Thanks to these programs, you will get clear and practical instructions on how to negotiate prices and conditions, how to increase your performance with the ability to detect sales tricks. The courses are suitable for those for whom relationships are important with suppliers and are interested in how optimizing relationships can help reduce costs and increase competitiveness advantage not only by reducing the price, but by evaluating all the input parameters of the purchased products.
Module A
PURCHASE MARKETING (2 days)
Purchase marketing is a summary of all activities related to material procurement. When choosing suppliers, we base ourselves on market research, while entering into a business relationship with the intention of obtaining the best possible conditions.
• purchasing strategies and purchasing marketing
• the basics of effective management of relations with suppliers
• organizing purchases in industrial enterprises
• strategies of purchasing activities
• placement of the purchase in the organizational structure of the company
• purchasing outsourcing options
• level of supplier-customer services
• creation and management of supply chains
• new trends in purchasing management
Module B
AUDIT, EVALUATION AND SELECTION OF SUPPLIERS
(2 days)
Supplier evaluation is one of the key purchasing tools and strategies. You will learn which supplier evaluation methods they use most often, which are the most effective and simplest. In the second part of the training, you will try to evaluate a supplier from your company using one of the methods you will learn in the training.
Evaluation of suppliers - basis of effective management of relations with suppliers, organization of purchase, strategies of purchase activities, place of purchase in the organizational structure of the company, possibilities of outsourcing of purchase
Evaluation of potential and re-evaluation of current suppliers - research of the purchasing market and analysis of information about suppliers, calculation of the risk of deliveries from the supplier, level of supplier-customer services, creation and management of supply chains, case study
Evaluation of a specific supplier - supplier audit, selection of evaluation parameters, analysis of supplier performance, evaluation using performance indicators, matrix method of evaluation, evaluation by ratio indicators, SES (Supplier Evaluation System) - supplier evaluation tool, supplier evaluation outputs and its continuity with ISO systems
Perspective for the development of relations with suppliers - integration of the supplier with the customer, constant supervision of the customer, connection to the IS of the supplier
Modul C
NEGOTIATION SKILLS AND LEADING CHALLENGING CONVERSATIONS FOR PURCHASERS (2 days)
You will improve your negotiation skills with suppliers in English and you will address different strategies when negotiating with suppliers depending on their market position. You will learn how to increase the efficiency of purchasing behavior through the preparation and planning of tasks, the choice of the right strategy, you will learn to detect the sales tricks of sellers and you will receive guidance on negotiating prices and terms.
SETTING THE MINDSET OF THE PURCHASER
• how to effectively negotiate prices and conditions
• quality, service, value - the purchaser's ability to assess the optimal option for the company
• distinguishing a serious partner from others (revealing the tricks of sellers) and the importance of market research
• the importance of a positive attitude of the purchaser - looking for partners instead of enemies
CHOICE OF STRATEGY AND TACTICS
• strategies and tricks of professional purchasing
• Porter's matrix and market position
• choice of strategy depending on the market position of the supplier (big player, market leader, monopoly, oligopoly, small, ...) and the type of market (new, old, regional, ...)
• improving prices and conditions without loss of supplier performance
• special questioning techniques and active listening method for purchasers
• how to separate positions and interests
• how to succinctly formulate your ideas
• choice of the most effective method of negotiation (personal, phone, written - email)
PROCESS OF NEGOTIATION
• how to successfully manage the course of negotiations, react to attacks, remain stable professionally and emotionally
• how your thinking and attitudes affect the course of action
• the importance of preparation, planning and setting intentions
• how to determine a positive atmosphere during negotiations
• how to use questions correctly
• how to respond to excuses
• presentation and work in groups
• practice of negotiation depending on the position on the market (monopoly, market leader, follower, ...)
Modul D
PURCHASE CONTROLLING (2 days)
You will learn how to use control mechanisms to reduce purchasing costs, and you will learn how to use the results of controlling for effective planning. What strategies will work? Cut costs at all costs? How long is it worth "pushing" suppliers?
• how to effectively manage purchasing costs
• permanent pressure to reduce costs
• how the purchasing position has changed in terms of expenditure
• purchase controlling and its use for planning
• structure of purchase costs and their coverage
• uncovering the causes of errors in the area of purchase
• types of controlling indicators
• determination of performance indicators of purchasing power and efficiency,
• value-oriented indicators,
• planned and actual price
• quality of goods, deadlines, reliability of the supplier
• selection procedure and minimization of risks and costs
• measurement and evaluation of logistics costs
Modul E
OPTIMIZATION OF SUPPLIER-BUYER RELATIONS
(2 days)
Maintaining good relationships with suppliers leads to reduced process costs and the integration of other core competencies in your field. You will find out what strategies you can use to build good relationships with suppliers and how optimizing supplier relationships can reduce logistics costs. You will learn to use purchasing pooling to search for suppliers and to optimize business conditions.
• strategies for building good relations with suppliers
• pooling of purchases when searching for suppliers
• how to reduce logistics costs by optimizing relations with suppliers
• improving relations with suppliers and reducing process costs
• alignment of sourcing concepts with corporate strategies
• your core competencies and outsourcing boundaries
• e-procurement tools
• the most common critical points of the purchasing process
• purchase risks and their reduction
• evaluation of offers and how to "defend" traders' tricks
• how to detect price disadvantageous offers increased by intermediary commissions
• increasing the efficiency and control of purchasing using measurable goals and KPIs
• setting and cascading purchasing goals and KPIs in accordance with company goals
• monitoring of purchase performance using KPIs tracking and routine management
Modul F
IDENTIFICATION OF IMPROVEMENT FIELDS AND INCREASING THE PERFORMANCE OF SUPPLIERS
(2 days)
You will look for the potential for increasing the efficiency of purchases in your company and also with suppliers. You will learn simple methods by which you will easily be able to identify the hidden potential for increasing the efficiency of purchasing activities and relationships with suppliers.
• strategies for building good relations with suppliers
• pooling of purchases when searching for suppliers
• establishing performance indicators for monitoring the strength and effectiveness of purchasing
• increasing the efficiency and control of purchasing using measurable indicators and KPIs
• identification of the potential for possible improvement
• verification of the applicability of procedures for purchasing processes
• SWOT analysis of purchasing and purchasing department
• ABC analysis of commodities and suppliers
• commodity matrix
• identification, quantification and structuring of key commodities (materials, subcontracts, energy,...)
• segmentation of the supplier market
Modul G
STRATEGIC PURCHASING (2 days)
A quality-managed and regularly controlled supplier-customer relationship reduces the risk of "unpleasant surprises" and the costs associated with frequent changes of suppliers. Supplier-customer relations, which are at the partnership level, are characterized by the fact that both parties mutually share the savings resulting from efficiency.
• management of supplier relations within the entire organization
• purchasing optimization and cost reduction
• efficient supply chain setup
• reducing accidental purchase
• long-term oriented management of suppliers compared to tools ensuring fast achievable savings
• strategic use of mutual synergies between the company and the supplier
• consolidation and prioritization of suppliers
• setting and monitoring of performance indicators
• savings resulting from long-term lower prices