PROCUREMENT & CONTRACTS TRAINING CALENDAR

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1 2015 PROCUREMENT & CONTRACTS TRAINING CALENDAR KUALA LUMPUR, MALAYSIA TENDER MANAGEMENT March 2015 CONTRACT ADMINISTRATION FROM AWARD TO COMPLETION March 2015 STRATEGIC SOURCING 8 9 April 2015 MINI MBA FOR PROCUREMENT PROFESSIONALS 6-10 April 2015 SUPPLY CHAIN & PROCUREMENT MANAGEMENT SIMULATION April 2015 COST PRICE ANALYSIS IN PURCHASING 9-10 June 2015 LEADING & MANAGING IN PROCUREMENT June 2015 GLOBAL BEST PRACTICES IN PROCUREMENT August 2015 HOW TO NEGOTIATE LOWER PRICES & LOWER TCO WITH SUPPLIERS August 2015 The PANEL of PRACTITIONER & SEASONED SENIOR CONSULTANTS & INSTRUCTORS ROBI BENDORF True Guru of Purchasing Celcom Axiata MICHAEL GOZZO Who s Who in American Manufacturing DANIEL FEIMAN CMC Award The Top 1% Institute of Management Consultants

2 Why You Really Need to Attend? 1. NO OTHER TRAININGS OR WORKSHOPS COME CLOSE TO PURCHASING & PROCUREMENT CENTER S: I thought. This program [7 step strategic sourcing] is not going to help much. But I m absolutely thrilled with the training given. I have gained much that I least expected. Alba Procurement Services Sdn. Bhd - Malaysia This course is an eye opener. Most of the contents are mostly in place. This course has guide the appropriate steps towars world class procurement. Procurement Manager, Besi Apac Sdn. Bhd - Malaysia I am fully satisfied with knowledge and guidance provided. Relevant and world class. Head of Procurement and Inventory, Teras Technology Malaysia Outcome of the seminar course was more in beyond expectation. Procurement Manager, Petron Corporation Manila. 2. ONLY KNOWLEDGEABLE & PRACTICAL SENIOR CONSULTANTS & INSTRUCTORS WITH REAL LIFE EXPERIENCE 3. IT S WORTH YOUR MONEY At beginning I thought it is worth coming, but now after attending I am damn sure it is worth every penny. Head of Contracts, Oman Airports Management I could not give more praises to your course. Believe me I have attended 2 procurement courses, and it is nothing compared to yours. I would say it is money well spend for your course. Purchasing Manager, Sanyan Wood Industries, Malaysia 4. YOU & YOUR PEOPLE WILL COME BACK FOR MORE As Arnold Schwarzenegger said in the Terminator I ll Be Back. I will send my subordinate for next year. Head of Procurement Malaysia Marine Heavy Engineering - ATB see Mr.Robi in the next training. Procurement Executive, Boustead Penag Shipyard. The trainer [Robi Bendorf] has a lot of knowledge and experience in procurement and can relate with real life situation. Procurement Executive, Boustead Penang Shipyard Malaysia Rob Thompson is tremendously well informed and has provided a wealth of knowledge. I was wary before attending but I m beginning to see the big picture. Assistant Manager-Legal, Deleum Berhad Malaysia Ok.Wonderful, best Trainer for Procurement. 90% meet my expectation. Vice President, PT. Bank UOB Indonesia. Full of good info, very beneficial to me and the company. Robi is very knowledgeable and experience on the topic presented. Material Sourcing Analyst, CPOC (Carigali-PTTEPI Operating Company, Malaysia I would participate for other topics available. Contract Executive, GOM Resources Sdn. Bhd 5. IF ALL THE ABOVE WAS NOT ENOUGH!? We re so confident that you ll benefit and come back for more that we promise you this: If you find that you did not benefit from any of our courses after attending, just tell us and you ll get 100% your money back - No questions asked, No justifications required, No ifs and No buts. We do this because we know that at the end you ll say I ll Be Back Interaction with trainer and his presentation skills inside the course highly valuable and efficient. Content is rich and highly efficiently. GM Supply Chain, Siemens Saudi Arabia Michael was very accommodating, attended to all questions, very knowledgeable. Provided practical example. He also delivered in manner that would wake you up- keep you active. He shared limitless experience. Procurement Manager, Petron Corporation Manila 2

3 Tender Management March 2015, Kuala Lumpur - Malaysia Good endings usually require good beginnings. This is particularly true for procurement activities where best practices in tender/rfq management, the beginning of the contracting process, are essential for a successful project outcome and minimization of total cost. This program is designed to take the participant from the time the requirement is defined and a contract is desired thru the major steps of the tendering process that conclude with successful negotiations. The critical issues of the tendering process, risk mitigation thru contract types, contractor selection, and finally planning for successful negotiations all receive coverage in this valuable program that is certain to reduce costs and add to the organization s objective for improved performance in all activities. SEMINAR OBJECTIVES: Upon completion of this seminar, participants will know: The Tendering Process And The Major Steps That Should Be Followed Mitigation Of Risk By Selection Of Contract Type Best Practices for Qualifying Contractor Points on how to obtain price breakdowns from Suppliers The Criticality Of The Statement Of Work Issues related to acceptance of the deliverable Essential Elements of a Valid Contract Payment Types and important considerations for progress payments Major Points on Negotiations ORGANIZATIONAL OUTCOMES: The organization will benefit by: Reduced Cost Of Contracts For Materials & Services Reduced Risks In Contracting Higher Productivity Of Contracting Personnel Greater Strategic Focus Of Those Involved In Contracting PERSONAL OUTCOMES: Attendees will gain by participation in this program as a result of: Increased Skill Sets In The Tendering Process A Greater Sense Of Professionalism Knowledge Of World-Class Tendering Practices Greater Ability To Lead Successful Negotiations Increased Recognition By The Organization Due To Improved Performance Contracts Officers and Managers, Procurement/Purchasing Managers Engineering Project Managers, Construction Managers, Tenders Managers, Buyers, Contract Administrators, Project Coordinators, Maintenance Mangers and Systems Managers and all others in organizations whose leadership want world-class skills sets in those involved in tender and contract management activities. The program is a great way to develop those new to the function, prepare for a major project, or useful as a refresher for veterans. PROGRAM OUTLINE Segment 1--The Tendering Process Major Steps And Flow Of The Tendering Process Day 1 What Should Be Tendered The ABC Analysis Tender Management Team Elements Of A Good Procurement & Competitive Bidding Process Principals And Standards Of Ethical Supply Management Conduct Individual Exercise: Define the values for the A, B, and C categories Segment 1 presents an overview of the steps in the tendering process and discusses in detail the major elements of a good Bidding Process and ethical conduct. Segment 2--Defining the Scope & Total Cost Of Ownership Total Cost Of Ownership Work Breakdown Structure The All Critical Statement Of Work Types Of Statement Of Work Small Group Exercise: Develop a method of selecting a supplier based on TCO. Segment 2 introduces the point that all participants in the tendering process must clearly have knowledge of what they are buying and the marketplace if the outcome is to meet the organization s objectives. Segment 3--Types of Contracts & Risks Contract Types Mitigating Risk By Contract Type Firm Fixed Price Cost plus Fixed Fee Economic Price Adjustments Total Group Exercise: Options for dealing in a supply market with high cost volatility. Segment 3 develops the awareness that there are more than just lump sum contracts in the procurement tool box and that in many cases other types of contracts types will be to the benefit of the buyer. Segment 4: Structuring the Contract Commercial Terms & Conditions Example Of Contract Check Lists International Tenders Inspection and Acceptance Liquidated Damages Methods Of Payment Day 2 Progress Payments Small Group Exercise: Defining Acceptance Clause issues Segment 4 focuses of the importance of having tendering personnel carefully design the terms and conditions for the contract which must be part of the tender documents. Segment 5: Qualifying Suppliers & Price Evaluation Best Practices In Supplier Qualification Requesting Supplier s Cost Or Pricing Data Small Group Exercise: Discussion of what your organizations does to qualify potential bidders. Segment 5 involves the critical steps of supplier qualification and obtaining price breakdowns from bidders. Segment 6: Negotiation Planning and Strategies When Does The Negotiation Start Types of Negotiations Identifying Negotiation Issues And Objectives Important Tips for the actual Negotiation Group Exercise: Discuss best strategy for a specific case involving an attendee. In Segment 6 we acknowledge that the side that prepares the best usually wins the negotiation and therefore the focus should be on negotiation planning strategies. 3

4 Contract Administration From Award to Completion March 2015, Kuala Lumpur - Malaysia It is a well know fact that the best tendering and contract writing is of limited value if the contract is not carefully administered from award to completion. World-class organizations view the application of best practices in contract administration as being essential skill sets needed by all employees involved in the contract management process. The participant will be guided through the many steps of contract administration from the time the award is made through to the final acceptance, payment, and the contract close out so that the total objectives of entering into the contract are achieved. This program is designed to present contract administration as more than just a job or activity but as an important profession essential to the organization s ability to meet its goals. SEMINAR OBJECTIVES: Upon completion of this seminar, participants will know: How To Provide Better Outcomes From Contracts Important Elements Of Contract Administration Contract Monitoring Techniques How To Get Fair Treatment In Contract Changes Contract Termination Issues How To Prepare For Claims And Disputes Review Acceptance And Contract Close Out Issues The Inputs And Outputs In Contract Administration ORGANIZATIONAL OUTCOMES: The organization will benefit by: Better Outcomes From Contracts For All Outsourced Activities Greater Strategic Focus Of Those Involved In Contracting Administration Higher Productivity Of Contract Administration Personnel Reduced Total Cost Of Ownership Resulting From Better Contract Management Improved Contractor Performance PERSONAL OUTCOMES: Attendees will gain by participation in this program as a result of: Increased Skill Sets In Contract Administration A Greater Sense Of Professionalism Increased Confidence In Dealing With Contract Issues Greater Ability To Lead Contracts To Successful Conclusions Increased Recognition By The Organization Due To Improved Performance Contract Administrators, Project Coordinators, Contracts Officers and Managers, Engineering Project Managers, Construction Managers, Tenders Managers, Buyers, Procurement/Purchasing Managers, Project Managers, Maintenance Mangers and Systems Managers and all others in organizations whose leadership want world-class skills sets in those involved in contract management activities. The program is a great way to develop those new to the function, prepare for a major project, or useful as a refresher for veterans. The course has given me a different prespective of contracts management/administration and made me think out of box. Manager - Contracts Administration, Contraves Advanced Devices Sdn. Bhd. Malaysia PROGRAM OUTLINE Segment 1: Effective Contract Administration Objectives Of Contract Administration Day 1 The Most Critical Elements Skill Sets Typical Inputs To Contract Administration Small Group Exercise: What are the areas in which a contract administrator should have knowledge? Segment 1 sets the stage for the program and emphasizes that with the everincreasing quantity of outsourcing by organizations, Contract Administration is emerging as a critical competency for professionals and managers in most functional activities. Segment 2: Analysis of the Contract Starting The Contract File Understanding the Statement of Work and Establishing Major Deliverables Post Award Conference Small Group Exercise: Discuss an example of a clause that caused a dispute with a value of over 2 Million Dollars. Segment 2 focuses on the issues of understanding what the contract covers and the challenges that will be faced in its proper administration. Segment 3: Typical Outputs of Contract Administration Forecasting Performance Monitoring Progress Risk Analysis, Responses To Risk & Contract Types Group Discussion: The group will present examples of newly defined risk after the contract was awarded and discuss the potential responses to that risk. Segment 3 reviews the typical outputs of good contract administration and establishes additional responsibilities for those having contract management responsibilities. Segment 4: Maintaining Schedules & Dealing with Changes Expediting Techniques & Contract Changes Example Changes Clause & Requesting Cost Breakdowns Day 2 Types of Cost that Make up Price Evaluating Price Changes Individual Exercise: Determine the fairness of a price change for additional services quoted by a supplier. Segment 4 presents solutions to two of the major issues in contract administration which are on time delivery and controlling the impact of changes. Segment 5: Issues In Contract Performance Force Majeure Liquidated Damages Clause Types Of Contract Termination Breach Of Contract Group Discussion: The group will discuss actual experiences in contract termination when the cause was not the fault of the seller but for the convenience of the buyer. Segment 5 explores the reality that contracts to do always end in the way that the parties contemplated in the beginning. Segment 6: Acceptance and Close Out Final Acceptance, Claims And Disputes & Close Out Procedures Post Contract Review Meeting Small Group Exercise: What should be covered in the inspection and acceptance sections of the contract? Segment 6 will discuss many aspects of the final phases of the contract to insure that the reasons for entering into the contract were in fact accomplished. 4

5 Strategic Sourcing 8 9 April 2015, Kuala Lumpur - Malaysia The development and implementation of carefully crafted strategies for the acquisition of all goods, equipment, materials, and services has become a critical issue in all organizations wishing to reduce operating cost while improving quality and productivity. This program explores 7 key areas considered critical to the future success of Procurement Organizations and moves today s supply management activities from its typical tactical focus to the strategic focus needed to successfully implement the processes and methods needed to reach world-class performance now and maintain it in the future. PROGRAM PAYBACK 7 Areas Critical To Future Procurement Success 4 Stages To World Class Supply Management Many Increased Skill Sets In Supply Management Category Models And Their Strategies 3 Categories For Organizing The Spend Profile Steps In Improving Internal And External Collaboration How To Develop A Purchasing Coding System How To Get More Time To Work On Strategic Issues The Important Sections To Include In A Strategic Sourcing Plan TRAINING METHODOLOGY Participants will increase competencies through a variety of instructional methods including lecture by an experienced practitioner and consultant, individual and team cases, and group discussions covering the many topics presented in the program. Managers and Professionals in Purchasing, Procurement, and Supply Management Materials, Contracts, Projects, Maintenance, Operations, and Financial Managers and, All other Managers and Professionals focused on strategic sourcing. Step 1: Developing Category Strategies Step 1 reviews the elements essential to becoming more strategic and adding real value to the organization. 4 Stages To World Class Supply Management 7 Areas Critical to Future Procurement Success Change And Becoming More Strategic Developing The Spend Profile & Creating Time To Be Strategic Material/Services Purchasing Code Development Segmentation/Category Management Models Step 2: Developing and Managing Suppliers Step 2 recognizes that an organization can perform no better than its suppliers. Bidder Qualification And Selection Objectives of Supplier Performance Measurement Supplier Performance Measurement Key Points Reducing the Supplier Base Step 3: Designing and Operating Multiple Supply Networks Step 3 focuses on the understanding that the best way to increase profit is reducing the Total Cost of Ownership for every member of the entire supply chain. Supply Management and Supply Chain Management Supply Chain Mapping & Reducing Waste in the Supply Chain Trends Leading to Greater Supply Chain Risk Supplier Risk Management Total Cost of Ownership Step 4: Leveraging Technology Enablers Step 4 recognizes that world-class organizations no longer talk about whether or not they should improve their processes, but how fast can they improve them. Reengineering The Processes SRM and Integration Supply Chain Integration Framework E-tool Advantages & Exception Management Day 2 Step 5: Collaborating Internally and Externally Step 5 identifies many best practices that contribute to improving both buyer and supplier performance. Supplier Relationship Management Maturity Model Being an A Customer Transforming the Supplier Relationship Developing Trust & Increased Supplier Involvement Step 6: Attracting and Retaining Supply Management Talent Step 6 focuses on the fact that Supply Management skill sets are a predictor of the supplier s responsiveness to the buying organization s requirements and are positively related to a firm s financial performance. Supply Management Competencies Key to Success in Supply Management Departments New Job Descriptions For Purchasing Training Programs Categories for Personal Development & Competency Profiling Step 7: Managing and enabling the Future Supply Management Organization Step 7 brings to conclusion many of the important issues covered in previous steps and adds some practical implementation approaches to show Procurements contributions to the organization Purchasing Impact On The Bottom Line Supply Management Mission and Vision Centralization vs Decentralization How does Executive Management Measure Procurement Performance Savings Reporting Procedure Strategic Sourcing Plans 5

6 Cost Price Analysis in Purchasing 9-10 June 2015, Kuala Lumpur - Malaysia Managing and reducing cost continues to be one of the primary focal points of business today. In many organizations, more than half of the total revenue is spent on goods and services - everything from raw material to overnight mail. Maintaining a competitive position and even survival will depend on the organizations ability to use all of the continuous improvement strategies which have been developed to reduce cost across the entire supply chain for the life of the product or service. Fundamental to developing and implementing these strategies is knowledge of Cost/Price Analysis, Supplier Pricing Models, Economic Price Adjustments, and Total Cost of Ownership concepts, which are fully explained with hands on exercises in this program. PROGRAM PAYBACK Upon completion of this seminar, participants will benefit by learning: The Importance Of Price/Cost Analysis In Continuous Improvement Programs The Difference Between Price And Cost Analysis Criteria For Selecting The Analysis Type Methods Of Price Analysis Supplier Pricing Models How to Deal with Volatile Markets using Economic Price Adjustment Clauses Methods Of Cost Analysis Development Of "Should Cost" Types Of TCOModels TRAINING METHODOLOGY This seminar will combine a variety of instructional methods including lecture by an experienced practitioner and consultant, exercises, and group discussions covering current practices and their relationship to the implementation of new concepts. General Managers, Directors, Managers and Professionals in Purchasing, Procurement, Materials, Supply Chain, Materials, Contracts, Finance. Those involved in operations, engineering, maintenance, quality, projects, and other company activities that expose them to suppliers and buying activities for production, maintenance, equipment, MRO, services, and other outside purchased requirements. PROGRAM OUTLINE Session 1 Purchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous improvement results to all aspects of the organization. Day 1 Developing The Spend Profile How ToPerform The ABC Analysis Examples Of Using Pivot Tables In Excel Session 2 World class purchasing operations understand how their suppliers develop their prices and are able to justify the price they are paying by formally documenting why they consider a price or price increase to be fair and reasonable. Supplier Pricing Models Difference Between Cost And Price Analysis Selection Tool I learnt many new techniques on how to analyze the price/cost given to us by suppliers Purchasing Sr. Executive, Genting Sanyen Power Sdn. Bhd. Session 3 Price analysis is the most common form of price justification and performed properly can generally give the organization confidence that a reasonable price was obtained. Methods Of Price Analysis Competitive Bidding Historical Analysis Using Market Indexes Cost Estimating Relationship Session 4 This session will focus on typical methods of cost analysis and look at the elements of cost that make up the price. Methods Of Cost Analysis Major Elements Of Cost What Should Determine The Supplier s Profit What And How Important Are Supplier Overheads Requesting And Evaluating Supplier Cost Info Steps To Try If Supplier Will Not Provide Cost Breakdown Developing Should Costs Day 2 Session 5 To avoid financial risk in long term price agreements suppliers usually build in contingencies based on the supplier s worst nightmare of what might happen to their cost of the volatile cost drivers. Step by Step of Applying Economic Price Adjustment Clauses Very practical training course that provides more insights on carrying out an effective procurement price/cost analysis. Procurement Project Specialist, Xyratex (M) Sdn. Bhd. 6

7 Leading & Managing in Procurement June 2015, Kuala Lumpur - Malaysia PROGRAM OUTLINE Supply management is becoming more challenging every day with most organizations demanding and expecting purchasing and procurement personnel to provide leadership abilities and management skills directed at bringing their performance to World-Class status. World-Class Procurement Operations bring significant annual total cost improvement, significant strategic value added, and strong recognition to the function and those in it. Yet according to many studies, most organizations must significantly improve their supply management operations in order to provide the continuous improvements needed to win and earn profits in today s very competitive market place. This fast paced seminar is designed to explore areas of leading and managing the procurement organization toward procurement best practices so that participants can successfully implement the strategies necessary to make purchasing a recognized core competency of their organization. PROGRAM PAYBACK Understand The Essentials for Leadership Success Difference between Managing and Leading Setting the Direction for World-Class Supply Management How Minding the Gap Results in a Strategic Plan? Best Practices Categories in Strategically Focused Sourcing Operations Professional Standards of Ethics Key Performance Measurements How ToDevelop A Strategic Sourcing Plan? TRAINING METHODOLOGY Participants will increase competencies through a variety of instructional methods including lecture by an experienced practitioner and consultant, individual and team cases, and group discussions covering the many topics presented in the seminar. General Managers, Directors, Managers and Professionals in Purchasing, Procurement, Materials, Supply Chain. All other Managers and Professionals interested in lowering total cost and increasing productivity and profit contributions from better procurement operations. Leading and Managing Skilled leaders and managers are essential if procurement is to bring to the organization the vast benefits of World-class supply management. Management and Leadership--What is the difference? What helps or Interferes with becoming a True Leader Day 1 Developing Leadership Competencies Setting the Direction for World Class Purchasing It is critical to establish the importance of the function and the need for it to emerge as a core competency of the organization. Winning And Procurement As A Core Competency Leadership is About Results Getting To World Class Leading Change to Become More Strategic Showing Purchasing s Impact On The Bottom Line The Procurement Mission & Vision Statement Determining and Managing the Gap Developing the Procurement Organization s Strategic Plan Its provide more insight on how to be better leader. At the same times, tools & mindset. Assistant Purchasing Manager, DSG (M) Sdn. Bhd. Malaysia Purchasing Skill Sets Good managers know that Purchasing Departments cannot perform better than their people and that world class performance in procurement activities requires highly trained competent professionals with high ethical standards. Purchasing Personnel Required Skill Sets Job Descriptions Skill Set Assessment Training Programs Purchasing Ethics Day 2 Strategic Sourcing Purchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous improvement to the bottom line of the organization. Time Spent On Various Tasks Developing Spend Profiles ABC Analysis Risk Analysis Strategic Sourcing Plans I gained a great deal of understanding that is practical and not simply from books. I would be very interested in any of Robi s Programmes. Sub Contracts Manager, Leighton Offshore, Malaysia Ok.Wonderful, best Trainer for Procurement. 90% meet my expectation Vice President, PT. Bank UOB Indonesia. Relations with Other Functions Integrating with other functions and providing the organization with clear high value added activities is essential for supply management to reach its strategic potential. How Do Other Functions View Purchasing Developing And Maintaining A Customer Focus Internal Customer Survey How Does Senior Management Measure Purchasing Purchasing Accountability Measuring Purchasing Performance With Key Performance Indicators Process Improvement World-class organization are not asking if they need to improve their process but only how fast can they improve them. Supplier Relationship Management (SRM) Process Mapping To Eliminate Low Value Activities Reengineering Processes Total Cost of Ownership 7

8 Global Best Practices in Procurement August 2015, Kuala Lumpur - Malaysia Most Procurement Operations have the objective of becoming or maintaining World-Class status. World-Class Purchasing operations target significant annual cost improvement, bringing significant strategic value to their organizations and strong recognition to the function and those in it. Yet according to many studies most organizations must significantly improve their supply management operations in order to provide the continuous improvements needed to win and earn profits in today s very competitive market place. This program is designed to explore the practices generally viewed as leading to World-Class performance in purchasing so that participants can determine where they are now and begin immediate implementation of the steps needed to create maximum total value for their organization. This program combined with Procurement Gap Analysis II present excellent skill sets for dramatic improvement in Supply Management. PROGRAM PAYBACK Discuss the importance of performing purchasing gap analysis. Review best practices in key areas of organization and performance measurements,. Explore methods of evaluating prices Discuss how to use purchase price indexes Learn best practices in supplier relations, planning and specifying, procurement process, and supplier performance Be able to develop a purchasing strategic plan Reduce total cost of ownership for purchased materials, equipment, and services Improved productivity of the entire organization by better on time delivery of high quality goods and services Robi is an excellent trainer. After attending course, I feel excited and can t wait to go to office and start work. Contract Management, Petronas Lubricants International Sdn. Bhd.. TRAINING METHODOLOGY This seminar will combine a variety of instructional methods including lecture by an experienced practitioner and consultant, exercises, and group discussions covering current practices and their relationship to the implementation of new concepts. Purchasing, Procurement, and Supply Chain Managers and professionals, Materials, Contracts, Projects, Maintenance, Operations, and Financial Managers and, All other Managers and Professionals interested in lowering total cost and increasing productivity and profit contributions from better purchasing operations. Lot of ideas and new knowledge gain throughout the course. Robi is a well experience trainer who shares knowledge with participants. Senior Manager, Pharmaniaga Logistics Sdn. Bhd. PROGRAM OUTLINE Session 1: Setting the Direction for World Class Purchasing Session 1 establishes the importance of the function and the need for it to emerge as a core competency of the organization. Procurement as a core competency Change and becoming more strategic Day 1 Purchasing impact on the bottom line Determining the Gap Developing the Strategic Plan for the Procurement Activity Defining the Procurement Mission & Vision Relations with other functions Group Exercise: Establishing the Procurement Mission. Session 2: Purchasing Skill Sets Session 2 is focused of the realization that functions cannot perform better than their people and that world class performance in procurement activities requires highly trained competent professionals with high ethical standards. Purchasing personnel required skill sets Skill Set assessment process, Training programs & Professionalism Standards Of Ethics In Purchasing And Contracting Conduct Group Exercise: The group will discuss a case related to an ethics issue and formulate a recommendation. Session 3: Measuring our Performance Session 3 is in recognition of the often quoted fact that it is difficult to improve what is not measured. Measuring purchasing performance How does Senior Management measure Purchasing & Benchmarks Using published Commodity Price Indexes Developing a Purchase Price Index Individual Exercise: Develop a company Purchased Price Index. Day 2 Session 4: Strategic Sourcing Session 4 identifies that purchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous improvement to the bottom line of the organization. Commodity Coding Developing Spend Profiles & ABC analysis Using Excel in Spend Analysis & Time Spent on Various Tasks Strategic Planning for Repetitive Purchases Group Discussion: How to better structure your time so that you grow from just being a Getter to a true procurement expert. Session 5: Advancing Supplier Relationships Session 6 explores the best practices in supplier selection, performance measurement, and developing and maintaining good supplier relationships. Supplier categories & Strategic alliances Early Supplier Involvement Supplier performance measurement Supplier qualification and supplier recognition Group Discussion: We will discuss the various ways the attendees currently measure supplier performance. Session 6: Best practices in Procurement Process Session 6 looks at many of the steps in the procurement process and identifies the practices that generally lead to world class performance. Tendering & Contract Administration Degree of automation eprocurement & Price Justification Supplier reduction programs & Inventory reduction programs Total Cost of Ownership Group Discussion: Where to go from here? how to make it happen. 8

9 How to Negotiate Lower Prices & Lower TCO With Suppliers August 2015, Kuala Lumpur - Malaysia The price is the most common issue negotiated between buyer and seller. But according to salespeople, buyers generally do little more than just say the seller s price is too high and must be reduced - a strategy sellers are very prepared to deal with. Buyers must level up their negotiation skills by being able to sell the supplier on why the seller s price is too high. This is the strategy used by procurement personnel with advanced skills to bring significant savings to their organization. This seminar is designed to provide advanced techniques and tools to create expert negotiators who bring high confidence and abilities to price negotiations with suppliers and contractors for goods, equipment, and services. BENEFITS OF ATTENDING Upon completion of this seminar, participants will benefit by learning: The criticality of preparation and planning in successful price negotiations Advanced negotiation skills sets Methods in preparing to negotiate price About cost drivers and market changes that can reduce price Total Cost of Ownership Concepts Combining Price Negotiations with other important issues How to work with Cost Estimating Relationships? The elements of cost that make up the price Defining The Negotiation Objectives Establishing initial positions Thru the negotiation of actual sample cases TRAINING METHODOLOGY Participants will gain from a combination of instructional methods including lecture by an experienced practitioner and consultant, exercises, negotiation of model cases, and group discussions covering current practices and their relationship to the implementation of concepts and techniques discussed. General Managers Directors, Vice Price Presidents, Managers and professionals involved in: projects, contracts, purchasing, contract administration operations, maintenance, engineering, quality, and other company activities that expose them or their staff s to negotiations with contractors and suppliers and who want to improve their competency in this critical area of performance. PROGRAM OUTLINE Session 1 First Things First Negotiations Starting Points Why are we here? Advanced negotiation skill sets Just asking for a better price What to negotiate? The ABC analysis - Are we an A, B, or C customer? Session 2 Issues to Consider Before Negotiating Prices with Suppliers When does the negotiation start? The most important thing to remember in negotiations The History of past negotiations Understanding the suppliers cost structure Session 3 - Using Cost Drivers, Indexes & Cost Estimation in Negotiation Determining the major cost drivers Understanding market indexes Day 2 Developing cost estimating relationships Session 4 Three Advanced Methods in Negotiating Prices with Suppliers Developing the should cost to use in the negotiation. Steps in Resisting price increases Defining other issues that can be used to negotiate price Session 5 Negotiations Planning & Strategies Determining initial positions Negotiation objectives diagram Negotiations planning forms Final preparation Determine strategies Session 6 Negotiation Power Closes, Tactics, Review & Analysis Power Closes that are used on the Buyer Negotiation Tactics and Countermeasure Post review and analysis Session 7 - Exercises Participants will be assigned a buyer or seller side in exercises. Day 1 Here s what others say about Robi Bendorf: Full of good info, very beneficial to me and the company. Robi is very knowledgeable and experienced Material Sourcing Analyst, CPOC (Carigali-PTTEPI Operating Company), Malaysia Lot of ideas and new knowledge gained. Robi is a well experience trainer who shares knowledge with participants. Senior Manager, Pharmaniaga Logistics Sdn. Bhd. Malaysia I am fully satisfied with knowledge and guidance provided. Relevant and world class. Head of Procurement and Inventory, Teras Technology, Malaysia I m absolutely thrilled with the training given. I have gained much than I least expected. Senior Manager, Alba Procurement Services Sdn. Bhd.Malaysia Very good trainer. I was surprise to see how much knowledge gained in 2 days comparing to courses that I have attended in procurement related. General Manager- Procurement, Celcom Axiata Group, Malaysia 9

10 Senior Consultants Profile Robi Bendorf ( True Guru of Purchasing Celcom Axiata ) Robi Bendorf (CPSM, MCIPS, C.P.M., M.ED) has over 35 years of purchasing and sales experience, involving domestic and international activities, for a broad range of manufacturing and service businesses. He has extensive experience in consulting & training in purchasing, contracts, reengineering the supply management process, the management of procurement functions, global sourcing of materials and components, reducing cost of purchased materials and services, and negotiation of complex transactions and contracts. He has held purchasing and contracts management positions in high volume manufacturing, subcontract, job shop, and service operations, involving gas turbine manufacturing, power generation, nuclear and fossil power plants, electrical distribution and control, air conditioning equipment and global sourcing services. Prior to becoming a full-time consultant in 1994, he served as Manager of Customer and Supplier Development for the Westinghouse Trading Company. He has given presentations on numerous purchasing and contract management topics to the Institute for Supply Management (ISM/NAPM), major universities, and numerous in-house seminars for industrial & services clients in the US and over 170 public seminars internationally. He was selected to present seminars at the last 17 Institute for Supply Management International Conferences and is the contributor of numerous articles published in Purchasing Today and Inside Supply Management. Robi was selected as ISM s National Person of the Year in both Global Resources and in Education/Learning. Some of this numerous clients include: Clients include Ethicon Endo Surgery (Division of J&J), Knoll Furniture, Florida State University, Duquesne University, American Air Filter, Tippins Steel, Dormont Manufacturing, Medrad Medical, Westinghouse Electric Corporation, The Elliot Company, IDEX, Blue Cross Blue Shield of Minnesota, SAE International, Bettis Atomic Power, Industrial Scientific, C-COR Electronics, Allegheny Teledyne, Duquesne Power & Light, Ferno-Washington, Johnson & Johnson Medical, Human-I-Tees, Sony, American Video Glass, Stanley Furniture, Mannesmann Rexroth, Atlantic Packaging Company, First Energy Corp., Corning, The Walt Disney Company, Total Safety Inc, Calgon Carbon, Argo-Tech, Piper Aircraft, Vistakon (Div of J&J), NCS Pearson, Ohio Wholesale Company, Schering-Plough, Curtiss-Wright Electro Mechanical Corp., DePuy Orthopaedics, Alcon Labs, Graco, Cordis (Div of J&J), Chevron Texaco, the Institute for Supply Management, U.S. Fuel Division of Westinghouse Electric Company, the Russell Corporation, JC Penney Company, Centocor (Div. of J & J), GKN Aerospace, IDL Merchandising Solutions, Creative Technology, Allegheny Energy, Bre Properties the American Society of Materials, Animal Rescue League, Petronas, International Paper, A T&T, Gulfstream, US Postal Service, Hewitt, Sunoco, Exxon Mobile, TJ Maxx, Apple Computer, Mosebach Mfg, Lexmark (China), Proton, Busch Mfg. Robi is a lifetime C.P.M., and has received ISM s new certification, the CPSM, and also holds the MCIPS Certification as awarded by CIPS. He has an undergraduate degree from the University of Texas, and a Masters Degree from Penn State University His energetic and enthusiastic style, combined with extensive functional experience, makes him an excellent consultant, trainer, and facilitator of change. Michael W. Gozzo ( Who s Who in American Manufacturing ) Michael W. Gozzo has over 30 years experience in Supply Chain, Demand Flow Technology, Just-In-Time, Total Quality Control, Inventory Control and Production/Operations Management. His experience as a practitioner concluded after completing seven years as Director of Operations at a division of Allied-Signal. He subsequently became a consultant and guided manufacturers and computer OEM s (Apple) in the planning and interface with their suppliers. He has traveled and worked extensively in Canada, England, Hong Kong, Ireland, Scotland, Germany, Japan, Korea, Mexico, Indonesia, etc. Mr. Gozzo has been selected to Who's Who in American Manufacturing and is one of the best in his field as can be seen from his Certifications, Memberships, Publications, Clients and Certifications & Memberships Certified in Production and Inventory Management (CPIM) & Certified Supply Chain Professional (CSCP) by the Association for Operations Management (APICS), Member of the American Society for Quality (ASQ), Member of the Institute for Supply Management (ISM formerly NAPM), Member of Society for Manufacturing Engineers (SME), Member of International Service Quality Association (ISQA). Books Published Mr. Gozzo is a successful and established author of many books. He is the co-author of "Made In America - The Total Business Concept", "Just-In-Time Purchasing", "Supplier Certification", "Behind Bars: Bar Coding Principles and Applications", and his latest "People Empowerment - Success Through 10

11 Rob Thompson BA, MCIPS Senior Consultants Profile Rob is an outstanding procurement & contracts professionals with 30 years international experience in strategic & operational procurement and contracts. He has a natural passion for training procurement & contracts people seen in the facts that he has delivered over 1,000 specialist training programs with CIPS and over 400other training programs with other organisations worldwide. His specialist areas include purchasing and contract management, the development and implementation of major business strategic initiatives, negotiation, contract law and market and supplier development across a broad spectrum of business organisations and commodity areas including oil & gas, facilities management, construction, financial services, manufacturing, food processing and IT. He s an expert at developing and organising the interface with internal and external suppliers, customers, and sub-contractors. Rob has the ability to merge theory with practice and make lively and interactive sessions. Rob has a unique style of training, he has the ability to combine theory with practical application to create workable solutions for the organisation. Sarah Sediqa Strategic Business Development LKPP Indonesia Rob is very much a procurement practitioner where he has many achievements on cost savings, contract utilisation, supplier base reduction and commodity negotiations & development. As a Regional Director of Purchasing Rob achieved: Over $15 Million in Savings; 15% reduction in supplier base; Increased contract utilisation by 15%; and Increased purchasing efficiency by 18%. As a Regional Purchasing Manager earlier in his career Rob achieved a 5% savings when developing and negotiating contracts for 5 new commodity areas. Daniel Feiman TRAINING SCHEDULE 08:30am Registration & Morning Coffee 09:00am Training Starts 10:45am Morning Coffee Break 11:00am Training Resumes 01:00pm Lunch 02:00pm Training Resumes 03:40pm Afternoon Coffee Break 04:00pm Question & Answer 05:00pm End of Training ( CMC Award The Top 1% Institute of Management Consultants) Daniel Feiman, MBA, CMC & Visiting Professor consults in three areas: Strategy: Planning & Implementation; Finance: Modeling &Analysis; Process: Continuous Process Improvement & Certified Supplier Programs. He is a regular facilitator for both APICS and ISM for programs on Finance for the Supply Management Professional, Optimizing Your Supply Chain & Developing a Certified Supplier Program. All of these programs are strategically designed for procurement professionals. Mr. Feiman is an internationally recognized leader working with firms such as ADNOC (United Arab Emirates), American Management Association (AMA); The Association for Operations Management (APICS); Apple, ARAMCO (Saudi Arabia), California Institute of International Business & Economics, Credit Suisse, Hilton Hotels, Institute for Supply Management (ISM), Mattel, PEMEX (México), PDO, (Oman), Promigas (Colombia) Reliance (India), TRW, UEM (Malaysia) & the University of Manchester (UK) among others. He is adjunct faculty at the University of California, Los Angeles (UCLA) Extension Department (since 1990) and The Visiting Professor in the University of Huddersfield s (UK) Business School. Mr. Feiman has over 18 years experience in all facets of both the traditional & nontraditional banking industry. He has been interviewed on various television and radio shows. He has been awarded the CMC designation by Institute of Management Consultants which is awarded to less than 1% of management consultants. Daniel was incredibly knowledgeable & presented the information with enthusiasm. He made a potentially dry subject interesting & relevant Daniel s expertise includes extensive real-world experience coupled with a strong academic background. This combination makes him superb for teaching courses in the financial management domain. His breadth of knowledge and competency in Finance is superb. We enjoyed a terrific seminar. Karim Cherif, UCLA Extension, Associate Dean Daniel was incredibly knowledgeable & presented the information with enthusiasm. He made a potentially dry subject interesting & relevant 11

12 Partial List of Testimonials from our Clients I felt great. I learned in-depth exposure to negotiation. Different from what i read from books. Purchasing Manager, Sanyan Wood Sdn. Bhd. Very interesting clear, thought provoking and comprehensive coverage. Assistant Manager-Legal, Deleum Berhad. Interaction with trainer and his presentation skills inside the course highly valuable and efficient. Content is rich and highly efficiently. GM Supply Chain, Siemens Limited. very effective. Outcome of the course was more in beyond expectation. Provided practical example. He also delivered in manner that would wake you up- keep you active. He shared limitless experience. Procurement Manager, Petron Corporation Manila. Robi is an excellent trainer. After attending course, I feel excited and can t wait to go to office and start work. Contract Management, Petronas Lubricants International Sdn. Bhd. I am fully satisfied with knowledge and guidance provided. Relevant and world class. Head of Procurement and Inventory, Teras Technology. This training has opened up new perspective on looking at procurement from a strategic point of view to benefit an organization bottom line directly. Siemens Malaysia Sdn. Bhd. superb! I got many ideas to enhance our contact management practice. Procurement Executive, Institut Jantung Negara. I gained a great deal of understanding that is practical and not simply from books. I would be very interested in any of Robi s Programmes. Sub Contracts Manager, Leighton Offshore. The course has given me a different perspective of contracts management/administration and made me think out of box. Manager - Contracts Administration, Contraves Advanced Devices Sdn. Bhd. Mike has excellent knowledge about the subject, we enjoyed the course. Purchase Supervisor, National Marine. I find the course very interesting and changed my mindset not only about my job scope but procurement as a career. Now, I m looking forward to a productive and more creative job as buyer. Procurement Associate, Petron Fuel Intl. Sdn. Bhd. Lot of ideas and new knowledge gain throughout the course. Robi is a well experience trainer who shares knowledge with participants. Senior Manager, Pharmaniaga Logistics Sdn. Bhd. The knowledge I got is remarkable, the tools and techniques were also new for me. Director, IT Planning & Business Management, Etisalat UAE. Mr.Gozzo has great knowledge and experience. Manager, Products & Services, Etisalat Very practical training course that provides more insights on carrying out an effective procurement price / cost analysis. Procurement Project Specialist, Xyratex (M) Sdn. Bhd. 12

13 REGISTRATION FORM REGISTRATION FORM REGISTRATION FORM DELEGATE DETAILS Name :... Job Title :... Mobile : Name :... Job Title :... Mobile : Name :... Job Title :... Mobile : COMPANY INFORMATION Name :... Telephone :... Fax :... Address :.... AUTHORIZATION (This form is invalid without signature) Name :... Job Title :... Signature :... Date :... CONTACT PERSON Name :... Job Title :... Telephone :... Fax : Important: Please copy this page for multiple bookings. I N V E S T M E N T FOR ATTENDING: Tick/Check your preferred PACKAGE: P A Y M E N T D E T A I L S All our courses are HRDF claimable under SBL Scheme - Category C (Kavaq Business Intelligence M Sdn Bhd) which is subject to the terms & conditions of HRDF Please complete this form immediately and TO: or Fax to: Select the Training to attend (please tick / check) F E E S Tender Management March 2015, KL, Malaysia Contract Administration March 2015, KL, Malaysia Strategic Sourcing 8 9 April 2015, KL, Malaysia Cost Price Analysis in Purchasing 9-10 June 2015, KL, Malaysia Leading & Managing in Procurement June 2015, KL, Malaysia Global Best Practices in Procurement August 2015, KL, Malaysia How to Negotiate Lower Prices & Lower TCO With Suppliers August 2015, KL, Malaysia TOTAL FEE Single Pack 1 Participant for 1 program RM 6,595 / USD 2,195 Silver Pack 2 Participants for 1 program RM 12,995 / USD 4,295 Gold Pack Send 5 Participants the 6 th is FREE (1 FOC) RM 32,975 / USD 10,975 Platinum Pack Send 10 Participants the 11 th, 12 th & 13 th FREE (3 FOC) RM 65,950 / USD 21,950 PAYMENT POLICY: Payment is required within 5 days upon receipt of the invoice. BANK TRANSFER Bank Name: STANDARD CHARTERED BANK MALAYSIA BERHAD Bank Address: Standard Chartered Bank, No. 36 Jalan Sultan Ismail, Kuala Lumpur, Malaysia. Bank Account Name: Kavaq Business Intelligence (M) Sdn Bhd Bank Account No: (RM) Swift Code: SCBLMYKXXXX All payments must be received prior to the event date. CREDIT CARD (if ticked, credit card authorization form will be sent separately) Confirmation details Joining details confirming your participation will be sent, once a registration has been received. After receiving payment, a receipt will be issued. Cancellations/Substitutions Substitutions are welcome at any time. Please notify us at least 2 working days prior to the event. All cancellations will carry a 100% cancellation fee, once a registration form is received. All cancellations must be in writing by fax or at least 3 weeks before the event date. You will be entitled to attend any of our other courses at a later date. NOTE: The investment fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course. Compliance with the local tax laws is the responsibility of the client.

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