Activity-Based Costing?
• Price Cost and Value
• Ways that Advanced Procurement can Improve  the Organisation’s Finances
• Course Review and Evaluation