Learning Objectives:
- Category Management & Sourcing: Introduction and expectations for the program; review the role of category management and the sourcing process.
- Business Requirements: Addressing business requirements, distinguishing needs versus wants, instructional video on needs versus wants, and an activity around priorities.
- Price & Cost Development and Roles: Understanding when focus on Price is appropriate and focus on Cost is worth the effort; identifying the stage of Price & Cost and your role activity.
- Supplier Segmentation & Analysis: Determining the type of supply relationship you are in with your supplier, and the appropriate approach and behaviors given each type activity.
- Supplier Engagement Strategies: Taking supplier segmentation and adding how they view you as a customer to arrive at the best engagement strategy for the situation as an activity.
- Supply Market Analysis: Practicing techniques for analyzing the market dynamics, (SWOT, Porter’s Five Forces), from basics to projecting trends activity.
- Financial Analysis: Analyzing supplier financial statements, performing ratio analysis and gaining insights for use in risk management and negotiation prep activity.
- Negotiation Introduction: Understanding the seven steps to negotiation, and the impact that natural negotiation styles have on the approach and outcomes, with styles activity.
- Conditioning, Influencing, Planning: Identifying conditioning messages received and how to influence others with conditioning. Using planning templates to improve negotiation organization and results.
- Negotiation Styles: Identifying your natural negotiation style, how to leverage it, how to shift it and practicing style management in a 1:1 negotiation activity.
- TCO: Identifying the useful components of total cost for the category you manage, how to gauge total fixed, variable and semi-variable costs activity.
- Stakeholder Management: Identifying, engaging and managing stakeholders, mapping their profiles, creating an engagement plan activity and video on information control.
- SRM: Reviewing SRM cycle to management and optimize supplier performance over the contract lifecycle.
Virtual Class Schedule:
Day 1 - 10:00 am ET - 1:30 pm ET / 7:00 am PT - 10:30 am PT (3.5 hours), Break for Lunch
Day 1 - 2:30 pm ET - 6:00 pm ET / 11:30 am PT - 3:00 pm PT (3.5 hours)
Day 2 - 10:00 am ET - 1:30 pm ET / 7:00 am PT - 10:30 am PT (3.5 hours), Break for Lunch
Day 2 - 2:30 pm ET - 6:00 pm ET / 11:30 am PT - 3:00 pm PT (3.5 hours)
Who Should Attend:
This supply management training is ideal for fundamental & proficient level professionals involved in the end-to-end aspects of procurement. You will discover tools to gain insight across the entire supply chain that will enable strategic value to your company, your stakeholders and your suppliers.