The seminar can be held online on the official International Business Academy platform. On completion of the training you will be given a link to the recording, which will be available for one month.
*dates are subject to additional confirmation
excluding VAT
* VAT of 16% will be added to the invoice
Teaching methods:
Lectures: Theoretical foundations of procurement and supply chain management.
Practical assignments: Solving cases, developing strategies, data analysis.
Group discussions: Exchange of experience, working out joint solutions.
Master classes: Demonstration of practical techniques and methods.
Presentations
Video materials.
Learning outcomes:
— Increased procurement efficiency: lower costs, better quality of goods and services, optimised processes
— Stronger supplier relationships: developing long-term partnerships, increased loyalty
— Developed negotiation skills: self-confidence, the ability to reach favourable agreements
— Increased competitiveness of the company: supply chain optimisation, lower costs
Day 1
Part 1. Managing procurement and supplier relationships
1. The essence of the supply chain management concept and the role of procurement in achieving the company's competitiveness, the main advantages of implementing the basic principles of the concept. Foreign experience, best cases from world practice
2. Strategic and tactical procurement tasks within the supply chain management concept
3. Modern and traditional approaches to procurement management, building relationships with suppliers. Solving business cases from current practice
4. Objects of procurement activity
5. Managing order procedures
6. ABC and XYZ analysis of suppliers. Solving business cases
7. Types of procurement strategies, elements
8. Financial leverage in procurement, the main drivers of achieving strategic goals
9. Main approaches to «Make or Buy» decisions, outsourcing/ insourcing, the break-even model, evaluating investment in major purchases. Solving business cases from current practice
10. The scoring method, multi-criteria systems analysis. Solving business cases from current practice
11. Automating procurement. Modern IT technologies
Part 2
Effective negotiation
12. Psychological characteristics of the Procurement Manager's personality, taking into account the specifics of procurement
13. Competencies of the buyer (procurement manager). The ideal buyer: who are they? Identifying weaknesses to develop and strengths to build on
14. Identifying internal personal factors that limit effectiveness (prejudices, complexes, stereotypes, attitudes), open us up to manipulation and lead to poor terms
15. Workshop: «Exploring your own limiting prejudices about effective negotiations with suppliers»
16. Negotiating with suppliers
17. Preparing for negotiations
— Key points of preparing for procurement negotiations
— Formulating the goal and objectives of the negotiations
— Structure and main stages of negotiation planning; Developing the negotiation plan
— Developing the strategy and tactics for achieving the negotiation goal, taking your company's strengths into account
— Psychological types of negotiators. Ways of identifying them. Express diagnosis of the opponent
— Factors to take into account in your behaviour to succeed in negotiations with different psychological types of opponent
— Typical mistakes in negotiations
Day 2
1. Workshop: «Preparing for negotiations»
2. Strategies for negotiating with suppliers
3. Positional negotiation: «Hard style», «Soft style» — essence, actions, result. Pros and cons
4. The strategies «win-lose», «lose-win», «lose-lose», «win-win» (Win-Win)
5. Advantages, disadvantages and «pitfalls» of each strategy
6. Determining the authority and decision-making zone of the supplier's representative
7. Choosing the optimal role in negotiations with a stronger or more aggressive opponent
8. Golden rules of the procurement manager
9. Subjects of negotiation with suppliers
10. The buyer's map
11. Negotiating with difficult suppliers
12. Zones of interest
13. Classic mistakes in procurement negotiations
14. Methods and approaches for obtaining the best offer
15. Techniques for countering price increases
16. Ways of improving delivery terms
17. Cost calculation, building cost-breakdown models
18. Solving business cases
