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.

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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

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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.

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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

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• 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

.

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CIPS (Singapore) Pte ltd • Tel: +65 6808 8722 • Email: Singaporegov@cips.org

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