Procurement Management - Managing Supplier Selection and Negotiating for Strategic Competitiveness

19-20 Feb, 2025, Wyndham Grand Bangsar Kuala Lumpur

IPA Training is Registered with

Learn from the Best

Mr. Steven Yeo
MBA in Supply Chain Management (USA)
Certified HRDF Trainer (TTT certificate number 4669)
Certified Professional Trainer and Facilitator (University Malaya, Malaysia)

Steven Yeo has more than 33 years of corporate working experience in the area of Supply Chain Management. He specializes in training, facilitation and consulting to both the public and private sector in Malaysia and abroad in the areas of Procurement, Supplier
Management, Warehousing, Logistics and Supply Chain, Risk Management, International Payment System and Operations.

Steven’s last position before retiring from full time corporate employment in 2019, was as Company Director and Supply Chain Manager for a multinational French Company in
Melaka.

Among his many major achievements include the following:-

  • Managing and spearheading a cost reduction management program from 2008 to 2013 and reduced cost for the company by up to RM6.5 mil.
  • Involve in managing suppliers’ contract and involving in proposing and drafting new
    contract and contract renewal for suppliers from 2008 until 2019 (early retirement) by working with suppliers and internal stakeholders with guidance from legal expert.
  • Managing Non-Disclosure Agreement with suppliers to protect company intellectual property.
  • Involve in negotiating with a major customer from Europe to secure new contract and beside visiting overseas suppliers for performances improvement and selection of new suppliers.
  • Establishing control and procedure and bringing awareness to employee on important of supply chain control in 2004 until 2019 and achieving 100% shipment performances to customers
  • Introducing new procedures in warehouse and operation for better control of operation and reporting system

Steven Yeo has trained a wide range of organizations such as:

Sepang Aircraft Engineering (a subsidiary of AIRBUS), Inari Amerton Berhad, Syarikat Wen Ken Drug Sdn Berhad, MyMedic Innovation Sdn Berhad, Q Value ADD Penang, World
Kitchen Berhad (Pasir Gudang), Food Excellence Sdn Berhad, Nanmu Yarn Manufacturing, Chuen Cheong Food Industry, Syarikat Batu Bata Kia Lim Berhad, Accenture, Continental Tyres Malaysia, Plexus Malaysia, Escatec Manufacturing, Canon Medical System, Kian Joo Manufacturing, Frenken Mechatronics, Hershey Foods, BINA Plastics, Kian Joo, AUO Sun power, Alliance Contract Manufacturing, Everbest Bio Tech Kulim, Infineon Malaysia,
Adient Malaysia, COHU Malaysia, Overland Total Logistics, Toshiba Transformers Malaysia and Overseas training program in Dubai and India sub-continent.

Steven Yeo’s extensive industry experience enriches his training sessions as he openly shares both successes and failures from the Supply Chain industry. The participants
consistently praise his adeptness in imparting practical knowledge and skills, and they
value his insights that have proven to be instrumental in saving them considerable
resources, time, and potential errors.

 

Venue Details

Wyndham Grand Bangsar Kuala Lumpur
1, Jalan Pantai Jaya Tower 3, Kuala Lumpur, 59200 MY,
Phone : 60322981888

https://wyndhamgrand bangsarkl.com.my/

Contact us

Juliany,
03 2283 6109
juliany@ipa.com.my

Phoebe,
03 2283 6100
phoebe@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Jane,
03 2283 6101
Jane@ipa.com.my

ADDRESS 
A-28-5, 28th Floor, Menara UOA Bangsar, 
No.5, Jalan Bangsar Utama 1, 
59000 Kuala Lumpur
www.ipa.com.my

FOCUSING ON
  • Module 1 – Sourcing and Tendering
  • Module 2 – Challenges in Tendering
  • Module 3 – Suppliers Selection and Management Process
  • Module 4 – Key Principle of Negotiation
  • Module 5 – Negotiator Profile and Traits
  • Module 6 – Understanding your Alternatives
  • Module 7 – Negotiation Preparation and Techniques
OVERVIEW

One of the most important objectives of procurement is to enable companies to have a competitive edge over competitors through strategic selection of suppliers and contractors.

Poor selection and negotiation with suppliers have led to an increase in cost and less efficiency.

This course’s main objective is to ensure participants understand the most effective method in suppliers and contractors’ selection and negotiating for the best deals.

AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. UNDERSTANDING strategic sourcing and tendering role of procurement in business operation.
  2. APPRAISING and DISTINGUISHING the type of strategy to be in place to manage tendering process to meet the objectives of the company.
  3. MANAGING and CARRYING OUT effective negotiation with suppliers and other stakeholders during tendering.
  4. DECIDING type of tendering to use depending on requirement and strategic advantages to the business organization.
  5. DIFFERENTIATING key differences between Sourcing and Tendering.
  6. IMPLEMENTING key areas of concern during the selection process.
WHO SHOULD ATTEND

Managers/Executives/Officers from:

  • Purchasing/Procurement
  • Distribution & Supply Chain
  • Materials Planning & Control, Logistics
  • Vendor Development
  • Suppliers
  • Finance
  • IT/MIS
  • Business Development
  • Merchandizing
  • Sourcing
  • Operations
  • Buyers
METHODOLOGY

This course will involve the following area to enhance learning:

  • Case studies & Brain storming session
  • Discussion on subject of learning
  • Facilitating by trainer to enhance understanding of subject matter
  • Pre and Post test to evaluate participants understanding
Day 1
9:00

MODULE 1 – SOURCING AND TENDERING

  • Sourcing versus Tendering
  • Type of Tendering
  • Sourcing strategies
  • Advantages and Disadvantages of Sourcing
  • Advantage and Disadvantages of Tendering
  • The Tendering Process in Open Tender
  • Common term used in Tendering
10.45

MODULE 2 – CHALLENGES IN TENDERING

  • Key Reason why tender fails
  • Reducing the risk in tender failure
  • Managing conflict of Interest
  • Red flag in Tendering and Sourcing
  • Sourcing and Tendering best practices
  • Case study
1:00 Lunch
2:00

MODULE 3 – SUPPLIERS SELECTION AND MANAGEMENT PROCESS

  • Understanding the 10C + 1R selection
  • Implementing Supplier On boarding and Off boarding system
  • Type of Audits to conduct for supplier selection
  • Case study
3:45

MODULE 4 – KEY PRINCIPLE OF NEGOTIATION

  • What is Negotiation?
  • Stages of Negotiation
  • 5 principles of ethical negotiation
  • 7 elements of negotiation
  • 4 key principles of principled negotiation
  • Handling Challenges
  • Getting a Yes in negotiation
5:00 End of Day 1
Day 2
9:00

MODULE 5 – NEGOTIATOR PROFILE AND TRAITS

  • The Soft Negotiator
  • The Principled Negotiator
  • The Hard Negotiator
  • Mistakes made in Negotiation
  • Body language in negotiation
  • Negotiator positive skills
  • Discussion – Which Traits to use in Negotiation
10.45

MODULE 6 – UNDERSTANDING YOUR ALTERNATIVES

  • Definition of WATNA and BATNA
  • Steps to develop your alternatives
  • Case study
1:00 Lunch
2:00

MODULE 7 – NEGOTIATION PREPARATION AND TECHNIQUES

  • Negotiation competitiveness model
  • Winning at all costs
  • Split the differences
  • 4 key strategies in negotiation
  • Soft versus Hard strategies
  • Influential strategies
  • Case study
5:00 End of Course