Tendering, Procurement and Negotiation Skills and Advanced Planning In Supply Chain Management Course

Introduction

This course explores the process of identifying, selection and negotiating with the suppliers that will help your organisation to be successful.  No organisation can be successful without appointing the best suppliers, and ensuring that contractual agreements maximise value for money. By applying the right processes for selecting suppliers, costs will be controlled, quality will improve and organisational efficiency will increase.

Suppliers will seek to optimise their return and need to be engaged in a way that ensures an appropriate relationship for the short and long term. Having the right knowledge and skills in tendering, procurement and negotiation is essential for any organisation to be successful, and requires appropriate planning and preparation rather than luck and optimism.

This course of a hugely important work gives a broad and up-to-date overview of the concepts underlying APS. Special emphasis is given to modeling supply chains and implementing APS successfully in industrial contexts. What’s more, delegates’ understanding is enhanced by several case studies covering a wide range of industrial sectors.

Objectives

• Discuss elements of a good procurement process
• Develop methods of contractor performance measurement
• Learn methods of tender evaluation
• Review contract strategies
• Improve procurement and negotiation skills
• Describe a supply chain and define supply chain management.
• Describe the objectives and elements of supply chain management.
• Describe local, regional, and global supply chain management activities among services and manufacturing companies.
• Describe a brief history and some of the trends of supply chain management.
• Understand how the bullwhip effect impacts supply chain members.

Content

Day One

How Tendering and Procurement Aligns with the Organisation Strategy

• Influence of the external environment
• Adapting to new business models
• Critical supply strategies
• Transforming the Supplier relationship
• The Procurement cycle

Day Two

The Tendering Process

• Elements of a good procurement process
• Selecting the right contracting strategy
• Stages in the tendering process
• Developing tender evaluation criteria
• Negotiating with short-listed suppliers
• How can we be sure we are obtaining a good price?

Day Three

Advanced Procurement Skills

• Transforming the supplier relationship
• Defining the organization’s mission in supplier relationships
• How to be a good customer
• Differentiating between SRM and collaboration
• Optimising the supply base

Day Four

The Negotiation Process

• Avoiding confrontational negotiations
• Communication techniques
• New techniques in influencing
• Understanding the other negotiator’s power
• Negotiating pressure points and countermeasures

Day Five

Implementing Improvements in the Organisation

• Attract and retain procurement management talent
• Producing a realistic personal action plan for improvement
• Business continuity and contingency planning for procurement
• What is Activity-Based Costing
• Ways that procurement can improve finances

Day Six

Basis of Supply Chain Management

• Supply chain management – an overview
• Supply chain analysis
  • Process modeling
  • Performance measurement
  • Inventory analysis
• Types of supply chains
• Advanced planning

Day Seven:

Concepts of Advanced Planning Systems

• Structure of advanced planning systems
• Strategic network design
• Demand planning
• Master planning
• Demand fulfillment and ATP
• Production planning and scheduling
• Purchasing and material requirements planning
• Distribution and transport planning
• Coordination and integration
• Collaborative planning

Day Eight:

Implementing Advanced Planning Systems

• The definition of a supply chain project
  • Supply chain evaluation
  • Supply chain potential analysis
  • Project roadmap
• The selection process
  • APS Requirements
  • Implementation and integration
  • Post-implementation effort and support model
• The implementation process
  • The APS implementation project
  • Modeling phases of an APS-Project

Day Nine:

Actual APS and Case Studies

• Architecture of selected APS
• Strategic network design in the chemical industry
• Computer assembly
• Oil industry
• SCM in a pharmaceutical company
• Demand planning of Styrene Plastics
• Food and beverages
• Scheduling of synthetic granulate
• Event-based planning for standard polymer products
• Conclusions and Outlook

Day Ten:

Supplement

• Forecast methods
  • Forecasting of seasonality and trend
  • Initialization of trend and seasonal coefficients
• Linear and mixed integer programming
• Genetic algorithms
• Constraint programming