1 Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 [email protected]Who Should Attend: Materials, Contracts, or Purchasing Managers, Buyers, Contract Administrators, any other Managers or Professionals involved in Implementing cost reduction initiatives or looking for savings relating to the purchase of goods, equipment, supplies, and services. COURSE SUMMARY COURSE OUTLINE Did you know that as a purchaser you could be responsible for spending over 50% or your organization’s revenue? This could be spent on goods and services like raw material or even overnight mail. Yet, by contrast, labour costs seldom exceed 10 to 15 percent of sales. So when the goal is to increase earnings by lowering costs, you have to look very closely at what and how you buy. Cost Reduction Programs and Cost Price Analysis and tools, when properly implemented, will result in dramatic reductions in cost and bring significant improvements in productivity across your organization. Key benefits of attending this workshop: Explore 20 cost reduction methods and gain substantial savings Learn proper Cost Reduction Reporting Procedures Streamline and improve your supplier performance Master data mining and learn the art of strategic plans Accurately monitor your cost improvements Learn how to get control of your time with the all important ABC analysis Develop your skill in handling Purchase Price Indexes This Course is Conducted By: Robi Bendorf Purchasing Savings Impact on the Bottom Line See the purchasing savings go right to the bottom line whereas a small percentage of sales hit the bottom line The need for change Purchasing savings model Essential Issues in Cost Reduction Initiatives A check List resulting for experiences Cost Reduction Reporting Procedures A formal reporting process is essential for you to have a successful initiative and to motivate people to search for savings Difference between cost reduction and avoidance Types of reduction Sample reporting form Continuous Improvement Skills Set This will give you an essential skill set and training A comprehensive list of crucial skill sets Data Mining The 1st critical step for you to perform world class purchasing is to have a spend profile Sources of date to develop the spend profile Developing the spend profile Commodity Codes Developing the ABC analysis Opportunity Assessment After the spend profile is developed, you need to show how to analyze data. Included are some essential tools used by very few purchasers Analyzing the spend profile A demonstration of how to use Pivot Tables, Filters in Excel Course outline Develop Opportunity Hypotheses This will enable you to identify specific opportunities and how to rank them User group brainstorming sessions The Improvement Opportunity form Purchase Price Index This will show you how to develop a KPI to show positive savings performance even when prices are increasing Developing company purchase price index and comparing to external Indexes Cost Reduction Methods This will clarify typical savings methods and enable you to implement improved performance Benchmarking Early Purchasing Supplier Involvement Supplier reduction Advancing supplier relationships Supplier qualification methods Supplier performance measurement Strategic alliances Understanding of supply marketplace Developing commodity plans Resisting price increases Reengineering processes Negotiations Inventory reduction Improving terms & conditions Long term agreements Information Systems Value analysis Reducing Waste in the supply chain Defining Price/ Cost Analysis “Robi is a true Guru of Purchasing. Case study exercises were excellent! The Cost Reduction Strategies content/programme is practical & relevant to promote effective buying. Robi has changed my perspective of procurement buyers. He has lifted the professional profile of buyers.” GM Procurement Celcom Axiata Group Berhad Other Trainings: Supplier Qualification and Performance Measurement Strategic Negotiations in Procurement & Purchasing Strategic Contract Management For Oil & Gas Leading & Managing for Procurement & Purchasing Tender Management IT Contract Management Global Procurement Best Practices Materials & Demand Planning
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COURSE SUMMARY COURSE OUTLINE€¦ · Celcom Axiata Group Berhad Other Trainings: Supplier Qualification and Performance Measurement & Purchasing Strategic Contract Management For
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“Robi is a true Guru of Purchasing. Case study exercises were excellent! The Cost Reduction Strategies content/programme is practical & relevant to promote effective buying. Robi has changed my perspective of procurement buyers. He has lifted the professional profile of buyers.”
Most organizations recognize that they cannot perform any better than their suppliers perform and therefore continuous improvement of supplier performance is critical to the success of any organization. As a result supplier assessment, selection, and performance measurement are being recognized as critical processes where high management and professional competencies are required. This fast paced seminar provides both strategic and practical insights into:
Achieving Supplier Total Quality
What can Measurements Accomplish
Developing the Qualification Process
Supplier Performance -What to Measure
Collecting, Rating, and Reporting Supplier Performance
How To Use Performance Measurements
Seminar Objectives
Benefit from hearing the practices and experiences of others
Cover the many steps in a proper supplier evaluation
Develop performance weightings
Learn how to use performance results for continuous improvement
Explore various rating systems Discuss methods of collection and reporting data.
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.
Program Summary
Supplier qualification and performance measurement are the processes of evaluating, measuring, analyzing, and managing supplier selection and performance with the objective of improving quality, reducing Total Cost of Ownership, reducing risk, and providing continuous improvements in supplier and contractor performance. This program provides methods and competencies directed at improving these processes within the buying/contracting organization.
This Course is Conducted By: Robi Bendorf
Achieving Supplier Total Quality
World Class organizations understand that their success will be determined by their abilities to select, manage, and continuously improve a complex network of suppliers.
How Are We Doing In Supplier Assessment & Performance Measurement?
Steps In Achieving Total Quality From Suppliers
Achieving Total Quality From Suppliers--What Will Not Work!
Case: How Does Your Supplier Performance Compare.
What can Measurements Accomplish
Determining the best approach for supplier performance measurement requires that you first clearly define the objectives of such a system as it relates specifically to your organization.
Objectives of Supplier Performance Measurement
Best Practices In Supplier Qualification
Best Practices in Supplier Performance System
Best Practices in Supplier Relations
Case: Supplier Performance Measurement Objectives
Developing the Qualification Process
Selecting the best supplier through the implementation of a world class supplier qualification procedure is one of the most important parts of the Supply Management Process.
Developing The Qualification Process
The Preliminary Supplier Assessment
The Supplier Site Assessment
Who Participates In Supplier Qualification
The Supplier Evaluation Forms
Qualified Supplier List
Case: Developing Supplier Qualification Procedure
Supplier Performance -What to Measure
In our efforts to increase margins, it is critical to understand the areas in which supplier performance most significantly drives Total Cost of Ownership.
Key Elements Of Supplier Performance Measurement
Common Performance Categories
Category Weighting
Deciding Which Suppliers To Measure
The Difficulties Of Measuring Supplier Performance
Quantitative Vs. Qualitative Data
Cases-What to Measure for the Supplier Scorecard and Determining Criteria Weightings
Collecting, Rating, and Reporting Supplier Performance
Only about ½ of the organizations measure supplier performance and only about 5% of them do it well.
Collecting the Data
Rating Methods - Basic Points
Rating Systems Options
Developing Performance Standards
Applying Supplier Performance In Total Cost Of Ownership (TCO)
Performance Indexing as a KPI
Cases: Selecting Suppliers using Supplier Performance in a TCO model and developing supplier performance indexes.
How to Use Performance Measurements
In addition to mitigating risks of supply disruption and lowering total costs, there are a number of other benefits from measuring and analyzing supplier performance.
Benefits From Measuring And Analyzing Supplier Performance
Establishing Expectations
Sharing The Information
Holding Supplier Recognition Events
Motivate Supplier With Performance Measurements
Expectations From The Supplier’s Point Of View
Case: Letting the Supplier Measure Your Organization as a Customer
WHO SHOULD ATTEND: Contracts, Procurement, Purchasing, and
profiles of the participants will run for the rest
of the day.
We want the supplier to say yes
The 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:
Materials, Contracts, or Purchasing Managers,
Buyers, Contract Administrators, any other
Managers or Professionals involved in
Implementing cost reduction initiatives or
looking for savings relating to the purchase of
goods, equipment, supplies, and services.
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.
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
Rob is exceptionally skillful and excellent trainer. … he successfully managed to transmit excellent and well composed information to us. I have gained more knowledge (new) with improvement of existing ones.
Contracts Manager ALDAR PROPERTIES
This course has added to me more information and gave me a guideline and rules to be implemented in my work. I really thank you [for the] quality training that your company had provided.
In today’s economic environment, doing what you’ve always done-even if you do it very well-is no longer acceptable. Under pressure to contain costs and produce results despite challenging circumstances, you need to transform rather than simply improve operations. That means adopting the philosophies, methods, and processes that will make your organization ―best in class‖
What makes an organization best in class? The answer can vary with each company, but there are practices that many leading companies are adopting. We will present key practices that have been employed in a variety of industries and locations.
The sequence of these best practices does not indicate any priority or suggest a higher or lower importance ranking. However, the presentation does offer a systematic approach for measuring the effectiveness in building a best in class procurement group.
Today’s economics in business has brought many companies to address major investments like inventory with a limited results solution outsource the function and/or activity. Procurement services and Contract manufacturing activities are typically what have been employed. Some reduction of inventory occurs BUT it is minimal as to what it could be.
In order to achieve a level of significant reduction (more than 20% improvement per a research agency) throughout the supply chain, a deeper awareness of what creates inventory needs to be understood. WHY? Certain actions taken will only provide a short term impact/result. The basic problems haven’t been addressed (actions to reduce order quantities & revert to Lean Practices for delivery have downstream impacts: 1) increased equipment downtime; 2) increased transportation and handling costs. These effects could have been avoided by addressing core operating issues/problems.
The presentation will provide the basic foundation to the principles driving inventory decisions. Instruction will deal with premises and practices that necessitate some inventory but end up becoming drivers of day to day activities. The result being excessive levels building during ―good times‖ and reduction efforts in ―bad times‖. The focus of the enterprise needs to be a balance and minimization of the inventory level ―all the time‖.
Learning Outcomes
How to control inventory physically and virtually via computer systems and planning techniques.
What are the advantages of the various valuation techniques (LIFO, FIFO, Average Cost)
How to determine which is the appropriate replenishment technique to employ
What are the various order quantity approaches and when they should be used
How to calculate the Cost of Carrying Inventory and it’s application
What are the different measurements and what they mean
How to define what is the appropriate inventory level?
What are the requirements and practices for improving your posture? (competitive advantages of an enterprise).
How do you arrive at a projection of your business revenue?
What is the frequency of the adjustments to the projection and what precipitates it?
What level of inventory investment is required to ensure 99.9% customer service?
How are your business planning and operational policies adjusted regarding forecast revision?
How to incorporate operating practices that promote cross-functional relationships to resolve and improve customer service and satisfaction performance?
“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:
▪ $ 1 Million in savings opportunities identified
▪ Reduced 1500 suppliers by 25% per year by implementing cost
reduction program
Trainer’s Profile
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".
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 Q & A 05.00pm End of Training
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.”
PAYMENT OPTIONS: Please tick your method of payment PAYMENT POLICY: Payment is required within 5 days upon receipt of the invoice.
BANK TRANSFER Bank Name: STANDARD CHARTERED BANK MALAYSIA BERHAD Bank Address: Lot 10, Jalan Sultan Ismail, 50250 Kuala Lumpur, Malaysia Bank Account Name:
KAVAQ BUSINESS INTELLIGENCE (M) SDN BHD
Bank Account No: 897156698585
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CHEQUE Please make your cheque crossed payable to KAVAQ BUSINESS INTELLIGENCE (M) SDN BHD in Malaysia Ringgit (MYR).
REGULAR FEE RM 5,995.00 / USD 1,995.00 per participant
Group of 3 to 5 RM 5,635.00 / USD 1,875.00 (6% off) per participant
Group of 6 or more RM 5,096.00 / USD 1,696.00 (15% off) per participant
Supplier Qualification and Performance Measurement 14 - 15 January 2013, Kuala Lumpur - Malaysia Cost Reduction in Purchasing 16 - 17 January 2013, Kuala Lumpur - Malaysia Strategic Negotiations in Procurement & Purchasing 25 - 26 February 2013, Kuala Lumpur - Malaysia Strategic Contract Management For Oil & Gas 27 - 28 February 2013, Kuala Lumpur - Malaysia Leading & Managing for Procurement & Purchasing 16 - 17 April 2013, Kuala Lumpur - Malaysia Tender Management 18 - 19 April 2013, Kuala Lumpur - Malaysia IT Contract Management 18 - 19 April 2013, Kuala Lumpur - Malaysia Global Procurement Best Practices 27 - 28 May 2013, Kuala Lumpur - Malaysia Materials & Demand Planning 29 - 30 May 2013, Kuala Lumpur - Malaysia
IT Contract Negotiation 1 - 2 July 2013, Kuala Lumpur - Malaysia
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