TRAINING TODAY Workplace Improvements Tomorrow COURSE ... · TRAINING TODAY Workplace Improvements Tomorrow Anytime. ... He won the coveted Howard W. Cosgrove Award for ... This course

TRAINING TODAY

Workplace Improvements Tomorrow

Anytime. Anywhere. On Your Schedule.

Customized, Affordable On-Site Training

COURSE CATALOG & DESCRIPTIONS

SupplyChainLearningCenter.com

http://www.supplychainlearningcenter.com/

TABLE OF CONTENTS

Meet Your Instructors ......................................................................................................................................................... 3

Course Categories

Business Process Management ........................................................................................................................................ 4

Category Management ................................................................................................................................................... 6

Contract Management..................................................................................................................................................... 7

Engage & Influence ........................................................................................................................................................ 12

Fact-Base Development ................................................................................................................................................. 13

Leadership ..................................................................................................................................................................... 14

Legal Issues in Supply Chain Management ..................................................................................................................... 15

Market Intelligence........................................................................................................................................................ 22

Negotiation Skills ........................................................................................................................................................... 23

Procurement/Supply Chain Management ...................................................................................................................... 27

Public Purchasing ........................................................................................................................................................... 66

Soft Skills & Communications ........................................................................................................................................ 69

Strategic Application in Management ............................................................................................................................ 80

Supplier Relationship Management ............................................................................................................................... 81

Total Cost of Ownership Approach ................................................................................................................................ 82

CONTACT US NOW for more information about learning opportunities through the Supply Chain Learning Center, because

training today results in workplace improvements tomorrow.

Jolene Gulley, Group Publisher

Supply & Demand Chain Executive and Food Logistics Magazines

Phone: 480.413.0354

Mobile: 262.473.9285

[email protected]

Cost: Varies - choose from set program modules

or or customize to meet your needs

C Class size: Up to 18 people

T Training Duration: 1-3 days per session

mailto:[email protected]?subject=Inquiry%20regarding%20the%20Supply%20Chain%20Learning%20Center

For more information or course catalog, visit SupplyChainLearningCenter.com

800.547.7377

COURSE CATALOG | 2016

3

MEET YOUR INSTRUCTORS LEARN FROM THE BEST Supply Chain Learning Center instructors are leading experts in their respective fields, ensuring your team receives the best education and training in the latest strategies available to streamline your processes and costs and increase your profitability.

William L. Michels, CPSM, C.P.M., MCIPS A prominent purchasing and supply chain management professional, Bill Michels helps companies transform business strategies into maximum profits. Bill has developed innovative methodologies, theories, practices and tools for the transformation of procurement and the supply chain. He is a sought-after speaker and writer and co-authored the book "Transform Your Supply Chain".

Linda P. Michels, CPSM, CPSD, C.P.M., MCIPS

Linda Michels joined her husband, Bill, in a new venture at Aripart Consulting to lead research and

content development. She is known for developing and delivering high-value consulting and skills

development materials based on the analysis and application of both company and research data to

tailor solutions for specific business needs. Linda has presented supply management topics at many

conferences and workshops on 5 continents and is widely published. Her work in utilities purchasing has been cited as best

practice and referenced in several studies, including CAPS Research.

Helen M. Pohlig, J.D.

A 30-year legal veteran, Helen’s career includes extensive experience in government relations and

regulation, telecommunications law, regulatory affairs and general business matters including taxes,

contracts and vendor disputes. She has more than 20 years of experience communicating legal concepts

to non-lawyers in a clear, concise and entertaining manner.

William D. Agee, Jr., C.P.M., A.P.P., CEM, CMN, CPP, CPE, CPCM, CPIM, CVS, PMP, CPSM, SSBB

With nearly 33 years in purchasing, Bill Agee’s background spans a multitude of business sectors,

including retail, wholesale/distribution and government. He has 12 national or international

certifications and has developed certification and certificate programs for major corporations and

global trade associations. He won the coveted Howard W. Cosgrove Award for Outstanding

Contribution to the Purchasing Professional from the Institute for Supply Management.



800.547.7377


4

BUSINESS PROCESS MANAGEMENT

The Sacred Cow Cook-Out

Course Length: 2 days

Instructor: William D. Agee

About this Course:

After the reorganization has been put into place, after the downsizing has been fully implemented and the

technology has been acquired, then the area of process improvements is finally reviewed. Sadly, this area

should come first in most applications. In this session, we assist the groups in better defining the manner and

means through which goods, materials and processes migrate through a department or office. This includes

people, steps in a process, paper flow, as well as time involvement to complete a step.

We successfully identify those cows that are more prone to be involved with our type of business or industry.

It should be critical to better understand the number of steps originally involved in the making of the process.

This will then become modified by the number of deletions or wasted steps. This is a primary step that should

be conducted by every manager.

Recommended for: any company or organization undergoing some form of modification or change with a

sincere desire to reduce the cost of operations without impacting the quality. The greatest area of true initial

cost reduction and process improvements can be accomplished without much cost or effort. A program for all

levels of the company to bring awareness to the cost side of the equation.

Objectives:

Some of the critical aspects that will be addressed include:

• Understanding exactly what a sacred cow is in an organization • Learning how to identify non-value added activities • Steps to round up the cows • How to herd the cows off to market • When to replace cows in a herd • Bottom-line benefit to the organization • Creating an organization that embraces change • Generate new ideas for making change work • Motivating employees to feel good about any changes



800.547.7377


5

Benefits:

Participants will learn:

• Why change is important to our ultimate success • Who should lead a change driven application • What area we feel is critical enough to pursue change • The problems involved with change when the wrong driver is selected • Why other forms of change are pointless without this progression



800.547.7377


6

CATEGORY MANAGEMENT

Category Management: Beyond Strategic Sourcing

Course Length: 2 Days

Instructor: William L. Michels

About this Course:

This course provides the tools to develop and validate the category profile, define and execute category

objectives, implement performance and compliance management plans and review performance results for

key categories of spend. This course is not about strategic sourcing; it covers the end-to-end process of

category management.

Recommended for: any company or organization desiring to move beyond strategic sourcing to build strong

supply chain alignment, stakeholder engagement, cost and value improvement and integration with the

supply chain.

Objectives:

Provide an overview of the category management process and apply the tools

Identify ways of optimizing value derived from categories

Develop category metrics and create improvement plans

Generate a supplier performance management framework for a category

Refresh category management tools

Benefits:

Shifted focus from “filling” business needs to understanding the source of those needs

Increasing visibility into category spend

Understanding of core supplier capabilities and supplier development needs

Increased supplier collaboration

Maximized category leverage

Reduced risk



800.547.7377


7

CONTRACT MANAGEMENT Click on Course Title

1. Understanding Risk Management

2. Contract Administration

3. Contract Management and Administration

4. The Terms & Conditions of a Contract

Understanding Risk Management



About this Course:

The concept of risk management is one of those areas often discussed but pushed off the desk quickly. In

many contracts it is often desired to push as much risk to the other side of the table as they are willing to

accept so that you can minimize it, on paper, to your side. However, should the contractor even agree to

accept all risk, budget, schedule, technical, process, that does not mean you are off the hook. If the contract

is later defaulted on and the supplier or contractor goes immediately into bankruptcy protection or even out

of business the bulk of the risk will end up back on your desk with a shorter horizon to fulfill the drop dead

date for the customer and with possibly less budget money available. Risk comes in many forms and the

astute project, contract manager, contract administrator, supply chain manager or buyer must be able to

minimize such risk and mitigate its negative impact upon the organization. The tools and technics identified

in this session will assist the profession ensure he is during professional level work for the organization.

‘Remember, you can’t manage, what you can’t see.’

The topics covered in this course are:

Understand the relationship between risk and contract fulfillment

Identify the sources of risk

Sources of contract risk

Understanding pre-contract risks

Risky terms in negotiating business contracts

How contract selection selects contract risks

Creating a contract risk matrix

Understanding the circumstance leading to a risk impact; schedule, budget, technical or process



800.547.7377


8

Objectives:

The purpose of this session is to gain a deeper awareness of the impact and circumstance surrounding a risk

profile. Senior managers always think and concern themselves with risk in projects or major contracts. Make

buyers and contract managers aware of the sources of risk in contracts. Make the professionals aware of the

risks associated with selecting a certain style of contract. Make the managers aware of the risks connected

with various types of project under a buyer/contract manager’s control.

Benefits:

The participants will learn:

What contract risks are

When these contract risks can be expected in certain project

What the sources of risk are to ensure they are controlled

Identify pre-contract risk in all projects

Key terms to negotiate in and out of a contract

What issues typically cause claims and disputes in contracts

How best to treat contracts risks

Type of contracts to employ

How to anticipate risks before they become full circle

Contract Administration



About this Course:

It has been called the 'icing on the cake' of a good acquisition. The best selection of a vendor, the best

acquisition method employed by the buyer and the lowest price can suddenly become the worst nightmare

without effective contract administration.

Contract Administration is a process of ensuring compliance to contractual obligations both inside the agency

as well as to those on the outside. The contract administrator is the focal point of ensuring the success of the

purchase as well as to protect the agencies right in the event of default on the contractor. However, many

are thrust into this critical position without any degree of proper training or education.

Recommended for: both the new and experienced contract administrator, purchasing professionals, agency

managers and directors



800.547.7377


9

Objectives: This session covers the elements necessary for success in the completion of administering a contract. Areas

covered include:

Role of contract administration

Qualifications of a contract administration

Elements of the pre-award review

Preparing a proper proposal

Effective planning in contract administration

Project management for administering contract compliance

Skills of an effective contract administration

Developing the communications process and monitoring contract fulfillment

Functional tools of the contract administration

Contract claims and resolutions

Methods of contract reimbursement

Proper methods of contract closure

Issues and concerns in the contract administration process

Sample forms and exercises

Plus, other areas of focus in the current environment

Benefits:

Learn the steps to properly manage a supply chain contract

Develop a contract closeout procedure

Understand the best way to ground a claim

Uncover the best way to manage through a contract

Minimize risk throughout the contract

The steps necessary to follow on closing out a contract

Contract Management and Administration



About this Course:

It does not matter how well a contract is written if the terms and conditions are not properly enforced. The

best contract can be useless if not monitored effectively. Therefore, it is important to consider methods and

techniques to improve the task of obtaining the benefits of the agreement.

Topics of importance prior to the actual execution of the contract include Pre-Award Considerations of:

• Preparing the proposal • Planning the contract • Negotiation skills • Effective communications



800.547.7377


10

Post-Award topics include:

• Control and monitoring procedures • Contract claims • Contract reimbursement • Proper closing of the contract

Recommended for: purchasers, sales agents, contract administrators, and senior managers over contracts

Objectives:

Learn the skills and develop the tools to properly manage a contract

Employing project management to enhance your control of the contractor

Minimize risk; project, budget, technical, process through more effective control

Understand how to properly ground your claims

Develop a checklist to properly close-out a contact

Benefits:

Make management happy with a value derived contract to the organization

Abate serious setbacks and road blocks through a pro-active management and control process

Bring the project in for what the customer required and the organization paid for

Make the contract management area a strength of your organization

Have an audit-proof closeout guaranteed to make your management and audit team satisfied

The Terms and Conditions of a Contract



About this Course:

Virtually every professional in the field of purchasing needs to fully understand the consequences of entering

into a contract for goods or services. Since a contract can bind a company for not only for an acquisition but

several years, clarity and understanding are critical.

Recommended for: all persons connected with the requisition, buy and sell of goods and services. This is a

must course for everyone in purchasing and sales.

Objectives:

This course is designed to enable purchasing personnel to become comfortable with reviewing and working

on a contract.



800.547.7377


11

To reach this level of competency the course will cover:

• Basic elements of a contract • Whether it is enforceable • The type of contract (common law vs. UCC) needed • Rules about agreements not included in the contract • When a written contract is required, and • Review a Buyer's and a Seller's contract terms

Specific contract terms and conditions are examined beginning with the distinction between terms and

conditions. Since many terms are unique to the purchase of goods, the terms more commonly used in sales

purchase orders and contracts are specifically examined, including concepts such as the Battle of the Forms

and the Perfect Tender Rule. Common terms included in almost all contracts are reviewed and explained.

Benefits:

It is stated that you cannot manage what you do not understand and the Terms and Conditions session is a

critical baseline session to ensure you fully understand the elements associated with contractual obligations.

The session will demystify the risks and unknowns in managing a contract to a successful fruition.



800.547.7377


12

ENGAGE & INFLUENCE

Stakeholder Engagement and Influence



About this Course:

This course contains tools and techniques to identify, map and communicate with stakeholders to meet their

and your organization’s individual needs. It introduces skills and behaviors to engage, manage and influence

stakeholders.

Recommended for: any company or organization that develops strategic plans. The influence process is a

critical skillset required by all procurement and supply chain practitioners for internal and external

environments. Stakeholder engagement assures project success when developing change and transformation

initiatives.

Objectives:

Understand what drives stakeholder behavior

Understand how to adjust your communication style and approach to meet business needs

Understand who stakeholders are and their roles and communication needs

Benefits:

Tools and techniques for effective stakeholder management



800.547.7377


13

FACT-BASE DEVELOPMENT Fact-Base Development and Spend Analysis



About this Course:

Business needs and requirements gathering

Spend analysis

Sourcing history analysis

Price analysis

Cost analysis

Supply Chain analysis

Technical trends and developments

Fact-Base Development Content:

Gather and analyze data to enable spend transparency

Understand the drivers of external spend and how they may be influenced generating options for change

Identify methods to address the reduction of consumption and related behaviors and systems

Implement tools for the elimination of waste, problem solving and root case analysis

Learn how to approach specification reengineering

Addressing policy and process change, to manage cost control; developing compliance strategies

Creating a cost control culture – influencing others to support spend analysis

Recommended for: procurement and supply chain practitioners involved in key projects like outsourcing,

make/buy, strategic sourcing changes or risk analysis profiling.

Objectives:

Learn approaches to work with stakeholders to challenge specification and re-establish budgets

Understand what spend analysis is and the impact of application on organizational cost and effectiveness

Learn how to apply key spend analysis tools and what results to expect from their use

Identify opportunities for cost and value improvement

Create plans to address process, policy and consumption for own category areas

Creating a compelling message to gain support for spend analysis internally and externally

Benefits:

Following this class, individuals will be able to:

Create a case for spend analysis in own category area, or internal and external use addressing financial, effectiveness and other motivators

Set priorities and create delivery schedules for local implementation of spend analysis strategies

Utilize tools to implement cost improvement through spend analysis



800.547.7377


14

LEADERSHIP

Leadership Styles & Techniques



About this Course:

Have you ever considered the leadership style of your employee, colleague, manager, or customer? Knowing

leadership styles and techniques before an important meeting, review, or negotiation could impact the result

for a more successful outcome. An effective leader is one who knows how to adapt to diverse personalities

and helps others attain productivity through transformation. Plan to attend this session and learn how to

effectively organize, build relationships, and make positive changes for effective and empowering leadership

in your organization!


Introduction and the nature of leadership

Perspectives on effective leadership behavior

The decision factor: Theories and leadership programs

Power types, relationships and influence processes

Leadership in teams and decision groups

Recommended for: all persons in both mid-level and upper management; sales, purchasing and departmental

managers. This session is availed to all persons either in management or seeking new positions of

advancement.

Objectives:

The participant will understand the various aspects of leadership and the indicators of effective leadership

Knowing how to identify the appropriate decision procedures for different situations.

The leadership styles and techniques provided will enhance participant’s leadership skills

Benefits:


▪ How to evaluate the effectiveness of a leader ▪ The taxonomies of leadership behaviors and how to use them to our benefit ▪ How to determine the key variables in leaders and followers ▪ Effective use of power and influence ▪ How to adapt to diverse personalities for relationship building; and conducting more effective meetings



800.547.7377


15

LEGAL ISSUES IN SUPPLY CHAIN MANAGEMENT Click on Course Title

1. Legal Aspects of Supply Management 2. Basics of Contracting (for Goods & Services) 3. Legal Aspects of Purchasing Services 4. UCC for Purchasing Professionals 5. Contracting 101 – The Basics 6. Contracting 201 7. Construction Law

Legal Aspects of Supply Management

Course Length: 2 or 3 Days

Instructor: Helen M. Pohlig

About this Course:

This course is intended to give those in supply management a comprehensive look at various aspects of contract

law and their application to the supply management function as well as what happens after a contract has been

formed – each party’s respective responsibilities for performance of the contract and rights to legal remedies in the

event of non-performance. In addition, it provides an overview of the U.S. legal system and other non-contract laws

and legal principles that affect the supply professional’s day-today job responsibilities.

Included in this course are discussions of:

Sources of Law

Contract Formation

Unenforceable Contracts

Contract Performance

Warranties and Product Liability

Remedies

Law of Agency

Other Laws Affecting Purchasing

*Note: It is recommended that this course cover 3 days because of the amount of material covered. Most

students taking it in 2 days are overwhelmed; many students taking it in 3 days wish it had been 5.



800.547.7377


16

Recommended for: Buyers, purchasing managers and other supply professionals wishing to enhance their

understanding of the law as it affects supply management.

Objectives:

Familiarize supply professionals with various aspects of law that affect their responsibilities

Apply basic requirements of contract formation and enforcement

Recognize rights and responsibilities of each party to a contract

Identify issues relating to exercise of contracting authority and the lack thereof

Benefits:

Improved communication between supply professionals and their lawyers

Minimized risk of entering into unenforceable contracts

Minimized risk of commitment to unreasonable contractual obligations and increased confidence in asserting

contractual rights

Improved control over unauthorized contracting

Basics of Contracting (for Goods & Services)

Course Length: 1 Day


About this Course:

Anyone whose work touches on contracts should know at least a little about contract law. This class will provide an

overview of the law that governs contracting and an explanation of what it takes (and doesn’t take) to form a

contract, including a discussion of authority and the law of agency. (This course is similar to the Legal Aspects of

Supply Management but with much less detail.)

Recommended for: Supply chain professionals seeking an overview of laws affecting procurement.

Objectives:

Familiarize supply professionals with various aspects of law that affect their responsibilities


Recognize rights and responsibilities of each party to a contract

Identify issues relating to exercise of contracting authority and the lack thereof



800.547.7377


17

Benefits:



Minimized risk of commitment to unreasonable contractual obligations and increased confidence in asserting

contractual rights


Legal Aspects of Purchasing Services



About this Course:

All procurement professionals should recognize the significant differences between buying goods and acquiring

services – the timing is different, the issues are different and the law is different. This program focuses on some of

the more important legal aspects of contracting for services, from contract formation to specific terms and

conditions such as limitations of liability and indemnification.

The following topics, as they relate to services contracts, are included:

Sources of Law

Basic Contract Elements

Interpretation of Contract Language

Specific Terms and Conditions

Remedies

Recommended for: Supply chain professionals seeking greater understanding of the law affecting the acquisition of

services, including required and recommended contract terms and conditions.

Objectives:

Recognize important differences between contracting for services and contracting for goods


Increase understanding of common terms used in services contracts

Benefits:

Improved service-contracting abilities




800.547.7377


18

Ability to identify and include critical terms in services contracts

UCC for Purchasing Professionals



About this Course:

The Uniform Commercial Code provides much of the law that governs the purchase of goods. Although many of its

terms can be over-ridden by agreement of the contracting parties, purchasing professionals should be familiar with

this law and understand how it affects the acquisition of goods. This class will review the basic provisions of UCC

Article 2 covering contract formation, contract performance and the remedies available in the event of a contract

breach. Proposed revisions to UCC Article 2 will be highlighted.

Recommended for: Buyers, purchasing managers and other supply professionals whose primary responsibilities

involve the acquisition of goods.

Objectives:

Understand application of the UCC to goods contracts


Identify UCC-based “gap-filler” provisions for goods contracts

Benefits:

Improved goods-contracting abilities


Ability to identify and include critical terms in goods contracts



800.547.7377


19

Contracting 101 – The Basics



About this Course:

Because purchasing professionals must ensure that contracts protect the interests of their organizations, the ability

to understand contract clauses is a key skill. After a review of basic contract law, this class will address many of the

standard terms found in most contracts. When offered as an on-site class, discussion will include key terminology

and clauses taken from the sponsoring organization’s own contract language.

Recommended for: Buyers, purchasing managers and other supply professionals seeking familiarity with and

greater understanding of the standard terms and conditions found in most supply contracts.

Objectives:

Understand the legal context for contracting in the U.S.

Explain basic requirements of contract formation and enforcement

Increase understanding of common terms used in most contracts

Benefits:

Greater confidence in and awareness of the role of contracting


Improved ability to discuss and negotiate contract terms

Contracting 201



About this Course:

After a brief review of contract law basics and a discussion of the various aspects of the solicitation process, this

course will address issues that arise with different types of contracts as well as specific terms and conditions that

may be appropriate for each. Included are discussions of the following types of contracts:

Contracts for Goods

Employment, Consulting & Other Service Agreements

Software Contracts

Design Professionals – Architects and Engineers



800.547.7377


20

Construction Contracts

Confidentiality/Non-Disclosure Agreements

Recommended for: Experienced supply professionals looking to gain a better understanding of solicitation

procedures and additional knowledge of contracting issues affecting specific types of contracts.

Objectives:

Increase understanding of solicitation procedures (RFPs, RFQs, RFIs, etc.)

Recognize differences between and among various contract types

Increase understanding of critical terms for different types of contracts

Benefits:

Improved ability to develop more complex contracts

Minimized risk of inappropriate use of contract language

Ability to identify and include critical terms in various kinds of contracts

Construction Law



About this Course:

This course focuses exclusively on the legal environment and the legal aspects of contracting for construction

projects. It begins with an overview of the law including general contract law and construction-specific legal

provisions as well as the application of tort (personal injury) law to construction. Basics of contracting – contract

formation, contract performance, contract remedies and agency relationships – are reviewed in the context of

construction contracting.

The course also addresses the various contracts likely to be a part of any construction project, including

agreements between the Owner and the Architect or Engineer, between the Owner and the Prime Contractor and

between the Prime Contractor and any subcontractors. Specific contract terms, such as responsibilities of the

respective parties, lien provisions, indemnification, and change orders, and their particular importance to

construction contracting are emphasized.

Recommended for: Supply professionals whose responsibilities currently or may in the future include construction

projects.



800.547.7377


21

Objectives:

Familiarize supply professionals with various aspects of law that affect construction contracting

Identify legitimate contracting authority of various parties involved in a construction project

Increase understanding of contract terms and documents commonly used in construction contracts

Benefits:



Improved quality of contract documents resulting in better administration of construction projects



800.547.7377


22

MARKET INTELLIGENCE

Supply Market Analysis



About this Course:

Supply Market Analysis involves the gathering of facts, data and observations about the marketplace within

which suppliers conduct business. A structured assessment of past and future developments and potential

impacts on sourcing decisions by helping to determine the ability to influence the market to your advantage,

or buy better within it.

Recommended for: any company or organization involved in major strategic sourcing projects where

understanding supply markets, competition, technology, risk and geography are key considerations.

Objectives:

Understand the factors affecting the supply markets and the impact on bargaining power

Understand supply markets on a national and international basis

Identify areas on which to focus when conducting a supply market analysis

Understand the structure and business drivers of a supply market

Use supply market analysis to understand the drivers to deliver cost and value improvements, innovation and manage risk

Benefits:

Learn more market economics and market drivers

Identify opportunities for cost, value, innovation and risk improvement



800.547.7377


23

NEGOTIATION SKILLS Click on Course Title

1. Negotiating with Suppliers 2. Effective Negotiation Preparations 3. Telephone Skills for Sales and Negotiations 4. Equipment Lease Negotiations

Negotiating with Suppliers



About this Course:

This course covers approaches to tactical and strategic negotiation. It provides tools and techniques for

negotiation planning, strategy, execution and expectation management for negotiation with your suppliers.

Recommended for: any company or organization that desires to improve negotiation planning and

negotiation outcomes for both individual and team negotiation process. This course is designed for anyone

involved in negotiation. While it is developed from the procurement and supply chain perspective, it can be

customized to include sales staff.

Objectives:

Identify negotiation opportunities

Effectively plan team negotiations with stakeholders

Understand how to make best use of personal negotiation style

Recognize different negotiation types and behaviors

Efficiently implement negotiation strategies

Facilitate post negotiation reviews

Benefits:

Understand negotiation strategies and when to apply them

Apply negotiation planning tools



800.547.7377


24

Effective Negotiation Preparations Course Length: 2 days


About this Course:

Preparation is an essential element of the negotiation process since a negotiation is seldom made perfect at

the table. The success of the negotiation depends on thoroughness of the planning and anticipation of

negotiating objectives of both parties. A successful negotiation is the product of detailed study and analysis.


The negotiation process and understanding your counterpart

Preparing your case/information

Understanding your negotiating leverage

Knowing your L-O-B profile

Negotiation strategies and techniques

Forming your team and determining their roles

Preparing the negotiation worksheet

Anticipating counter negotiation points, how to handle surprises and process breakdowns

Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,

sales, department management and executive levels of management.

Objectives:

The participant to be better prepared when they enter their next negotiation

The outcomes will be more aligned to their prepared strategies

The tools and templates provided will enhance the participants’ overall negotiation skills

Benefits:


▪ How to determine team membership and roles ▪ What information is required before the start of negotiations ▪ The importance of predetermining acceptable tradeoffs in negotiating points and determine the

acceptable range of options ▪ How to create a negotiation checklist



800.547.7377


25

Telephone Skills for Sales and Negotiations Course Length: 2 days


About this Course:

As the cost of a presentation to a prospective buyer rises, so does the demands placed upon an organization

to both increase sales as well as utilize alternative methods of achieving the same results. It is only natural

that the emphasis shift to making greater use of telemarketing. However, considering competition is facing

the same degree of competitive pressures, how can one firm stand out from another and continue to

increase revenue and profitability? The answer is in the delivery and the information we express to our

customers.

This course is designed for those individuals that are directly involved in the sales activities of a company,

telemarketing personnel, supervisors and managers.



Objectives:

Some of the successful applications covered include:

• Defining the organizations power sources • Understanding how best to minimize our perceived weaknesses • Developing a successful sales plan • Attracting the customer’s undivided attention within the initial opening • Phrasing questions for emphasis and skills enhancing your listening • Watching for cues to know when to ask for the order to improve the closing rate

Benefits:

Utilize the strengths and weaknesses of negotiations without a person before you

Allows the participants to create a telephone negotiation checklist

Conveys the strengths of and power of effective and active listening to the outcome



800.547.7377


26

Equipment Lease Negotiations Course Length: 2 days


About this Course:

Leasing has fast become one of the more common and sought after methods of acquiring capital goods and

capital-intensive investments. Depending on the company's long term plans, cash flow, and tax

consideration, the buyer is left with a variety of options to pursue in acquiring the best equipment for the

company's needs.



Objectives:

This session will allow the new as well as the more experienced professional with tools, tactics and

acquisition plans for securing the item. In addition, a step-by-step negotiation process will be created and

developed. Whether the price of the lease is $1,000 to over $1,000,000, a concise detailed plan will be laid

out to assist the purchasing executive through every step of the lease process.

Benefits:

Participants will:

Learn how to determine and select the right lease for the deal

Prepare lease quotes and a negotiation plan

Evaluate the leases success criteria

Analyze financial offers

Determine traps in lease agreements

Know the best techniques to employ in a negotiation strategy

Watch for financial lease bluffs

How to effectively and efficiently handle a lease closing



800.547.7377


27

PROCUREMENT & SUPPLY CHAIN MANAGEMENT Click on Course Title

1. Using the Internet for Acquisitions 2. Purchasing for Technological Applications 3. New Metrics in Purchasing 4. Continuous Improvement in Purchasing 5. Buyer's Analysis of Financial Statements 6. Utilizing the Procurement Card 7. Basics of Inventory Control Principles 8. Inventory Control & Records Accuracy 9. Cycle Time Reduction in Purchasing 10. Fundamentals of Materials Management 11. Just-In-Time Purchasing 12. Purchasing Services 13. Forming Purchasing Partnerships & Alliances 14. Outsourcing: Beyond the Make or Buy Criteria 15. Effective Supplier Selection and Evaluation 16. Improving Purchasing through Benchmarking 17. Value Analysis: For the Best Total Value 18. Consortium Purchasing 19. Purchasing Ethics 20. Supplier Certification 21. Supply Base Rationalization and Management 22. Fundamentals of Purchasing 23. Basics of Purchasing Management 24. Writing Effective Specifications 25. Effective RFP Development 26. Basics of Construction Purchasing 27. Lean Supply Chain Management 28. Forecasting Techniques for Supply Managers 29. Understanding Supplier Capabilities, Capacity and Constraints 30. Competitive Intelligence 31. Foundations in Global Purchasing



800.547.7377


28

32. Global Purchasing - Advanced 33. Establishing Global Purchasing Offices 34. Contract Auditing for Supply Chain Managers 35. Change Order Management 36. Using and Applying Big Data for Market Analysis

Using the Internet for Acquisitions



About this Course:

It is often noted that the most significant changes in purchasing and materials management have resulted

from the use of computers and software systems supporting administration, control and planning functions.

The Internet and the Worldwide Web already accelerate this impact on purchasing through the global

connection to information and suppliers. This will be the standard of business operations in the future. This

program examines the benefits, challenges, and cautions of using the Internet and Worldwide Web for

sourcing and related functions.

This course is essential for purchasing and material management managers and supervisors as well as the

buying and planning staff in understanding the significant opportunities, challenges and current problems in

using the Internet and in designing a balanced policy for Internet use.

Recommended for: buyers, purchasing supervisors, purchasing managers

Objectives:

Participants in this program will learn:

Finding and evaluating potential Internet sources of supply

Ordering and tracking incoming shipments via the Internet

Monitoring selected news - pull and push techniques

Employee/company privacy issues

Identify the power and monitoring the risks of the Internet in sourcing globally

Allows the for the tools of effective assessment and qualifications to be created

Benefits:

Participants will be able to:

• Identify types of applications to improve productivity and efficiency • Identify specific applications and usage authorizations • Develop procedures to protect privacy and system integrity



800.547.7377


29

Purchasing for Technological Applications



About this Course:

There is a continuing need to apply modern hardware and software technology to the purchasing

organization. If properly focused, such automation can improve the quality and accuracy of the purchasing

function while freeing up needed resources for planning and strategic decisions.

This course addresses the purchasing functions within the context of the overall business process of the

corporation, the purchasing functions, which can benefit the most from automation, and how to evaluate

automation systems, designs and applications.



Objectives:

Learn what is required to make a good IT purchase

How to negotiate for software agreements

What to seek to protect your firm in the event the provider goes out of business

What good contract language looks like

Benefits:

Securing more favorable terms for the company

Protect the company as the software or hardware needs to grow with the business

Minimize time and delays of the provider

Applying project management tools to the contract

Knowing what the triggers for risk would be in a IT agreement

How to make these compliance acquisitions a best value acquisition



800.547.7377


30

New Metrics in Purchasing Course Length: 2 days


About this Course:

Metrics are the basis for evaluating the effectiveness and efficiency of the purchasing organization. A metric,

unlike a measurement, accounts for moving the strategic initiatives of the firm forward. A measurement is

merely a number associated with activity. Leading edge purchasing organizations work with their

management to establish measures consistent with the goals of the company and their industry and provide

meaningful data and information to identify performance gaps, track improvements, and provide

comparisons with peer groups and companies.

This course is for purchasing managers, their managers, and buyers seeking to design or better understand

the metrics needed in today's business environment.

Recommended for: senior managers, purchasing managers, directors of purchasing and executive officers of

a company

Objectives:

The topics include:

• Traditional performance measures for the purchasing function and individuals and contemporary measures of corporate performance

• Relationship of purchasing performance to corporate performance • Functional benchmarks (similar kinds of functions in different businesses) are a necessity • Benchmarks and metrics comparisons for multi-site purchasing organizations with similar industries • Categories of metrics and what they should convey • Subjective measures and reporting, e.g. the satisfaction survey

Benefits:

Participants in this program will be able to:

• Understand the importance of metrics for the purchasing organizations • Select measures relevant to the specific industry and company • Collect, interpret, and report performance data • Develop improvement action plans



800.547.7377


31

Continuous Improvement in Purchasing Course Length: 2 days


About this Course:

Continuous improvement must be an ongoing activity in every business to enhance operational efficiency,

control costs, and improve competitive position with its customer base. The purchasing organization plays a

key role for the corporation in such improvement. Purchasing managers must look within their own

operations for savings.

Purchasing management and buyers will benefit from this course by identifying changes and new applications

that can be pursued to enhance savings through the daily operations of the purchasing organization.

Recommended for: those chartered with controlling costs, reducing cycle time in operations and integrating

new software programs

Objectives:

To instill a desire to make your department cutting-edge in productivity and efficiency

Improve time investment in applications yielding more time for being strategic

Minimize risks and operational deficiencies

Enhance customer satisfaction through cycle-time improvement

Topics include:

• Application of new technology to the purchasing process • Improved utilization of buyers and support personnel • "Up front" purchasing planning: strategic versus tactical, impact on operations • Cycle time reductions • Consortium buying and Strategic Alliances

Benefits:

This course will prepare the participants to:

• Identify purchasing processes and identify applicable improvement opportunities and alternatives • Select and implement methods for achieving improvements



800.547.7377


32

Buyer's Analysis of Financial Statements Course Length: 2 days


About this Course:

Suppliers' financial stability is essential to maintaining a viable and reliable supplier base. Such information is

needed as a part of evaluating new suppliers and needs to be reviewed on a regular basis for key suppliers

already in the supplier base.


sales, department management and any managers tasked with selecting or qualifying new sources of supply.

Objectives:

Topics include:

Available reports: public versus privately held companies

SEC required reports

Sources of information, i.e. company reports, SEC/EDGAR, private audits, news reports

Commercial evaluation services

Ratio analysis; what they mean

Trends of the business

How to detect good reports but bad business

Going beyond the ratios - the signs of danger

The importance of on-site evaluations

Placing a supplier on alert status: steps to take

The likely impact of supplier bankruptcy, what buyers can do

Benefits:

Buyers and other personnel evaluating suppliers will benefit from this course by improving their ability to

interpret suppliers' financial and other reports and assess the potential impact on the supply chain, including

case analysis.

The participants will be able to:

• Develop a monitoring process and policy for suppliers' financial status • Understand the sources of information and interpret financial and related reports • Develop anticipatory action plans for suppliers in financial difficulty



800.547.7377


33

Utilizing the Procurement Card Course Length: 2 days


About this Course:

The procurement card offers significant opportunities for both the purchasing organization and end users to

reduce procurement efforts, costs and cycle times for delivery while retaining control over the acquisition

process. Many companies have already implemented a procurement card program or are planning

implementation of a program.

This course is intended for purchasing professionals and end users in companies considering the use of

procurement cards and also for companies needing to make corrective steps in their existing procurement

card programs to satisfy management or operational concerns.

Recommended for: all connected with the purchasing, sales, and financial applications of a company

Objectives:

The topics include:

• Basics of procurement card programs, their advantages and disadvantages • Most suitable candidate commodities for procurement card programs • How to sell suppliers on the use of procurement cards • Roles of purchasing and the end user • Control and audit principles for purchase card programs • Impact on accounts payable operations • Reports and measures • Measuring the effectiveness of procurement card programs • Selecting procurement card suppliers, negotiating terms • Training requirements • Implementation guidelines - Pilot Programs

Benefits:

Participants in the program will be able to:

• Determine the applicability of the procurement card • Define benefits, costs and risks • Define procurement, end user, supplier and procurement card supplier roles and responsibilities • Determine requirements for reports, measures and controls • Obtain buy-in from suppliers • Analyze problems with existing procurement card purchasing and take corrective actions • Negotiate with and select a credit card provider, evaluating new or existing programs they offer • Design and implement a focused pilot program • Modify existing programs



800.547.7377


34

Basics of Inventory Control Principles



About this Course:

Inventory is frequently misrepresented as being "the root of all problems". Today's financial and supply chain

managers are calling for continuously lower inventory levels to reduce investment costs. What is more

accurate is that inventory can hide many problems in the supply chain. This course addresses the application

of appropriate inventory control principles and techniques, which will uncover those problems while

providing inventory needed to meet internal and external customer service expectations and supplier

capabilities.

Purchasing managers, material managers, buyers and planners and others involved in inventory management

will benefit from case studies that will be used to illustrate how other companies have properly or incorrectly

addressed these issues.

Recommended for: those wanting to gain control of their inventory investments, minimize costs to their firms

and those desiring to implement Supply Chain Management

Objectives:

Topics included are:

• Factors affecting inventory investment • The elements of inventory costs - typical quantification • The non-quantifiable problems of too much or too little inventory • Principles of inventory analysis, the inventory analyst specialist • Implication of zero inventory level goals • Types and examples of demand forecasting • Inventory levels under various demand forecasting types • The impact of inventory accuracy • Write-offs and write-downs, the manager's nightmare • Impact of the quality of forecasting on inventory management • JIT principles • Standardization and simplification • Management of excess and obsolete inventories

Benefits:


• Understand and apply advanced inventory control principles • Establish improvement goals and measurements



800.547.7377


35

• Improve teamwork with end users, suppliers and financial management • Plan and implement an inventory management improvement program • Improve elements of ongoing inventory management efforts

Inventory Control & Records Accuracy



About this Course:

Accurate record systems and procedures are essential for the successful implementation of any inventory

control system. Otherwise, efforts to reduce the inventory burden and make more effective use of existing

inventory will fail through the lack of good procedures and lack of valid data regardless of the system

selected.


sales, inventory control, financial management and executive levels of management.

Objectives:

Buyers, planners, inventory control personnel and their managers will gain a better understanding of how to

design and integrate the records system as part of the inventory control system and how to operate the

record systems to ensure data integrity.

The course includes:

• Sources of inventory data and uses of data in the planning and purchasing process • Inventory record systems: advantages and disadvantages • Impact of data accuracy on purchasing, suppliers and financial reporting • Current inventory central programs

Benefits:


• Analyze the accuracy of their current inventory systems • Determine the accuracy and control needs of the organization • Determine steps needed to correct gaps in control and accuracy needs • Implement an improvement program



800.547.7377


36

Cycle Time Reduction in Purchasing Course Length: 2 days


About this Course:

The responsiveness of the purchasing organization is critical to the success of the corporation to ensure the

on-time delivery of materials and services for planned requirements, emergency situations, and ongoing

MRO needs. Yet, the amount of time taken to complete even the most routine task can be an obstacle to

quick and timely response. Costs associated with many of these activities are out of proportion to the value

they add.

Recommended for: buyers, senior buyers, purchasing managers, cost accounting, sales and the operations

team

Objectives:

This course will address how to reduce or eliminate steps in the purchasing function to reduce the cycle time

for the purchasing process as well as reduce purchasing operating costs.

Topics include:

• Reviewing the needs of the corporation and end users • Mapping the purchasing process and related functions - accounts payables, inventory control • Quantifying process step costs - time and money and analyzing the value added by each step • Streamlining and redesigning the process • Application of new systems • Obtaining management and end user buy-in • Measuring and reporting cost savings to management

Benefits:


• Analyze the steps in their own purchasing process • Evaluate value added by each step • Eliminate or reduce non-value-added steps • Redesign the process to reduce cycle time and costs • Establish a pilot program to test the redesign



800.547.7377


37

Fundamentals of Materials Management Course Length: 2 days


About this Course:

The materials management function encompasses the complete cycle of acquisition, control, and usage. This

seminar begins with forecasting and planning and concludes with disposition of obsolete and excess

materials. This integrated view provides the organization with the best opportunities for the effective use of

company resources for materials expenditures and management.

Recommended for: senior buyers, purchasing managers, operations managers, and manufacturing managers

Objectives:

Topics included in this program are:

• Material management elements and functions • Organizational implications • Current and future product plans • Commodity management • Supplier selection/supply base management • Current product planning: sales/inventory, manufacturing plan • Materials plan: MRPII • Quality impact • Other material’s innovations JIT, JITII, DRP • Supplier certification • Transportation

Benefits:


• Identify the elements and organizations involved in materials management • Identify the skills and knowledge needed for effective materials management • Develop an organizational model for integrated materials management • Identify the roles of cross-functional teams



800.547.7377


38

Just-In-Time Purchasing Course Length: 2 days


About this Course:

Just-in-time (JIT) delivery and purchasing has received much attention as a key success factor in Japanese

manufacturing efficiency and has been adopted as a goal by many American companies as well. However,

seldom does the buyer or supplier understand the historical context of JIT, the prerequisites for JIT, or the

ramifications on the supplier and buyer when the underlying principals of JIT are not followed.

Recommended for: senior buyers, purchasing managers and strategic suppliers

Objectives:

This course will address the values of JIT as well as risks when it is misapplied. The topics include:

• Definition of JIT, JITII • Examples - the Japanese experience of the 1980's • Types of planning/replenishment systems, their relation to JIT • Discipline requirements • Why JIT breaks down the ramifications when it does • Where JIT may not work • Identifying candidates for JIT management • Supplier, buyer expectations/communications • Planning a JIT system • JIT implementation, management Benefits:

The participant will be able to:

• Understand JIT principles • Identify potential opportunities for JIT • Assess advantages and risks for supplier and buyer • Develop and negotiate JIT proposals • Manage JIT programs



800.547.7377


39

Purchasing Services



About this Course:

Is your organization properly handling service purchasing? It is estimated that over 50% of future company

"spend" will be for service or performance based transactions, in many companies much of these dollars

spent lacks the application of required purchasing principles and processes. This represents a huge

opportunity for improvement.

Recommended for: buyers, senior buyers, purchasing managers and directors of purchasing and sales

Objectives:

Topics in this program include:

• Definition and examples of services and performance based requirement • Where to look for service acquisitions/ "hidden" activities • Relationships with end users of services • Assessing the total use of services • Prioritizing areas of opportunity • Preparing the statement of work/measures • Identifying, evaluating, selecting suppliers • Price/cost analysis • Requests for proposals and evaluation of proposals • Contract preparation: prices, key terms, legal issues • Administration of the service contract, performance measurement • Terminating service contracts

Benefits:


• Identify service contract opportunities • Form project teams with end users • Prepare statement of work and performance requirements • Solicit and evaluate proposals from service suppliers • Implement new contracts and measures



800.547.7377


40

Forming Purchasing Partnerships & Alliances



About this Course:

Is your purchasing approach with suppliers generally adversarial or cooperative? Do you have opportunities

where going beyond even a cooperative approach to a partnership is needed or could provide extra benefits?

Recommended for: all persons on the supplier selection committee, buyers, purchasing managers, and

individuals charted with the selection of suppliers

Objectives:

This course addresses the nature of supplier partnerships, how to manage them and nurture them into the

future.

Topics include:

• Pros and cons of buyer/supplier relationships • Identifying candidate partnership commodities and suppliers • Selecting partnership candidates • Developing partnership proposals: what is sought/rational • Legal implications and reviews • Obtaining management commitment and support • Approaching the supplier/negotiations • Bilateral performance expectations and measures • Contracts/agreement • Operating policies • Implementation, partner relationship management

Benefits:


• Identify potential situations where partnership relationship may have advantages for both the buying company and supplier

• Understand the roles and responsibilities of buyer and supplier in partnership arrangements • Understand the legal implications • Identify key, critical factors for successful partnering • Develop an implementation plan • Maintain relationships required for partnering



800.547.7377


41

Outsourcing: Beyond the Make or Buy Criteria



About this Course:

Outsourcing the supply of both manufacturing and services has increased dramatically in recent years as

companies find they are not cost competitive in all areas but must specialize in their "core competencies".

Improper selection of what and where to outsource or poor implementation can have a devastating impact

on the supply or total cost of the items or services out-sourced. The proper development of an outsource

plan in conjunction with future needs will make this a favorable outcome for the organization.

Recommended for: all those connected with the buying of services, goods and cost impact evaluations. This

will represent a major spend to all companies in the years to come.

Objectives:

The topics included in this course include:

• Concepts of outsourcing and identifying outsourcing opportunities • Outsourcing versus make/buy decisions • Identifying strategic core competencies • Typical outsourcing candidates • Evaluating advantages and disadvantages, risks, and impact on personnel • Identifying, developing requirements, and evaluating sources • Requests for information and proposals (RFI, RFP) • Evaluating alternate proposals • Contract, agreement preparation/negotiation • Transition planning, contingency planning • Implementation and measurement

Benefits:


• Identify potential outsourcing candidates • Assess the pros/cons and risks involved in outsourcing • Prepare requirements and request proposals from suppliers • Form agreements and contracts for outsourcing projects • Plan and manage the implementation of outsourcing



800.547.7377


42

Effective Supplier Selection and Evaluation



About this Course:

Companies need to use the smallest number of the best-qualified suppliers available. The days of loading a

supply base are past. Those we retain must be continually challenged and improved to meet increasing

market standards of perfect performance. How is this achieved? What does purchasing do when faced with a

requirement to reduce the supplier base? How can purchasing ensure that only the best-qualified suppliers

are selected for a new requirement and that the number of suppliers does not grow out of control? The

answers begin with the parameters we establish and in the criteria we set forth for the program.



Objectives:

This course will address these questions and the topics below:

• Categorizing commodities and suppliers • Analyzing the current supplier base: what, how much, by whom • Assessing current supplier performances • Analyzing the base of internal end users • Understanding reasons for prior selection • Forming teams for commodity/supplier selections • Preparation of authorized, preferred supplier lists • Preparation of supplier base reduction plan: analysis of obstacles • Obtaining end user and management buy in and support • Implementing the plan • Measuring supplier performance • Supplier selection process for new commodity/technology needs • Establishing supplier relationship approach • Early supplier involvement process • Controlling additions to authorized supplier lists

Benefits:


• Develop a process for supplier evaluation and selection • Evaluate suppliers, domestic and international • Develop methods for managing and controlling the supplier base



800.547.7377


43

Improving Purchasing through Benchmarking



About this Course:

We constantly want to keep up with our neighbors. However, in business we seek to mirror what conveys

success or industry leaders. One of the most effective ways to better enhance our performance is to compare

our processes with those of companies identified as leaders in a particular field. Purchasing must constantly

watch for those companies that are both pioneers and 'best in practice' for given tasks. It is through this

process we reduce both the steps in a process as well as the cost of operations to our firm.

Recommended for: all those connected with the purchasing function. It should be specifically targeted to the

manager of purchasing, directors of materials, supply managers, presidents and vice-presidents of operations.

Objectives:

This session will show the team how and what to consider in a benchmarking program. It will express the

value through viewing an outside operation and comparing it to our internal department. This session will

guide the participant through the 12-steps of effective benchmarking, steps to reach a new benchmark

standard, ensuring what we review is equal to the return, understanding how gap analysis directs the change,

how to spot the patterns of success drivers in certain companies, where to find benchmark partners, how to

apply CAP (Center for Advanced Purchasing Studies) studies as effective tools in your benchmarking program,

how to solicit champions from the senior ranks to bring these plans to fruition and view case examples and

comparisons of world-class companies, and how they reach and stay at this pinnacle of success.

Benefits:

This session shows how to implement an effective benchmark study, improve processes, reduce costs and

assist in making your organization more productive and effective while leading your company on a path for

world-class best practices.



800.547.7377


44

Value Analysis: For the Best Total Value



About this Course:

Value analysis (VA) is still just as useful as when it was developed over 50 years ago by a General Electric

engineer assigned to the purchasing department. VA applications analyze cost and value relationships and

find ways to modify and simplify the design or component parts of goods or services. This is accomplished to

enhance performance while reducing costs. Practical examples and advanced applications will be used.

Managers, buyers and professionals seeking to expand their value analysis and cost reduction skills should

attend this course.

Recommended for: those chartered with reducing cost and improving the performance of our products,

bought or sold. Buyer, sales agents, suppliers, and even customers can contribute and have a favorable

impact upon a company's bottom line.

Objectives:

The course contents include:

• History and fundamentals of value analysis • Current status • Terms and conditions: value, function, and product • Cost and functional standards: use, aesthetics, structure, compliments • Success factors for VA applications • Value tests • F-A-S-T and Functional rating approaches • Importance of the VA team • Value analysis steps: information, functional analysis, creation, evaluation recommendation, audit and

report • Overcoming roadblocks

Benefits:


• Form VA teams • Explode items for internal visibility of component parts • Collect real cost and function data • Utilize applicable standards • Formulate and analyze a value system • Apply meaningful creativity • Recommend changes and improvements



800.547.7377


45

Consortium Purchasing



About this Course:

Consortium purchasing is the pooling of requirements and resources among several companies and/or

multiple company units. This can be between inter-organizational units as well as third party operations. The

goal is to achieve lower purchase prices and lower costs of acquisition by leveraging those resources and

needs. Suppliers too can obtain advantages through larger production runs and usually less variability in

requirements, forecasts, and orders.

Recommended for: those interested in effective cost savings within a company, reducing the cost of goods

and the entire purchasing department

Objectives:

Topics covered include:

• History of consortium buying and how it works • Forms of consortiums • Advantages and disadvantages: for buyers and suppliers • Best commodities for consortium buying • Legal implications/concerns of consortium buying • Responsibility of consortium members • Supplier communications • Confidentiality concerns • Consortium teams • Competitors as consortium members • Consortiums in global markets

Benefits:


• Identify candidate commodities for consortium buying • Identify external consortiums • Form intra-company teams • Review advantages, disadvantages risks and potential obstacles • Quantify potential savings • Prepare consortium formation or participation proposals • Obtain preliminary savings data and analyze other advantages • Initiate consortium buying activities, with measurements in place



800.547.7377


46

Purchasing Ethics



About this Course:

The purchasing organization and its management have the responsibility to obtain the best overall value from

suppliers while at the same time treating suppliers with the utmost fairness and integrity. Purchasing agents,

and others in management or decision making positions, must avoid being influenced by actions or interests

of any party, including themselves, not related to the goals of the employer. Ethics is more critical in the

purchasing profession as we see the profession being elevated to higher plateaus with the business

environment.

Recommended for: professionals that acquire, buy and interact with suppliers or contractors outside of the

firm. We are the first line of representation they see to make an assumption about our company.

Objectives:

The course contents include:

• Purchasing as a profession • ISM code of ethics • Examples of unethical practices • Developing your own code of ethics • Committing to the code of ethics, the personnel review and sign up • Educating personnel and suppliers about the code of ethics • "Open door" channels for code violations • Audits and controls: internal and with suppliers • How to handle suppliers violating ethics • Legal considerations encompassing ethics, include:

Antitrust legislation/trade and political boycotts

Foreign corrupt practices act

State fraud laws

Aiding and abetting, where you may be in jeopardy

Benefits:


• Articulate purchasing ethics and develop their own version, if required • Communicate the ethics to all members of the organization and to suppliers • Build ethics into audit and control procedures • Process reported ethics violations • Interact with the audit and legal departments on ethics and legal violations



800.547.7377


47

Supplier Certification



About this Course:

Supplier certification is one of the key elements in reducing and maintaining an efficient and manageable

supplier base. Suppliers earn certification by offering superior delivery, pricing, quality, and technical

cooperation. Certified suppliers also enjoy a higher position in the supplier ranking and selection process and

typically obtain more business and involvement in early supplier programs to help ensure future business.

This award is based on their assisting purchasing in achieving best value for the invested dollars.

Recommended for: buyers, senior buyers, purchasing agents, purchasing managers, and the supplier

selection team. This is a beneficial session for those that qualify and select suppliers for the future needs of

the operation.

Objectives:

The contents of this course include:

• Definition and advantages of certification • Certification criteria - basics • Delivery criteria (e.g. JIT) • Quality criteria (e.g. PPM) • Other criteria (price, technical leadership, etc.) • Selection of suppliers and commodities for certification programs • Understanding and communicating the criteria and goals • Improvement goals and measures • Forming the commitment • Team formation/results reporting • Implementation

Benefits:


• Determine the advantages of certification to their organization • Develop specific key success areas and criteria • Measure the baseline (current) performance levels • Establish improvement and absolute goals • Initiate a certification process



800.547.7377


48

Supply Base Rationalization and Management



About this Course:

Companies currently having an appropriate number of suppliers and a good supplier selection process need

to proactively manage their supplier base. This includes the continual monitoring of key supplier performance

measurements, improvement programs, and procedures for replacing suppliers whose performance has

fallen below acceptable levels. Suppliers should be added only to satisfy requirements, which are not

adequately being provided by existing suppliers.

Recommended for: this session is a must for all departments that depend on the timely and efficient receipt

of goods and materials. Purchasing, sales, distribution, manufacturing, operations, and administration should

have this session.

Objectives:

Topics covered include:

• Review: Categorizing your commodities by importance and strategy • The role of commodity managers in maintaining the supplier base • The role of supplier relationship managers • Establishing and implementing the approved/authorized supplier list • Causes for using unapproved suppliers • Preventing or detecting the use of unapproved suppliers • The key elements of supplier performance • Determining appropriate levels of supplier performance measurement • Joint reviews and goal setting with suppliers • The importance of improvement programs • Replacing or eliminating suppliers: obstacles and costs • Anticipating future needs • Selecting existing or new suppliers for new requirements/technology

Benefits:

The course participants will be prepared to:

• Analyze and categorize the existing supply base • Initiate actions to reduce the current base, if necessary • Determine the make up of commodity management and supplier relationship management teams • Implement ongoing measurement and improvement programs • Develop procedures for replacing, adding or eliminating suppliers



800.547.7377


49

Fundamentals of Purchasing



About this Course:

This course is designed for the new purchasing professional as well as to enhance the skills of the more

seasoned professional. It develops the broad foundation of current applications of purchasing knowledge and

techniques and areas for future professional

growth. Covered in this session are the many areas of specialization a professional should be familiar in their

daily activities.

Recommended for: the newly appointed buyer, the junior buyer, purchasing supervisors, and managers.

Everyone can always gain from the laying the foundation for effective and controlled buying.

Objectives:

Topics include:

• Definition and evolution of the purchasing profession • Purchasing objectives, mission • Policies and procedures • Organization • Legal considerations • Competitive bidding, price/cost analysis, value analysis • Supplier evaluation, selection and performance measurement • Purchasing productivity and measurement • Purchasing techniques • Purchasing of services • Negotiations • Ethics and code of conduct

Benefits:


• Responsibilities of the purchasing function to the corporation • Relationships with other organizations • Legal and ethics principles and guidelines • Planning and purchasing techniques: e.g. MRP, blanket orders, systems contracts, etc. • Criteria and methods for evaluating suppliers • Principles of negotiations



800.547.7377


50

Basics of Purchasing Management



About this Course:

This course is designed for newly appointed and aspiring purchasing managers. It addresses the new direction

that purchasing is taking and how the purchasing manager can meet these new challenges. It will equip the

purchaser with strategic tools to complement their tactical buying skills.

Recommended for: buyers, senior buyers, purchasing managers and those areas that interface and work with

the purchasing function.

Objectives:

Topics include:

• Roles of the purchasing manager • Contemporary responsibilities assigned to purchasing • Responsibilities to other organizations, suppliers • Organization, teams • Budgets and control • Policies and procedures • Personnel (human resources) management • Performance expectations • Performance measures, measurement and reporting • Leadership: setting the style, ethics, development, and integrity • Adaptation of new technologies • Audits and controls

Benefits:


• Understand the new demands on the purchasing function • Develop organization designs • Develop essential policies and procedures • Establish control mechanisms - budgets and audits • Implement measurement systems and corrective actions • Design and maintain a professional development program • Foster the desired attitudes



800.547.7377


51

Writing Effective Specifications



About this Course:

Developing effective and detailed specifications that can guide the process of acquisition without delay or

increased costs is truly an art form. Today in our firms and agencies we take for granted that any person,

whether new to the office or with several years of experience, can write a good, concise specification. The

complications, risk and obligations of a defective specification can be quite severe to any organization. Many

state procurement manuals approve the payment of restocking fees of 15%-20%. Unfortunately, the

operation on limited funding spends money for the privilege of making a mistake. There is not any agency,

county, state or federal entity that can and should have to pay for "nothing", the time to assist the requestor

in preparing a good specification should begin the day they joined the agency.

As projects and technology changes, so will the need and urgency to train our personnel. Imagine the savings

to the operation when a requisition is transmitted directly to procurement that does not require another day

to review, additional scrubbing or defining, calling the requestor for clarification, multiple calls with vendors,

delays for returns as well as those wasteful restocking charges.

Recommended for: any person who has the job of requesting and filling out a requisition of any kind. In

addition, buyers, department managers, supervisors, managers and directors can all benefit for this critical

foundational session.

Objectives:

The session will cover: Introduction to specification development, defining the types of specifications and

when to use them, developing a specification checklist, SOW for service acquisitions, technical writings,

insuring specification compliance, delivery requirements, simplification and standardization, examples and

much more.

Benefits:

A good specification enhances the accuracy of the acquisition

It helps ensures the satisfaction of the customer

It allows for a quicker processing time

Allows the supplier to secure exactly what they are transacting faster

Lowers the cost of acquisition by not having any returned or restocking

Becomes the heart of the contract and accuracy; necessary to all parties concerned



800.547.7377


52

Effective RFP Development



About this Course:

The Request for Proposal (RFP) has been touted as the most powerful tool in the buyer’s tool kit for its ability

to effect Best Value for the agency or firm. However, such a powerful tool requires a skilled purchaser to

wield it wisely and correctly.

Recommended for: buyers, purchasing managers, program administrators, contract managers and agency

directors

Objectives:

This session explores the benefits and concerns in the implementation and use of the RFP. It has been touted

as a complex purchasing tool when in effect it is a compound use of the essential skills needed by a

professional public/private purchaser.

In this session we will cover:

When and why to apply the RFP process

Types of acquisitions that work best with the RFP

Tools a buyer can use with an RFP

Sourcing in the RFP mode

Source selection and qualifications

Establishing the team for evaluations and award

Writing effective and auditable letters, proposals, specifications

Addenda and modification control

Receipt, Opening and monitoring procedures

Confidential and proprietary information

Establishing the evaluation committee,

Awards and letters of intent

RFP cancellation and no award

Protest procedures and concerns

Contract finalization

Contract administration and much more

Benefits:

Learn what’s included and how to put together one of the most important acquisition tools in the purchasing and supply chain tool kit

Discover the options available for creating a statement of work

Why the RFP process is so important to ensuring success in acquisitions



800.547.7377


53

Compare and contrast the formal Competitive Bidding process and the Request for Proposal

Learn the proper tools for contract management and administration

Create a contract close-out tool

Basics of Construction Purchasing



About this Course:

A session designed and crafted for the regulated buyer/contract administrator giving them first-hand

knowledge of the requirements and skills sets necessary to protect this major capital expenditure for an

agency.

With rising costs of materials, labor, equipment, and professional services, the public buyer controls the

success or failure of this acquisition. Buying in a fashion not appropriate for the project type or poorly chosen

for the acquisition, he can adversely impact the agencies total cost and project’s success. Using improperly

elected, or mandated, applications, out of date acquisition methods, and not pushing for those necessary

extras can impact the success of the project. Higher costs, costly delays, poor vendor selection, coupled with

the risk of subsequent litigation makes this a critical job for any public buyer. Construction acquisitions are

one of the few areas that combine all the highest skill sets of our public purchasing professional. These

include a strong understanding of the basics of effective procurement, cost/price analysis, negotiations and

writing an exacting statement of work.

Recommended for: buyers, supervisors, managers of purchasing, contract administrators and agency

directors

Objectives:

Some of the areas covered by the session will include:

Basics of construction purchasing

Types of construction

Communication concerns in the construction process

Developing a construction acquisition plan

Contracts and subcontracts

Developing a materials checklist

Materials and equipment planning

Personnel selection

Constructing the right acquisition selection

Inspection



800.547.7377


54

Expediting and transportation

Elements in a construction contract

Change orders

Bonds to employ

Administering the construction contract and more

Benefits:

Some of the highest dollar expenditures often go around purchasing due to a lack of both experience and understanding

Learn the parties involved in a construction project

How best to manage a construction project

How to minimize risks in such a major acquisition

What tools need to be employed; bonds, confidentiality, change orders and more

Creating an acquisition plan for construction projects

Lean Supply Chain Management



About this Course:

The days of simply knowing the components of the supply chain have long passed. Now the supply chain is

not only a source of supply but also of profit. While we know the contribution we can make by having

materials available, we must find ways to make these links to our suppliers and customers more cost

effective.

Recommended for: buyers, supervisors of purchasing, managers and directors of supply management,

inventory managers and others involved with the flow of materials and costs to an operation.

Objectives:

This session will explore many of the tools available to a professional supply manager to ensure a lean,

effective operation. Supply management must be concerned with its cost, forecasted quantities and impact

to the business bottom line.

In this session we will cover:

Understanding the principals of lean operations

Supply chain mapping

Foundations in customer-supplier understanding

The trendsetter scale in supplier relationships

The survival triplets

How to apply ESI



800.547.7377


55

Rationalizing the supply base

The new lean supplier report card

ABC/ABM applications in supply management

E-Business models

How to eliminate barriers in a continuous flow system

Process mapping of the supply operation and much more

Benefits:

See how to apply lean applications to an operation for greater efficiencies

Understand the foundation of and benefit from supply base reduction

How employing supplier report card makes your job more effective and stressful

See how creating process maps of an operation can improve both cycle-time and lower your cost of operation

Make sure your operation validates that the ‘Survival Triplets’

Forecasting Techniques for Supply Managers



About this Course:

One area in which many companies and professionals are inadequate is in their ability to make forecasts that

add value to an operation. As a result, we have seen in supply management many of the problems that can

occur, such as low inventory when running at peak, high inventory when demand slides and poor customer

satisfaction. All of these are the product of poor or no forecast.

Recommended for: buyers, inventory planners, production planners, planner-buyers, and supply managers

and is designed so participants can walk out with tools to immediately apply to their operation.

Objectives:

This session is designed to give the professional tools that can and will assist in better enhancing the effect of

supply management. Timely and accurate forecasts are the most critical and valuable contribution made in

any successful operation. The session will highlight the tools that are necessary for making value added

planning tools.

The session will cover:

The benefits and disadvantages of making forecasts or not

Implementation of a forecasting system

Benefits of graphs and their risk of not applying properly



800.547.7377


56

Applying time series analysis to inventory

The impact of seasonal adjustments to inventory planning

Linking economic data to the materials planning, business cycles, trends, lagging indicators, leading indicators, cyclical patterns, forecast horizons and which supply management applications to employ

Revenue forecast for profitable purchases, applying the checklist to the participants’ company and several examples to apply in session

Benefits:

Better understand the tools of effective forecasting

Identify the benefits a company can enjoy when they have a good forecast

Squash the naïve people who think forecasting is magic

Learn how to employ the various planning tools connect with business cycles

Mitigate risk to the company when lower costs, higher customer service levels, increased employee morale and increased customer satisfaction is realized through the process

Understanding Supplier Capabilities, Capacity and Constraints



About this Course:

In our analysis of a supplier's review prior to selection, we fail to probe the three-Cs that can spell failure to

supplier relationships. These three C's are: 1) Capabilities (management and its support), 2) Capacity (the

ability to meet future demands) and 3) Constraints (future contracts for supply as well as their financial

stability).

Recommended for: sending your supplier survey and audit team, buyers, supply managers, directors and

those who have an interest on the financial impacts of proper supplier selection.

Objectives:

This session continues with the more in-depth questions we should have asked in those earlier supplier

audits and plant tours. This is why we need to expand our evaluations further than ever before. The selection

of the supplier does not consummate the deal, rather it is the beginning of risk to the buyer's firm. Our

analysis needs to be more probing and in-depth than most supplier reviews.

This session picks up with:

The identification of risk

How we can assess a supplier’s capabilities, goals, targets, managerial skills, depth in key groups and what is outsourced

We then focus on the capacity of the supplier's operation, plant, equipment, time, backup suppliers, throughput ratios and other factors that can affect their abilities to perform to contract



800.547.7377


57

The final section deals with the supplier’s ability to put words into action: financial prowess, capital investment, long-term contract with their suppliers and vision and outlook to mirror the future direction of the alliance partners

Benefits:

All suppliers will tell you they can accept new business and handle your volume but these tools will validate the truth from the sales job

Through an analysis of their business we can determine the applicable capabilities a firm possesses in accomplishing your goals

Capital is required to keep an operation viable and solvent, we will look to see if they can grow internally, do they have necessary cash flow or are they a credit risk to a lender

A wise company knows their weaknesses and monitors constraints to ensure they do not affect the company

These three items can make a significant impact on the selection of a viable source of supply

Competitive Intelligence



About this Course:

Some of the greatest resources and assets of an organization are tucked away in the files in the basement.

The greatest benefit comes from the fact that they are hidden from outsiders or those who would benefit

from our knowledge or research. The worst benefit comes from the realization we cannot find the

information to enhance the strategic objectives of the company.

Information is power and how we handle and disseminate this control and documentation within and firm

can be critical. The success of a firm’s future can often be determined on how well we both control and

catalogue this information today. Information stored, in any format, that cannot be found when needed is

considered waste. However, if this pre-existing information could have made us first-to-market, reduced the

cost of development, or enhanced the value of our organization, its control would be considered priceless.

Recommended for: managers at all levels who need to understand the value of information. This can also be

a value for those groups charged with control of information, documentation and documentary inventory

control.

Objectives:

This session will go over:

The need for control in CI

The benefits associated with a successful program



800.547.7377


58

Case examples of firms involved in creating a CI/OL model

How to start developing you CI Checklist

Evaluating your success in this area

Group examples and much more

Benefits:

Understand the driving forces in the marketplace today

Help to make sure you’re the first to know of issues and concerns of the supply base

Find and convey critical market driven concerns and opportunities to the firm

Know what competitors are planning and doing even before management

Be able to make commodity recommendations with foresight to management

Foundations in Global Purchasing



About this Course:

With the continued expansion of the global economy, the linking of national economies to the international

marketplaces, and the shrinking of communications and logistics, the professional purchasing manager and

buyers need to include sourcing from other countries as part of their global responsibilities. This overview

course addresses the key concerns about global purchasing and how to overcome them including operations

and procedures for global purchasing.


sales, sourcing specialists, department management and executive levels of management.

Objectives:

Topics include:

• Comparison of global purchasing to domestic purchasing • Reasons for purchasing from other countries • Calculating total cost • Purchasing channels • Legal aspects of global purchasing • Delivery terms (Incoterms) • Payment methods and terms • Dealing in foreign currencies • Business customs and cultures • Negotiations • Ethics in global purchasing



800.547.7377


59

• The international purchase order • Controlling the cost of logistics

Benefits:

The participant will learn:

• The key operations of global purchasing • Advantages and challenges of global purchasing • Basic risk management techniques • How to develop a global purchasing strategy • Cultural variations and negotiation guidelines

Global Purchasing - Advanced



About this Course:

This advanced session on global purchasing builds on the fundamentals course and provides more detailed

training and strategy guidelines for the company planning on making the global marketplace a priority for the

future. This is also an excellent course for personnel already involved in global purchasing who want to

update their skills.


sales, global business specialists, department management and executive levels of management.

Objectives:

Topics include:

• Advantages/disadvantages; internal and external obstacles to global purchasing • Organizing for successful global purchasing • Integrating global sourcing into your purchasing strategy • Keys to working with other cultures • Global risks and risk management techniques • Evaluating, selecting and managing global suppliers • Negotiating the payment method and terms - advanced techniques • Essentials of L/C's (letters of credit) - buyer cautions • Currency risks and management • Law and forum for contracts, focus on the CISG (Convention for the International Sale of Goods) compared

to UCC (Uniform Commercial Code) • Resolving disputes



800.547.7377


60

• Global purchase contracts - inception to termination; musts for buyer protection • Introduction to Global Purchasing Offices (GPO's)

Benefits:


• Identify the potential advantage of global purchasing to their companies • Anticipate and overcome internal obstacles to global purchasing • Develop the detailed global purchasing element of the purchasing strategy • Design an organizational approach for global purchasing • Determine the appropriate channel for global purchases • Determine key contract terms and negotiating points and objectives • Better understand and negotiate with other cultures • Better manage the risks of global purchasing: political, currency, etc. • Locate, evaluate, select and manage global suppliers • Avoid potential misunderstandings and surprises of international purchasing

Establishing Global Purchasing Offices



About this Course:

As companies become more active in global purchasing there is a need for more frequent interaction

between suppliers, purchasing agents and other organizations such as design and engineering. Many

companies have established global purchasing offices (GPO's) located in other countries to provide this

increased support and communication.


sales, quality assurance, department management and executive levels of management seeking to pursue

additional growth in global markets.

Objectives:

This course addresses how to establish GPO's and how they can expedite global purchasing. Topics include:

Added benefits of GPO's

Language

Negotiations

Technical assistance

Problem resolution

Legal entity forms

Country registration/costs



800.547.7377


61

Necessary skills required

Personnel planning and selection/expatriate staff/salary ranges

Budget considerations

Minimizing taxes - operational guidelines

Operating models

Funding issues

Auditing/controls

Training

Supplier relationships

Benefits:


Assess the potential of establishing global purchasing offices

Determine the skills needed by the GPO staff

Develop a staffing plan

Prepare a preliminary budget

Develop operating and management guidelines and policies

Initiate actions to set up a GPO

Contract Auditing for Supply Chain Managers



About this Course:

It has been stated that only 3% of all major contracting activities are ever audited or properly closed out.

Literally hundreds-of-millions of dollars are wasted in overcharges, failure of the contractor to properly

perform and substandard parts or services provided. Audits are not meant to find tons of money but to

ensure contractual compliance by both the buyer and the supplier’s company. This session will convey the

importance of conducting an audit and allow you to feel better about the auditing process. The session will

convey new concepts and identify various tools, techniques and over thirty audit types at your discretion in

managing a contract.


How to perform an audit

Understand why we must perform audits

What are audits important for SCM

Where to look for information and what to look for in an audit

Identify the various types of audits that are available, both financial and nonfinancial

Identify an effective audit process and schedule for your major contracts



800.547.7377


62

How best to employ computer-aided audit tools

Maintain a cautious vigil for fraudulent activities between prime and subcontractors on a job site

Learn over thirty different audit types to employ for specific contracts


sales, contract managers and administrators, risk managers, construction managers, department

management and executive levels of management.

Objectives:

The keys to this session is to provide insight and confidence to the SCM professionals to guide them through

the steps of ensuring value in contracts and value through purchased decisions. Often most hear audits and

think primarily financial decisions when that is only a small portion are actually financial in nature. Audits are

very much of purchasing and contracts management. It is through this validation by audits we can ensure the

company gained the value of its purchase decisions and receives the performance so guaranteed by the

contractor. This session will show the myriad of audit types and when to employ the various methods in any

contract type.

Benefits:


The reasons we employ audits

The advantages and disadvantages associated with the auditing process

Why audits are important to SCM

Developing an audit plan

Types of computer aided audit tools

How to identify fraud committed by a contractor

Learn over thirty different audit types and when to use them

Change Order Management



About this Course:

The quickest way to lose control of a contact from a service provider, a contractor to even the acquisition of

tangible goods is when a well-defined and controlled change order process is not in place. Often called

‘configuration management and control’ stands for a methodology and manner for change orders to be

controlled and effectively managed. The session will highlight how to effectively establish a change order

program within your organization for those major contracts.



800.547.7377


63

Recommended for: all buyers, supply managers, managers, contract manager and administrators and senior

managers.


How to perform an audit

How to control your contractor or supplier

Areas prone to change orders the contractor knows even before the project commences

How to create an effective and controlled change order process

Using a contact type to control the change order process

When if time extensions are necessary

Documentation required in change order management

When and if change orders can and should be generated by subcontractors

Method to minimize and eliminate change orders in a contract

Objectives:

Change orders are very much a part of contracts and effective control is a necessity. While we cannot stop all

change orders we can mitigate their negative effects and make sure they are credible to the contract. We will

show how an established change order process can add balance and control to an often out-of-control

process. We will identify the impact these change orders can have on a project schedule. We will discuss the

documentation necessary to create a successful change order package. We want to identify methods to

mitigate and minimize the negative impact of these change orders on all types of contracts.

Benefits:


How more effective manage change orders whether a material, service, equipment or construction contract.

Learn how to create an effective procedure to control and process change orders.

Understand when a change order should be the responsibility of a buyer or a contractor.

How to ensure a fair value is established and negotiated for a fair transaction value.

How to develop and apply a checklist approach to the change order process to ensure an auditable control.



800.547.7377


64

Using and Applying Big Data for Market Analysis



About this Course:

Big Data is getting a lot of press these days for the value it can avail and astute purchasing, sales and/or

supply chain organization. The concept is an extension of our competitive intelligence or competitive market

analysis used by many cutting-edge organizations to alert to early warning signs of trends or turning points in

an industry or economy. Big Data simply refers to the mass volume of information available at the hands of

management and program leads such that they are able to make market driven changes in how and what we

purchase, and Apply Big Data with spend analysis will allow the buyers to see growth, or declining markets,

without losing huge investments in revenue or inventory.


Determining when and how the customers will seek new or modified products

Define exactly where the hottest market is located

Reviewing the market-driven information that is critical to all branches of the operation to ensure they are making best-value determinations for the organization

Where to secure best sources of data

Types of tools to use to segregate and analyze mass data

How OLAP (online analytical processing) can assist a SCM and marketer to use data in promotions or acquisitions

How to employ competitive intelligence to make market robust and profitable

Recommended for: careers in management; data miners, purchasing, sales, contract managers and

administrators, risk managers, department management and executive levels of management.

Objectives:

The session will allow the purchaser, marketer and managers to both secure and identify data for use to drive

the business forward. How best to make sure the data we retain is value driven. Regardless of the size of the

Big Data files tools we can employ to make use of them going forward. How to lower risk associated with

mass data file. The participants will learn how to identify qualified sources of data to employ off the Internet.

How best to make market driven decisions using and large sources of data in a changing world.

Benefits:


What Big Data really is

How to employ Big Data to work effectively for your company

How to target data to make it work for the company



800.547.7377


65

Show how to make Big Data a strategic resource of your company

The tools to assist in analyzing large sums of data

Risk associated with massive data files

How long can data be considered as good and viable?



800.547.7377


66

PUBLIC PURCHASING Click on Course Title

1. Basic Public Purchasing 2. Advanced Public Purchasing 3. C-N-C Special (Cost/Price Analysis-Negotiation-Contract Administration)

Basic Public Purchasing

Course Length: 2.5 Days


About this Course:

Professional purchasers in all areas of activity need to fully understand the consequences of their decisions.

This session builds the foundation of what is expected of a professional buyer.

The session is built upon developing an appreciation of the principals of effective procurement. It is designed

to give the new public purchaser an understanding for the depth and impact he can have upon an agency's

performance through the evaluation and selection of a vendor.

Recommended for: all public officials and delegates assigned the responsibility for buying and requisitioning

goods, services and equipment for either local, state or the federal government. This session is designed for

the new buyer or the person with less than 3 years of full-time experience.

Objectives:

Topics include:

Develop an awareness and appreciation for the basics of effective purchasing

Give an overview of the requirements of legal and ethical issues connected with public purchasing

Highlight the approved methods of acquisition, such as competitive bidding, informal bidding,

negotiation, two-step negotiations, and RFP's, inventory issues and salvage methods, basic methods

of specification development and contract purchase methods and much more

Benefits:

Allows for a deeper and more effective understanding of what’s involved in the acquisition of good

and services

Highlights the strength and weaknesses inherent in the public acquisitions of goods and services

Looks into the various tools and techniques employed in public acquisitions



800.547.7377


67

Explores some the unique areas associated with public procurement; open records, funding-out

clauses, special rules and regulations

Stress the need for a public representative to maintain a strong ethical compass

Advanced Public Purchasing

Course Length: 2.5 Days


About this Course:

This session is a follow-up to the Basic Public Purchasing session. It will allow the participants to expand their

quest for maximizing their productivity through advanced levels of professional procurement. The

participant will progress to the more advanced methods applicable for maximizing the purchasing effort.

Recommended for: all professionals desiring to excel to higher levels of professional and managerial

responsibilities in public procurement. The session is recommended for those who have a minimum of three

years of public purchasing experience.

Objectives:

The session will allow the professional to find ways to stretch the limited dollars available through his budget.

Some of the areas highlighted in this session include:

Writing better specifications

When and where to apply various contract types to enhance the acquisition

How to minimize risks in certain purchases

A step-by-step review of how to handle a formal and informal bi

Requests for proposals and statement of work

Highlight the major points to effective contract administration

How to improve the total cost through Best Value negotiations and other critical areas

Benefits:

Learn the proper method to employ several of the tools of purchasing; RFI, RFQ, IFB and RFP

Determine when to secure a Hold Harmless Clause, a Certificate of Insurance, an Indemnification Clause,

or specific types of Bonds

Better understand the clauses in a contract

How and when to employ risk management

How to justify a procurement decision with a Negotiation Memorandum or a Justification for Award

As well as the risks and rewarded concerning with the selection of the contract



800.547.7377


68

C-N-C Special (Cost/Price Analysis-Negotiation-Contract Administration)



About this Course:

This session is designed to enhance the skills of the public buyer. This session will focus on three areas,

cost/price analysis, negotiations, and contract administration. Effective knowledge in these areas will

separate the average buyer from the most up-to-date professional.

This is a specialized hybrid course designed for the more senior buyer to give him/her new skills and review in

the three areas highlighted. The session starts off with a day of Cost/Price Analysis. In this session we learn:

to determine a range for a providers cost and price, know the difference in their cost and price, and how to

apply specific tools to ensure we improve the Best value for our agency. The second day is focused on skills to

become a better negotiator. In this course we will look at how and when to apply negotiations, how to

structure negotiations, tools and techniques to allow us to continue to reduce costs and enhance services of

the provider. The final day will be Contract Administration in public acquisitions.

Recommended for: those responsible for major purchases, high ticket transactions, purchasing managers,

those desiring to move up the agency ladder, program managers as well as agency directors.

Objectives:

The session will focus on ways to:

Improve the process

Control the outcome

Communicate better with our counterpart, minimize claims and hold cost in line with budget

How to 'ground' a claim

Legal terms and conditions in contracts as well as tools for ensuring a timely completion to any contract

Benefits:

Ensure we know the real difference between price and cost

Uncover the steps in conducting a price study

Determine when it is not just fun bit necessary for a buyer to negotiate with a seller

The best practice steps in negotiations

How best to effective manage a contract

What to do during the closeout procedure



800.547.7377


69

SOFT SKILLS & COMMUNICATIONS Click on Course Title

1. Creative Problem Solving Techniques 2. Team-Based Training 3. Train the Trainer 4. Effective Communication 5. Improved Communication & Listening 6. Cross-Functional Team Building 7. Diversity in the Workplace 8. Supervisory Management 9. Creative Problem Solving 10. How to Purchase a Business 11. Effective Time Management

Creative Problem Solving Techniques



About this Course:

There is an increasing demand to resolve problems more quickly and efficiently with a reduced supplier base.

Purchasing professionals cannot afford to be limited in problem solving only by past experience or training,

but must look for creative ways to approach new issues rather than old standbys.

Recommended for: interactive training for all teams within the company. In addition, it can be an excellent

tool to start Value Analysis and Process Improvement teaming with strategic suppliers to fast-track new cost

savings programs.

Objectives:

This course provides buyers, planners, and purchasing management with ways to apply creative problem

solving techniques to the challenges of the purchasing functions.

Topics included are:

• The four critical features in addressing problems and the five P’s of creativity • Identifying root problems and exposing hidden problems



800.547.7377


70

• Specific techniques and alternatives for problem solving • Development and implementation of solutions

Benefits:

Participants will learn:

• The virtue of creative thinking applications in purchasing • New methods for looking at problems and how to analyze them • How to synthesize and evaluate alternative solutions • How to select, obtain commitment, and implement creative solutions

Team-Based Training



About this Course:

The old adage of "two heads are better than one" is definitely correct when it comes to the benefits derived

from applying team applications to an organization. Work teams can be productive, satisfying and

exasperating!! This can range from the tangible net savings the team can offer the organization to the

intangible of improved worker morale. The assembly of a group of individuals is not a definition of a team. A

team must first be educated on the foundations of good team development, synergies of focus, as well as

developing a common sense of purpose. A team poorly developed will only cause issues and controversy as

well as financial loss for a business.

Recommended for:

Those employees working on a current team

Those about to join into team activities

Members of less than performing teams

Managers of teams and those who supervise team activities

Objectives:

This course will address critical questions connected with developing productive teams:

• How to organize for team development • Stages of team development and evolution • Organize a team mission statement • Problem solving applications for teams • What is team decision making • Team consensus and development • How teams work best • Evaluating and measuring a team's success



800.547.7377


71

Benefits:


• Put the proper team components together • Develop a functional team agenda • Measure the results of a team • Report tangible achievements to management

Train the Trainer



About this Course:

Even professionals and would-be trainers need to continue to maintain and improve their skills. Today's

business requires constant training of our staff with the rapid changes in business, technology and cultures.

This session takes the trainer through a new 'renewal of their skills'. Changes in training styles and methods

are employed to show the trainer some of the more basic to the most advanced issues concocted in effective

training. The session shows how to conduct a standard classroom presentation, small groups, large group

sessions to even single keynote applications.

Recommended for: all professional and in-house trainers, mentors and company facilitators who want to give

their audience more than just talk.

Objectives:

This session covers:

Basics of effective trainings

Learning your most effective style

The best physical layout

Transfers of training

Recognizing effective learning styles

How to make every presentation memorable

Knowledge sharing

The best Ice Breakers

Employing Role play

Setting up a checklist

Making evaluation work for the trainer, and much more

Benefits:

This session will leave the participant with a new workbook of ideas and tips



800.547.7377


72

Become a center of excellence within your own organization

Develop a resident skill set of key knowledge areas

Be the primary internal resource connected to outside experts

Be able to fast-track essential areas with minimal red-tape and time

Effective Communication



About this Course:

Every person needs to understand the basics of good communication. However, little attention is paid to the

critical aspects of effective communication. Effective communication comprises not only speaking, but

listening and writing attributes as well. In business, poor communication skills can have a customer thinking

you are not interested in their concerns; a buyer feeling the offer was not considered; and a boss wondering

why you are not doing the job assigned. In this program we will go through the different steps in providing

good and effective communications. A skill set we constantly need to refine.

Recommended for:

All managers who are required to make presentations internally, as well as externally

To peers, customers, and supervisors who must address employees

Sales and purchasing professionals that must deal constantly with other professionals

Any employee desiring to move up the corporate ladder

Objectives:

In this session, areas addressed will include:

• Fundamental needs in effective communication • How communications environment differs from both business and personal aspects • The dialogue of exchange between parties • Knowing the message as well as the messenger • The value of the words selected • Body language between partners • The active listening process • The Railroad-Crossing aspect of listening • Top to Bottom communications in business • Bottom-Up communication sharing • Cross cultural exchange • How to ensure the audience gets the message • Ensuring communication success



800.547.7377


73

Benefits:

This session is an active session that will allow the participants to:

• Critique other modules of first hand observation • Show how to bring your audience to the platform • To monitor self assessment skills of captivating the audience • How to overcome negative resistance in both sales and talks

Improved Communication & Listening



About this Course:

This session is a direct follow-up to the previous session and requires the earlier session (Effective

Communications) as a prerequisite. This session is filled with scenarios, interplay, case analysis, as well as

direct participant involvement. In these various methods the results and benefits of effective

communications skills will be reviewed and applied. Group activities, as well as formal oral presentations, will

be expected and critiqued. This session will be a critical venue for anyone to advance up the corporate

ladder. (The higher the level in any organization the greater the need for these communications skills.)

Recommended for: professionals of any skills seeking to advance their careers in management; purchasing, sales,

contract managers and administrators, negotiators, risk managers, construction managers, department management

and executive levels of management.

Objectives:

Covered in this session will be:

• Establishing the foundations for effective communications • Applying new methodology to improve your return from any encounter • How to capture the audience's attention and deliver the main issues in two minutes • The art of applying active listening in both work and personal aspects • How to diagnose personal and team weaknesses • Overcoming the fear of the platform • How to make fear an ally instead of an enemy • Organizing for senior level presentations • How to convey and control the body language at the table • How to read the other side of the table

Benefits:

All those involved will be able to:



800.547.7377


74

• Better comprehend the needs of the other side of the table • Command and assert their rights at the table • Be in both focus and positive control with the other side's support • Know the steps in understanding everybody

Cross-Functional Team Building



About this Course:

Combining skills employees possess with positions in the organization can gain favorable acceptance while

impacting the bottom line advantageously. However, we are now ready to push this aspect up another notch.

In cross-functional team building we seek to improve the fundamental teams by combining the diverse

experiences of both internal as well as external expertise. It is through this combination that we can see the

amplification of the team's achievements. The value of this combination of skills has never been more critical

than in the current global environment.

Recommended for:

Mid-level managers often placed on cross-functional teams without direction

A growing and expanding organization that needs to capitalize on the skills of personnel in many corners of the globe

Professionals needing more power from their existing teams in an organized and controlled fashion.

Objectives:

The course will address:

• Building from the initial team stage to a cross-functional team • Having a synergy of focus and direction • Tying the mission and goal into a focused single unit • How to detect when a cross functional team will serve best • Know the limits of the team members selected • Learn how to monitor both input and results • Reporting joint goals and achievements up the ladder • How to translate successes into financial objectives



800.547.7377


75

Benefits: Every individual will be able to:

• Determine the best team for a particular purpose • Utilize the Cost/Profit saving format to plot savings • Make the team a desired opportunity of service • Be the leaders for the new business directions of tomorrow

Diversity in the Workplace



About this Course:

The dictionary defines diversity as "the condition of being different." Therefore, when we look at the

workplace we should not be surprised that we should be more astute and sensitive to the needs and cultures

that surround us. How can we effectively develop a workplace where harmony, domestic, and social issues

can be minimized? How can we become sensitive of our co-workers and peers? What precedents have

occurred in the last few years, which can lead to a better and more enjoyable work environment?

Considering the litigation settlements that have occurred, this is a critical issue that impacts every

organization.

Recommended for: considering the financial consequences and impact of litigation, this session should be

considered mandatory for all individuals. This session should be especially important to all levels of

management who must manage the diverse cultures in the workplace.

Objectives:

Course objectives include:

• Defining what comprises diversity in the workplace • Who needs to better understand how diversity affects a company • What makes the workplace a diverse tapestry • Culture, custom, identities, differences and stereotypes • Legal actions associated with diversity suits • How to train the employees to be more aware • What should be avoided to keep the work environment "suit free" • How to keep the risks under control • Measuring the success with the profit yardstick

Benefits:

Each participant will:

• Leave with an appreciation of the diverse nature of their workplace



800.547.7377


76

• A profile leading to a diversity-free environment • A profile of the top cultures in the marketplace • Plans to make all the workers more aware of the good in every culture

Supervisory Management



About this Course:

Congratulations on the promotion into management. Now what do you do? The ascent into management

does not in and of itself guarantee you success. It is critical that you know how to supervise people, motivate

your peers, convey the quality of leadership, as well as meet the expectations of the corporation. This course

utilizes both case analysis and situational examples to assist the new supervisor on their path to a successful

new venture within the organization. This course should be considered critical to all newly designated

managers.

Recommended for: all newly promoted and hired individuals that are managing people and resources for the

first time and employees who are being groomed for new divisions or ventures within the company

Objectives:

This course covers the following areas:

• What is required to be an effective leader • How to lead your staff • Motivation is a critical factor • Evolving interpersonal skills • Developing effective flexibility skills • How to manage with change and minimize risk • Improving report writing skills • The role of management to the supervisor • Leadership skills required to be more productive • Case analysis and applications to enhance awareness • Matrix analysis of when to apply certain attributes of management

Benefits:

From the session the new supervisors should be able to:

• Assist in managing the new staff responsibilities • Have new skills to take back to the plant • New communication skills for the future • A new set of work related skills and goals



800.547.7377


77

Creative Problem Solving



About this Course:

It was once stated "a problem is simply a way for the ordinary individual to stand out from the crowd via the

method of reaching a satisfactory resolve." If this is correct, what we are implying is that solving a problem is

the ultimate key to success. Therefore, it's not what the problem sounds like that is the issue, rather, the

method of approach can often be the key to resolving the issue. A different style or method of approach can

often resolve and clear up the issues before they become even larger. This session is designed to convey that

there is always more than one way to approach and solve an issue before it escalates. A very upbeat session

that will give each participant a new and more enjoyable vision of how to approach issues in the workplace.

Recommended for: all supervisors and managers willing to learn new and better methods of applying a more

concise approach to solving problems. This session is also of great importance and application to individuals in

the purchasing and sales areas.

Objectives:

This course will address issues and approaches:

• Defining the problems and their root causes • How to recognize a problem • When to utilize what type of approach • Generating the problem solving format • Assumptions and their source • Selecting the best alternatives • Establishing creativity in the analysis • Developing a functional aspect matrix • How to select from the best alternatives • New and different problem solving techniques • Several new applications will be applied throughout the session

Benefits:

At the end of the session:

• All participants should have a new understanding of how to solve problems • What and how to apply a new format in the solving equation • Which techniques offer the best success in certain applications • Learn that innovation is a key to success in all problem-solving ventures



800.547.7377


78

How to Purchase a Business Course Length: 2 days


About this Course:

Have you ever wanted to purchase a business of your own? Does the entrepreneurship desire flow through

your veins? This course will provide the new business owner the tools to make those weekend hours more

productive as well as profitable. In this course, we show the individual ways to determine a value for an

existing business, how to value a new operation, select the best financing option, negotiate the best value for

your money, and develop a strategic marketing plan. This is a fun session that will satisfy the desires of all

individuals who wish to one day hang out their own shingle.

Recommended for: any person or persons who have ever wanted to own their own business. Despite the level

of management currently, the essential element is the desire for success.

Objectives:

The course is designed to answer the following questions:

• What does it take to be a successful entrepreneur? • What is the economic impact of such a decision? • What are the key behavioral aspects of owning a business? • What is the best method to finance a business? • When would be the best time to own a business? • What financing options are available? • When to bring in a partner? • What tools are available to value an enterprise? • What are the keys to others success? • Case analysis of successful operations? • What are the new trends for the future?

Benefits:

Participants should be able to:

• Identify when and what type of operation is best for them • Secure the financing necessary • Know who is the best source of capital • Understand what commitment is required to be a success • Realize why some fail and others succeed in their ventures



800.547.7377


79

Effective Time Management Course Length: 2 days


About this Course:

We are a slave to the clock, but seldom do we maximize our return on investment for this cost. When

surveyed, most people feel they are good controllers of time but seldom could we even qualify it as marginal.

This session will take the guesswork out of wondering how to find you more time. However, it will make you

feel like you have time to spare once you become more productive in both the work and personal areas.

Recommended for: anyone who can and would like to have more productive and enjoyable time of their own.

This will range from the president and board of directors of an organization to the newest person at the most

entry-level position in the company. All anyone has to lose is the wasted time in each hour.

Objectives:

This session covers the following areas:

• How to think about time and its components • How to make time work for you • Develop an action item list • Conduct effective planning • Learn how to watch for time drains • Avoid time wasters such as meetings • Exercise delegation to expand the hours • Improve dialog to get the job successfully completed the first time • Being effective on the telephone • Forcing the NO word for nonessential activities • Re-focus on a revised agenda where saving time is a priority

Benefits:

Those who attend will gain:

• A new appreciation for what time really costs • How to gain more productive time out of every day • A better control of the "time waster" we are all used to • Enjoyment out of work and personal time since we control the clock



800.547.7377


80

STRATEGIC APPLICATION IN MANAGEMENT

Strategic Planning and Development Course Length: 2 days Instructor: William D. Agee

About this Course:

Many professionals approach critical and strategic acquisitions in much the same fashion as they do a

standardized commodity. If the item or material is defined as critical to the success of the operation, a well-

defined strategic materials plan must be in place for ensuring the success of the supply chain. The need for a

strategic plan for critical materials and services might not become apparent until a catastrophic failure in the

supply occurs. When management wants to know how we protected the firm with this plan, the lack of one

becomes a glaring omission.

Recommended for: this session is designed for the new through the more experienced buyer, supervisor,

manager and director of materials, purchasing and sales.

Objectives:

This session looks at what is needed to put together and develop a strategic plan to ensure value to the

operation. This session is made applicable to the acquisitions and strategic alliance partners of an operation.

In this session we will:

Understand the need for the plan

Identify the elements essential in a materials strategic plan

Migrate through a checklist model for an effective plan

Develop a strategic plan model for our operation

Review the benefits and downsides associated with the plan

Consider the organizational issues connected with applying a plan

Identify the risks to this project

Review how to project manage the plan to a successful conclusion

Apply report card evaluations to performance guarantees

Establish a toolbox for future plans and more

Benefits:

Understand the requirement necessary for putting together a strategic plan

Develop a checklist for items to include in the plan

Create a format for a very flexible plan for various applications

Understand the risk to a project with a poorly developed plan

Watch for the major points of failure associated with most plans

Develop a set of tools applicable for your firm or products going forward



800.547.7377


81

SUPPLIER RELATIONSHIP MANAGEMENT

Supplier Relationship Management



About this Course:

This course focuses on the quantitative and qualitative tools and skills necessary for supplier relationships

that align business needs and requirements.

Recommended for: procurement and supply chain practitioners seeking to increase value delivery, achieve

supply chain integration, improved supplier performance, reduce risk and capture innovation from suppliers.

Objectives:

Understand supplier management methods and tools

Measure, monitor and drive improvement of supplier performance

Work with colleagues to plan supplier performance improvement approaches

Improve influence and communication skills within supplier relationship management

Benefits:

Improved understanding of behavioral approaches and communication strategies with suppliers

A range of tools for better management of price and performance with suppliers

Increased consistency of approach in supplier relationship management



800.547.7377


82

TOTAL COST OF OWNERSHIP APPROACH

Total Cost of Ownership



About this Course:

Price is only one element of the total cost of ownership and in many instances only a small part of owning

and operating the product or using and paying for the service. Understanding the total cost of ownership will

ensure better sourcing decisions, identify cost improvement opportunities, reduce total cost, harness

stakeholder support and mitigate risk.

Total Cost of Ownership (TCO) is the total cost incurred through the acquisition, use, support, maintenance

and ultimate disposal or disengagement of a product or service. TCO considers both direct and indirect costs

and should be determined to ensure like for like comparisons when evaluating proposals and quotes. TCO is

also a useful tool to identify cost improvement opportunities through uncovering the hidden cost in the

supply chain and during the lifecycle of the product or service. Typically, many of the cost factors that need to

be identified are hidden in the price. Uncovering the hidden cost elements requires skill and an

understanding of supplier pricing policies and all the cost elements to deliver informed sourcing decisions

and effective outcomes.

Recommended for: procurement and sourcing specialists, category and procurement managers looking to

move beyond price to total cost improvement.

Objectives:

To provide delegates with tools and techniques to make better comparisons between supplier prices

To strengthen sourcing and contracting strategies through assessment of all the cost elements

To support negotiating value-added partnership arrangements rather than focusing solely on price reduction (e.g. joint process improvements)

To identify and remove non-value added activities during a product or service’s life cycle

Benefits:

Improved sourcing decisions, cost savings, value improvement and risk reduction.

Delegates will be able to use this knowledge to do the following:

Identify when to apply TCO models

Identify the cost drivers and establish the hidden costs

Understand how to use TCO during negotiations

Develop cost improvement plans - manage costs and risk



800.547.7377


83

SupplyChainLearningCenter.com

Jolene Gulley, Group Publisher

Supply & Demand Chain Executive

Food Logistics

Phone: 480.413.0354

Mobile: 262.473.9285



mailto:[email protected]?subject=Supply%20Chain%20Learning%20Center

Documents

TRAINING TODAY Workplace Improvements Tomorrow COURSE ... · TRAINING TODAY Workplace Improvements Tomorrow Anytime. ... He won the coveted Howard W. Cosgrove Award for ... This course