Purchasing Management - Mini MBA

Introduction:

International procurement is a complex process, which has the potential to provide many benefits to the organization in the form of lower prices, higher quality, and improved supplier performance. 

Targeted Groups:

• Experienced Buyers and Purchasing Agents
• Purchasing Managers and Purchasing Directors
• Supply Chain Management personnel responsible for international logistics
• Managers interested in enhancing their management, negotiation and buying skills

Course Objectives:

At the end of this course the participants will be able to:

• Develop their management skills
• Build their staff into a dynamic team
• Develop a strategic mindset
• Negotiate in a dynamic fashion
• Target vision of excellence for their operation
• Locate, evaluate and manage international sources
• Implement best practices in international procurement
• Manage the international movement of materials
• Examine management best practices
• Appraise powerful techniques for building teamwork
• Examine important aspects of strategic thinking
• Evaluate the key elements of operational excellence
• Examine how to locate and evaluate new sources internationally
• Consider the impact of the internet on purchasing operations
• Review best practices in international purchasing
• Analyze ways of managing suppliers more effectively
• Study new concepts in inventory management
• Explore productive negotiating skills
• Understand the proper drafting of international contracts
• Plan for effective international transportation management

Targeted Competencies:

• Management skills
• Leadership skills
• Strategic planning
• Purchasing methods
• Supplier communication
• Writing purchase orders
• Logistics methods
• Sourcing of materials
• Negotiation

Course Content:

Unit 1: People Management:

• The importance of socio-technical management
• Techniques for effective communication
• Motivating for results
• Enhancing your coaching skills
• Empowering employees for improved performance
• Characteristics of a successful manager

Unit 2: Leading Teams:

• Obtaining the benefits of teamwork
• Characteristics of ineffective teams
• Characteristics of effective teams
• Managing conflict in a productive manner
• Understanding team member styles
• Creating a virtual team

Unit 3: Strategic Planning:

• Analyzing the strategic planning process
• Achieving competitive advantage
• Utilizing dynamic SWOT analysis
• Focusing on vision and mission
• The importance of contingency planning
• Examples of strategic success and failure

Unit 4: Negotiating for Results:

• Gaining insight into the negotiating process
• Characteristics of an effective negotiator
• Developing negotiating strategies
• Employing persuasive negotiation techniques
• Achieving the benefits of effective negotiating
• Negotiation exercises

Unit 5: Operational Excellence:

• The Malcolm Baldrige quality award-standard of excellence
• Lessons from the best-performing companies
• Benchmarking your operation against the best
• Creating employee commitment
• Managing continuous improvement
• Creating the high performance organization

Unit 6: The Modern Buying Function: 

• Globalization and its effects
• Utilizing the internet for procurement
• Modern buying practices
• Assuring supplier performance
• Methods for determining price
• Procurement’s role in the organization
• Procurement performance measurement
• Long term contract pricing formulas

Unit 7: International Buying:

• International buying operations
• International counter-trade
• Achieving the benefits of global procurement
• Overcoming the difficulties of international buying
• Utilizing the learning curve
• Ensuring the quality of material deliveries
• International buying and inventory management
• Reducing costs in inventory management

Unit 8: International Supplier Sourcing: 

• Preparing to move beyond domestic sourcing
• Global sourcing
• Locating international sources
• Determining the type of supplier to utilize
• Single source vs. multiple source policy
• Source evaluation criteria
• Managing exchange rate risk
• Dealing with issues of ethics

Unit 9: Negotiation and Contract Preparation:

• Insights into the negotiation process
• Characteristics of the effective negotiator
• Preparing to negotiate
• Negotiating techniques
• Obtaining the benefits of supplier partnering
• International buying legalities
• Drafting the international contract
• Dispute resolution mechanisms

Unit 10: International Movement Of Goods: 

• International commercial terms
• Buying transportation services
• Utilizing air transportation
• Utilizing ocean transportation
• Securing marine insurance
• Calculating total landed cost
• Strategic purchase planning
• Re-engineering purchasing operations