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BEST PRACTICES 2006
FROM COST BREAKDOWN ANALYSIS TO A TCO APPROACH
Objectives:
This is a fundamental training. The objective of this module is to provide participants with the fundamental knowledge to understand how suppliers calculate their costs and their selling price. The following topic will be discussed:
- Supplier fixed and variable costs
- How suppliers allocate fixed costs
- How to calculate investment and depreciation and their impact on cost
- Margin and Profit calculation
- Productivity opportunities and impact on cost
- TCO analysis
Following this module participants shall be able to:
- understand the use of suppliers’ cost breakdown for a buyer
- learn how suppliers calculate their cost in order to price their product or service
- build-up the cost structure of a supplier
- calculate cost impacts on change of specification, volumes, operations, etc.
- determine strategies to negotiate a fair price
- understand the Total Cost of Ownership approach and its use in purchasing
Target group: Buyers at any level who wish to learn how to use cost breakdown and TCO analysis to better negotiate cost reduction with suppliers.
Duration: 2 days
Dates:
10-11 May 2006
02-03 November 2006
Fee: 1700 € (+VAT) - Early bird fee 1500 € (+VAT)
Strategic Portfolio Management - KEY COMMODITY MANAGEMENT
Objectives:
This is a fundamental training to provide the process and tools for strategic management of a purchasing portfolio. This module provide the tools that can help buyers to structure and formalise a purchasing strategy of a category.
Following this module participants shall be able to:
- define a purchasing strategy based on in-depth knowledge of the company needs and market trends
- share with the internal teams the process and tools to define a purchasing strategy
- understand the fundamental steps of a strategic process to manage a portfolio
- understand how this process can be implemented in terms of global/local organisation (for example within a Lead buyer or Key Commodity Management type organisations).
Target group: This course targets to all purchasing staff in charge of a purchasing portfolio, particularly Key Commodity Managers and Senior Buyers in charge of commodity teams.
Duration: 3 days
Dates:
19-20-21 April 2006
13-14-15 September 2006
Fee: 2450 € (+VAT) – Early bird fee 2000 € (+VAT)
SUPPLIER DEVELOPMENT AND OPTIMISATION
Objectives:
This training provides an overview on how to implement supplier improvement programmes.
Following this module participants shall be able to:
- detect the opportunity for, organise, facilitate and manage a supplier’s performance improvement project.
- understand the levers that can be used to improve the supplier’s performance.
Target group: Engineers in Supplier Production, Logistics Sourcing and Sourcing Quality Assurance; Key Commodity Managers; Local Sourcing Agents; and all Buyers involved in supplier productivity improvement.
Duration: 2 days
Dates:
27-28 June 2006
23-24 November 2006
Fees: 1700 € (+VAT) – Early bird fee 1500 € (+VAT)
IMPLEMENTING A SUPPLIER RELATIONSHIP MANAGEMENT – SRM
Objectives:
This is an advanced module to understand the process and tools to implement SRM and Key Supplier Management. The session will provide structured process and tools to implement KSM through the following steps:
- Identify the Key Suppliers in the company
- Analyse the relationship with the Key Supplier
- Understand the Key Suppliers strategy and its fit to our company
- Set-up objectives to a Key Supplier
- Identify the organization and the process to manage the key suppliers
Following this module participants shall be able to:
- understand the benefits, risks and key success factors to implement SRM
- set-up a structured process to identify, to analyse and to manage Key Suppliers
- understand the function of a Key Supplier Manager
Target group: all purchasing staff involved in the management of a Key Supplier
Duration: 2 days
Dates:
08-09 June 2006
16-17 November 2006
Fees: 1700 € (+VAT) – Early bird fee 1500 € (+VAT)
Negociation - Advanced Level
Objectives:
- Clearer understanding of the communication process
- Recognition of non-verbal factors
- Awareness of the intercultural dimension
- Awareness of the self and other’s orientation
- Taking a pro-active approach to communication
- Basic Neuro-Linguistic Programming (N.L.P.) tools
- Adequate preparation for negotiation (psychological, technical, etc.)
- Drawing a roadmap of the negotiating process (Pyramid model
- Recognition of own strengths and weaknesses in negotiating
- Establishing a personal “toolbox” for optimising each participant’s negotiation skills: “What will I do differently tomorrow?
Following this module participants shall be able to:
- use Soft skills when negotiating
- have An awareness of the intercultural factor for target countries
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Target
group: Key Commodity
Managers, Senior Buyers,
Sourcing Quality Assurance
Engineers and Local Sourcing
Agents
Duration:
3 days
Dates:
30-31 May + 1st June
2006
08-09-10 November 2006
Fees:
2 450 € (+VAT) – Early bird
fee 2000 € (+VAT)
Content:
DAY 1:
- The intercultural element
in communication /
negotiation
- Establishing a roadmap for
negotiating
- Neuro-Linguistic
Programming (NLP) tools
applied to negotiation
- Psychological preparation
for negotiations
- Simulation of early stages
of negotiation “what if?”
- Practice in the use of NLP
communication tools
DAY 2:
- Creation of a climate –
setting the stage for a win-win
negotiation
- International
communication: Trouble-shooting
- Listening and questioning:
Simple techniques
- Negotiating styles: Self-assessment
test
- Different types of
motivation
DAY 3:
- Technical preparation for
negotiations: Key Data,
Documents, Environment
- Defining a contractual
strategy: Order of
presentation of clauses
- Making and answering
objections
- Strategic proposal of a
solution
- Solutions to deadlock
- Establishing a personal
“toolbox” for optimising
each participant’s
negotiation skills
Methods and tools
- Interactive
environment
- Brainstorming
- Theoretical framework
- Videos
- Case studies to be
analysed in groups
- Situational exercises
For
more assistance please
kindly contact Kay Bayen
:
kbayen@eipm.org
- tel :
+ 33 450 31 57 01
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For more information visit our website:
www.eipm.org
The European Institute of Purchasing Management • French Geneva Campus • 74160 Archamps – France
Tel: +33 (0) 4 50 31 56 78 – Fax: +33 (0) 4 50 31 56 80 |
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