Seminar Strategic Negotiation Procurement Dubai

1 Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 [email protected]

Other Trainings:

Contract Management &

Administration: From Start to Finish

Supplier Relations & Performance Management

7 Step Strategic Sourcing

Procurement Strategy Development & Management

IT Contract Development

COURSE SUMMARY COURSE OUTLINE

This course will provide tools and

techniques to enable participants to

determine the need to negotiate, pursue a

tactical or a strategic approach to the

negotiation and how to separate the key

negotiation drivers of the individual parties.

Further learn how to examine the

importance of the negotiation strategy and

how it is fully integrated into the corporate

procurement strategy.

Attend & Discover:

Plan in multi-disciplinary teams

Create the right negotiation strategy

Understand key tactics and ploys

Understand the impact of legislation on

the outcome

Select the right type of supplier

relationships - recognise their

applicability and the best means of

measurement.

Identify key behavioural aspects within

the negotiation

Know what makes a skilled negotiator

Integrate negotiation into the total

purchasing cycle

Apply the key tasks for the preparation

and planning needed for successful

negotiation

Manage the key phases of negotiation

This Course is Conducted By: Rob Thompson

The Evolution of Negotiation within

the Procurement Environment

Strategy Preparation and Determination

Implications for the Buyer and Seller

Negotiation Research

The Ideal Negotiation

Preparation and Planning

Key Phases

Key Issues

Key behavioural aspects

Tactics and Ploys

The Negotiation

Structure

Conflict Management

Persuasion Techniques

Review and Analysis

Control

Agreement

Implementation

Personal Negotiation Profiling

Characteristics of a skilled Negotiator

Individual Improvement Programmes

What are they?

How are they created?

How can they be used?

What will they tell me?

Skills Assessment Profiling

Analysis and Creation of Individual

negotiation profiles

Style

Power

Attitude

Flexible v positional

Handling the Negotiation Scenario

A Business scenario to provide base

data to form part of the individual

Improvement programme and re-affirm

the appropriateness of the profile

created

People vs Organisations

Understanding the impact of different

personal and cultural styles

National characteristics

Drivers and Restrainers

Style profiles

Behaviours and customs

Develop the right information base

Understand the Business methods

Understand the social and political

organisation

Understand the Financial and legal

modus operandi

Understand the Infrastructure and

logistical systems

Positions vs Interests

Creating the right environment and

relationships

Venues

Timescales

Types of relationships

Research

Management of the Negotiating

Environment

Personal behaviour and attitudes

Meeting the needs of the other party

Satisfying the other parties interests

Maintaining flexibility

Exercise:

A Business problem is identified against which

a profile of the people vs organisational and

positions vs interests are identified and

through negotiation a solution achieved.

A full day negotiation Exercise testing

the skills and profiles of the participants

We want the supplier to say yes

The third business problem will incorporate all

the key factors of the programme.

Evaluating and re-assessing the Individual

Improvement Programmes and setting targets

for the future.

Who Should Attend:

Leaders, Managers, and Professionals in

Purchasing, Procurement, and Supply

Management , 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 procurement

operations.

Rob’s interactive approach & in-depth explanations and examples added immense value.

He added new dimensions to the Contract Management, Contracts Creation & relationship with strategic information and application.

Contracts Manager BT APPLIED TECHNOLOGY



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

Effective Contract Administration

Objectives Of Contract Administration

The Most Critical Elements

Skill Sets

Key Players In Contract Administration

Typical Inputs To Contract

Administration

Small Group Exercise: What are the areas

in which a contract administrator should

have knowledge?

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.

Analysis of the Contract

Starting The Contract File

Understanding the Statement of Work

and Establishing Major Deliverables

Post Award Conference

Typical Contract Measurements

Small Group Exercise: Develop A List Of

Measurements For Supplier Contract

Performance.

Focuses on the issues of understanding

what the contract covers and the

challenges that will be faced in its proper

administration.

Typical Outputs of Contract

Administration

Supplier Relationship Management

Cost Control

Forecasting Performance

Monitoring Progress

Risk Analysis

Responses To Risk

Group Discussion: The group will present

examples of newly defined risk after the

contract was awarded and discuss the

potential responses to that risk.

Reviews the typical outputs of good

contract administration and establishes

additional responsibilities for those having

contract management responsibilities.

This Course is Conducted By: Robi Bendorf

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.

Presents solutions to two of the major issues

in contract administration which are on time

delivery and controlling the impact of

changes.

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.

Explores the reality that contracts to do

always end in the way that the parties

contemplated in the beginning.

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?

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.

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

“This course provided clear steps for improvement in contract administration especially usage of producer price index.”

General Manager - Finance Pertubuhan Keselamatan Sosial

(PERKESO)

“Broaden my knowledge in Contract

Management & Administration to be the

world class contract.”

JKT - Indonesia

PT Petrosea TBK—Indonesia



Professionalism in the field of quality,

procurement, materials planning and

supply chain management has grown

extensively. There are new roles that

require a thorough understanding of

functional interrelationship, if you are to

succeed.

This course identifies the elements needed to provide a business with best materials

and/or service. Understand how to bring

together the concepts of Total Cost, Lean/

Six Sigma, Certification Process of

Suppliers, and the new relationships

necessary to ensure success. The

instruction will show how to establish

clear, mutually acceptable goals with your

suppliers.

With the knowledge and practical methodology learned in this course, you

will have the ability to boost your

supplier’s performance.

What you will learn

How to develop a collaborative partnership

and obtain peak performance.

What the methodology is in creating an

environment that engenders a productive exchange of ideas and focus on company objectives.

How to relate Total Cost to Purchase Price

Variance

What is the basis of supplier selection -

quantitative vs qualitative?

How to relate other functional activities,

such as Transportation, Systems, Operations, and Maintenance

What are the techniques of systems

contracting, paperless purchasing, vendor managed inventories, supplier certification, etc.... and how to employ them with measurable results

This Course is Conducted By: Michael Gozzo

1. Today’s Environment

Addressing change and measurement

Concepts affecting performance

LEAN/SIX SIGMA, PREVENTIVE MANAGEMENT

2. Functional Leadership

Directing the supply base and its development

Understanding the interface with materials management

Employing tools

Problem Solving, Pareto’s Law, Quick Change, Audits

Establishing the pro-active relationship with suppliers

3. Where to Begin?

Understanding the principles of Business Process

Management, and how to employ it.

Addressing the Supplier certification process

Supplier selection and development expanded

4. Interfaces having impact on customer / supplier performance

Finance - price determination, cost analysis, Total Cost vs PPV

Transportation - Relating needs to inbound, selecting and evaluating carriers, who handles claims and why.

Supply Chain Management - Ship to point of use, to stock

5. Suppliers

What is in it for them?

How many suppliers is enough?

Employing a team approach vs. just using Purchasing people

6. IMPLEMENT How to Implement

Who will be involved and why?

How long will it take?

What are the major tasks?

What happens next?

WHO SHOULD ATTEND:

This facilitative workshop is designed to enhance the Purchasing Management & Strategies of each participant to successful project management principles. It will be particularly beneficial to purchasing, procurement, acquisition, materials, or logistics, project managers, directors and personnel who are responsible for tactical and strategic purchasing activity.

Before: I feel that we are in a right track concerning sourcing but I

was wrong. After: Now, I feel that there must be a change in our organization towards sourcing. We greatly need

the Strategic Sourcing. Good job Mike!

Procurement Manager - Emirates Telecommunications Company,

Abu Dhabi UAE

More confident of my previous knowledge as I found myself in full

acceptance of the course

Manager, Materials Management - Emirates Telecommunications

Company, Abu Dhabi UAE



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 & 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.

What you will learn

At this powerful 7 Step Strategic Sourcing seminar, you will learn how to:

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 10 Questions For Internal And

External Surveys To Enhance Purchasing Performance

Steps In Improving Internal And External Collaboration

How To Develop A ―Purchasing Coding System‖

How To Get More Time To Work On Strategic Issues

The Important Sections To Include In A Strategic Sourcing Plan

What’s in it for the organization?

Greater strategic focus of those involved in supply management resulting in an improved bottom line

Higher productivity of personnel involved in supply management activities

Reduced 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

Improved supplier performance and relations

Increased customer satisfaction. Supply Management 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 supply management operations.

This Course is Conducted By: Michael Gozzo

Developing Category Strategies

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

Reviews the elements essential to becoming more strategic and adding real value to the organization.

Developing and Managing Suppliers

Bidder Qualification And Selection

Objectives of Supplier Performance Measurement

Supplier Performance Measurement Key Points

Reducing the Supplier Base

Strategic Alliances

Stages of Alliance Development

Recognizes that an organization can perform no better than its suppliers and that today’s very volatile world economies might require relationships very different to those used in the past Designing and Operating Multiple Supply Networks

Supply Management and Supply Chain Management

Supply Chain Mapping

Trends Leading to Greater Supply Chain Risk

Supplier Risk Management

Total Cost of Ownership

Reducing Waste in the Supply Chain

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.

Leveraging Technology Enablers

Reengineering The Processes SRM and Integration Supply Chain Integration

Framework E-tool Advantages Keys to Successful Integration of

e-Tools Exception Management

Recognizes that world-class organizations no longer talk about whether or not they should improve their processes, but how fast can they improve them.

Collaborating Internally and Externally

Supplier Relationship Management Maturity Model

Being an ―A‖ Customer

Transforming the Supplier Relationship

Developing Trust

How Do Suppliers Evaluate Us As A Customer

Internal Customer Surveys To Improve Purchasing Performance

Increased Supplier Involvement

Identifies many best practices that contribute to improving both buyer and supplier performance. Attracting and Retaining Supply Management Talent

Supply Management Competencies

Key to Success in Supply Management Departments

New Job Descriptions For Purchasing

Training Programs

Categories for Personal Development

Competency Profiling

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.

Managing and enabling the Future Supply Management Organization

Purchasing Impact On The Bottom Line

Supply Management Mission and Vision

Centralization vs Decentralization

Savings Reporting Procedure

How does Executive Management Measure Procurement Performance

Strategic Sourcing Plans

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

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 interested in lowering total cost and

increasing productivity and profit contributions from better supply management operations.


Who Should Attend:

Leaders, Managers, and Professionals in Purchasing, Procurement, and Supply Management. 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 procurement operations.


The development and management of

carefully crafted strategies for the

acquisition of all goods, equipment, and

services has become a critical issue in all

organizations wishing to reduce operating

cost while improving quality and

productivity. This program explores key

concepts forming the basis of strategic

procurement and moves today’s supply

management organization from its typical

tactical focus to the strategic focus needed

to successfully implement the processes

and methods needed to reach world-class

performance.

Attend & Learn:

How to develop leadership competencies

4 Stages to World Class Supply

Management

Best practices in supply management

3 Categories for organizing the Spend

Profile

Greater abilities in leading continuous

improvement programs

How Minding the Gap Results in a

Procurement Strategic Plan

8 Step process of Using Economic Price

Adjustment Clauses to deal with

economic uncertainties

10 Questions for Internal and External

surveys to enhance purchasing

performance

How to develop a ―Purchasing Coding

System‖

6 Steps in the development of a

Composite Purchase Price Index

How to get more time to work on

strategic issues

Understand methods of Price and Cost

Analysis

30 Categories that should be included in

a Purchased Materials/Services Strategic

Plan Outline

Learn how to transfer risk through

different contract types

Gain insights into important contract

management processes

How to develop a formal Savings

Reporting Procedure

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

Procurement

Establishing the importance of the function

and the need for it to emerge as a core

competency of the organization are critical

steps in strategy development.

Leadership is about Results—Getting To

World Class

Change And Becoming More Strategic

Purchasing Impact On The Bottom Line

Defining Supply Management

Supply Management Skill Sets

Job Descriptions for Strategic

Procurement

Procurement Profession’s Ethical

Standards

Defining The Supply Management

Mission And Vision

Determining and Managing the ―Gap‖

Developing the Procurement

Organization’s Strategic Plan

Internal Surveys To Improve Purchasing

Performance

Becoming More Strategic with Value

Added Techniques

Purchasing personnel must move from the

tactical focus of most procurement

operations to a much more strategic focus

that brings continuous improvement to the

organization.

Developing The Spend Profile

Creating Time To Be Strategic

The ABC (Pareto) Analysis

Material/Services Purchasing Code

Development

Examples of Formalities for Contract

Formation

Price Analysis

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

Cost Estimating Relationships

Price Indexes & PPI

Supply Managers must have a clear

understanding of how the changes in

prices they are paying compare to the

movement of prices in the market place.

Using Price Indexes

Developing Company Purchase Price

Index

Cost Analysis

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 the Supplier’s

Profit

What And How Important Are Supplier

Overheads

Requesting and Evaluating Supplier Cost

Info

Developing ―Should Costs‖

focuses on methods of determining what

the price should be.

How Contracts Are Formed

The contract is at the heart of every

business transactions so issues related to

contract formation must be handled

expertly.

The Reasons for Using Contracts

Basic Principles in Contract Formation

Selecting the Right Contract Type

Good outcomes must have good

beginnings and this is particularly true in

the activity of contract management.

Types of Statement of Work

Risk Analysis

Contract Types

RFQ and Contract Check Lists

Methods Of Payment

This Course is Conducted By: Robi Bendorf

Continue…...


COURSE OUTLINE CONTINUATION......

How to Contract in Volatile Markets

When supply market conditions are

extremely volatile, contractors must

include price contingencies that represent

their worst nightmares for price escalation

of significant cost drivers. This is not good

for either the buying or selling side.

Exploring the Use of Economic Price

Adjustment (EPA) Clauses in Fixed Price

Contracts

Managing the Contract Performance

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.

The Criticality of Good Contract

Administration

Post Award Conference/Kick-Off Meeting

How Contracts May End

When Contractors Fail to Do What Was

Promised

Force Majeure/Delays

Supplier Performance Measurement to

Stimulate Continuous Improvement

It is universal that an organization cannot

perform better than its contractors and

suppliers.

Supplier/Procurement Categories

How Do Suppliers Evaluate Us As A

Customer

Bidder Qualification And Selection Best

Practices

Supplier Performance Measurement

Total Cost of Ownership

Different products, brands, markets,

customers, and suppliers, make

tremendously different demands on an

organization’s resources. Best

procurement practices take into account

these demands in Total Cost of Ownership

concepts.

Defining Total Costs Of Ownership

Total Costs Of Ownership Models

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) Maturity Model

Process Mapping To Eliminate Low Value

Activities

Reengineering Processes

Making Sure We Obtained Lowest Cost

High performing procurement departments

can proudly point to the fact that the best

practices being applied are resulting in the

lower Total Cost of Ownership for their

organization.

Cost Reduction Initiatives

Cost Reductions and Cost Avoidance—

Can and Should We Have Both?

Savings Reporting

KPI’s for Procurement

Developing The Purchase Price Index For

Your Organization

Supply Chain Management

Strategic Sourcing Plans

An often cited strategy in supply

management is the development of formal

short and long range Strategic Sourcing

Plans for major spending segments.

Developing Strategic Sourcing Plans

A Strategic Sourcing Plan Template

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 is superb! I got many ideas to enhance our contract management practice.

Procurement Executive, Institut Jantung Negara

“This training has opened up new perspective on looking at procurement from a strategic point of view to benefit an organizations bottom line directly.”

Procurement Executive Siemens Malaysia Sdn Bhd



Once the commercial transaction is

negotiated and signed, most contracting

teams in the IT/Outsourcing sector are

pulled from the process – at the same time

that the parties are escalating their focus

on the transaction. Both parties are

incented to maximize their financial yield

on the transaction and minimize their risk,

yet some do not treat Contract

Management as a key to their overall

success. This interactive session that

includes 9 exercises related to the IT

sector, will help you discover:

How to dedicate the necessary tools,

techniques and talent to managing

commercial relationships?

What is the difference between Contract

Administration, Contract Management

and Relationship Management in the

IT/Outsourcing sector?

What is needed for you to succeed at all

three levels?

How to drive greater value and

innovation into subsequent contracting

cyles with your commercial partners?

Learn cost effective contract

administration and management

techniques

Identify opportunities to reformulate

your commercial IT contracting

Strategies

Develop specific and realistic commercial

relationship performance metrics

Achieve excellence in your commercial

relationships

Identify opportunities to automate your

contract management processes through

software and other tools

Resolve contractual disputes without

destroying the relationship

Realize the full value and risk reductions

that you have negotiated

This Course is Conducted By: Jim Bergman

Overcoming the challenges in contract

implementation

Developing a implementation project

plan

Keeping the roles and responsibilities

clearly understood

How to overcome resistance points and

barriers in the implementation

Exercise 1 Maintaining separation between

a System Design and Sytem Maintenance

contract

Addressing the differences in contract

administration and management

What is contract administration?

What is contract management?

Keeping focused on the rights and

responsibilities throughout the

fulfillment phase

Exercise 2 Performing contract

administration and management on an

outsourcing services contract

Selecting Contract Management

Software that is a best fit to purpose

What is your electronic contracting

strategy?

What are the options in the

marketplace?

Which options are the best fit for your

strategy?

Exercise 3 Defining the software

functionality needed for a portfolio of

IT/Outsourcing commercial contracts

Managing the contract change order

process

What is a change order and why does it

happen?

Understanding the relationship dynamics

behind a change order

Documenting the change order and

preventing excessive changes

Exercise 4 Addressing the change order

process with a telecom services agreement

Embracing Supplier Relationship

Management tenets in contracting

What is Supplier Relationship

Management?

Understanding the benefits of a well

managed supplier relationship

Keys to success in Supplier Relationship

Management

Exercise 5 Managing a hardware

maintenance services agreement

Applying Customer Relationship

Management principles in contracting

What is Customer Relationship

Management?

Understanding the benefits of a well

managed customer relationship

Keys to success in Customer

Relationship Management

Exercise 6 Managing a software

maintenance services agreement

Utilizing Alternative Dispute

Resolution options

What is arbitration?

What is mediation?

Exploring negotiation options before

taking the litigation path

Exercise 7 Resolving a dispute over a

Cloud computing services agreement

Managing key contracts in the

IT/Outsourcing sector

Hardware equipment sales agreements

Hardware and software maintenance

agreements

Software licensing agreements

Telecom and cloud services agreements

Outsourcing services agreements

Exercise 8 Critiquing a series of contract

lanaguage provisions - what can be

managed?

Managing contract close-out

Why do contracts terminate?

Understanding the rights and

responsibilities that survive termination

Closing out the contract -

communication and change

management considerations

Exercise 9 Managing the software license

contract into perpetuity

Who Should Attend: Purchasing, sourcing and supply

management professionals

Sales contracting professionals

Contract lawyers and attorneys

Contract management professionals

Contract managers and administrators

End-users who impact, or are impacted by,

the contracting process

Finance professionals involved in contracting

Contract negotiators

Operational managers

Commercial relationship managers

“One of the best courses I’ve been to and a great help to my work"

”Practical, Easy to Understand and Extremely Useful. What more can I ask.”

“Really happy that I signed up for this course. Full marks!”

“Jim is one of the best instructors for contracts and procurement around!”

“I like to thank Jim for this great course”


Robi Bendorf CPM, CSPM, MCIPS has more than 35 years of diversified, has over 30 years of diversified industrial purchasing and sales experience involving both domestic and international activities for a broad range of manufacturing and service businesses. His vast practical experience combined with an excellent

theoretical understanding, strategic focus, and ability to quickly implement concepts makes him a much sought after international authority in procurement. HERE ARE A FEW HIGHLIGHTS OF HIS ILLUSTRIOUS CAREER: Westinghouse Distribution and Control Business Unit: ▪ $14 million in cost reductions by developing procurement

strategies for key commodities that took advantage of multi-plant volumes and resources

▪ Increased value from 17 to 30% of materials controlled by central purchasing by managing commodity specialists in implementation of strategies

Westinghouse Trading Company: ▪ Doubled sales income by promoting benefits of overseas

procurement to Westinghouse corporate and division level executives

▪ Achieved cost savings opportunities of over $3 million by on-site analysis of products and components purchased or made in house.

▪ Tripled supplier base by determining potential sourcing countries and locating new suppliers

Westinghouse Commercial & Industrial Air Conditioning Division: ▪ Improved productivity of department by 76% with

excellence guidelines ▪ Increased cost reduction by 200% with cost reduction

strategies Medical Instrument Manufacturing Division of Fortune Top 100 Corporation with Annual Sales $700 million: ▪ Achieved 20 to 35% savings from overseas suppliers by

developing formal Global Sourcing Process and implementing actions

Non-Profit Health Insurance Association Annual Sales: Over $2 Billion: ▪ Accomplished $1.5 million in savings in less than 6

months by re-organizing spend profile Large non-profit Professional Society Annual Revenues $70 million:

Trainer’s Profile

To Register, please see the last page

TRAINING SCHEDULE

8.00am Registration & Morning Coffee

8.30am Training Starts

9.45am 1st Coffee Break

10.00am Training Resumes

11.15am 2nd Coffee Break

11.30am Training Resumes

12.45pm Lunch

1.45pm Training Resumes

3.00pm End of Training

Michael 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 as Director 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. Michael 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 Testimonials outlined below: 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: Michael 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 Involvement".

CONTACT US if you would like to have an

IN-HOUSE TRAINING

[email protected]

mailto:mailto:[email protected]


Jim Bergman VP - IACCM With extensive contracting and negotiation experience in IT, outsourcing and various other types of commercial contracting, Jim serves as Vice President for Asia Pacific and Middle East for IACCM a global association focused on the effective development, creation and implementation of leading contracting practices. Prior to joining IACCM, Jim was a

contracts attorney for a Fortune 500 petrochemical corporation, Amoco Corporation, and was responsible for legal and negotiations support to the IT procurement staff. He supported multiple locations globally, where he addressed strategic sourcing, IT/outsourcing and legal issues concerning services valued at more than $1 billion annually. Jim’s experience encompasses developing, drafting, negotiating and managing IT, Telecom and outsourcing contracts for a wide array of projects with multiple clients. He has extensive background in the negotiation of outsourcing of hardware acquisition, hardware maintenance, software development and maintenance, system integration, ERP, telecommunication equipment, services and networks and various other outsourcing projects. Across his wide array of experiences, he has been extensively involved in establishing many customer-provider relationships founded on IT contracting and outsourcing best practices. He has also led in developing and delivering both public and internal training programs related to IT/outsourcing. As a strategic management consultant, Jim has assisted numerous clients through all phases and steps of contracting, negotiation, outsourcing, overall sourcing and bidding processes, and contract management processes, demonstrating savings well in excess of $100 million. Jim has also served as a workshop instructor in many topics regarding sourcing, contracting, law and negotiations. His audiences and clients have included attorneys, plus financial, operational and contracting professionals from multinational corporations and the public sector, including BP, Delphi Automotive, DuPont, FedEx, General Motors, Intuit, Johnson & Johnson, Lam Research, Makro, Maxis, Merck, Monsanto, Petronas, Shell, the State of California, the State of Florida, the State of Texas, Sun Life of Canada, Warburg Dillon Read/Union Bank of Switzerland, WalMart, Wellpoint, and the Workers Comp Board of British Columbia. Jim holds a Law Degree, an MBA, a Bachelor of Arts and a Master of Arts degree. In addition, he is licensed to practice law in Illinois, Texas and Oklahoma, as well as various US federal courts. Testimonials:

Trainer’s Profile

“One of the best courses I’ve been to and a great help to my work

”Practical, Easy to Understand and Extremely Useful. What more can I ask.”

“Really happy that I signed up for this course. Full marks!”

“Jim is one of the best instructors for contracts and procurement around!”

“I like to thank Jim for this great course”

Rob Thompson 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 over 1,000 specialist training programs with CIPS and 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’s an 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 not just a procurement & contracts consultant and trainer, but also as a 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.

Here’s what others say about Rob.

“We wish we had many more like Rob he has inspired us to develop procurement to a higher level of credability within our organisation.”

Samir Taghiyev

Contracts Engineering Specialist, BP Azerbaijan

“Rob has a great enthusiasm for procurement and his style and personality is infectious.”

Raul Aliyev

Contracts Engineering Specialist, Ras Gas

“Rob has generated a greater interest in procurement across the collective organisations we work with than any other procurement trainer.”

Valerie Roberts

Legal Adviser Public Procurement , IDLO

CONTACT US if you would like to have an

IN-HOUSE TRAINING

[email protected]

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REGISTRATION FORM REGISTRATION FORM

REGULAR FEE USD 4,495.00 (5 Days )

USD 2,895.00 (3 Days ) USD 1,995.00 (2 Days )

Group of 3 to 5 USD 4,225.00 (5 Days ) (6% off) USD 2,721.00 (3 Days ) USD 1,875.00 (2 Days ) Group of 6 or USD 3,821.00 (5 Days ) more (15% off) USD 2,461.00 (3 Days ) USD 1,696.00 (2 Days )

Supplier Relations & Performance Management 24 - 28 February 2013, Dubai UAE

7 Step Strategic Sourcing 3 - 7 March 2013, Dubai UAE

Procurement Strategy Development & Management 31 March - 4 April 2013, Dubai UAE

IT Contract Development 5 - 7 May 2013, Dubai UAE

Strategic Negotiation in Purchasing & Procurement 9 - 13 June 2013, Dubai UAE

Contract Management & Administration: From Start to Finish 23 - 27 June 2013, Dubai UAE

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Seminar Strategic Negotiation Procurement Dubai

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Transcript of Seminar Strategic Negotiation Procurement Dubai