1 Purchasing & Procurement Center +603 7665 2035 +603 7665 2038 [email protected]COURSE SUMMARY COURSE OUTLINE This programme is designed to improve delegates’ awareness of techniques and best practices associated with the management of oil and gas contracts let to third party suppliers. This is a fully participative programme that will update delegates on key advances in contract management and developments in the oil and Gas sector best contracting practices. It will incorporate a number of case studies as well as group working throughout. After attending you will be able to: Compose objectives for a procurement of the provision of products or services from external suppliers Recognise the skills of a contract manager Differentiate the factors that lead to poor performance versus the achievement of sound value for money Identify the key stages of the tendering process and evaluate how these stages can impact on the success of the contract Interpret and formulate key performance indicators and specifications Employ techniques that will help motivate supplier performance and build continuous improvement This Course is Conducted By: Rob Thompson Common problems associated with contracts with suppliers in the oil & gas Internally Driven Externally Driven Proactive Strategies to effect problem management Actions to mitigate the impact Setting objectives for procurement projects The special skills required for effective oil & gas contract management Relationship management strategic planning and implementation Identification of the key risk determinants Development and promulgation of policy and guidance Standard setting across the organisation Policing/enforcement responsibility to ensure the organisation’s Policy/ guidance/ standards are being adhered to Competitive tendering and how each stage impacts on the contract Procurement Cycle Analysis Supplier management Total cost approach VA/VE Supply Market Development Developing robust oil & gas contracts Mapping Demand Defining appropriate specifications Writing Control Documents Risk Management in Oil & Gas Contracts Undertaking risk assessments Developing risk management strategies Analysis of Key Provisions in International Oil & Gas Contracts Competitive bidding and Reimbursables Leverage and Horizontal Integration Standardisation v Innovation v Competitive Differentiation Strategic Supplier and Market Development Bidder Selection MMO Demand Management E-Procurement opportunities and cross functional competency management Supplier capacity relocation and quality control Risk Gain share and Reward Asset Whole life Cost Management Principal Standard Form Contracts Used in the Oil and Gas Sector EPIC/EPC(I) v Discrete Demand and Assembly EC, EP, BOT, GC, MC, PSC, TSA, PSAC, Concession and service contracts Managing Agent Consortia/Joint Venture Ensuring compliance with the contract Understanding contractual remedies for poor performance Key Contract Clauses Applying effective contract monitoring Key Measures of Supplier Performance Improving Performance Change control mechanisms Handling Claims and Variations Partnering & Negotiations Creating partnering style relationships with suppliers Negotiating improvements to current service delivery Management and Negotiation Techniques Managing the Legal Issues Dispute Resolution Process Key Legal Contractual Risk Management Issues Managing force majeure and liability clauses Motivational factors that enhance performance and create continuous improvement Joint Performance Systems Performance Reviews Incentives Review and evaluation 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 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. Contracts Specialist MAADEN PHOSPHATE COMPANY Other Trainings: Strategic Negotiations in Procurement & Purchasing Supplier Qualification and Performance Measurement Cost Reduction in Purchasing Leading & Managing for Procurement & Purchasing Tender Management IT Contract Management Global Procurement Best Practices Materials & Demand Planning IT Contract Negotiation
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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 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.
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.
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
“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.”
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.”
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BANK TRANSFER Bank Name: STANDARD CHARTERED BANK MALAYSIA BERHAD Bank Address: Lot 10, Jalan Sultan Ismail, 50250 Kuala Lumpur, Malaysia Bank Account Name:
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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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