Course Overview

Buyers play a pivotal role in the financial success or failure of your organization. Since purchasing activities can account for as much as 80% of your organization’s total budget, your purchasing decisions directly influence the company’s profit margin.

Cost effective and responsive purchasing is essential to the success of the modern organisation. It is absolutely essential to select and manage the best available suppliers to maximise the performance of the supply chain. To be effective a buyer must obtain high quality materials and services at the lowest possible price while reducing the administrative costs of processing the purchase. The seminar is designed to enhance the skills of the buyer and provide some fresh insights into achieving higher levels of purchasing performance.

This intensive, hands-on Training will arm you with the skills you need to influence that profit or gross revenue margin in a positive manner. You must have savvy    negotiating techniques; a clear, concise method of keeping good records; forms that are succinct and functional; a working knowledge of the legal ramifications that could land your organization in court; and more. The more skillful your purchasing people, the better your organization’s chances are for turning a profit .

Course Objectives

By end of this course participants will be able to:

·       the newest purchasing methods, including e-procurement

·       the concept of supplier partnering

·       Implementing Supply Chain Management

·       Examples of purchasing success

·       Measuring and Improving Purchasing Performance

·       Re-engineering Purchasing Operations

·       Best practice contracts and agreements

·       Supplier performance measurement

·       Measuring procurement performance

·       How salesmen are trained and what to do about it

·       The major focus of sales training

·       Negotiation approaches

·       Latest developments and thinking

Who Should Attend

This Course has been designed to enhance the purchasing skills of buyers in business, government and the military. It is intended for buyers of all types of materials, equipment and services who seek to strengthen their personal abilities as well as the performance of their purchasing department.

Course Content

Module (01) Introduction to Modern Purchasing

1.1      We will consider the best practices being utilised by the best purchasing departments today

1.2      Purchasing Strategies

1.3      Early Supplier Involvement

1.4      Electronic Purchasing

1.5      JIT and consignment stocking

1.6      Long Term contracting and outsourcing

Module (02) Supplier Management

2.1      This session focuses on locating, evaluating, selecting and appropriately managing the best available suppliers

2.2        Locating Global Suppliers

2.3        Evaluating Potential Suppliers

2.4        Supplier Selection

2.5        Supply Positioning

2.6        Spend Mapping

2.7        Quality

Module (03) Determining Price

3.1      The use of competitive bidding processes, tenders and cost/value analysis in alliance relationships

3.2      Competitive Bidding

3.3      Tendering

3.4      Value Analysis

3.5      Cost analysis

3.6      Total Cost of Ownership

3.7      Capital Equipment Life Cycle Costing

Module (04) Negotiation

4.1      Examine the negotiation process,& practice appropriate tools & techniques

4.2      Negotiation preparation

4.3      Negotiation Strategy

4.4      Negotiation Tactics

4.5      Responding to negotiation ploys

4.6      Negotiation with other cultures

4.7      E-procurement

Module (05) Purchasing Agreements & Contracts

5.1      The tools and techniques used in obtaining the best bids, and the legal issues involved in turning these into appropriate contracts

5.2      RFIs, RFQs

5.3      Formula pricing

5.4      Contract Clauses

5.5      Legal responsibilities of supplier and buyer

5.6      Formation of contracts

5.7     Warranties

Module (06) Implement & Measuring Improvement

6.1      The use of Key performance measures and Metric hierarchies to monitor and deliver improvements in purchasing improvements

6.2      Communications

6.3      Key Performance Measures

6.4      Purchasing Metrics

6.5      Implementing Change


6.6      Planning