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Skills Workshops for Purchasing Excellence 2002-2003
Best Purchasing Practice

Purchasing For Commercial Advantage (PCA)

Organisations that have a strategic view of their supply markets need to be sure that those members of their team who are tasked with managing suppliers are equipped with the tools they need to do this proactively and in line with business needs. This day workshop is designed to position the role of purchasing away from that of an administrative function and place it firmly within the core of a business. Procurement practitioners become aware of how they can fulfil their potential to gain commercial advantage for the business by being equipped to be proactive, innovative and independent.

Target Participants
Procurement team members who have recently come into this specialized role and those with experience who wish to align their existing skills with best practice and develop a set of core competencies with which to improve their overall performance and effectiveness.

Deliverables

  • understand the commercial potential for Purchasing and its contribution to business performance
  • obtain and know how to use a set of structured tools and techniques for conducting Purchasing activity as a commercial process which adds value to the business
  • acquire the role-specific knowledge needed to contribute fully to the commercial objectives of cross-functional procurement project teams.

    Content

  • the role and scope of Purchasing
  • the Purchasing Cycle
  • Purchasing's role and contribution
  • contributing to specification and quality
  • supply market trends - external and internal and how they impact on Purchasing
  • contract management strategy and supplier selection
  • Procurement planning and targeting
  • Supply Positioning
  • Supplier Preferencing
  • The Market Management Matrix
  • The Competitive Advantage Matrix
  • Understanding Price
  • managing supplier performance

    Format
    The content of this introductory level workshop includes pre-work, knowledge delivery, case studies, learning consolidation exercises and tutor post-course feedback for development and application in the workplace.

    The following format options are available for delivery of the above programme:
    i. 3 day live workshop
    ii. 12 hour e-learning module plus 1 day live workshop

    The recommended maximum number of participants is 20.
    This programme can be facilitated in English, Putonghua, Cantonese and Japanese.





    Legal Aspects Of Purchasing (LAP)

    A confident, structured approach to applying best practice in contract law is essential for purchasing professionals as they enter into legally binding agreements with their suppliers on a daily basis. Both buyers and sellers have rights and obligations and it is important that these are fully understood - not only by legal specialists but also by the purchasing team concerned with the commercial objectives of a supplier relationship.

    Target Participants
    This intensive course will provide participants with a level of legal knowledge which can be applied to everyday supplier management situations and will be of value to purchasing team members, IT and technical specialists as well as finance personnel. Participants are invited to introduce examples of their own supply contracts for analysis during the workshop.

    Deliverables
  • know the essentials of how to draft and review legally enforceable contracts
  • understand how to negotiate terms and conditions to ensure protection for your organization
  • identify key risks within the proposed terms and conditions of contract
  • ensure that those who draft supply contracts are incorporating your commercial objectives.

    Content
  • the impact of law on purchasing - a global perspective
  • law applicable to contract sale of goods law
  • forming an d concluding agreements - the essential elements of a valid contract
  • invitations to Treat
  • can oral agreements be legally binding?
  • the law on tenders and letters of intent
  • e-contracts - can contracts be made electronically?
  • why buyers terms must be the terms of the contract - the 'battle of the forms'
  • how to win the 'battle of the forms'
  • important contract clauses - 'Romalpa' exclusion clauses
  • what buyers can sue for (remedies) - liquidated damages, consequential losses
  • product liability
  • overview of other significant law and legislation developments in PRC

    Format
    The content of this intermediate level workshop includes knowledge delivery, case studies, learning consolidation exercises and tutor post-course feedback for development and application in the workplace.

    The following format options are available for delivery of the above programme:
    i. 2 day live workshop
    ii. 14 hour e-learning programme plus 1 day live workshop
    The recommended maximum number of participants is 15.
    This programme is facilitated in English






    Price And Cost Analysis For Purchasing (PCAP)

    Suppliers focus on price; successful buyers focus on cost. This advanced level workshop provides the tools and techniques needed to achieve lower prices by understanding cost make-up, pricing strategies and costing systems as well as the effective use of financial analysis and market data. The workshop demonstrates how to develop a cost model for prices related to goods and services and how the information gathered can be analysed and used as an effective supply market management tool in the sourcing, purchasing and negotiation processes when negotiation with suppliers.

    Target Participants
    Purchasing team members who as part of their interaction with and management of suppliers need to understand base prices and volume related movement as part of their variable strategy planning for negotiations.

    Deliverables
  • strengthen your management of negotiation outcomes
  • learn how a business operates financially
  • use improvements in the working capital cycle to reduce costs and prices
  • understand cost drivers and use cost default models
  • calculate and apply Total Cost of Ownership principles for your purchasing activity

    Content
  • aligning target costing prices with purchasing strategy
  • truths about price/cost myths used by sales people
  • identifying cost breakdown using published reports
  • the impact of the product life cycle and related purchasing actions
  • the cost of quality
  • how to use the Improvement Objectives Matrix
  • using a Payoff Graph
  • Supply Positioning analysis applied
  • developing a profit, price and cost analysis process for your business
  • assessing the cost of supply
  • using improvements in the working capital cycle to reduce costs and price
  • cost drivers and use cost default models

    Format
    The content of this intermediate level workshop includes knowledge delivery, case studies, learning consolidation exercises and tutor post-course feedback for development and application in the workplace.

    The following format options are available for delivery of the above programme:

    i. 2 day live workshop
    ii. 5 x 2 hour live video conference modules plus assignments

    The recommended maximum number of participants is 15.
    This programme is facilitated in English, Putonghua and Cantonese





    ABOUT PMMS ASIA PACIFIC
    PMMS Asia Pacific is a member of the PMMS Group which was established in the UK in 1979 and currently has over 120 consultants worldwide. PMMS Asia Pacific was established in 1994 and has offices in Hong Kong, Shanghai, Tokyo, Singapore and Kuala Lumpur. We provide strategic management solutions, skills development opportunities, negotiation support and recruitment services in all aspects of the buyer/seller interface. A benefit of working with PMMS is that our consultants are all highly experienced practitioners who understand the environment within which procurement professional work in Asia Pacific and have themselves used the tools and technique which they introduce to our clients. Our client portfolio includes companies from a wide range of business sectors including financial services, IT, services and manufacturing.




















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