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Tender Management
THREE REASONS
WHY YOU NEED TO ATTEND:
First, the only result-based trainings,
where you will discover practicable
strategies that give you results.
Results like where you receive 150%
more discount than what supplier
offered:
MRO Purchasing
info@purchasing-procurement-center.com
Procurement Trainings
Best Procurement Practices
Cost Reduction in Purchasing
Purchasing Performance Measurement
Purchasing Negotiations
Capital Equipment Purchasing
Leadership & management For Procurement
Category Management in Procurement
Preventing & Managing Backdoor Selling
Purchasing for Non-Purchasing Professional
Fraud Prevention in Contracts & Purchasing
Enhancing Procurement Performance thru Analytical Techniques
Lean Practices in Purchasing
Procurement Ethics
Cost Price Analysis
Buying Services
MRO Purchasing
Commercial Contracts
Contract Management & Administration
Contract Development
Contract Negotiations
Contract Terms
IT Contracts
Oil & Gas Contracts
Construction Contracts
Tender Management
Contract Specification Writing
Strategic Sourcing
Seven Step Strategic Sourcing
Implementing Global Sourcing
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info@purchasing-procurement-center.com
Jim is one of the best instructors for contracts and procurement around!
I like to thank Jim for this great course
What is arbitration?
What is mediation?
Exploring negotiation options before taking the
litigation path
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PERSONAL OUTCOMES:
Attendees will gain by participation in this program
as a result of:
Increased Skill Sets In The Tendering Process
A Greater Sense Of Professionalism
Knowledge Of World-Class Tendering Practices
Greater Ability To Lead Successful Negotiations
Increased Recognition By The Organization Due To
Improved Performance
ORGANIZATIONAL OUTCOMES:
COURSE OUTLINE:
info@purchasing-procurement-center.com
OBJECTIVES
At the end of this program the participants will be able to
COURSE OUTLINE:
Program Opening - Introductions, Objectives and
Agenda
Introduction - Facilitator and Participants
Case Study Can Purchasing add value?
Types of Services
All services are not alike. Categorization of the service
spend is the starting point and a way to assign priorities
Categories
Personal Services
Professional Services
Construction Services
Support Services
Personnel Services
Implementation
Exercise What services does your company use and
how involved are you in their purchase?
Differences & Similarities
Four major factors that make services vary significantly
from production-based products:
Intangibility
Inseparability of production and consumption
Heterogeneity
Perishability
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1.
2.
a.
b.
c.
d.
How do you know how well your suppliers are doing? Most
responses present a subjective view. It is akin to throwing
darts - sometimes you are close, but most times you are
" off target" .
need a tool that will provide an objective, quantitative
visibility of what supplier are doing. This program will
assist purchasing and other areas of business activities in
evaluating performance. It will aid you in working with
suppliers to improve quality and availability of products and
services
We need to recognize that the strength and power of a
supplier certification program will lead to a better supply
base that addresses controlled change. This will discard
wasteful activities.
The process gets everyone affected involved. Too many
efforts take a one-sided view Im the customer and Im
always right. Learning from each other is paramount to
the process. Another value to this course is learning from
those who have already done it!
3.
4.
5.
6.
7.
8.
9.
EXERCISE
10.
a.
b.
c.
d.
11.
12.
13.
IMPLEMENTATION
a. What is the ten (10) step plan
b. EX ERCISE
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COURSE OUTLINE:
Organizational Impact:
The organization will benefit by
Higher productivity of personnel involved in procurement
activities
Reduced total cost of ownership for purchased materials,
equipment, and services thru better leadership and
management
Improved productivity of the entire organization by better on
time delivery of high quality goods and services
Improved supplier performance and relations
Greater strategic focus of those involved in supply
management
Personal Impact:
Attendees will gain by participation in this program as a result
of:
Better leadership and management skills
Increased skill sets in supply management
A greater sense of professionalism
Knowledge of world-class purchasing practices
Greater ability to lead continuous improvement programs
Increased recognition by the organization due to improved
performance
Strategic Sourcing
Purchasing personnel must move from the tactical focus of most
purchasing operations to a much more strategic focus that brings
continuous improvement to the bottom line of the organization.
Time Spent On Various Tasks
Commodity Coding
Developing Spend Profiles
ABC Analysis
Risk Analysis
Strategic Sourcing Plans
Relations with Other Functions
Integrating with other functions and providing the organization
with clear high value added activities is essential for supply
management to reach its strategic potential.
How Do Other Functions View Purchasing
Developing and Maintaining A Customer Focus
Internal Customer Survey
How Does Senior Management Measure Purchasing
Purchasing Accountability
Measuring Purchasing Performance With Key Performance
Indicators
Process Improvement
World-class organization are not asking if they need to improve
their process but only how fast can they improve them.
Supplier Relationship Management (SRM)
Process Mapping To Eliminate Low Value Activities
Reengineering Processes
Total Cost of Ownership
Making Sure We Obtained Lowest Cost
High performing procurement departments can proudly point to
the fact that the best practices being applied are resulting in the
lowest Total Cost of Ownership for their organization.
Developing A Company Purchase Price Index
Cost Reduction Initiatives
Supply Chain Management
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10
The Negotiation
Structure
Conflict Management
Persuasion Techniques
the outcome
the negotiation
purchasing cycle
negotiation profiles
Style
Power
Attitude
Flexible v positional
organisation
operandi
systems
Control
Agreement
Implementation
MAJ
OR PROCUREMENT NEGOTIATION EX
ERCISE:
A negotiation Exercise testing the skills and
profiles of the participants will run for the rest
of the day.
We want the supplier to say yes
The business problem will incorporate all the
key factors of the programme.
Evaluating and re-assessing the Individual
Improvement Programmes and setting targets
for the future.
Other Trainings:
Contracts Manager
BT APPLIED TECHNOLOGY
Tender Management
IT Contract Management
IT Contract Negotiation
info@purchasing-procurement-center.com
11
1.
Strategic Goal Alignment
A.
Best in Class
B.
Benchmarking Goals
C.
Two situation discussions
Case Study Baker Electronics
2.
A.
B.
3.
Supplier Integration in New Product
Development
A.
Early Supplier Involvement
B.
Value Engineering
Case Study Signal Tec
4.
Strategic Cost Management
A.
Cost savings
B.
Value Analysis
Case Study Copper Works
5.
Quality Management
A)
Organizational contribution
B)
Quality Processes
C)
Quality tools
Case Study Mutual Life
6.
Global Supply Strategic Planning
A)
Issues
Cultural Awareness
8.
Performance measurement
A.
Department
Case Study International Production Company
9.
Integration of Information Systems &
Technology
A.
xRP
Case Study Cable & Wireless, Inc.
1o.
Development of Human Resources
A.
Recruitment & Retention
B.
Professional Development
Case Study Bob Lutz
Special Briefing: Purchasing Professionals How to Find and
Keep the Best
Wrap up, review & evaluations
A.
Objectives
B.
Agenda
C.
Evaluations
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12
Stakeholders
Data requirements
Vendor Managed Inventory
Consignment stocking
Co Managed Inventory
Collaborative supply chains
MRO Improvements
MRO Optimization
COURSE OUTLINE
Demand Analysis
Demand Forecasting
Supply Lead Time
Cost & Benefits
The 5 rights
The purchasing cycle
Categorization
Total acquisition costs
Total cost of ownership
Procurement vision and mission and Strategy
Purchasing and power relationships
Sourcing suppliers
Specifications and working with the internal customer
Variety reduction
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13
Trainers Profile
Robi Bendorf CPM, CSPM, MCIPS has more than
35 years of diversified, has over 30 years of
diversified industrial purchasing and sales
experience involving both domestic and international
activities for a broad range of manufacturing and
service businesses. His vast practical experience
combined with an excellent theoretical
understanding, strategic focus, and ability to quickly
implement concepts makes him a much sought after international
authority in procurement.
HERE ARE A FEW HIGHLIGHTS OF HIS ILLUSTRIOUS CAREER:
Westinghouse Distribution and Control Business Unit:
$14 million in cost reductions by developing procurement
strategies for key commodities that took advantage of multi-plant
volumes and resources
Westinghouse Trading Company:
Achieved cost savings opportunities of over $3 million by
on-site analysis of products and components purchased or made
in house.
Tripled supplier base by determining potential sourcing
countries and locating new suppliers
Non-Profit Health Insurance Association Annual Sales: Over $2
Billion:
Accomplished $1.5 million in savings in less than 6 months
by re-organizing spend profile
Michael G., CPIM, CSCP (APICS) has over 30 years
experience in Supply Chain, Demand Flow
Technology, Just-In-Time, Total Quality Control,
Inventory Control and Production / Operations
Management. His experience as a practitioner
concluded after completing seven years as Director
of Operations at a division of Allied-Signal.
Michael has been selected to Who's Who in American
Manufacturing and is one of the best in his field as can be seen
from his Certifications, Memberships, Publications and Clients
Certifications & Memberships
Certified in Production and Inventory Management (CPIM) &
Certified Supply Chain Professional (CSCP) by the Association for
Operations Management (APICS)
Books Published:
"Made In America - The Total Business
Concept",
"Just-In-Time Purchasing", "Supplier Certification",
"Behind Bars: Bar Coding Principles and Applications", and his latest
"People EmpowermentSuccess Through Involvement".
TRAINING SCHEDULE
8.00am
8.30am
Training Starts
9.45am
10.00am
Training Resumes
11.15am
11.30am
Training Resumes
12.45pm
Lunch
1.45pm
Training Resumes
3.00pmplease
End
ofthe
Training
To Register,
see
last page
Purchasing & Procurement Center
info@purchasing-procurement-center.com
14
Trainers Profile
Daniel Feiman, MBA, CMC & Visiting
Professor consults in three areas: Strategy:
Planning
&
Implementation;
Finance:
Modeling &Analysis;
Process: Continuous
Process Improvement & Certified Supplier
Programs.
He is a regular facilitator for both APICS and ISM for
programs on Finance for the Supply Management
Professional, Optimizing Y our Supply Chain & Developing a
Certified Supplier Program. All of these programs are
strategically designed for
procurement professionals.
Mr. Feiman is an internationally recognized leader working
with firms such as ADNOC (United Arab Emirates), American
Management Association (AMA);
The Association for
Operations Management (APICS); Apple, ARAMCO (Saudi
Arabia), California Institute of International Business &
Economics, Credit Suisse, Hilton Hotels, Institute for Supply
Management (ISM), Mattel, PEMEX (Mxico), PDO, (Oman),
Promigas (Colombia) Reliance (India), TRW, UEM (Malaysia)
& the University of Manchester (UK) among others.
He is adjunct faculty at the University of California, Los
Angeles (UCLA) Extension Department (since 1990) and The
Visiting Professor in the University of Huddersfields (UK)
Business School.
Mr. Feiman has over 18 years experience in all facets of
both the traditional & nontraditional banking industry. He
has been interviewed on various television and radio shows.
He has been awarded the CMC designation by Institute of
Management Consultants which is awarded to less than 1%
of management consultants.
Daniel was incredibly knowledgeable & presented the
information with enthusiasm. He made a potentially dry
subject interesting & relevant
Daniels
expertise
includes
extensive
real-world
experience coupled with a strong academic background. This
combination makes him superb for teaching courses in the
financial management domain. His breadth of knowledge
and competency in Finance is superb. We enjoyed a terrific
seminar. - Karim Cherif, UCLA Extension,
Associate Dean
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15
REGISTRATION
FORM
REGISTRATION FORM
DELEGATE DETAILS
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COMPANY INFORMATION
Name
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Fax
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CONTACT PERSON
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BANK TRANSFER
Bank Name: STANDARD CHARTERED BANK MALAYSIA BERHAD
Bank Address: Lot 10, Jalan Sultan Ismail,
50250 Kuala Lumpur, Malaysia
USD 4,495.00
per participant
Group of 3 to 5
(6% off)
USD 4,225.00
per participant
Group of 6 or more
(13% off)
USD 3,911.00
per participant
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Confirmation details
Joining details confirming your participation will be sent, once a registration
has been received. After receiving payment, a receipt will be issued.
SCBLMYKXXXX
REGULAR FEE
I would like to pay thru credit card as per details filled above.
MRO Purchasing
26 - 30 Jan 2014, Dubai UAE
PAYMENT
Cancellations/ Substitutions
Substitutions are welcome at any time. Please notify us at least 2 working
days prior to the event. All cancellations will carry a 100% cancellation fee,
once a registration form is received. All cancellations must be in writing by
fax or email at least 3 weeks before the event date. You will be entitled to
attend any of our other courses at a later date.
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16