Training Course: Professional Procurement Management Skills

Introduction

Course Objectives of Procurement Management Skills

• Review critical supply strategies.
• Be provided with the concepts of activity-based costing.
• Learn the skills required for good supplier relationships.
• Study business continuity and contingency planning for procurement.
• Learn how to plan for successful negotiations.
• Evaluating the strengths and weaknesses of suppliers.

Procurement Management Skills Course Outlines

Day 1

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.

Day 2

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.

Day 3

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.

Day 4

Leadership Skills for Procurement Personnel

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

Day 5

Advancing Procurement Contribution

• Attract And Retain Supply Management Talent.
• Supplier Measurement.
• Vendor Rating.
• Steps In Developing Performance-Based Contracts.
• 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.