Commercial Procurement Training Courses 2015

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1 Commercial Procurement Training Courses 2015 Delivered by MCIPS Qualified Procurement Specialists with Global Industry Experience The Chartered Institute of Procurement & Supply (CIPS) is the premier global organisation serving the procurement and supply chain profession. Dedicated to promoting best practice, CIPS provides a wide range of courses which enable people working in Procurement to gain globally recognised professional qualifications. As an approved CIPS provider, Aspire Procurement Training Ltd deliver a suite of commercial procurement courses which enable organisations to benefit from our specialist tutors with international procurement experience and enhance the skills of their Procurement functions both locally and globally. Our commercial courses are typically delivered incompany to groups of people who deal with suppliers, and who are members of cross-functional teams involved in procurement activity. The objective? To enable all of your staff who are involved in procuring products or services to add more value to the bottom line and improve the cost, quality & delivery performance of your supply chain. What Courses Do We Offer? Commercial Awareness for non-commercial People Effective Negotiation in Procurement Contract Management & Development Managing Supplier Relationships & Performance Sourcing in Procurement Improving Supply Chain Competitiveness Risk Management Courses can be tailored to the client s needs & can be 2 day, 1 day or a half day in duration and are designed to solve current business issues 1

2 Commercial Awareness for non-commercial People Course Outline Elements of a binding commercial agreement contract terms; express and implied terms; express terms relating to performance of contract; Performance and non performance of contract; vital and non vital contract terms; identifying non conformances; remedies for breach of contract; limitation of liability; termination of contract What is a Tender Bid response Tender approval Post-submission activities What is a Risk Risk ownership Evaluation techniques Probability & impact Compiling a Risk Register 2

3 Effective Negotiation in Procurement - Course Outline Negotiation, Planning & Preparation What is Negotiation What is your style preference What might influence your style Identify why sellers are keen to sell to us What are their reasons for selling Where do we stand How can we make ourselves more attractive Objective Setting Setting better objectives Hard and soft objectives The value of your variables Sellers Techniques Conditioning Examples of conditioning How to counter conditioning Controlling the meeting, key skills & observations Meetings, listening and questions Body Language Financial Tools Fixed and variable costs Breakeven analysis Pricing and total costs Direct & Indirect costs Standard costs Mark-up v Margin & TCA 7 Market Types Monopoly Oligopoly Duopoly Monopolistic Negotiation role plays make up 50% of this 2 day course 3

4 Contract Management & Development Course Outline Elements of a binding commercial agreement contract terms; express and implied terms; express terms relating to performance of contract; Performance and non performance of contract; vital and non vital contract terms; identifying non conformances; remedies for breach of contract; limitation of liability; termination of contract Contractual disputes; negotiated settlement; litigation; arbitration and adjudication; alternative dispute resolution (ADR) Assessing Contractual Risk Risks impacting on relationships; internal and external risks; legal and performance based risks; reputational and relationship risks; information risks; assessing contractual risks Contract Management The contract management process; planning and governance of contract management; responsibilities of the contract manager; contract administration; contract performance data 4

5 Managing Supplier Relationships & Performance Course Outline The nature of commercial relationships; internal and external relationships; the relationship spectrum; which type of relationship is best? The relationship lifecycle Planning the relationship portfolio Relationship management; risk assessment; supplier positioning; supplier preferencing The Competitive Environment The supply environment; STEEPLE analysis; competitive forces; sources of competitive advantage What is added value? Sources of added value; value adding relationship management; developing opportunities in supply chain relationships Supplier relationship management; selecting and managing new suppliers; motivating and managing supplier performance; assessing relationships; managing relationship development and improvement; managing relationship problems, decline & termination Supplier performance measures; appraising supplier performance; benchmarking supplier balanced scorecards; quality management and improvement; managing service levels; supplier development If you need to improve Negotiation Techniques, Contract Management or Supplier Performance then contact us now and we will design you a course to solve a current business issue 5

6 Courses Delivered by MCIPS Qualified Procurement Specialists with Global Industry Experience Aspire Procurement Training Ltd International Business Centre, Delta Crescent, Westbrook, Warrington WA5 7WQ Contact: Mark Parker Freephone: UK Study Centre Network Liverpool - Warrington - London - York - Hull - Leeds - Cumbria Training Partners with 6