Agenda

What Is Best Practice Procurement?

The Evolution Of Procurement
• From clerical to price focused to best practice
• Characteristics of unacceptable procurement
• Delivering maximum benefits from procurement

Best Practice Procurement
• How to recognise best practice – an exercise
• Eight key dimensions of good procurement
• Case studies and examples of best practice

Assessing Your Organisation Against Best Practice
• Explaining the free software tool
• Applying the software tool
• Understanding what to do with the results from applying the software tool

Best Practice Price Management

The Seller’s View Of Price
• How do suppliers set prices?
• What role does cost play?
• How are suppliers trained to deal with buyers when negotiating price?

The Top Ten Price Management Tools And Techniques
• Understanding the tools and techniques
• Applying the tools and techniques
• Case studies showing the benefits of using them

The Price Management Business Simulation
• Bringing the lessons of the day to life
• Applying the lessons back at work
• Dealing with agents and distributors

Best Practice Negotiation And Latest Thinking

Is Negotiating In The Souk The Same As Negotiating With Suppliers?
• Bargaining, haggling, compromise and negotiation
• Best practice negotiation planning and negotiating
• Partnerships relationships with suppliers

What Win / Win Really Looks And Feels Like
• The most commonly made negotiating errors
• How suppliers are trained to negotiate
• A business negotiation

Negotiating With Different Cultures
• Differences between American, Japanese, Chinese, European and other negotiating cultures
• Negotiating as a team with colleagues
• Dealing with difficult people and situations

Outsourcing
• A good or bad idea?
• Risks and benefits
• A seven step approach

Information Systems
• E-procurement
• Spend analysis
• The future?