This course is designed for purchasing executives and managers who are responsible for procurement activities
At the end of the course the participants will be able to:

• Understanding the integral role of purchasing
• Identify objectives of purchasing function
• Understanding the procurement process (Procure to Pay)
• Implementing the 5 Rights of purchasing
• Implement effective supplier sourcing
• Understand key factors in cost make-up and getting Value for Money.
• Monitor Supplier Performance
• Identify areas of improvement within their own purchasing activities

Training will be based on classroom lectures, case discussion and exercises. Participants will be presented with practical simulations that they will be asked to prepare at home before class, to play with their classmates, in pairs or in teams, and finally to debrief with the entire group.  The whole pedagogy is based on “telling, showing and doing” in order for each participant to progressively elaborate a more efficient personal negotiation method.

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Introduction
Negotiation is a dialogue between two or more parties intended to reach a beneficial outcome. It is a bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and aim to reach an agreement to settle a matter of mutual concern or resolve a conflict.
Objectives The objective of this course is to provide participants with the information and knowledge to learn how to effectively plan a negotiation, prepare and manage a contract and to understand the critical role of the bargaining mix, targets, BATNA and the understand the stages of negotiation including post negotiation evaluation and improvement.
Outline
Main approaches in the negotiation of commercial agreements

• Negotiation in relation to the stages of the sourcing process
• Win-win integrative approaches to negotiations
• Win-lose distributive approaches to negotiation
• Setting targets and creating a best alternative to a negotiated agreement (BATNA)

Preparation for negotiations

• Setting objectives and defining the variables for a commercial negotiation
• The bargaining mix and defining the latitude (Max – Target – Fallback) for each of the variables in the bargaining mix
• Positions and interests
• Openings and presenting issues

Conducting, evaluating and improving commercial negotiations

• Defining the stages of a negotiation such as preparation, opening, testing, proposing, bargaining, agreement and closure
• The use of persuasion methods
• The use of tactics to influence the other party
• Reflecting on performance

Who Should Attend?
This course is designed for junior and middle managers that are involved in sales and marketing or procurement and supply. It is also useful for those involved in contract management.

Introduction
The financial appraisal in the procurement and logistics process is to analyse a supplier’s financial position and determine the level of risk that it would represent to the Organisation – having regard to the contract requirement and value, criticality, and the nature of the market. The assessment of risk should be based on sound business judgment rather than just the mechanistic application of financial formulae
Objectives
The purpose of this module is to provide participants with the information and knowledge to appraise the financial situation of the suppliers and then monitor and improve their performance.
Outline
 It may cover, but not be limited to, the following:
Supplier Appraisal

• Methods of Supplier Appraisal
• How to select criteria to appraise suppliers?
• Evaluation of Appraisal results
• Appraisal Process

Financial Appraisal

• Evaluate and assess financial statements of the suppliers and customers and relate them back to the business
• Compare the value and relevance of financial information in the context of the decision-making process for evaluation and selection of supplier and service providers
• Use the wide variety of finance and accounting terminology
• Propose financial management tools and techniques and be able to apply these in relation to the total procurement and supply chain process – Ratio Analysis, ROI, NPV and Payback
• Evaluate the elements that make up a complex business case for a capital acquisition, including downstream maintenance, service provisions for the life of the acquisition, and disposal.

Who Should Attend?
This course is designed for junior, middle and senior managers that are involved in sales and marketing or procurement and supply. It is also useful for those personnel who are engaged in procurement fixed assets and capital goods for their organisations.

Introduction
Project planning, management and control are a procedural step in project management, where required documentation is created to ensure successful project completion. It is the process of organizing the way that changes are implemented efficiently within an organization. The project plan clearly defines how the project is executed, monitored, controlled and closed.
Objectives
This course enables participants to

• Be responsible for all aspects of the project for the life of the project,
• Lead and direct cross-functional teams to deliver projects,
• Demonstrate sufficient knowledge and experience to apply a methodology to projects,
• Complete work on time and on budget in an environment which reinforces alignment with organizational strategy

Outline
Project Planning, Management and Control

• Definition
• Project Life Cycle
• Style of Project Management
• Power and Influence of stakeholders
• Scope of project

Approaches to Project Management

• Transformation Model
• Work Breakdown structure
• Problem Solving Techniques
• Network Planning – PERT/CPM

Management of Stages in Project

• Planning, Scheduling and Managing resources
• Organisation of Project operations and teams
• Project Closure

Who Should Attend?

• Project Managers (from all industries)
• IT Project Managers
• Project Leaders
• Functional Managers

Introduction
Productivity is defined as the efficient use of resources, labour, capital, land, materials, energy, information, in the production of various goods and services.  It is expressed as the ratio of output to inputs used in the process, i.e. output per unit of input. Higher productivity means accomplishing more with the same amount of resources or achieving higher output in terms of volume and quality from the same input.
Objectives
This module will get the participants to understand productivity, measurements of productivity, correlation of productivity to process, change management, teamwork and how to drive productivity within their functions
Outline

• Productivity and its meaning
• How to measure it?
• Process improvement and links to productivity
• Productivity via team work
• Managing and driving productive teams
• Change Management for higher productivity
• Change classification and steps in change management
• Change management techniques
• Communication plan and roadmap creation
• RACI/Stakeholder management
• Time Management techniques
• Targets and goals in achieving productivity
• Stress management and relationship to productivity

Who Should Attend?
All personnel who are responsible to improve operational excellence and productivity in their organization be it private, public, large or SME.

This module is intended to provide an understanding of how to write an effective specification and the knowledge and application of different forms of specifications. The module will also provide knowledge on developing let performance indicators and measuring supplier performance. It may cover, but not be limited to, the following:
Specification Writing
Importance of writing specification
Type and Forms of Specification – Conformance vs Performance
Structuring and Writing product and service specifications
Practical examples
Measuring supplier performance
Developing key performance Indicators(KPI)
Measuring KPI and Supplier Performance
Improving Supplier Performance
Invoking Liquidated Damages

This course is designed for managers and supervisors working both within and alongside the logistics function. It offers an opportunity to gain an awareness of the scope of logistics and a basic understanding of the concepts of logistics
At the end of the course the participants will be able to:

• Understand the concepts of logistics management
• Understand the aims and objectives of the logistics function
• Identify the key business opportunities derived from logistics planning
• Recognize the logistics structure and its relationship with other key business functions
• Understand the major customer service influence within logistics.

Training Methods
Training will be based on classroom lectures, case discussion and exercises. Participants will be presented with practical simulations that they will be asked to prepare at home before class, to play with their classmates, in pairs or in teams, and finally to debrief with the entire group.  The whole pedagogy is based on “telling, showing and doing” in order for each participant to progressively elaborate a more efficient personal negotiation method.

This course is designed for junior and middle managers who are responsible for warehouse operations:
At the end of the course the participants will be able to:

• Establish warehouse objectives
• Analyze a stock list
• Select the appropriate work method
• Select appropriate equipment
• Create a warehouse layout
• Calculate labour and equipment requirement
• Cost proposed operations
• Identify information for control purposes

Introduction
Inventory control, is used to show how much stock you have at any one time, and how you keep track of it. It applies to every item you use to produce a product or service, from raw materials to finished goods. An organisation’s success can be greatly affected by the efficiency of its stores operations; efficient inventory management can save money, help retain customers and maintain continuous operations.
Objectives
The course is designed to assist purchasing, inventory and warehouse personnel to monitor stock levels, improve customer service and implement JIT. It will provide the participants to tools and techniques to reduce the organization’s total cost of operations.
Outline
Understand the main implications of purchasing and supplying inventory 


• Definitions of inventory and inventory stock management
• Opening stock, work in progress and finished goods
• Safety stocks

Assess the costs involved in holding inventory

• Acquisition and holding costs
• Methods for the valuation of inventory such as LIFO, FIFO, average cost and standard cost

Explain the main techniques for the monitoring and control of inventory

• Pareto analysis and ABC classifications of inventory
• Dependent and independent demand
• Just in time supply and Kanban systems

Analyse the main techniques for calculating the future demand of inventory

• Economic order quantity
• Reorder point and periodic review systems
•  Qualitative and quantitative approaches to forecasting

Who Should Attend
This course is designed for junior and middle managers who are responsible for Inventory control, stock-take and stores management