2015
PROCUREMENT & CONTRACTS
KUALA LUMPUR, MALAYSIA
TENDER MANAGEMENT
23 - 24 March 2015
CONTRACT ADMINISTRATION
FROM AWARD TO COMPLETION
25 - 26 March 2015
STRATEGIC SOURCING
8
–
9 April 2015
MINI MBA FOR PROCUREMENT
PROFESSIONALS
6 - 10 April 2015
SUPPLY CHAIN & PROCUREMENT
MANAGEMENT SIMULATION
13 - 16 April 2015
COST PRICE ANALYSIS IN PURCHASING
9 - 10 June 2015
LEADING & MANAGING IN PROCUREMENT
11 - 12 June 2015
GLOBAL BEST PRACTICES IN
PROCUREMENT
17 - 18 August 2015
HOW TO NEGOTIATE LOWER PRICES &
LOWER TCO WITH SUPPLIERS
19 - 20 August 2015
TRAINING CALENDAR
The PANEL of PRACTITIONER
& SEASONED SENIOR
CONSULTANTS &
INSTRUCTORS
ROBI BENDORF
“True Guru of Purchasing”Celcom Axiata
MICHAEL GOZZO
“Who’s Who in AmericanManufacturing”
DANIEL FEIMAN
“CMC Award – The Top 1%”Institute of Management Consultants
1.
NO OTHER TRAININGS OR WORKSHOPS COME CLOSE
TO PURCHASING & PROCUREMENT
CENTER’S
:
I thought…. This program [7 step strategic sourcing] is not going to help much. ButI’mabsolutely thrilled with the training given. I have gained much that I least expected.
Alba Procurement Services Sdn. Bhd - Malaysia
This course is an eye opener. Most of the contents are mostly in place. This course has guide the appropriate steps towars world class procurement.
Procurement Manager, Besi Apac Sdn. Bhd - Malaysia
I am fully satisfied with knowledge and guidance provided. Relevant and world class.
Head of Procurement and Inventory, Teras Technology Malaysia
Outcome of the seminar course was more in beyond expectation.
Procurement Manager, Petron Corporation Manila.
2. ONLY KNOWLEDGEABLE & PRACTICAL SENIOR
CONSULTANTS & INSTRUCTORS WITH REAL LIFE
EXPERIENCE
The trainer [Robi Bendorf] has a lot of knowledge and experience in procurement and can relate with real life situation.
Procurement Executive, Boustead Penang Shipyard Malaysia
Rob Thompson is tremendously well informed and has provided a wealth of knowledge. I was wary before attending butI’mbeginning to see the big picture.
Assistant Manager-Legal , Deleum Berhad Malaysia
Ok.Wonderful, best Trainer for Procurement. 90% meet my expectation.
Vice President, PT. Bank UOB Indonesia.
Full of good info, very beneficial to me and the company. Robi is very knowledgeable and experience on the topic presented.
Material Sourcing Analyst, CPOC (Carigali-PTTEPI Operating Company , Malaysia
Interaction with trainer and his presentation skills inside the course highly valuable and efficient. Content is rich and highly efficiently.
GM Supply Chain, Siemens Saudi Arabia
Michael was very accommodating, attended to all questions, very knowledgeable.
Provided practical example. He also delivered in manner that would wake you up- keep you active. He shared limitless experience.
Procurement Manager, Petron Corporation Manila
3.
IT’S
WORTH YOUR MONEY
At beginning I thought it is worth coming
…
, but now
after attending I am damn sure it is worth every penny.
Head of Contracts, Oman Airports Management
I could not give more praises to your course. Believe me I
have attended 2 procurement courses, and it is nothing
compared to yours.
I would say it is money well spend for your course.
Purchasing Manager, Sanyan Wood Industries, Malaysia
4. YOU & YOUR PEOPLE WILL COME BACK FOR MORE
As Arnold Schwarzenegger said in the Terminator “I’ll Be Back” .
I will…send my subordinate for next year.
Head of Procurement Malaysia Marine Heavy Engineering - ATB …see Mr.Robi in the next training.
Procurement Executive, Boustead Penag Shipyard.
I would…participate for other topics available.
Contract Executive , GOM Resources Sdn. Bhd
5. IF ALL THE ABOVE WAS NOT ENOUGH!?
We’reso confident thatyou’llbenefit and come back for more that we promise you this:
If you find that you did not benefit from any of our courses after attending, just tell us and you’llget 100% your money back - No questions asked, No justifications required, No ifs and No buts. We do this because we know that at the endyou’llsay“I’llBeBack”
3
Tender Management
23 - 24 March 2015, Kuala Lumpur - Malaysia
Day 2
Day 1
PROGRAM OUTLINESegment 1--The Tendering Process
•Major Steps And Flow Of The Tendering Process
•What Should Be Tendered—The ABC Analysis
•Tender Management Team
•Elements Of A Good Procurement & Competitive Bidding Process
•Principals And Standards Of Ethical Supply Management Conduct
Individual Exercise: Define the values for the A, B, and C categories Segment 1 presents an overview of the steps in the tendering process and discusses in detail the major elements of a good Bidding Process and ethical conduct.
Segment 2--Defining the Scope & Total Cost Of Ownership
•Total Cost Of Ownership
•Work Breakdown Structure
•The All Critical Statement Of Work
•Types Of Statement Of Work
Small Group Exercise: Develop a method of selecting a supplier based on TCO. Segment 2 introduces the point that all participants in the tendering process must clearly have knowledge of what they are buying and the marketplace if
the outcome is to meet the organization’s objectives.
Segment 3--Types of Contracts & Risks
•Contract Types
•Mitigating Risk By Contract Type
•Firm Fixed Price
•Cost plus Fixed Fee
•Economic Price Adjustments
Total Group Exercise: Options for dealing in a supply market with high cost volatility.
Segment 3 develops the awareness that there are more than just lump sum contracts in the procurement tool box and that in many cases other types of contracts types will be to the benefit of the buyer.
Segment 4: Structuring the Contract
•Commercial Terms & Conditions
•Example Of Contract Check Lists
•International Tenders
•Inspection and Acceptance
•Liquidated Damages
•Methods Of Payment
•Progress Payments
Small Group Exercise: Defining Acceptance Clause issues
Segment 4 focuses of the importance of having tendering personnel carefully design the terms and conditions for the contract which must be part of the tender documents.
Segment 5: Qualifying Suppliers & Price Evaluation
•Best Practices In Supplier Qualification
•Requesting Supplier’s Cost Or Pricing Data
Small Group Exercise: Discussion of what your organizations does to qualify potential bidders.
Segment 5 involves the critical steps of supplier qualification and obtaining price breakdowns from bidders.
Segment 6: Negotiation Planning and Strategies
•When Does The Negotiation Start
•Types of Negotiations
•Identifying Negotiation Issues And Objectives
•Important Tips for the actual Negotiation
Group Exercise: Discuss best strategy for a specific case involving an attendee.
In Segment 6 we acknowledge that the side that prepares the best usually wins the negotiation and therefore the focus should be on negotiation planning strategies.
PROGRAM SUMMARY
Good endings usually require good beginnings. This is particularly true for procurement activities where best practices in tender/RFQ management, the beginning of the contracting process, are essential for a successful project outcome and minimization of total cost.
This program is designed to take the participant from the time the requirement is defined and a contract is desired thru the major steps of the tendering process that conclude with successful negotiations. The critical issues of the tendering process, risk mitigation thru contract types, contractor selection, and finally planning for successful negotiations all receive coverage in this valuable program that is certain to reduce costs and add to the
organization’s objective for improved performance in all activities. SEMINAR OBJECTIVES:
•Upon completion of this seminar, participants will know:
•The Tendering Process And The Major Steps That Should Be Followed
•Mitigation Of Risk By Selection Of Contract Type
•Best Practices for Qualifying Contractor
•Points on how to obtain price breakdowns from Suppliers
•The Criticality Of The Statement Of Work
•Issues related to acceptance of the deliverable
•Essential Elements of a Valid Contract
•Payment Types and important considerations for progress payments
•Major Points on Negotiations
ORGANIZATIONAL OUTCOMES:
•The organization will benefit by:
•Reduced Cost Of Contracts For Materials & Services
•Reduced Risks In Contracting
•Higher Productivity Of Contracting Personnel
•Greater Strategic Focus Of Those Involved In Contracting
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
WHO SHOULD ATTEND?
•Contracts Officers and Managers, Procurement/Purchasing Managers Engineering Project Managers, Construction Managers, Tenders Managers, Buyers, Contract Administrators, Project Coordinators,
•Maintenance Mangers and Systems Managers and all others in organizations whose leadership want world-class skills sets in those involved in tender and contract management activities.
•The program is a great way to develop those new to the function, prepare for a major project, or useful as a refresher for veterans.
Contract Administration
From Award to Completion
25 - 26 March 2015, Kuala Lumpur - Malaysia
The course has given me a different prespective of contracts management/administration and made me think out of box.
Manager - Contracts Administration, Contraves Advanced Devices Sdn. Bhd. Malaysia
Day 2
Day 1
PROGRAM OUTLINESegment 1: Effective Contract Administration
•Objectives Of Contract Administration
•The Most Critical Elements
•Skill Sets
•Typical Inputs To Contract Administration
Small Group Exercise: What are the areas in which a contract administrator should have knowledge?
Segment 1 sets the stage for the program and emphasizes that with the ever-increasing quantity of outsourcing by organizations, Contract Administration is emerging as a critical competency for professionals and managers in most functional activities.
Segment 2: Analysis of the Contract
•Starting The Contract File
•Understanding the Statement of Work and Establishing Major Deliverables
•Post Award Conference
Small Group Exercise: Discuss an example of a clause that caused a dispute with a value of over 2 Million Dollars.
Segment 2 focuses on the issues of understanding what the contract covers and the challenges that will be faced in its proper administration.
Segment 3: Typical Outputs of Contract Administration
•Forecasting Performance
•Monitoring Progress
•Risk Analysis, Responses To Risk & Contract Types
Group Discussion: The group will present examples of newly defined risk after the contract was awarded and discuss the potential responses to that risk. Segment 3 reviews the typical outputs of good contract administration and establishes additional responsibilities for those having contract management responsibilities.
Segment 4: Maintaining Schedules & Dealing with Changes
•Expediting Techniques & Contract Changes
•Example Changes Clause & Requesting Cost Breakdowns
•Types of Cost that Make up Price
•Evaluating Price Changes
Individual Exercise: Determine the fairness of a price change for additional services quoted by a supplier.
Segment 4 presents solutions to two of the major issues in contract administration which are on time delivery and controlling the impact of changes.
Segment 5: Issues In Contract Performance
•Force Majeure
•Liquidated Damages Clause
•Types Of Contract Termination
•Breach Of Contract
Group Discussion: The group will discuss actual experiences in contract termination when the cause was not the fault of the seller but for the convenience of the buyer.
Segment 5 explores the reality that contracts to do always end in the way that the parties contemplated in the beginning.
Segment 6: Acceptance and Close Out
•Final Acceptance, Claims And Disputes & Close Out Procedures
•Post Contract Review Meeting
Small Group Exercise: What should be covered in the inspection and acceptance sections of the contract?
Segment 6 will discuss many aspects of the final phases of the contract to insure that the reasons for entering into the contract were in fact accomplished.
PROGRAM SUMMARY
It is a well know fact that the best tendering and contract writing is of limited value if the contract is not carefully administered from award to completion. World-class organizations view the application of best practices in contract administration as being essential skill sets needed by all employees involved in the contract management process.
The participant will be guided through the many steps of contract administration from the time the award is made through to the final acceptance, payment, and the contract close out so that the total objectives of entering into the contract are achieved. This program is designed to present contract administration as more than just a job or activity but as an
important profession essential to the organization’s ability to meet its goals. SEMINAR OBJECTIVES:
•Upon completion of this seminar, participants will know:
•How To Provide Better Outcomes From Contracts
•Important Elements Of Contract Administration
•Contract Monitoring Techniques
•How To Get Fair Treatment In Contract Changes
•Contract Termination Issues
•How To Prepare For Claims And Disputes
•Review Acceptance And Contract Close Out Issues
•The Inputs And Outputs In Contract Administration
ORGANIZATIONAL OUTCOMES: •The organization will benefit by:
•Better Outcomes From Contracts For All Outsourced Activities
•Greater Strategic Focus Of Those Involved In Contracting Administration
•Higher Productivity Of Contract Administration Personnel
•Reduced Total Cost Of Ownership Resulting From Better Contract Management
•Improved Contractor Performance
PERSONAL OUTCOMES:
•Attendees will gain by participation in this program as a result of:
•Increased Skill Sets In Contract Administration
•A Greater Sense Of Professionalism
•Increased Confidence In Dealing With Contract Issues
•Greater Ability To Lead Contracts To Successful Conclusions
•Increased Recognition By The Organization Due To Improved Performance
WHO SHOULD ATTEND?
•Contract Administrators, Project Coordinators, Contracts Officers and Managers, Engineering Project Managers, Construction Managers, Tenders Managers, Buyers, Procurement/Purchasing Managers, Project Managers,
•Maintenance Mangers and Systems Managers and all others in organizations whose leadership want world-class skills sets in those involved in contract management activities.
•The program is a great way to develop those new to the function, prepare for a major project, or useful as a refresher for veterans.
5
Strategic Sourcing
8
–
9 April 2015, Kuala Lumpur - Malaysia
PROGRAM SUMMARY
The development and implementation of carefully crafted strategies for the acquisition of all goods, equipment, materials, and services has become a critical issue in all organizations wishing to reduce operating cost while improving quality and productivity.
This program explores 7 key areas considered critical to the future success of Procurement Organizations and moves today’s supply management activities from its typical tactical focus to the strategic focus needed to successfully implement the processes and methods needed to reach world-class performance now and maintain it in the future.
PROGRAM PAYBACK
•7 Areas Critical To Future Procurement Success
•4 Stages To World Class Supply Management
•Many Increased Skill Sets In Supply Management
•Category Models And Their Strategies
•3 Categories For Organizing The Spend Profile
•Steps In Improving Internal And External Collaboration
•How To Develop A“PurchasingCodingSystem” •How To Get More Time To Work On Strategic Issues
•The Important Sections To Include In A Strategic Sourcing Plan
TRAINING METHODOLOGY
Participants will increase competencies through a variety of instructional methods including lecture by an experienced practitioner and consultant, individual and team cases, and group discussions covering the many topics presented in the program.
WHO SHOULD ATTEND?
•Managers and Professionals in Purchasing, Procurement, and Supply Management
•Materials, Contracts, Projects, Maintenance, Operations, and Financial Managers and,
•All other Managers and Professionals focused on strategic sourcing.
Day 2
PROGRAM SUMMARY
Step 1: Developing Category Strategies
Step 1 reviews the elements essential to becoming more strategic and adding real value to the organization.
•4 Stages To World Class Supply Management
•7 Areas Critical to Future Procurement Success
•Change And Becoming More Strategic
•Developing The Spend Profile & Creating Time To Be Strategic
•Material/Services Purchasing Code Development
•Segmentation/Category Management Models
Step 2: Developing and Managing Suppliers
Step 2 recognizes that an organization can perform no better than its suppliers.
•Bidder Qualification And Selection
•Objectives of Supplier Performance Measurement
•Supplier Performance Measurement Key Points
•Reducing the Supplier Base
Step 3: Designing and Operating Multiple Supply Networks
Step 3 focuses on the understanding that the best way to increase profit is reducing the Total Cost of Ownership for every member of the entire supply chain.
•Supply Management and Supply Chain Management
•Supply Chain Mapping & Reducing Waste in the Supply Chain
•Trends Leading to Greater Supply Chain Risk
•Supplier Risk Management
•Total Cost of Ownership
Step 4: Leveraging Technology Enablers
Step 4 recognizes that world-class organizations no longer talk about whether or not they should improve their processes, but how fast can they improve them.
•Reengineering The Processes
•SRM and Integration
•Supply Chain Integration Framework
•E-tool Advantages & Exception Management
Step 5: Collaborating Internally and Externally
Step 5 identifies many best practices that contribute to improving both buyer and supplier performance.
•Supplier Relationship Management Maturity Model
•Being an“A”Customer
•Transforming the Supplier Relationship
•Developing Trust & Increased Supplier Involvement
Step 6: Attracting and Retaining Supply Management Talent
Step 6 focuses on the fact that Supply Management skill sets are a predictor
of the supplier’s responsiveness to the buying organization’s requirements and are positively related to a firm’s financial performance.
•Supply Management Competencies
•Key to Success in Supply Management Departments
•New Job Descriptions For Purchasing
•Training Programs
•Categories for Personal Development & Competency Profiling
Step 7: Managing and enabling the Future Supply Management Organization
Step 7 brings to conclusion many of the important issues covered in previous steps and adds some practical implementation approaches to show Procurements contributions to the organization
•Purchasing Impact On The Bottom Line
•Supply Management Mission and Vision
•Centralization vs Decentralization
•How does Executive Management Measure Procurement Performance
•Savings Reporting Procedure
Cost Price Analysis in Purchasing
9 - 10 June 2015, Kuala Lumpur - Malaysia
PROGRAM SUMMARY
Managing and reducing cost continues to be one of the primary focal points of business today. In many organizations, more than half of the total revenue is spent on goods and services - everything from raw material to overnight mail. Maintaining a competitive position and even survival will depend on the organizations ability to use all of the continuous improvement strategies which have been developed to reduce cost across the entire supply chain for the life of the product or service.
Fundamental to developing and implementing these strategies is knowledge of Cost/Price Analysis, Supplier Pricing Models, Economic Price Adjustments, and Total Cost of Ownership concepts, which are fully explained with hands on exercises in this program.
PROGRAM PAYBACK
•Upon completion of this seminar, participants will benefit by learning:
•The Importance Of Price/Cost Analysis In Continuous Improvement Programs
•The Difference Between Price And Cost Analysis
•Criteria For Selecting The Analysis Type
•Methods Of Price Analysis
•Supplier Pricing Models
•How to Deal with Volatile Markets using Economic Price Adjustment Clauses
•Methods Of Cost Analysis
•Development Of "Should Cost"
•Types Of TCO Models
TRAINING METHODOLOGY
This seminar will combine a variety of instructional methods including lecture by an experienced practitioner and consultant, exercises, and group discussions covering current practices and their relationship to the implementation of new concepts.
WHO SHOULD ATTEND?
•General Managers, Directors, Managers and Professionals in Purchasing, Procurement, Materials, Supply Chain, Materials, Contracts, Finance.
•Those involved in operations, engineering, maintenance, quality, projects, and other company activities that expose them to suppliers and buying activities for production, maintenance, equipment, MRO, services, and other outside purchased requirements.
PROGRAM OUTLINE
Session 1
Purchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous
improvement results to all aspects of the organization. •Developing The Spend Profile
•How To Perform The ABC Analysis
•Examples Of Using Pivot Tables In Excel
Session 2
World class purchasing operations understand how their suppliers develop their prices and are able to justify the price they are paying by formally documenting why they consider a price or price increase to be fair and reasonable.
•Supplier Pricing Models
•Difference Between Cost And Price Analysis
•Selection Tool
Session 3
Price analysis is the most common form of price justification and performed properly can generally give the organization confidence that a reasonable price was obtained.
•Methods Of Price Analysis
•Competitive Bidding
•Historical Analysis
•Using Market Indexes
•Cost Estimating Relationship
Session 4
This session will focus on typical methods of cost analysis and look at the elements of cost that make up the price.
•Methods Of Cost Analysis
•Major Elements Of Cost
•What Should Determine TheSupplier’sProfit
•What And How Important Are Supplier Overheads
•Requesting And Evaluating Supplier Cost Info
•Steps To Try If Supplier Will Not Provide Cost Breakdown
•Developing“Should Costs”
Session 5
To avoid financial risk in long term price agreements suppliers usually build in contingencies based on the supplier’s worst nightmare of what might happen to their cost of the volatile cost drivers.
•Step by Step of Applying Economic Price Adjustment Clauses
Very practical training course that provides more
insights on carrying out an effective procurement
price/cost analysis.
Procurement Project Specialist , Xyratex (M) Sdn. Bhd. I learnt many new techniques on how to analyze the price/cost given to us by suppliers
Purchasing Sr. Executive, Genting Sanyen Power Sdn. Bhd.
Day 2
Day 1
PROGRAM SUMMARY
Supply management is becoming more challenging every day with most organizations demanding and expecting purchasing and procurement personnel to provide leadership abilities and management skills directed at bringing their performance to World-Class status.
World-Class Procurement Operations bring significant annual total cost improvement, significant strategic value added, and strong recognition to the function and those in it. Yet according to many studies, most organizations must significantly improve their supply management operations in order to provide the continuous improvements needed to win and earn profits in
today’svery competitive market place.
This fast paced seminar is designed to explore areas of leading and managing the procurement organization toward procurement best practices so that participants can successfully implement the strategies necessary to make purchasing a recognized core competency of their organization.
PROGRAM PAYBACK
•Understand The Essentials for Leadership Success
•Difference between Managing and Leading
•Setting the Direction for World-Class Supply Management
•How Minding the Gap Results in a Strategic Plan?
•Best Practices Categories in Strategically Focused Sourcing Operations
•Professional Standards of Ethics
•Key Performance Measurements
•How To Develop A Strategic Sourcing Plan?
TRAINING METHODOLOGY
Participants will increase competencies through a variety of instructional methods including lecture by an experienced practitioner and consultant, individual and team cases, and group discussions covering the many topics presented in the seminar.
WHO SHOULD ATTEND?
•General Managers, Directors, Managers and Professionals in Purchasing, Procurement, Materials, Supply Chain.
•All other Managers and Professionals interested in lowering total cost and increasing productivity and profit contributions from better procurement operations.
PROGRAM OUTLINE
Leading and Managing
Skilled leaders and managers are essential if procurement is to bring to the organization the vast benefits of World-class supply management.
•Management and Leadership--What is the difference?
•What helps or Interferes with becoming a True Leader
•Developing Leadership Competencies
Setting the Direction for World Class Purchasing
It is critical to establish the importance of the function and the need for it to emerge as a core competency of the organization.
•Winning And Procurement As A Core Competency
•Leadership is About Results—Getting To World Class
•Leading Change to Become More Strategic
•ShowingPurchasing’sImpact On The Bottom Line
•The Procurement Mission & Vision Statement
•Determining and Managing the“Gap”
•Developing the ProcurementOrganization’sStrategic Plan
Purchasing Skill Sets
Good managers know that Purchasing Departments cannot perform better than their people and that world class performance in procurement activities requires highly trained competent professionals with high ethical standards.
•Purchasing Personnel Required Skill Sets
•Job Descriptions
•Skill Set Assessment
•Training Programs
•Purchasing Ethics
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
•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
7
Leading & Managing in Procurement
11 - 12 June 2015, Kuala Lumpur - Malaysia
Its provide more insight on how to be better leader. At the same times, tools & mindset.
Assistant Purchasing Manager, DSG (M) Sdn. Bhd. Malaysia
I gained a great deal of understanding that is practical and not simply from books. I would be very interested in any of Robi’sProgrammes.
Sub Contracts Manager, Leighton Offshore, Malaysia
Ok.Wonderful, best Trainer for Procurement. 90% meet my expectation Vice President, PT. Bank UOB Indonesia.
Day 2
Day 1
Global Best Practices in Procurement
17 - 18 August 2015, Kuala Lumpur - Malaysia
PROGRAM SUMMARY
Most Procurement Operations have the objective of becoming or maintaining World-Class status. World-Class Purchasing operations target significant annual cost improvement, bringing significant strategic value to their organizations and strong recognition to the function and those in it. Yet according to many studies most organizations must significantly improve their supply management operations in order to provide the continuous improvements needed to win and earn profits intoday’svery competitive market place.
This program is designed to explore the practices generally viewed as leading to World-Class performance in purchasing so that participants can determine where they are now and begin immediate implementation of the steps needed to create maximum total value for their organization. This program combined with Procurement Gap Analysis II present excellent skill sets for dramatic improvement in Supply Management.
PROGRAM PAYBACK
•Discuss the importance of performing purchasing gap analysis.
•Review best practices in key areas of organization and performance measurements,.
•Explore methods of evaluating prices
•Discuss how to use purchase price indexes
•Learn best practices in supplier relations, planning and specifying, procurement process, and supplier performance
•Be able to develop a purchasing strategic plan
•Reduce total cost of ownership for purchased materials, equipment, and services
•Improved productivity of the entire organization by better on time delivery of high quality goods and services
TRAINING METHODOLOGY
This seminar will combine a variety of instructional methods including lecture by an experienced practitioner and consultant, exercises, and group discussions covering current practices and their relationship to the implementation of new concepts.
WHO SHOULD ATTEND?
•Purchasing, Procurement, and Supply Chain Managers and professionals,
•Materials, Contracts, Projects, Maintenance, Operations, and Financial Managers and,
•All other Managers and Professionals interested in lowering total cost and increasing productivity and profit contributions from better purchasing operations.
PROGRAM OUTLINE
Session 1: Setting the Direction for World Class Purchasing
Session 1 establishes the importance of the function and the need for it to emerge as a core competency of the organization.
•Procurement as a core competency
•Change and becoming more strategic
•Purchasing impact on the bottom line
•Determining the Gap
•Developing the Strategic Plan for the Procurement Activity
•Defining the Procurement Mission & Vision
•Relations with other functions
Group Exercise: Establishing the Procurement Mission. Session 2: Purchasing Skill Sets
Session 2 is focused of the realization that functions cannot perform better than their people and that world class performance in procurement activities requires highly trained competent professionals with high ethical standards.
•Purchasing personnel required skill sets
•Skill Set assessment process, Training programs & Professionalism
•Standards Of Ethics In Purchasing And Contracting Conduct
Group Exercise: The group will discuss a case related to an ethics issue and formulate a recommendation.
Session 3: Measuring our Performance
Session 3 is in recognition of the often quoted fact that it is difficult to improve what is not measured.
•Measuring purchasing performance
•How does Senior Management measure Purchasing & Benchmarks
•Using published Commodity Price Indexes
•Developing a Purchase Price Index
Individual Exercise: Develop a company Purchased Price Index.
Session 4: Strategic Sourcing
Session 4 identifies that 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.
•Commodity Coding
•Developing Spend Profiles & ABC analysis
•Using Excel in Spend Analysis & Time Spent on Various Tasks
•Strategic Planning for Repetitive Purchases
Group Discussion: How to better structure your time so that you grow from just being a “Getter” to a true procurement expert.
Session 5: Advancing Supplier Relationships
Session 6 explores the best practices in supplier selection, performance measurement, and developing and maintaining good supplier relationships.
•Supplier categories & Strategic alliances
•Early Supplier Involvement
•Supplier performance measurement
•Supplier qualification and supplier recognition
Group Discussion: We will discuss the various ways the attendees currently measure supplier performance.
Session 6: Best practices in Procurement Process
Session 6 looks at many of the steps in the procurement process and identifies the practices that generally lead to world class performance.
•Tendering & Contract Administration
•Degree of automation
•eProcurement & Price Justification
•Supplier reduction programs & Inventory reduction programs
•Total Cost of Ownership
Group Discussion: Where to go from here?—how to make it happen.
Robi is an excellent trainer. After attending course, I feel excited and
can’t wait to go to office and start work.
Contract Management, Petronas Lubricants International Sdn. Bhd..
Day 2 Day 1
Lot of ideas and new knowledge gain throughout the course. Robi is a well experience trainer who shares knowledge with participants.
9
How to Negotiate Lower Prices & Lower TCO With Suppliers
19 - 20 August 2015, Kuala Lumpur - Malaysia
PROGRAM SUMMARYThe price is the most common issue negotiated between buyer and seller. But according to salespeople, buyers generally do little more than just say the
seller’s price is too high and must be reduced - a strategy sellers are very prepared to deal with. Buyers must level up their negotiation skills by being
able to sell the supplier on why the seller’s price is too high.
This is the strategy used by procurement personnel with advanced skills to bring significant savings to their organization. This seminar is designed to provide advanced techniques and tools to create expert negotiators who bring high confidence and abilities to price negotiations with suppliers and contractors for goods, equipment, and services.
BENEFITS OF ATTENDING
•Upon completion of this seminar, participants will benefit by learning:
•The criticality of preparation and planning in successful price negotiations
•Advanced negotiation skills sets
•Methods in preparing to negotiate price
•About cost drivers and market changes that can reduce price
•Total Cost of Ownership Concepts
•Combining Price Negotiations with other important issues
•How to work with Cost Estimating Relationships?
•The elements of cost that make up the price
•Defining The Negotiation Objectives
•Establishing initial positions
•Thru the negotiation of actual sample cases
TRAINING METHODOLOGY
Participants will gain from a combination of instructional methods including lecture by an experienced practitioner and consultant, exercises, negotiation of model cases, and group discussions covering current practices and their relationship to the implementation of concepts and techniques discussed.
WHO SHOULD ATTEND?
•General Managers Directors, Vice Price Presidents, Managers and professionals involved in:
•projects, contracts, purchasing, contract administration
•operations, maintenance, engineering, quality,
•and other company activities that expose them or their staff’s to negotiations with contractors and suppliers and who want to improve their competency in this critical area of performance.
PROGRAM OUTLINE
Session 1 –First Things First –Negotiations Starting Points
•Why are we here?
•Advanced negotiation skill sets
•Just asking for a better price
•What to negotiate?
•The ABC analysis - Are we an A, B, or C customer?
Session 2 –Issues to Consider Before Negotiating Prices with Suppliers
•When does the negotiation start?
•The most important thing to remember in negotiations
•The History of past negotiations
•Understanding the suppliers cost structure
Session 3 - Using Cost Drivers, Indexes & Cost Estimation in Negotiation
•Determining the major cost drivers
•Understanding market indexes
•Developing cost estimating relationships
Session 4 –Three Advanced Methods in Negotiating Prices with Suppliers
•Developing the“should cost”to use in the negotiation.
•Steps in Resisting price increases
•Defining other issues that can be used to negotiate price
Session 5 –Negotiations Planning & Strategies
•Determining initial positions
•Negotiation objectives diagram
•Negotiations planning forms
•Final preparation
•Determine strategies
Session 6 –Negotiation Power Closes, Tactics, Review & Analysis
•Power Closes that are used on the Buyer
•Negotiation Tactics and Countermeasure
•Post review and analysis
Session 7 - Exercises
•Participants will be assigned a buyer or seller side in exercises.
Day 2
Day 1
Here’s what others say about
Robi Bendorf:
Full of good info, very beneficial to me and the company. Robi is very
knowledgeable and experienced…
Material Sourcing Analyst, CPOC (Carigali-PTTEPI Operating Company), Malaysia
Lot of ideas and new knowledge gained …. Robi is a well experience trainer who shares knowledge with participants.
Senior Manager, Pharmaniaga Logistics Sdn. Bhd. Malaysia I am fully satisfied with knowledge and guidance provided. Relevant and world class.
Head of Procurement and Inventory, Teras Technology, Malaysia
… I’m absolutely thrilled with the training given. I have gained much than I
least expected.
Senior Manager, Alba Procurement Services Sdn. Bhd.Malaysia Very good trainer. I was surprise to see how much knowledge gained in 2 days comparing to courses that I have attended in procurement related.
Robi Bendorf
(“True Guru of Purchasing”
Celcom Axiata )
Robi Bendorf (CPSM, MCIPS, C.P.M., M.ED)
has over 35 years of purchasing and sales experience, involving domestic and international activities, for a broad range of manufacturing and service businesses. He has extensive experience in consulting & training in purchasing, contracts, reengineering the supply management process, the management of procurement functions, global sourcing of materials and components, reducing cost of purchased materials and services, and negotiation of complex transactions and contracts.He has held purchasing and contracts management positions in high volume manufacturing, subcontract, job shop, and service operations, involving gas turbine manufacturing, power generation, nuclear and fossil power plants, electrical distribution and control, air conditioning equipment and global sourcing services.
Prior to becoming a full-time consultant in 1994, he served as Manager of Customer and Supplier Development for the Westinghouse Trading Company. He has given presentations on numerous purchasing and contract management topics to the Institute for Supply Management (ISM/NAPM), major universities, and numerous in-house seminars for industrial & services clients in the US and over 170 public seminars internationally.
He was selected to present seminars at the last 17 Institute for Supply Management International Conferences and is the contributor of numerous articles published in Purchasing Today and Inside Supply Management. Robiwas selected asISM’sNational Person of the Year in both Global Resources and in Education/Learning.
Some of this numerous clients include:
Clients include Ethicon Endo Surgery (Division of J&J), Knoll Furniture, Florida State University, Duquesne University, American Air Filter, Tippins Steel, Dormont Manufacturing, Medrad Medical, Westinghouse Electric Corporation, The Elliot Company, IDEX, Blue Cross Blue Shield of Minnesota, SAE International, Bettis Atomic Power, Industrial Scientific, C-COR Electronics, Allegheny Teledyne, Duquesne Power & Light, Ferno-Washington, Johnson & Johnson Medical, Human-I-Tees, Sony, American Video Glass, Stanley Furniture, Mannesmann Rexroth, Atlantic Packaging Company, First Energy Corp., Corning, The Walt Disney Company, Total Safety Inc, Calgon Carbon, Argo-Tech, Piper Aircraft, Vistakon (Div of J&J), NCS Pearson, Ohio Wholesale Company, Schering-Plough, Curtiss-Wright Electro Mechanical Corp., DePuy Orthopaedics, Alcon Labs, Graco, Cordis (Div of J&J), Chevron Texaco, the Institute for Supply Management, U.S. Fuel Division of Westinghouse Electric Company, the Russell Corporation, JC Penney Company, Centocor (Div. of J & J), GKN Aerospace, IDL Merchandising Solutions, Creative Technology, Allegheny Energy, Bre Properties the American Society of Materials, Animal Rescue League, Petronas, International Paper, A T&T, Gulfstream, US Postal Service, Hewitt, Sunoco, Exxon Mobile, TJ Maxx, Apple Computer, Mosebach Mfg, Lexmark (China), Proton, Busch Mfg.
Robiis a lifetime C.P.M., and has received ISM’snew certification, the CPSM, and also holds the MCIPS Certification as awarded by CIPS. He has an undergraduate degree from the University of Texas, and a Masters Degree from Penn State University
His energetic and enthusiastic style, combined with extensive functional experience, makes him an excellent consultant, trainer, and facilitator of change.
Senior Consultants’ Profile
Michael W. Gozzo
(
“Who’s
Who in American
Manufacturing”)
Michael W. Gozzo
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 asDirector of Operations at a division of Allied-Signal.He subsequently became a consultant and guided manufacturers and computer
OEM’s(Apple) in the planning and interface with their suppliers.
He has traveled and worked extensively in Canada, England, Hong Kong, Ireland, Scotland, Germany, Japan, Korea, Mexico, Indonesia, etc.
Mr. Gozzo 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, Clients and
Certifications & Memberships
•Certified in Production and Inventory Management (CPIM) &Certified Supply Chain Professional(CSCP)by the Association for Operations Management
(APICS),
•Member of the American Society for Quality (ASQ),
•Member of the Institute for Supply Management (ISM formerly NAPM),
•Member of Society for Manufacturing Engineers (SME),
•Member of International Service Quality Association (ISQA).
Books Published
Mr. Gozzo is a successful and established author of many books. He is the co-author of "Made In America - The Total Business Concept", "Just-In-Time Purchasing", "Supplier Certification", "Behind Bars: Bar Coding Principles and Applications", and his latest "People Empowerment - Success Through
Rob Thompson BA, MCIPS
Rob
is an outstanding procurement & contracts professionals with 30 years international experience in strategic & operational procurement and contracts. He has a natural passion for training procurement & contracts people seen in the facts that he has delivered over1,000 specialist training programs with CIPSand over 400 other training programs with other organisations worldwide.His specialist areas include purchasing and contract management, the development and implementation of major business strategic initiatives, negotiation, contract law and market and supplier development across a broad spectrum of business organisations and commodity areas including oil & gas, facilities management, construction, financial services, manufacturing, food processing and IT.He’san expert at developing and organising the interface with internal and external suppliers, customers, and sub-contractors.
Rob has the ability to merge theory with practice and make lively and interactive sessions.
“Rob has a unique style of training, he has the ability to combine theory with practical application to create workable solutions for the organisation.”
Sarah Sediqa
Strategic Business Development
LKPP Indonesia
Rob is very much a procurement practitioner where he has many achievements on cost savings, contract utilisation, supplier base reduction and commodity negotiations & development.
As a Regional Director of Purchasing Rob achieved:
Over $15 Million in Savings; 15% reduction in supplier base;
Increased contract utilisation by 15%; and Increased purchasing efficiency by 18%.
As a Regional Purchasing Manager earlier in his career Rob achieved a 5% savings when developing and negotiating contracts for 5 new commodity areas.
Senior Consultants’ Profile
TRAINING SCHEDULE
08:30am
Registration & Morning Coffee
09:00am
Training Starts
10:45am
Morning Coffee Break
11:00am
Training Resumes
01:00pm
Lunch
02:00pm
Training Resumes
03:40pm
Afternoon Coffee Break
04:00pm
Question & Answer
05:00pm
End of Training
11
Daniel Feiman
(“CMC© Award – The Top 1%”Institute of Management Consultants)
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 onFinance for the Supply Management Professional, Optimizing Your Supply Chain & Developing a Certified Supplier Program.All of these programs are strategically designed for procurement professionals. Mr. Feimanis 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 (México), 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
Huddersfield’s(UK) Business School.
Mr. Feiman has over 18years’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” “Daniel’s 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
Partial List of Testimonials from our Clients
I felt great. I learned in-depth exposure to negotiation.
Different from what i read from books.
Purchasing Manager , Sanyan Wood Sdn. Bhd
.
Very interesting clear, thought provoking and comprehensive
coverage.
Assistant Manager-Legal , Deleum Berhad.
Interaction with trainer and his presentation skills inside the
course highly valuable and efficient. Content is rich and highly
efficiently.
GM Supply Chain, Siemens Limited.
… very effective. Outcome of the course was more in beyond
expectation. … Provided practical example. He also delivered
in manner that would wake you up- keep you active. He
shared limitless experience.
Procurement Manager, Petron Corporation Manila.
Robi is an excellent trainer. After attending course, I feel
excited and can’t wait to go to office and start work.
Contract Management,
Petronas Lubricants International Sdn. Bhd.
I am fully satisfied with knowledge and guidance provided.
Relevant and world class.
Head of Procurement and Inventory, Teras Technology.
This training has opened up new perspective on looking at
procurement from a strategic point of view to benefit an
organization bottom line directly.
Siemens Malaysia Sdn. Bhd.
… superb! I got many ideas to enhance our contact
management practice.
Procurement Executive, Institut Jantung Negara.
I gained a great deal of understanding that is practical and
not simply from books. I would be very interested in any of
Robi’s
Programmes.
Sub Contracts Manager, Leighton Offshore.
The course has given me a different perspective of contracts
management/administration and made me think out of box.
Manager - Contracts Administration,
Contraves Advanced Devices Sdn. Bhd.
Mike has excellent knowledge about the subject, we enjoyed
the course.
Purchase Supervisor, National Marine.
I find the course very interesting and changed my mindset not
only about my job scope but procurement as a career. Now,
I’m looking forward to a productive and more creative job as
buyer.
Procurement Associate, Petron Fuel Intl. Sdn. Bhd.
Lot of ideas and new knowledge gain throughout the course.
Robi is a well experience trainer who shares knowledge with
participants.
Senior Manager, Pharmaniaga Logistics Sdn. Bhd.
The knowledge I got is remarkable, the tools and techniques
were also new for me.
Director, IT Planning & Business Management, Etisalat
UAE.
Mr.Gozzo has great knowledge and experience.
Manager , Products & Services, Etisalat
Very practical training course that provides more insights on
carrying out an effective procurement price / cost analysis.
Procurement Project Specialist , Xyratex (M) Sdn. Bhd.
REGISTRATION FORM
Tender Management
23 - 24 March 2015, KL, Malaysia
Contract Administration
25 - 26 March 2015, KL, Malaysia
Strategic Sourcing
8
–
9 April 2015, KL, Malaysia
Cost Price Analysis in Purchasing
9 - 10 June 2015, KL, Malaysia
Leading & Managing in Procurement
11 - 12 June 2015, KL, Malaysia
Global Best Practices in Procurement
17 - 18 August 2015, KL, Malaysia
How to Negotiate Lower Prices & Lower
TCO With Suppliers
19 - 20 August 2015, KL, Malaysia
Confirmation details
Joining details confirming your participation will be sent, once a registration has been received. After receiving payment, a receipt will be issued.
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.
PAYMENT POLICY: Payment is required within 5 days upon receipt of the invoice.
BANK TRANSFER
Bank Name: STANDARD CHARTERED BANK MALAYSIA BERHAD Bank Address: Standard Chartered Bank, No. 36 Jalan Sultan Ismail,
50250 Kuala Lumpur, Malaysia.
Bank Account Name: Kavaq Business Intelligence (M) Sdn Bhd Bank Account No: 8971-5669-8585 (RM)
Swift Code: SCBLMYKXXXX
All payments must be received prior to the event date.
CREDIT CARD (if ticked, credit card authorization form will be sent separately)
NOTE: The investment fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course. Compliance with the local tax laws is the responsibility of the client.
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