Purchasing and the Organisation

• Purchasing and its contribution to the organisation
• The Supply Chain
• The influence of the External Environment
• Purchasing Organisations
• The Procurement Cycle
• Critical Supply Strategies

Supplier Management

• Transforming the Supplier Relationship
• Supplier Evaluation Criteria
• Appropriate Supplier Methodologies
• Total Cost Approach
• How to be a Good Customer
• Shrinking the Supplier Base

Communication and Change

• Communication techniques of verbal, non-verbal and written
• Methods of communication lead to more productive work and minimize stress
• Communication and interaction openness develops trust
• Identification of interpersonal interaction methods
• Recognizing response to and perceptions of change
• Analysing and preparing for the human reaction to change.

Negotiation Techniques

• Avoiding Confrontational Negotiating
• Developing Active Listening Skills
• Negotiating with an Angry Person
• Power Closes that are used on the Buyer
• Understanding the other Negotiator’s Power
• Negotiation Tactics and Countermeasures

Managing Procurement Talent

• Attract And Retain Supply Management Talent
• Supplier Measurement
• Vendor Rating
• Action Planning
• Price, Cost and Value
• Ways that Advanced Procurement can Improve Organisation’s Finances