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Purchasing & Procurement Center/The Effective Procurement Executive Online Training
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The Effective Procurement Executive Online Training

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Contents

Read This First!

Do Not Binge

Module 1 - Traditional vs World Class Procurement

Leading Change in Procurement
Traditional Procurement Examples
World Class Procurement Examples

Module 2 - Procurement Essentials

Total Cost of Ownership TCO - Importance of Understanding Total Cost
Procurement Savings Effect on the Bottom Line
ABC/Spend Profile Analysis
Getters vs Strategic Buyers
Example of How to Do ABC Analysis
Six Cost Calculation Approaches

Module 3 - Introduction to Strategic Sourcing

Coming Soon ...
Process Overview - Sourcing (Upstream) & Operational Procurement (Downstream) Process
Intro to Sourcing Process 1 - Capturing the Need
Intro to Sourcing Process 2 - Market Analysis
Intro to Sourcing Process 3 - Portfolio Analysis - Kraljic Matrix
A Different Explanation of Kraljic Matrix as Targeting Model
Supplier Segmentation Tool/Template
Intro to Sourcing Process Step 4 - Supplier Relationship Analysis
Intro to Sourcing Process Step 5 - Risk Management
Intro to Sourcing Process 6 - Supplier Selection

Module 4: Effective Procurement Negotiations - Part 1: Universal Negotiations Concepts & Knowledge

3 Myths of Negotiations
Identifying ZOPA!
Introduction to Non-Pricing Issues & ABC Analysis
When Negotiations Start?
Positional vs Principled Negotiations
9 Principles/Methods of Persuasion
12 Common Negotiation Mistakes

Module 4: Effective Procurement Negotiations - Part 2: Practical & Hands On Negotiation Techniques & Strategies

6 Difficult Questions from Suppliers
How Much Discount to Ask?
Resisting Price Increases
What Issues to Negotiate Apart from Price?
Ranking and Types of Negotiation Issues
Out-Negotiating Your Suppliers Report

Module 4: Effective Procurement Negotiations - Part 3: The 7 Steps of the Negotiations Process

Step 1 - Stop Fighting Fires
Step 2 - Negotiate for Results
Step 3 - Understand the Supplier
Step 4 - Ground Rules
Step 5 - Pre-Negotiation Meeting
Step 6 & 7 - Negotiation Meeting & After
Step 6 Example - The Wrong Way to Conduct a Negotiation Meeting
Step 6 Example - The Right Way to Conduct a Negotiation Meeting
Step 6 Example - Body Language During a Negotiation Meeting
Download - Negotiations Planning Form

Module 5 - Cost Price Analysis

Understanding Suppliers Pricing Objectives
How is Price Different from Cost?
Price Justification & Analysis Methods
Intro to Cost calculation & Cost Estimation
Cost Analysis
Indirect Costs Effect on Supplier Price/Cost
Indirect Costs Example
Analyzing Supplier Costs Breakdown - 9 Typical Issues
7 Steps to Getting Suppliers to Provide Cost Breakdowns
1 Factor That Determines Supplier Profit Margin!
Managing Supplier Cost Uncertainty

Module 6 - RFPs/Tenders & Contracts. Part 1 - Pre-Award RFP/Tender Management

When RFP/Tender Process Starts?
Pre-RFP/Tender Process
RFP/Tender Process
Developing Specifications - Example
Challenging Specifications
Tender/Pre-Award Team Roles/Players
Contract Admin/Post-Award Roles/Players
International Tenders - Part 1
International Tenders - Part 2 - Which Laws?

Module 6 - RFPs/Tenders & Contracts. Part 2 - Post-Award/Contract Administration

Contract Objectives
Statement of Work (SOW)
3 Types of SOWs
Contract Monitoring Overview
Contract Monitoring with Effective "Status Reporting"
Evaluating Contract Price Changes
Penalty vs Liquidated Damages
Inspection & Acceptance Quick Overview
Rejecting Goods after Inspection
Economic Price Adjustment (EPA) Clauses - Using & Developing an EPA clause - Example of its use in a typical supply management situation