Today’s procurement professionals must manoeuvre in an evolving environment that is more dynamic and complex than ever. They must embrace and evolve with modern business needs, and more and more this means balancing what seems to be insurmountable, conflicting goals of reducing cost structures while driving innovation and mitigating risks. the business battlefields of this century will be based on harnessing the power of your suppliers. Tomorrow’s winners will no longer play yesterday’s competitive win-at-all-costs game with key suppliers. The playing field is no longer one of lowest cost or best value, but one of highly collaborative relationships with suppliers that can drive transformation and innovation for your organization.
This about purchasing for non-purchasers. Do you interact with suppliers regularly and want tips on how to extract even more value and benefits? Collaboration between customers and suppliers stretches beyond the Procurement department. For example, high frequency customer supplier contact is noticed in many subject matter expertise functions, like technical, engineering, R&D, IT, product development, HR, operations, factories to name a few. Successful collaboration with suppliers helps reduce suppliers back door selling and coordinate suppliers to get more value and innovation. The benefits are tremendous.
Strategic Supplier Management is on the Executive agenda. Why? Effective external integration and collaboration with strategic suppliers is the next level of procurement contribution to business excellence. How? By unlocking mutual. Strategic supplier management focuses on joint value creation, on a foundation of trust, made transparent through open communication and targeted collaboration with a limited number of key/strategic suppliers.
It is a challenge to initiate, develop and manage supplier relationships in the whirlwind of daily needs and organisational complexity of roles and responsibilities. Sometimes suppliers appear to have more knowledge of the customers’ organisation than vice-versa. Supplier relationship management will help leverage suppliers capabilities, deliver cost savings and manage supply risk exposure, and more. Our Supplier Relationship Management training will give you the insights, tools, enhance skills and pragmatic way of working to successfully implement supplier relationship management.
The primary reason to develop category strategies is to achieve results. Developing category strategies is important, ensuring that we implement our strategy is crucial. This training will give you insights and practical tips so you can keep implementation momentum high. Keep cross functional team members and their stakeholders onboard. Deliver results.
A pre-requisite to successful category management is the cross functional alignment of objectives. Wouldn’t it be fantastic if you gained traction for category management from the start and people stayed onboard during the implantation too?
Consultative selling is not only for Sales. It can be applied in any situation, in any function, by anyone. Why is it that some people are more effective than others in getting their ideas accepted? It is because they apply consultative selling skills. The problem-solving approach applied to influencing others, is called consultative selling. If you want to diagnose and solve problems faster than anyone else and get your ideas accepted, then this training is for you.
Category Management is a strategic approach that contributes to business performance enhancement. It connects the sell side to the buy side to ensure customers’ needs are met. Strategies are developed and implemented by cross functional team members. Procurement usually initiates it and is a team member.
When power is not in your favour and the other party behaves like a monopolist, then negotiation space can seem limiting. It is still possible to turn the tables and get more out of such a situation. It is not easy and definitely worth the effort. In this training you gain knowledge of the trends and research on the types of monopolists, methods to analyse sources of leverage and synergies and the behaviours that will help you have more impact.
You can always expect the unexpected in any type of negotiation situation. That’s why we’ll prepare you for any and every possibility. Whether you negotiate in straightforward or highly complicated situations, learn the proven art and science of effective negotiation. Avoid unfavourable outcomes by learning to plan, prepare to analyse for favourable outcomes and gain the skills and knowledge advantage you need to succeed.