COURSE OVERVIEW
Purchasing is a critical function that significantly affects an organization’s profitability. For an organization to thrive, it must maintain an efficient procurement team capable of identifying and developing suppliers while leveraging expertise that adds substantial value. The role of purchasing has evolved from a transactional task to a strategic function, aimed at delivering measurable business value. This Advanced Purchasing, Tendering, and Supplier Selection training course is designed to equip participants with practical skills and knowledge in modern purchasing, supplier selection, and cost optimization.

LEARNING OBJECTIVES
By attending this course, participants will be able to:

• Understand the strategic role of purchasing management in organizational success
• Enhance efficiency and productivity as buyers using proven purchasing techniques
• Improve supplier services through effective planning and negotiation
• Comprehend the ethical and legal responsibilities of purchasing
• Identify and qualify the most suitable suppliers
• Apply best practices in supplier relationships, procurement processes, and performance evaluation
• Evaluate proposals using price and cost analysis
• Perform accurate supplier assessments
• Develop and implement effective negotiation strategies
• Recognize the value of analysis in purchasing
• Optimize the efficiency of the purchasing function

TARGET AUDIENCE
This course is ideal for:

• Purchasing and contract management professionals
• Individuals responsible for defining specifications and evaluating supplier performance
• Professionals involved in preparing and analyzing bids
• Those managing supplier relationships
• Personnel engaged in negotiations with external parties

TRAINING METHODOLOGY
This practical, results-oriented course follows adult learning principles, combining interactive presentations, case studies, and participant exercises to maximize engagement and retention. Delegates will have opportunities to reflect on ideas and apply skills in real-world scenarios. Both theoretical and practical aspects of purchasing will be addressed. Pre- and post-course assessments will measure training effectiveness.

COURSE CONTENTS

Module 1 – Strategic Function of Purchasing

• Aligning purchasing with organizational strategy
• Developing a purchasing mission statement
• Balancing quality, service, and cost
• Key objectives of effective purchasing
• Understanding purchasing strategy
• Five-step purchasing process

Module 2 – Supplier Evaluation and Negotiation

• Supplier negotiation techniques
• Power dynamics in negotiation
• Planning for negotiation
• Achieving effective agreements
• Evaluating suppliers based on total performance
• Building strong supplier relationships
• Partnering with suppliers strategically
• Selecting the right suppliers

Module 3 – Value Analysis

• Developing effective specifications
• Differentiating essential vs. desirable needs
• Collaborative specification development
• Key questions for specification design
• Optimizing purchasing productivity
• Adding value as a purchasing professional

Module 4 – Managing and Evaluating Department Performance

• Centralization vs. decentralization
• Departmental performance appraisal
• Supervising other buyers
• Key performance indicators (KPIs) for purchasing

Module 5 – Improving Purchasing Efficiency

• Managing internal stakeholders
• Conducting surveys to enhance performance
• Effective internal and external communication
• Ethical behavior with suppliers and end users
• Ethical conduct within the department
• Developing and implementing purchasing policies and procedures

Module 6 – Role of Purchasing in the Organization

• Introduction to purchasing and its organizational impact
• Purpose of business and purchasing contribution
• Managing the “go-between” role
• Procurement process and cycle
• Structuring purchasing within the organization
• Vision, mission, and values of purchasing
• Identifying performance improvement opportunities

Module 7 – Developing the Purchasing Strategy

• Engaging internal customers
• Creating purchase agreements
• Participating in specification development
• Supplier selection methodology
• Pre-qualifying suppliers
• Integrating supplier selection with business needs
• Positioning requirements and value in the market
• Role of ISO 9000 in purchasing

Module 8 – Selecting the Right Supplier and Evaluating Performance

• Aligning supplier capabilities with requirements
• Total cost approach to purchasing
• Cost and value analysis
• Accounting for hidden costs and life-cycle costing
• Using price indices
• Supplier performance evaluation

Module 9 – Tendering and Bid Analysis

• Understanding tendering processes and types
• E-commerce and e-auctions
• Objective bid evaluation
• Contract terms and standard clauses
• Payment methods and agreement expediting
• Addressing contract non-performance and legal considerations

Module 10 – Contract Negotiation and Action Planning

• Principles of negotiation
• Overcoming obstacles and negotiating effectively
• Negotiation styles and tools
• Phases of negotiation
• Do’s and don’ts of negotiation
• Focusing on four key areas of world-class performance
• Identifying and addressing performance gaps