MODULE 1: ANALYZING THE PROCUREMENT PROCESS

• Understanding – Procurement, Buying And Sourcing
• Process Analysis – The Purchasing Cycle
• Company Policies On Procurement – Single Source Or Multiple Suppliers, Price Or Cost Based, Supplier Relationship, Probity, Supplier Selection, Quality, And Price Related
• Procurement Constraints – Policies, Customers, And Suppliers
• AI-Assisted Spend Analysis And Identification Of Purchasing Patterns
  

MODULE 2: STRATEGIC SOURCING & SUPPLIER SELECTION

• Understanding Strategic Sourcing
• Supplier Selection Process – Setting Selection Criteria
• Objective Evaluation Of Suppliers – Desk Research And Field Research
• Supplier Database – Approved, Qualified And Preferred Suppliers
• AI-Assisted Supplier Research And Evaluation
• Monitoring Supplier Performance To Ensure Unbiased Supplier Ratings
• Supplier Development – Relationship Building Effort

MODULE 3: SUPPLIER RISK ANALYSIS

• Supplier Risk Analysis Using The Kraljic Matrix
• Supplier Risk Profile – Mitigating Risks Using Risk Matrix, AI Supported Supplier Risk Profiling And Early Warning Indicators
• Skills Set Required To Manage Suppliers And Risks
• Risks And Service Levels – Minimizing Risk Exposure In Critical Areas
• Dealing With Sole Source Suppliers – How To Minimize Risks

Exercise on Life Cycle Costing & Cost Analysis

MODULE 4: LIFE CYCLE COSTING, TOTAL COST OF OWNERSHIP & COST ANALYSIS

• Supplier Rationalization & Reduction
• Internal Cost Drivers – Company Related
• External Cost Drivers – Supplier And Supply Chain Related
• How LCC & TCO Will Help In Strategic Sourcing?
• Price/Cost Analysis
• Saving Purchasing Costs – Process Improvements, Technology – EDI, E-Procurement etc.
• Inventory Management Constraints – Costs And Options

MODULE 5: COMPONENTS OF A SUCCESSFUL NEGOTIATION

• The Different Faces Of Negotiation – Styles And Techniques
• A Different Approach To Negotiation – The PICO Method
• The Components And How It Works
• The Fundamental Requirements – A Level Playing Field
• The Negotiation Matrix That Emphasis On Long Term Relationship Building
  

MODULE 6: LET THE RUBBER MEET THE ROAD – GET DOWN TO THE JOB AT HAND

• Planning Your Negotiation – The Planning Model
• Preparation – Knowing Your Limits; Your WATNA & BATNA
• Keeping Your Objectives Focused – Reality Of Targets
• The Negotiation Steps And Missteps
• Problems Commonly Encountered In Highly Stressed Negotiations
• Dealing With Hardball Negotiators (Dealing With Difficult Issues)

MODULE 7: YOU ARE DEALING WITH PEOPLE – ARE YOU COMMUNICATING?

• The Difference Between Written And Oral Communications – How It Works And Why You Must Be Good At Both?
• Do You Listen Or Do You Hear? – Active Listening Or Astral Travelling?
• Verbal And Non-Verbal Communication – Body Language May Give You The Hint
• People Are Emotional Beings – How Do We Take This Into Consideration?
• Being Aggressive Or Assertive? – How Others View Your Approach?

MODULE 8: UNDERSTANDING THE FUNDAMENTALS OF PROCUREMENT CONTRACTS

• The Importance Of Contracts – Why Contracts, The Essentials, How It Affects Performance
• Specification – Looks At Why Specification Is Important To Ensure The Contracts Begin On The Right Footing
• Preparation Of SOW & RFP – What Is A SOW & RFP; The Difference And Importance Of It, How It Helps Determine The Course Of The Contract
• Tenders & Quotations – Looks At The Process, Fundamental Differences And Usage In Business Such As Open And Closed Tenders, PQQ & ITT, LI & LA, And Bank Guarantee
• Rights – Conditions And Rights Of Buyers And Sellers
• Legal Aspects To Consider – Essential Laws That Need To Be Understood And How The Legal Aspects Determine The Drafting Of Contracts

MODULE 9: THE CONTRACT DRAFTING

• The Essentials Of Contract Drafting And The Traps To Look Out For
• Key Contract Provisions – The Opportunities A Contract Provides In Ensuring Fairness And Setting Obligations
• Key Elements Of A Contract – Ensuring Essential Requirements Are Included With Clarity
• Contentious Clauses In Contracts - The Need To Understand Contentious Clauses And How To Include Them In The Contract
• AI-Assisted Clause Review, Ambiguity Detection And Risk Identification.