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Leading global excellence in procurement and supply
SingaporeSkills Training Courses
The Chartered Institute of Procurement & Supply (CIPS) is theworldwide centre of excellence for procurement and supplymanagement. We use our expertise to ensure our trainingprogrammes are leading edge and relevant throughout the world.
Why train with CIPS?CIPS training programmes are recognised as driving leading edge
thinking and professionalism in industry.
Each training program has been developed to help you to reach your
career potential and give you a significant competitive edge.
CIPS SingLearnDir_Amends_6pp_A4_11.15_AW FC
Course title What will it cover?
CoNTrACTS ANd CoNTrACT mANAgEmENT
Exploring and developing
terms and conditions
Often used and little
understood – find out why
they’re so important to
your job
• Contract terms and conditions – the commercial
context
• Form of contract
• Battle of the forms
• Framework agreements and call-offs
• Structure of contracts
• Functions of contracts
• Comparison of sellers’ terms as against buyers’
(group activity)
• Specific terms and conditions (group activities).
Introduction to contract
management
The fundamental elements
of managing services
provided by external
contractors and suppliers
• Understanding contract management and the
activities in the contract cycle
• The role of the contract manager
• Introduction to specifications
• The different methods of contracting and where
they apply
• Finding the best contractors and suppliers
• Introduction to contract law
• Controlling the contract.
Contract management
Get the best performance
from contractors and
suppliers of services
• Create the right environment for effective contract management • Identify which contract management approach is most effective for a given category of spend• Managing identified risks through contracted terms and conditions• Ensure key performance measures can be effectively manage via the contract
• Understand the difference between variations and claims and how to approach them• Will also cover creating a contract governance structure, terms and conditions, key supply chain risks and variations and claims
NEgoTIATIoN ANd INfluENCINg
Introduction to
negotiation
The fundamentals of
negotiation – the effective
skills, techniques and
tactics needed for positive
outcomes
• Introduction to negotiation theory, approaches,
phases and planning tools
• Persuasion methods, counteraction strategies,
common tools and tactics
• Key skills and attributes of a negotiator such as
emotional intelligence and body language
• Overcoming barriers to close the deal.
• Introduction to negotiation theory, approaches,
phases and planning tools
• Persuasion methods, counteraction strategies,
common tools and tactics
• Key skills and attributes of a negotiator such as
emotional intelligence and body language
• Overcoming barriers to close the deal.
Effective negotiation
Practise and apply
negotiation theory in a
safe environment using
practical exercises
• Understand the main models and processes of negotiation • Plan and manage a negotiation with a supplier• Apply the appropriate peruasion skills to achieve the optimum output • Identify and negotiate key contract variables
• Recognise the importance of personal attributes and behaviour during negotiation• Will also cover: process, analyse
different phases, methods and tactics, effective behaviours, roles plays in negotiation
Advanced negotiation
Practise your skills in
negotiation while
managing the behavioural
aspects at the highest level
Classroom learning to support your career
CIPS SingLearnDir_Amends_6pp_A4_11.15_AW IFC
Course title What will it cover?
PEoPlE mANAgEmENT ANd lEAdErShIP
Business finance – what
buyers need to know
Understanding key
financial information gives
you greater negotiating
strength
• Understanding the ‘Three Financial Documents’
• The cash flow statement
• The meaning of ‘return on capital employed’
• The essentials of ratio analysis
• Appraising suppliers – key ratios
• Explanation of ratio case study exercise.
Supplier relationship
management
Develop a confident
approach to more
effective relationship
management
• Define SRM and what it means for your organisation • Implement appropriate SRM practices during the procurement life cycle • Develop strategies for improving and/or maintaining positive relationships
• Demonstrate skills for regularly reviewing relationships and how to take positive action • It will also cover: buyer-supplier relationship, role/attributes and key strategies for SRM, colloborative working, conflict solution and supplier development (stages/incentivisation)
Effective leadership in
procurement
Not all managers are
leaders – but they should
be exploring concepts and
skills needed to influence
others we meet
• Characteristics of a leader
• Characteristics of a manager
• Different theories of leadership
• The functions of a leader - Applying the 14
functions of a leader to procurement situations
• The different characteristics of people in teams
and the motivation of individuals within teams
• Application of theories to procurement situations
• Leading in four directions – up, down, across and
the team
• Leading in a situation of conflict
• Leading change
• Influencing strategies
• Influencing stakeholders
• Leading and influencing in a supply chain context.
Effective stakeholder
management
Making procurement a
pivotal business partner in
the organisation
• Defining the challenge
• Assessing your current position
• Working the leadership skills required
• Tools for implementation
• Driving a plan forward.
ProCurEmENT
Introduction to
procurement and
category management
Understand the end-to-
end process and gain a
toolkit of practical
procurement techniques
• Introduction to procurement and supply
- Role and value-add of procurement
- Category management
- Supply chain management – how and why it
differs
• Planning and specifying the purchase
- Planning procurement activities
- Five ‘rights’ of procurement
- Characteristics of different spend categories -
Types of specification
- Engaging suppliers in early discussion
• Managing the competitive bid process
- Selection, process and evaluation criteria
• Implementation and ethical considerations
- Award, supplier performance management and
ethics.
developing procurement
skills
Developing your knowledge
and understanding of
procurement, negotiation
and contracts
• The procurement cycle and the 5 Rights of
procurement
• Supplier relationships
• Procurement methods
• Legal aspects of procurement
• Cost and price analysis
• Negotiation techniques and exercises.
CIPS SingLearnDir_Amends_6pp_A4_11.15_AW IBC
Course title What will it cover?
ProCurEmENT
Effective procurement
Develop an understanding
of key tools, techniques
and approaches within the
procurement function
• Budgeting
• Purchasing
• Inventory control and inventory management,
including:
- Receiving
- Inspection
- Storekeeping
- Disposal
- Scoping
- Sourcing
- Evaluation.
Category management
Understand the
fundamental aspects of
category management
• Why category management is an essential procurement tool • Benefits of successfully implementing category management • Decide which approaches are best suited to your organisation
• Use a range of tools and techniques to develop category management in your organisation • Identify an appropriate implementation strategy
Essentials of tendering
Acquire the practical tools
and techniques required
for managing the tender
process from issues to
award
• Principles of tendering
• The tendering cycle
• Tendering options
• E-tendering
• Invitation to tender documentation
• Specification activity
• Selection and award criteria
• Business requirements activity
• Pre-qualifying suppliers
• PQQ activity
• Running the tendering process
• Post-tender negotiations.
Specification writing
A sound understanding of
specification is vital for
successful contracting
• What is a specification?
• The differing nature of specifications
• The use of standards
• Sustainability and environmental aspects
• General principles in developing specifications
• Specifying on a total life cost basis
• Specifying services
• Legal aspects relating to specifications.
Supplier appraisal and financial analysisTechniques for finding the
best and most appropriate
suppliers
Ethics in procurement
A comprehensive approachto building integrity and high ethical standards intopublic procurement
CIPS SingLearnDir_Amends_6pp_A4_11.15_AW Inner_Flap
• Building personal integrity • How to create a transparent process • The best ways of demonstrating fairness • Tackling fraud and conflicts • How to ensure that contracts are let and managed in an ethical way
Course title What will it cover?
SuPPly ChAIN ANd logISTICS
Introduction to
forecasting techniques
and inventory
management
Understand how to
identify potential future
demand so you can make
efficient inventory
management decision
• Basic definitions
• Fundamental relationships
• Essential forecasting techniques to support
inventory management decisions
• Replenishment methods and systems
• Risk, quality and costs
• Applying moving averages and exponential
smoothing.
Introduction to supply
chains
Understand your supplier
relationships and their
impact on your role
• Characteristics of buyers and suppliers
• Classifying your supply chain
• Understanding the relationships between
different tiers of suppliers
• Building appropriate connections
• Developing individual supplier/buyer
relationships
• The importance of value chains within supply
chains
• Managing the network of supply chains.
managing your supply
chains
Developing a coherent
approach to drive
efficiencies
• Optimising supply chain efficiencies through
influencing changes
• Using vertical and horizontal integrations to your
competitive advantage
• Understanding fundamental supply chain models
including:
- SCOR
- Process Classification Framework (PCF)
• Mapping and assessing your own supply chains
• Ethical behaviour
• Sustainability
• Risk and resilience.
managing effective
warehouse operations
Essential skills required by
those involved in the set
up and management of
warehouse operations
• Objective and scope of storage and distribution
• Warehouse and management of goods
• The stores cycle
• The legal framework
• Achieving stock accuracy
• The Lean Warehouse
• The role of IT in a warehouse.
Assessing, managing and mitigating riskHow to recognise andminimise risk and be ready
if contingencies are
needed
Combating Procurement fraud
.
CIPS SingLearnDir_Amends_6pp_A4_11.15_AW Outte_Flap
CIPS (Singapore) Pte ltd • Tel: +65 6808 8722 • Email: Singaporegov@cips.org
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CIPS SingLearnDir_Amends_6pp_A4_11.15_AW BC
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