TRAINING OBJECTIVES FOR MANAGING SOURCING, TENDERING AND NEGOTIATION

The training program was design with the following key objectives of learning to the participants:-

• Delivery knowledge on how to manage the function of procurement in parallel with organization business objective
• Strategic important of procurement in the business organization profitability
• Effective Management of Sourcing and Tendering activities
• Effective Negotiation Strategies for Procurement management

LEARNING OBJECTIVE EXPECTED FROM PARTICIPANTS

By the end of the 2-day interactive session, the learning curve achieve will enable the following:-

• UNDERSTAND and Implementing strategic sourcing
• APPRAISE and DISTINGUISH the type of strategy to be in place to manage tendering process to meet the objective of the company and understand the different between e-procurement and normal tendering.
• DEVELOP action plan to implement supplies management strategies
• CONDUCT risk assessment and take action to overcome to ensure supplies are not disrupted and includes steps to protect stakeholders
• UNDERSTAND and DEVELOP strategy to handle tendering process effectively
• UNDERSTAND the various type of tenders and sourcing
• MANAGING and carrying out effective negotiation with suppliers and other stake holders

PARTICIPANTS GROUP

This training program is highly recommended for employees involve in the managing of the supply chain function in the company, for example, personnel from procurement, warehouse, logistics and planning department and finance.

TRAINING METHODOLOGY

This training will involve the following area to enhance learning:

• Power point presentation
• Case studies & Brain storming session
• Discussion on subject of learning
• Facilitating by trainer to enhance understanding of subject matter
• Exercise to evaluate participants understanding

COURSE CONTENT

Module 1 – The Strategic and Tactical Strategies of Procurement

• Goal versus Objectives
• Tactical versus Strategic Strategies
• Tactical strategies role in Procurement
• Reactive and Proactive Procurement
• Strategic strategies role in Procurement
• P, Q and R of Procurement
• Competitiveness Model
• Risk Analysis
• Case study

Module 2 – Strategic Sourcing

• What is Strategic Sourcing
• Sourcing Objectives
• Step toward Strategic Sourcing
• Pros and Cons of Targeted versus Open Sourcing
• Process of Supplier Selection
• Price versus Cost Evaluation method
• Case study

Module 3– Managing Tendering and Type of Tender

• Open Tender
• Single stage Selective Tender
• Multiple Stage Selective Tender
• Negotiated Tender
• Pros and Cons of Tender
• Common Terms in Tender
• Common Evaluation Criteria for Tender
• 10C of Supplier Selection
• Benefits of Tendering versus Conventional Sourcing
• Case study

Module 4 – Supplier Selection, Strategic Expediting and Contract

• Selection process in standard sourcing plan
• Selection process during tendering
• Understand the key expediting strategies to be apply
• Supplier Quality manual
• Key clauses in contract to protect stakeholder interests

Module 5 – Negotiation for Effective Supplier Selection

• Method of Resolving Issue in Procurement
• Negotiation Cycle
• Key Steps to Effective Negotiation
• Negotiation Strategies
• Mind your body language
• Toward Positive Negotiation
• Type of Negotiation Personality
• Distributive versus Integrative Negotiation
• BATNA and WATNA strategies in Negotiation
• Case study

Module 6 – Understanding e-procurement versus normal tendering process

• What is e-procurement
• Key infrastructure for e-procurement
• Advantages of e-procurement tendering system

Module 7 – Common mistakes in tender and sourcing to avoid

• What are the most common mistakes made
• Step to reduce biased decision making
• Best practices in sourcing and tendering

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