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PROGRAM OVERVIEW

This course provides an introduction to negotiation in a procurement context (i.e., negotiations between a buyer and a vendor/supplier). The objective is to provide the participant with a structured foundation in the preparation and conduct of such negotiations. Since practice is key in building up expertise in negotiation, case studies and exercises/games will be used to supplement lectures.

IS THIS COURSE FOR YOU?

This course is designed to have a broad appeal and provide an understanding of how negotiation in business can be performed effectively. Professionals from procurement and purchasing organizations will particularly benefit from this program.

PROGRAM CONTENT HIGHLIGHTS

• Learn why is preparation important and how it can affect your negotiation process. BATNA and Reservation Price
• Learn in negotiation; Building relationships and trust; Cultural differences
• How to conduct effective negotiations from start to finish
• Learn about Questionable Tactics; What is Permissible? Lost Opportunities; Bluffing, Fraud and Lying. Post Negotiation Analysis is key to future success

PROGRAM OVERVIEW

Often procurement decisions are still made on piece costs ignoring supply chain and other indirect costs. In the world of global sourcing such decisions can end up being very expensive mistakes. In this course, the focus is on developing the skills to correctly evaluate total landed costs (TLC) and estimate total costs of ownership (TCO) if applicable.

IS THIS COURSE FOR YOU?

This course is designed for procurement professionals with 2-3 years of experience.

PROGRAM CONTENT HIGHLIGHTS

• Learn the fundamental concepts of TLC and TCO as well as the basics of net present value analysis.
• Learn how to obtain the data required for cost analysis from stakeholders and also review techniques such as product segmentation
• Learn how cost driver models can be used to improve procurement of material and how to manage commodity price volatility.
• Teams will be asked to analyze and apply TLC and TCO to specific sourcing situations involving cross-border shipments and present their solutions.

PROGRAM OVERVIEW

Procurement is not a “buy and forget” task. In most cases, significant effort has to be expended in supplier relationship management after the contract has been signed and the material begins to flow. In this course, several key elements of good supplier relationship management (SRM) will be discussed. Participants should be conversant with SRM and capable of framing a SRM program for their suppliers at the end of this course. While SRM is often considered a “soft” skill and not valued as highly as say “cost reduction”, with today’s pace of technology change SRM becomes key to staying atop the competition through leveraging supplier innovation capability.

IS THIS COURSE FOR YOU?

This course is designed for all levels with atleast 3 years experience will particularly benefit from this program.

PROGRAM CONTENT HIGHLIGHTS

• Learn the concepts of SRM and how to establish metrics that are fair, quantifiable, and effective.
• Learn how to create supplier segments for more effective supplier management.
• Learn how to tackle risk management and how to collaborate with company’s supplier base.
• Small team exercises of real world situations to embed learning and apply skills

PROGRAM OVERVIEW

Category Management builds on the basics of good procurement practices to help companies generate additional value from their procurement process. You will learn what category management is, whether it can be significant for your organization, the key factors in developing effective category management, an implementation approach, and then how to realize value for your company.
The course will consist of readings prior to the classes, lectures, case study discussions, and small team exercises to apply concepts learned in the course. If desired, small but relevant projects can be undertaken immediately after the course to further embed the learnings in the participants and their organizations.

IS THIS COURSE FOR YOU?

This course is designed to build skills in procurement professionals. It provides an understanding of how category management can be performed effectively in organizations. Professionals from procurement and purchasing organizations will particularly benefit from this program.

PROGRAM CONTENT HIGHLIGHTS

• Learn key strategies behind Category Management on reducing cost, risk, and increasing value delivered.
• Learn how to extract and analyze information and convey insights to decision makers for potential long term
• Learn how category management is applied in organizations along with continuous improvement.
• Learn about category creation and planning with internal and external partnering.

PROGRAM OVERVIEW

Logistics and transportation is part of supply chain management that plans, implements, and controls the efficient, effective forward and reverse flow and storage of goods, services, and related information between the point of origin and the point of consumption in order to meet customers’ requirements. This course will draw on real issues in transportation and logistics management that confront companies today.
The course will consist of readings prior to the classes, lectures, case study discussions, and small team exercises to apply concepts learned
in the course. If desired, small but relevant projects can be undertaken immediately after the course to further embed the learnings in the participants and their organizations.

IS THIS COURSE FOR YOU?

An understanding of how transportation and logistics in business can benefit the bottom line in an organization is useful for business leaders. Professionals from supply chain management will particularly benefit from this program.

PROGRAM CONTENT HIGHLIGHTS

• Learn basic terminology and concepts such as time-space diagrams, types of transportation networks etc.
• Learn the concepts of network algorithms and how they are used in solving local routing problems.
• Learn how transportation is typically procured and use of innovative approaches such as combinatorial optimization.
• Learn freight consolidation techniques and enable movement of goods with or without transhipment points.

PROGRAM OVERVIEW

The aim of this course is to combine business objectives & logistics management to create uniquely effective and productive operations. Help to focus operations to achieve specific business objectives through customer service; lower response time through lead time management allowing entry into overseas markets and to free capital tied up in stocks & warehouse facilities for more profitable investments.

IS THIS COURSE FOR YOU?

This course is designed to have a broad appeal across professionals. It is aimed to provide an understanding of how warehousing and distribution management in business performed effectively in organizations. This program is best suited for individuals with some understanding of the business as well as issues related to warehousing and distribution management.

PROGRAM CONTENT HIGHLIGHTS

• Learn several types of warehouse and the objectives of storage operations.
• Learn types of material handling equipment.
• Learn how to use Warehouse Management System to collect data for measurements.
• Learn how store planning and determine warehouse location effectively.