CIPS TP FebApr14 v3 Layout 1 and Events/Training portfol… · Finance 09 Business finance – what buyers need to know Influencing skills 10 Personality profiling, influencing

Leading global excellence in procurement and supply

Training thatis relevant andtargeted to needs...for every ability from new recruits

to experienced professionals

TrainingPortfolio

February – April

General information

We are the worldwide centre ofexcellence on procurement andsupply management issues. Ourprogrammes help professionalsdeliver real strategic and sustainable value to their organisations. Our training portfolio is constantly developing and we offer new and trusted programmes linked with commercial issues and academia. The quality of the programme leaders and extensive types of training will suit professionals at all levels. Courses are listed for 2014, offering a wide range of venues, dates, times and locations to suit busy working lives. See full index of courses and all dates on page 17.

People developmentCIPS trains thousands ofprofessionals every year fromaround the world – both membersand non-members World class training anddevelopment of the modernprofessional is a CIPS core strengthOur qualification is the only one inthis field equivalent to a universitydegree CIPS encourages a commitment tolifelong learning with the CIPSContinuing ProfessionalDevelopment (CPD) scheme.

Continuing ProfessionalDevelopment

Helps you improve, record,maintain and evaluate yourtechnical and managerial skills andknowledge Provides evidence of your progress All courses in the portfolio counttowards the skills category of CIPSnew CPD scheme. Half-day coursescontribute three hours; one-daycourses seven hours and so on.Participating in CIPS trainingcourses is one aspect of continuedlearning. See more about the CIPSCPD scheme on our website:www.cips.org/cpd

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07 ServicesTo join and find out more about themany benefits available, includingdiscounts on all our training coursesgo to www.cips.org/benefits Website offering a wealth ofdownloadable advice, informationand reportsOnline access to learning, thebookshop plus the latest executiveposts in procurement Supply Management magazine freeto all members gives the latestnews and views in procurement andthe business world.

Course fees includeComprehensive course materials tosupport new skills and knowledgeback in the workplaceRestaurant lunch, morning andafternoon refreshments.

New to purchasing?We recommend that you take oneof each of the courses listed below,they are the perfect entry point intothe profession and will give you athorough knowledge of the basicsof procurement and supply whichwill be of practical day-to-day use inyour organisationIntroduction to purchasing;Introduction to negotiation;Introduction to contracts13 dates in 2014 at variouslocations around the country.

There is also an added benefit of a 10%discount in addition to the member’sdiscount if you purchase all threecourses.

ContentsPurchasing

04 Introduction to purchasing04 Forecasting techniques04 Advanced purchasing skills05 Improving your buying skills05 Managing purchasing05 Introduction to public sector

procurement06 Managing complex EU

procurement06 Risk management in the supply

chain06 Supplier appraisal07 Category management essentials07 Category management advanced07 Sustainable procurement in

action

Negotiation08 Introduction to negotiation08 Effective negotiation08 Psychology of the seller09 Leading edge negotiation

Finance09 Business finance – what buyers

need to know

Influencing skills10 Personality profiling, influencing

and persuasion10 Executive influencing strategies

Executive programme 10 Increase the influence of

procurement Executiveprogramme

Legal11 Introduction to contracts11 Legal aspects of purchasing11 TUPE and its impact on

procurement12 Specification writing12 Contract drafting13 The essentials of tendering13 Effective contract management

IT14 A commercial approach™ to

software agreements14 Effective IT purchasing

15 Effective warehouse operations15 Inventory management

General information16 Venue and Event Information17 Events calendar18 Terms and conditions

03www.cips.org

train withCIPS?

05

Purchasing Purchasing

www.cips.org

Introduction topurchasingUnderstand the end-to-endprocess and gain a toolkit ofpractical purchasingtechniques.

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07Key course content• the purchasing cycle and

the key phases• a review of the supply chain and its

constituent elements• what to look out for when

developing a specification with akey stakeholder

• a review of the categorymanagement process

• supplier appraisal techniques • tender documentation, the process

and alternative routes such asRFQs/RFPs

• post tender appraisal• a review of performance

management versus suppliermanagement

• group exercises and case studies tosupport.

Where to next?04 Advanced purchasing skills05 Improving your buying skills08 Introduction to negotiation11 Introduction to contracts

Locations and dates

• Birmingham 04 Feb 14• Bristol 08 Mar 14• London 08 Apr 14• Manchester 25 Feb 14

29 Apr 14

Who should attend?Those in a junior purchasing/supplychain role or new to the discipline.

Fees£211 + VAT members£235 + VAT non-membersRef: BP60 CPD: 7 hours

Improving yourbuying skillsImproving buying skills usingbest practice.

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21Key course content• the purchasing cycle• stakeholder management• sourcing the market and source

planning• supplier appraisal • buying methods such as tenders

and quotations• PPCA – purchase price cost analysis• negotiation strategies and

persuasion methods• the fundamentals of contract law• contract negotiation guidelines• managing supplier performance• continuous improvement.

Where to next?04 Advanced purchasing skills06 Risk management in the supply

chain11 Legal aspects of purchasing

Locations and dates

• Birmingham 12-13 Feb 14

Who should attend?All staff new to purchasing wishing toenhance their ability andunderstanding.

Fees£463 + VAT members£515 + VAT non-membersRef: DP50 CPD: 14 hours

Advancedpurchasing skills

Increasing and enhancingexisting purchasing skills.

Key course content• understanding the stages

of the purchasing cycle• the buyer’s contribution to the

bottom line• specification development• supplier appraisal and selection• cost analysis techniques and

whole-life costing• international trade • competitive tendering and bid

analysis• negotiation – main persuasion

methods, tactics and ploys• role-play negotiation simulation• terms and conditions of contract• supplier relationship management

and vendor rating• group exercises and case studies.

Where to next?08 Effective negotiation11 Legal aspects of purchasing

Locations and dates

• London 25-27 Feb 14

Who should attend?This course is ideal for organisationswanting to ‘bring on’ their existingpurchasing teams and develop theskills of their staff. It is also suitable forthose who already have a basicunderstanding and would like toupgrade their purchasing tools andtechniques.

Fees£1252 + VAT members£1392 + VAT non-membersRef: PR00 CPD: 21 hours

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Introduction topublic sectorprocurementThe end-to-end public sectorpurchasing process.

Key course content• principles of EC Treaty and

adoption of EU Directivesto UK legislation

• threshold values, rules ofaggregation and competitionrequirements

• the commissioning cycle, Part Bservices and areas of potentialexemption

• procedural requirements of opentendering, restricted tendering andthe operation of frameworks

• permitted negotiated approaches• selection and award decisions• how to manage tender

clarifications• debriefing, standstill and remedies• how to avoid legal challenge• implications of the Freedom of

Information Act 2000.

Where to next?06 Managing complex EU

procurement08 Introduction to negotiation11 Introduction to contracts

Locations and dates

• Manchester 04 Mar 14

Who should attend?Those in a junior public sectorprocurement role and those who arenew to the discipline.

Fees£211 + VAT members £235 + VATnon-membersRef: PN3T CPD: 7 hours

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ForecastingtechniquesUnderstand how to useresources more efficiently andimprove customer service.

Key course content• why forecasts are

necessary • simple statistical techniques• subjective versus objective

forecasting• advanced techniques• causal model• product segmentation for efficient

forecasting• the forecasting process• how to improve forecast accuracy.

Where to next?15 Inventory management

Location and dates

• Midlands 05 Mar 14

Who should attend?This course is particularly suited tothose with limited knowledge of moreformal forecasting methods. Examplesmay include sales/marketing directors,sales managers, logistics managers,forecasters, inventory managers,master schedulers and planners.

Fees£365 + VAT members £406 + VAT non-membersRef: 0108 CPD: 7 hours

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ManagingpurchasingKey concepts and processesvital to effectively managepurchasing processes,stakeholders and teams.

Key course content• purchasing’s mission

and its contribution toan organisation

• sustainability, corporate socialresponsibility and ethics

• the triple bottom line• trade offs• the strategic supply planning model• developing strategies to manage the

supply base• relationship management and

development – the relationship spectrum• gaining an understanding of how

suppliers view, select and prioritisepurchasing organisations

• the market management matrix – acomplex sixteen option relationshipmanagement tool

• the relationship life cycle and theKettering Model

• risk management – an investigation intothe risks faced by purchasingorganisations

• upstream emphasis – identifying andemphasising purchasing processes thatadd value and eliminating others thatadd cost

• the purchasing plan – a sample planningtool

• stakeholder analysis leading to customerbased sourcing objectives

• case studies and discussion topics

Where to next?06 Risk management in the supply chain

Locations and dates

• London 08-10 Apr 14

Who should attend?This is an essential course for managers orteam leaders responsible for delivering thebenefits of professional purchasing toorganisations operating in difficult andchanging business environments.

Fees£1112 + VAT members£1236 + VAT non-membersRef: PM50 CPD: 21 hours

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Riskmanagement inthe supply chainHow to recognise andminimise risk and be readyif contingencies are needed.

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07Key course contentthe risk managementprocesspotential sources of risk tothe organisationthe difference between commercialand operational risksupply chain mapping and riskassessmentrisk elimination, avoidance andreduction techniquesrisk transfer & mitigation strategiescontingency planningrisk assessment and controltechniques.

Where to next?06 Supplier appraisal08 Psychology of the seller

Locations and dates

London 25 Mar 14

Who should attend?Anyone dealing with the supply chainwho wants a greater understanding ofthe risks and consequences involved.

Fees£365 + VAT members£406 + VAT non-membersRef: PD42 CPD: 7 hours

Sustainableprocurement inactionThe impact of sustainability onthe supply chain and what canbe done about it.

Key course content• recap on sustainability

principles• recap on government initiatives• control points in the procurement life

cycle – ‘points of influence’• BS 8903: Principles & Framework for

Procuring Sustainably• what to include in specifications

(rethink, reuse, recycle)• supplier pre-qualification and

sustainability selection criteria• criteria for tender / proposal

evaluation and contract award• whole-life costing techniques• managing sustainability as a contract

performance issue – developingmeaningful KPIs

• proactive supplier development inrelation to sustainability

• building a sustainable procurementpolicy – what to include

• prioritisation and sustainable riskassessment – identifying the key riskcommodity areas

• where to go for further help andadvice.

Locations and dates


Who should attend?Purchasing and supply professionals withoperational responsibility forprocurement as well as senior managersand budget-holders with accountabilityfor implementing procurement.

The course assumes a basic priorknowledge of the fundamental themes insustainability and why it is important intoday’s economy, at a general level, aswell as assuming basic core knowledgeof purchasing and supply.

Fees£365 + VAT members£406 + VAT non-membersRef: PN3Y CPD: 7 hours

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SupplierappraisalTechniques for finding the bestand most appropriatesuppliers.

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14Key course contentdefinitions how supplier appraisaladds valuea supplier appraisal processdeveloping appraisal criteriaappropriate to the business needs,whether for capital goods,products, components or forservices under considerationKPIs and benchmarkingassessing the responses to selectedcriteriadeveloping comprehensiveevaluation matrices to assist in theprocessconducting supplier visits to obtaininformation and commitment toperformancerisk identification and contingencyplanningdifference in supplier appraisalglobally.

Where to next?05 Managing purchasing09 Business finance – what buyers

need to know13 Effective contract management

Locations and dates

London 02-03 Apr 14

Who should attend?Any procurement staff and othersinvolved in supplier selection.


CategorymanagementadvancedDevelop your skills to becomea successful category manager.

Key course content• category management

tools and techniques• challenges of implementing

category management• establishing effective category

project governance• stakeholder engagement and

communication planning• understanding business

requirements• supplier and supply market

research• analysing and mitigating risks• category strategy development and

approval.

Locations and dates

• London 11-12 Mar 14

Who should attend?Procurement professionals who areresponsible for an area of spend andwant to implement a categorymanagement approach.

Fees£643 + VAT members£715 + VAT non-membersRef: PN66 CPD: 14 hours

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07

Purchasing Purchasing

www.cips.org

Managingcomplex EUprocurement Find a way through theminefield of EU procurement.

Key course contentprinciples of ECTreaty and statutoryrequirements of the PublicContracts Regulationsscope of the ‘rules’ and potentialareas of derogationdevelopment of compliantspecifications and variant bidsmanaging complex frameworkagreementsapplication of recent Cabinet Officeguidanceselection and award decisions –implications of recent case lawmanaging supplier dialoguessuccessfullyprocedures for debriefing,standstill, remedies and awardavoiding legal challenge andachieving commercial successgroup exercises and interactivediscussion.

Where to next?04 Advanced purchasing skills07 Sustainable procurement in action

Locations and dates

Manchester 05 Mar 14

Who should attend?Anyone with at least 5 years’ activepublic procurement experience who isinvolved in delivering complex EUprocurement projects and anyone whohas attended Introduction to publicsector procurement.


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CategorymanagementessentialsUnderstand categorymanagement and its successfulimplementation.

Key course content• why organisations

implement categorymanagement

• different approaches to categorymanagement

• category management processoverview

• key tools and techniques used inthe process

• benefits delivered by categorymanagement

• overcoming internal resistance tochange

• 10 keys to successfulimplementation.

Where to next?07 Category management advanced

Locations and date

• London 11 Feb 14

Who should attend?Procurement professionals who wantto build their understanding ofcategory management andprocurement managers who arelooking to establish categorymanagement as a way of working intheir organisation.


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09

Negotiation Finance

www.cips.org

Psychology ofthe sellerUnderstand the skills,techniques, structures,strategies and psychology ofthe seller.

Key course content• introductions and

objectives• an in-depth understanding into the

supplier’s world• understanding the profile of a

successful seller• the supplier’s toolkit• planning and preparation from a

supplier’s perspective• practice session.

Where to next?09 Leading edge negotiation

Locations and dates

• London 13 Mar 13

Who should attend?All buyers who want to understandwhat motivates suppliers.


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EffectivenegotiationPractice and apply negotiationtheory in a safe environmentusing practical exercises.


objectives• the five key methods of persuasion• the process, phases and structure

of a negotiation• seven effective tactics and ploys

and how to apply them• different approaches to

collaborative and competitivenegotiations

• video role-play session withfeedback and coaching.

Where to next?08 Psychology of the seller09 Leading edge negotiation

Locations and dates

• Bristol 02-03 Apr 14• Manchester 04-05 Feb 14

Who should attend?All buyers who want to improve theirnegotiation skills and drive betterdeals for their organisation.

Fees£643 + VAT members£715 + VAT non-membersRef: PR33 CPD: 14 hours

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Introduction tonegotiationThe fundamentals ofnegotiation – gain the effectiveskills, techniques and tacticsneeded for positive outcomes.

Key course content• understanding the

difference betweennegotiation and influencing

• the negotiation cycle• the key preparation tools including

SWOT and PESTLE• objective setting using ranges• how to develop markers with

competitive advantage• the main persuasion tools –

emotion, threat, logic andcompromise.

• introduction to a range of tactics,how to deploy and counteractthem

• introduction to formal and informalratification

• self-development planning andnext stages

• group exercises and case studies tosupport.

Where to next?04 Introduction to purchasing08 Effective negotiation08 Psychology of the seller10 Personality profiling, influencing

and persuasion11 Introduction to contracts

Locations and dates

• Birmingham 05 Feb 14• Bristol 19 Mar 14• London 09 Apr 14• Manchester 26 Feb 14

30 Apr 14

Who should attend?Those in a junior purchasing/supplyrole or new to the discipline.

Fees£211 + VAT members£235 + VAT non-membersRef: NG40 CPD: 7 hours

Leading edgenegotiation

Practise your skills innegotiation while managingthe behavioural aspects at thehighest level.


objectives• CIPS effective negotiation review• journey of self-awareness, self-

discovery and impact on others with strength deploymentinventory

• the psychology of buyer/sellernegotiations

• assertiveness and the impact ofbehaviours

• application of leading edge tactics• conditioning techniques• practice sessions• video tutor v delegate role – play

sessions with feedback andcoaching.

Where to next?08 Psychology of the seller

Locations and dates

• Birmingham 25-27 Mar 14

Who should attend?Experienced negotiators who haveattended Effective negotiation.


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Business finance– what buyersneed to knowUnderstanding key financeinformation gives you greaternegotiating strength.

Key course contentunderstanding keyfinancial statements –profit and loss accounts, balancesheets and cash flow statementsthe difference between profitabilityand cash flowcapital and revenue expenditure plusdepreciationmanagement of working capitalappreciation of the key accountingratioscash flow forecasting.

Where to next?06 Supplier appraisal08 Effective negotiation

Location and dates

• Manchester 18 Feb 14

Who should attend?All procurement professionals whowork with and award contracts tosuppliers.


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Key course contentunderstand emotionalquotient (EQ) and howto use itunderstand existing capability,limitations and barriers to successidentify the tools CPOs and topmanagement useexperiment with new influencingtechniquesunderstand subliminal messagesand how to send and receive them.

Location and dates

London 18 Mar 14

Who should attend?Heads of purchasing and seniormanagers searching for fresh andpowerful ways of improving theirpersonal performance, seniorexecutives who wish to review thelatest thought leadership in thecapability development area andmanagers who want to lead teamseffectively through emotionalintelligence and clever use oflanguage.

Fees£643 + VAT members£715 + VAT non-membersRef: CN63 CPD: 7 hours

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Increase theinfluence ofprocurement

Using Making procurement apivotal business partner in theorganisation.

Key course contentgain an understanding ofthe difference betweenmanaging, mentoring and coachingkey skills to motivate your peopledevelop your own organisationalthinkingchallenges for the procurementfunction.

Location and dates

London 27 Mar 14

Who should attend?People managers from director levelfor a complete supply chain to locallevel for a specific team. The onlyother requirement is a passion foryour people.

Fees£643 + VAT members£715 + VAT non-membersRef: CN5U CPD: 7 hours

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Personalityprofiling,influencing andpersuasionInfluence and persuadethrough better understandingof people.

Key course contentintroduction topersonality theoryassessing own personality ‘type’developing strategies to increasepersuasion effectivenessidentifying and subsequentlymanaging other personality typesusing personality theory to gainadvantage in a negotiation.

Where to next08 Effective negotiation09 Leading edge negotiation

Location and date

London 01 Apr 14

Who should attend?Anyone in purchasing and supply whohas some negotiation experience andare keen to build their repertoire oftools and techniques.

Cost£365 + VAT members£406 + VAT non-membersRef: PN6A CPD: 7 hours

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Legal aspects ofpurchasingUnderstand the role of law andhow it affects purchasing andsupply.

Key course content• sources of purchasing

law: international;EU and national law

• the essential elements of a validcontract

• can oral agreements be legallybinding?

• “battle of the forms”• tenders/letter of intent• electronic contracts• framework agreements and call-offs• implied duties under Sale of Goods

Act 1979 & Supply of Goods &Services Act 1982

• remedies for breach• damages and penalties• effect of ‘acceptance’ of goods on

buyers’ rights• exclusions and limitations of liability• transfer of ownership and risk• comparison of T&Cs – buyers’ and

sellers’• which country’s law?• product liability (guarantees,

negligence liability, ConsumerProtection Act 1987)

• overview of other significant lawand legislation (especially TUPE).

Locations and dates

• Manchester 11-12 Feb 14

Who should attend?Anyone who is responsible for thepurchasing and supply of goods andservices and who is keen to develop,test and refresh their skills in thisimportant area.


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Introduction tocontractsHow to construct legallybinding contracts.

Key course content• the key tenets of

contract formation – offer,acceptance, consideration,intention, capacity

• “battle of the forms” includingrelevant case law

• legalities and guidelines of tenderdevelopment

• alternative sourcing best practice• current guidelines on econtracts• key express terms versus implied

terms such as SOGA and UNCTA • supplier perspectives – what

motivates the supplier • monitoring and managing

performance – tools andtechniques

• KPIs and service levels • managing contractual changes• exercises and case studies.

Where to next?11 Legal aspects of purchasing

Locations and dates

• Birmingham 06 Feb 14• Bristol 20 Mar 14• London 10 Apr 14• Manchester 27 Feb 14 01 May 14

Who should attend?Those in a junior purchasing/supplychain role and those new to thediscipline.

Fees£211 + VAT members£235 + VAT non-membersRef: RG3 CPD: 7 hours

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11

Influencing Skills Legal

www.cips.org

TUPE and itsimpact onprocurementUnderstand and be equippedto deal with problems causedby TUPE.

Key course content• introduction to TUPE• examination of relevance

to procurement• exploration of impact and

consequences of TUPE• landmark cases examined and

analysed• TUPE and outsourcing• what happens if regulations are not

adhered to• analysis of the risks involved• focus on 2006 changes and their

implications• case study exercises.

Locations and dates


Who should attend?Procurement specialists and managersengaged in procurement that mayinvolve the transfer of staff.

Fees£449 + VAT member£499 + VAT non-membersRef: CN79 CPD: 7 hours

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Executiveinfluencingstrategies

Using emotional intelligence togain competitive advantage.

Executive programme Executive programme

Contract draftingGet contract drafting right andyour supplier relationshipworks better.

Key course content• drafting a contract for the

supply of services using acase study

• draft a contract for the Supply ofGoods from a case study

• ‘live’ negotiation sessionsdemonstrating how to agree ordispute clauses

• team sessions on negotiation• improving poor drafts of various

clauses• building resilient supplier relations • five practical and highly interactive

sessions.

Locations and dates

• London 11-12 Mar 14

Who should attend?Purchasing and contract managementpersonnel who already have soundbackground knowledge of contractlaw.

Fees£719 + VAT member£799 + VAT non-membersRef: 8399 CPD: 14 hours

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SpecificationwritingA sound understanding ofspecification is vital forsuccessful contracting.

Key course content• specification in the

procurement cycle• the legalities of specifications• the different types of specification• how specifications allocate

technical and commercial riskbetween the parties

• using national and internationalstandards

• structuring a specification• designing service level agreements,

setting up KPIs and measuringperformance.

Where to next?13 The essentials of tendering

Locations and dates


Who should attend?Any procurement or non-procurementstaff responsible for compilingspecifications.

Fees£365 + VAT members£406 + VAT non-membersRef: SP111 CPD: 7 hours

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Effective contractmanagementGet the best performance fromcontractors and suppliers ofservices.

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14Key course content• reviewing the contract

management cycle• managing the business to business

relationships• the contract manager’s attributes

and skills• effective interpersonal relationships • controlling the service delivery

phase• monitoring and reporting

performance• familiarisation with the case study

specification, the contract and thestakeholders

• role-play attendance at theinaugural meeting and contractreview meetings

• relationship analysis anddevelopment of corrective actions

• producing contractor performancereports for presentation

• challenging contractor claims andcontract variations

• identifying and documentinglessons learnt.

Where to next?12 Specification writing

Locations and dates

• Birmingham 18-19 Feb 14

Who should attend?Anyone involved in the acquisition andmanagement of all types of contracts inboth public and private sectors,including those who may already havesome experience of managingcontracts but who need to gather morein-depth knowledge, information andpractical hands-on experience.


13

Legal Legal

www.cips.org

The essentials oftenderingAcquire the practical tools andtechniques required formanaging the tender processfrom issue to award.

Formerly “Managing thetendering process”.

Key course content• the tender process• selecting the right approach• structuring the process• structuring the documents and

managing the tendering process• understanding the legal framework

surrounding the tendering process • creating selection and award

criteria• the importance and impact of

specifications and KPIs • setting out the terms and

conditions of contract• bidders’ conferences and/or site

meetings• managing the receipt of offers• post tender negotiations dos and

don’ts• recent litigation.

Locations and dates


Who should attend?Any procurement or non-procurementstaff involved in managing a tenderprocess.


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15

Legal Stores Management

www.cips.org

InventorymanagementConserve cash, reduce operatingcosts, improve customer serviceand enable more efficient andeffective purchasing.

Key course contentthe role and cost ofinventoryprinciples of common controltechniquespractical pitfalls and how to avoidthemrelationships between stock levels,frequency of ordering andcustomer servicehow to focus effort where it will bemost effectivechoosing cost-effective methods ofcontrolcalculating control parametersforecasting stock levels, values andholding costsimplementing effective monitoringand exception reporting.

Where to next?04 Forecasting techniques

Location and dates

Midlands 06 Mar 14

Who should attend?Materials, logistics and productiondirectors/ managers, material andinventory planners, buyers responsiblefor stocked items, productioncontrollers, schedulers, stores andfinance roles will all benefit fromattending.

Fees£365 + VAT members£406 + VAT non-membersRef: 0116 CPD: 7 hours

EffectivewarehouseoperationsEssential skills required by thoseinvolved in the set up andmanagement of warehouseoperations.

Key course contentobjectives and scope ofyour warehouse operationthe changing role of warehousemanagerswarehouse operations and thevalue chainnetwork optimisationcustomer service and totaldistribution cost conceptcharacteristics of effective andefficient warehouse operationsdesign layout and process designthe lean warehouse the role of technology.

Where to next?04 Forecasting techniques15 Inventory management

Locations and dates

London 01 Apr 14

Who should attend?Those who are new to warehousemanagement, currently work in asupervisory role in a warehouseenvironment or are a general managerkeen to learn more about how tocreate and manage an efficient andeffective warehouse operation.

Fees£211 + VAT members£235 + VAT non-membersRef: PN3V CPD: 7 hours

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A commercial approach™ to softwareagreements – basicTwo stand-alone days that can be taken together or separately.

Get the knowledgeneeded to dealsuccessfully with thecomplexities of purchasingsoftware.

Key course content• introduction to software

agreements• reviewing and negotiating critical

terms• what’s important and what can be

given away• anatomy of a software deal• key protections• common pitfalls• overview of maintenance basics• interactive sessions on problem

clauses and basic softwareagreements.

Location and dates


Who should attend?People with little ormoderate experience inreviewing and negotiatingsoftware agreements -however no prior knowledgeof software licensing isrequired.

You must want to knowwhat’s important and what’snot in a basic softwareagreement and tounderstand what’s “normal” in asoftware agreement.

Fees£449 + VAT members£499 + VAT non-membersRef: CN1E CPD: 7 hours

Ensure you areequipped to deal witha constantly evolvingand complex softwaremarketplace.

Key course content• advanced medium-to-complex

software projects• significant developments that have

changed the business• open source software• “click wrap” agreements• enterprise licensing models• Sarbanes Oxley and software

agreements• bespoke and semi-bespoke

agreements• software assets at risk• software as a service.

Location and dates


Who should attend?Anyone who attended thebasics course and those whoattended any pre-2009 “Acommercial approach tosoftware agreements” coursewho wants to learn aboutsignificant newdevelopments and to updatetheir approach to advancedtopics.

Additionally the course willalso help those who want to progressto more advanced software topics, tonegotiate a bespoke softwaredevelopment agreement or toadvance their understanding ofsoftware agreements.

Fees£449 + VAT members£499 + VAT non-membersRef: CN9C CPD: 7 hours

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Effective ITpurchasingUnderstand complex ITmarkets so you can buy moreeffectively.

Key course content• characteristics and

complexities of the ITsupply market

• procurement process applied toinformation systems – keydifferences

• buying hardware• buying software• software licences – an examination

of typical terms and conditions• buying maintenance• outsourcing IT and offshore

outsourcing.

Where to next?05 Managing purchasing

Location and dates


Who should attend?Purchasing professionals new tobuying IT and also those technicalspecialists requiring a commercialunderstanding of the IT market. Alsothose involved in IT projects and whoneed an understanding of what isinvolved in buying IT.


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Telephone offeronly - book both

courses for£719

£799

Venue and Event Information

Joining instructionsJoining instructions including venuelocation are sent at least 10 daysbefore the event.

Training methodsMost courses start at 09.00 and finishat 17.00. Courses are generally amixture of participative sessions,discussion, group and syndicateactivity.

DocumentationAll delegates are provided withcomprehensive materials andhandouts. Please note that allmaterials are copyrighted and may notbe reproduced without permission.

Copyright noticeAll “Commercial approach” coursecontent copyright © Robert Carolina.All rights reserved. Robert Carolinaasserts all moral rights pursuant to theCopyrights Designs and Patents Act.“Commercial approach” “sciocertus”and “confidence in knowledge” aretrademarks owned by Robert Carolina.

Specific needsCIPS aims to ensure that its events areaccessible to all. If you have anyspecific needs, please advise us so thatwe can discuss your requirements.

Non-residential eventsThe fees do not include overnightaccommodation. If required, pleasemake your reservation by callingConference Care on +44 (0)2476369737 or [email protected] and statethat you are attending a CIPS course.

VenuesAll of our training courses are held inquality four star hotels or conferencecentres in locations that are carefullychosen for their accessibility.

Many of the courses are held in threemain centres: London, Birminghamand Manchester.

Introductory coursesTo increase access for everyone, ourone-day introductory courses are heldat more regional locations up anddown the country. This way, you willnot have to travel very far to find aconvenient location.

Events Calendar

17

General information General information

www.cips.org

February 2014Introduction to purchasing 04 l 04Effective negotiation 04-05 l 08Introduction to negotiation 05 l 08Introduction to contracts 06 l 11Category management essentials 11 l 07Legal aspects of purchasing 11-12 l 11Improving your buying skills 12-13 l 05The essentials of tendering 13 l 09Business finance - what buyers need to know 18 l 09Effective contract management 18-19 l 13A commercial approach to software agreements - basic 19 l 14A commercial approach to software agreements - advanced 20 l 14Introduction to purchasing 25 l 04Advanced purchasing skills 25-27 l 04Introduction to negotiation 26 l 08Introduction to contracts 27 l 11

March 2014Introduction to public sector procurement 04 l 05TUPE and its impact on procurement 05 l 11Forecasting techniques 05 l 04Managing complex EU procurement 05 l 06Effective IT purchasing 06 l 14Inventory management 06 l 15Category management advanced 11-12 l 07Contract drafting 11-12 l 12Psychology of the seller 13 l 08Specification writing 13 l 12Executive influencing strategies masterclass 18 l 10Introduction to purchasing 18 l 04Introduction to negotiation 19 l 08Introduction to contracts 20 l 11Risk management in the supply chain 25 l 06Leading edge negotiation 25-27 l 09Sustainable procurement in action 26 l 07Increase the influence of procurement masterclass 27 l 10

April 2014Effective warehouse operations 01 l 15Personality profiling, influencing and persuasion 01 l 10Effective negotiation 02-03 l 08Supplier appraisal 02-03 l 06Introduction to purchasing 08 l 04Managing purchasing 08-10 l 05Introduction to negotiation 09 l 08Introduction to contracts 10 l 11Introduction to purchasing 29 l 04Introduction to negotiation 30 l 08

May 2014Introduction to contracts 01 l 11

Course Title Dates Location Pgl Birminghaml Bristoll Londonl Manchesterl Midlands

Other courses are available visit www.cips.org/trainingfor full course listing

Summary of terms and conditions

Booking Courses or EventsBookings for Courses can be made via www.cips.org atthe following link: http://www.cips.org/en/training or bycontacting our Training & Events Team on +44 (0) 1780756777 or at [email protected]. For online bookings,please select the Course that you require and click on the“Book” button, following the instructions step by step.

PaymentIf you are making a booking online, you can pay by creditor debit card or by purchase order. RBS Worldpay handlesour online credit and debit card transactions in a secureenvironment. We accept American Express, Visa,Mastercard and Maestro.

If paying by purchase order, the invoice will need to beaddressed to the booker or delegate’s employer. Paymentmust be made within 30 days from the date of the invoiceor if the booking is made less than 30 days before theCourse date, payment is required before the Course date.

Please note that we do not accept payment by cash orpayments in any currency other than UK pounds sterling.

In the case of late bookings payment must be made priorto attendance of the Course. If payment is not made priorto the delegate attending the Course CIPS reserves theright to refuse admission until payment has been made infull.

VATFees quoted are exclusive of VAT, which will be shownseparately on the invoice. A VAT invoice will be sent tocover your payment.

CopyrightAll materials provided for CIPS Courses including graphics,code, text products, software, audio, music and designare owned by CIPS or CIPS’ third party Course providers.No content in whole or in part of the CIPS Materials maybe copied, reproduced, uploaded, posted, displayed,linked to or used in any way without the prior writtenpermission of CIPS. Any such use is strictly prohibited andwill constitute an infringement of the copyright and otherintellectual property rights of CIPS, or in the case ofmaterial licensed to CIPS, the owner of such materials.

ProgrammeAlthough details are correct at time of going to print, CIPSreserves the right to make unavoidable changes in theprogramme. CIPS also reserves the right to cancel anevent at any time and offer delegates an alternative date,a credit towards another training event or a refund offees without any liability for resulting or indirect loss.

Joining InstructionsJoining instructions including venue details and starttimes are sent out by email to the Course booker at least10 (ten) days before the event. Once this has been donethe services is deemed to have started under theConsumer Protect (Distance Selling) Regulations 2000

CancellationsWhere a firm booking has been accepted by CIPS and issubsequently cancelled, the customer will be liable forthe following charges. All cancellations must be receivedin writing.

Where a delegate wishes to transfer to a different courseand/or date, the customer will be liable for the followingcharges. The customer can transfer to any course takingplace six months from the date from the original course.

Under the Consumer Protect (Distance Selling)Regulations 2000 you have a cancellation cooling offperiod where you can cancel your Course within a periodof 7 working days beginning on the day after the day onwhich the contract is concluded with you as notified byemail or postal confirmation from CIPS in accordancewith these Terms.

In this case, you will receive a full refund of the price paidfor the Courses in accordance with our refunds policy(clause 13 below). After this initial cooling off period theabove charges apply.

Upon receiving the joining instructions, you agree thatthe service provided by CIPS is deemed to havecommenced and you agree to waive your right to cancelyour booking and receive a full refund within 7 workingdays under the Consumer Protect (Distance Selling)Regulations 2000. In such instances, the cancellationpolicy in the above table will apply.

SubstitutionDelegate substitution may be made at any time. If themembership status of the delegate changes, the feepayable will be amended accordingly.

Non-EU DelegatesCIPS welcomes delegates from overseas but if you areresident outside the European Union (EU) you shouldensure that you have a valid visa and can comply with allimmigration requirements before applying for a CIPScourse.Data Protection NoticeCIPS is registered under the provisions of the UK DataProtection Act 1998 and keeps any personal dataconcerning you in confidence. A full description of the CIPSCode of Practice for Data Protection can be found on thewebsite www.cips.org.

TrademarkCIPS, The Chartered Institute of Purchasing & Supply andits logo are all trademarks of The Chartered Institute ofPurchasing & Supply.

DiscountsMembership discounts: A 10% discount is available onour Courses for current members of CIPS. If booking viathe Website, please log on to the Website as a memberbefore making your booking in order to receive themembership discount. When booking by any othermeans, you should quote your membership number inorder to be entitled to a discount. If you fail to log intothe Website or mention your membership status at thetime of booking, you will be charged the full price foryour Course. Unfortunately we cannot offer anyretrospective refund or credit for any membershipdiscount that you would have been entitled to receive.

Introductory course discounts: Where a single delegateis booked onto titles BP60, NG40 and RG3, they will beentitled to a 10% discount. Such discount is in additionto any membership discount the delegate may beentitled to.

Portfolio multi-booking discounts: Where any delegatemakes a booking for any 3 Courses in our TrainingPortfolio (within the same booking), a 5% discount willapply. Where any 3 delegates book onto any singleCourse on the same date, a 5% discount will also apply.Such discount is in addition to any membership discountthe delegates may be entitled to. If a delegate cancelsany Course having received a bulk discount, they willlose the entitlement to such discount if the resultingbooking is for less than 3 Courses or 3 individuals (asapplicable).

Full Terms and ConditionsThis page is a summary of CIPS’ Terms and Conditionsfor Training & Events. Full terms can be found athttp://www.cips.org/Documents/Training%20and%20Events/Training-terms-conditions.pdf, which should be read inconjunction with our General Terms & Conditions ofBusiness and Website Use available athttp://www.cips.org/generaltandc. If there is aninconsistency between any of the provisions of any ofthese terms and conditions, the provisions of the Termsand Conditions for Training & Events shall prevail. Youshould understand that by booking any Courses, youagree to be bound by these terms and conditions.

Special terms and conditions for ForecastingTechniques and Inventory ManagementMML are a UK based training and consultancycompany. Both “Forecasting Techniques and“Inventory Management” will be coordinated by theMML team. Joining instructions and accommodationdetails will be sent at least 10 days before the Course.For additional overnight accommodation pleasecontact MML on +44 (0) 870 438 1201. Where a firmbooking has been accepted by CIPS and issubsequently cancelled, you will be liable for thefollowing charges: • More than 8 weeks prior to the commencement

of the Course the full fee will be refunded less a£20 administration charge.

• Between 8 and 4 weeks prior to the first day ofthe Course, 25% of the Course fee remainspayable, 25% of the agreed fee will also becharged if bookings are transferred.

• Less than 4 weeks prior to the first day of theCourse, or if the participant fails to attend, the fullfee remains payable.

Where accommodation and public transportationcosts cannot be cancelled these will be passed on atcost. Course substitution may be made up to andincluding the last working day before the Coursecommencement. All cancellations or substitutionsshould be confirmed in writing. Course bookings maybe transferred to another similar Course up to 4weeks prior to the first day of the Course. Only onetransfer per person, per Course is permissible. Thealternative Course must be within 6 months of theoriginal Course date.

Number of weeks before Course date that the

cancellation is made

Charge tocustomer

Over 5 weeks No charge

3 – 5 weeks 30% charge

3 – 0 weeks Full fee

Transfer Policy

Over 5 weeks No charge

5 – 3 weeks 30% charge

3 – 0 weeks Full fee

General information

www.cips.org

CIPS Group Easton House, Easton on the Hill, Stamford, Lincolnshire, PE9 3NZ, United KingdomT +44 (0)1780 756777 F +44 (0)1780 751610 E [email protected]

CIPS Africa Ground Floor, Building B, 48 Sovereign Drive, Route 21 Corporate Park, Irene X30, Centurion, Pretoria, South AfricaT +27 (0)12 345 6177 F +27 (0)12 345 3309 E [email protected]

CIPS Australasia Level 8, 520 Collins Street, Melbourne, Victoria 3000, Australia T 1300 765 142/+61 (0)3 9629 6000 F 1300 765 143/+61 (0)3 9620 5488 E [email protected]

CIPS Middle East & North Africa Office 1703, The Fairmont Hotel, Sheikh Zayed Road, PO Box 49042, Dubai, United Arab EmiratesT +971 (0)4 327 7348 F +971 (0)4 332 5541 E [email protected]

www.cips.orgCIPS™ is a registered trademark of theChartered Institute of Purchasing & Supply