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The CIPS Graduate Diploma Programme In Asia 2004-2005


Introduction | Modules | Information for Sponsors | FAQs | Faculty | Programme Structure | Registration

Module 1 -
Purchasing Redefined

  • Contribution of effective purchasing to business performance
  • Process enablers essential to effective performance
  • Measuring and demonstrating the impact of procurement internally
  • Management information - its collection and uses
  • Differentiating supplier relationships and selecting an appropriate type of relationship
  • Developments in technology and their potential impact


  • Understand, and be able to advocate, the strategic importance of procurement to the wider business
  • Appreciate that good purchasing requires a range of linked, and complimentary enabling systems delivering timely and relevant information to inform decisions
  • Understand the importance of establishing the appropriate type of relationship

Module 2 -
Understanding Market Dynamics

  • Supply and demand and their impact on purchasing
  • Overview of marketing tools and techniques
  • Overview of financial statements
  • Ratio analysis
  • Pricing strategies


  • Understand the impact of economic factors on purchasing and the organisation.
  • Understand how suppliers will establish a marketing strategy.
  • Understand the various financial documents used to summarise an organisation's financial performance and standing.
  • Understand how to analyse financial accounts and identify key information for use during negotiations.

Module 3 -
Legal Aspects of Purchasing

  • The essential elements of a contract
  • Risk in poorly structured contracts
  • Understand the battle of the forms
  • Understand contractual terms and conditions


  • Draft and review legally enforceable contracts
  • Negotiate Terms and Conditions to ensure protection for the organisation
  • Identify key risks within proposed terms and conditions of contract

Module 4 -
Strategic Purchasing

  • Identifying a business need and managing internal stakeholders
  • The supplier's viewpoint - supplier preferencing
  • Total cost of ownership
  • Order winning criteria
  • Implementing a transition plan


  • Understand the strategic sourcing model
  • Understand potential supplier strategies
  • Select appropriate supplier appraisal criteria
  • Manage the implementation of a transition plan

Module 5 -
Supply Base Development

  • Adding value to a supply chain
  • Determining an appropriate relationship style
  • Risk Management
  • Future proofing
  • Measuring the contribution made by purchasing to the organisation


  • Understand how to use process mapping to create a value chain
  • Identify and appreciate the range of relationship styles that can be adopted
  • Use vulnerability analysis to identify and manage potential future risks
  • Ensure that decisions made today are effective into the future
  • Measure and report on the contribution made by purchasing to the organisation

Module 6 -
Managing Supplier Performance

  • Different types of benchmarking
  • Different methods of measuring performance
  • Service level agreements and their use
  • Change management - controlling and implementing contract variations
  • Review processes
  • Quality issues


  • Understand how to use benchmarking appropriately
  • Understand the importance of measuring supplier performance
  • Understand how to use incentives and sanctions to develop performance
  • Use service level agreements to control, monitor and measure supplier performance
  • Effectively manage a contract variation process

Module 7 -
Seller Strategies and Price Analysis

  • Understanding suppliers' strategies and their implications
  • Identifying a supplier's business strategy
  • Distinguishing between cost and price
  • Understanding total cost modelling


  • Identify a supplier's strategy by analysing a market and their approach to it
  • Identify how a supplier wishes to position itself within a market
  • Understand the distinction between cost and price
  • Use cost modelling techniques to drive for cost down initiatives

Module 8 -
Negotiating in Collaborative Environments

  • Key influencing skills and how to apply them
  • Recognising the different elements within a business relationship and the importance of the personal element
  • Planning and preparing for a negotiation
  • Measuring the effectiveness of a negotiation
  • Managing collaborative negotiations that seek mutual gains


  • Understand a variety of negotiation styles/relationships that are required when dealing with different products/suppliers
  • Recognise their favoured style and realise which other styles are essential for their toolbox
  • Use a variety of behavioural skills to deal with aggressive/manipulative persons whilst still maintaining their emotional balance

A Production of G&B Studio / Copyright © 2001 PMMS Asia Pacific Ltd. / All Rights Reserved

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