Professional Documents
Culture Documents
COURSE OUTLINE
Organizational Outcomes:
The organization will benefit by:
Better Outcomes From Contracts For All
Outsourced Activities
Involved In Contracting
Administration
Higher Productivity Of Contract
Administration Personnel
Reduced Total Cost Of Ownership
Resulting From Better Contract
Management
Improved Contractor Performance
Contracts
Important Elements Of Contract
Administration
Contract Monitoring Techniques
How To Get Fair Treatment In Contract
Changes
Contract Termination Issues
How To Prepare For Claims And Disputes
Review Acceptance And Contract Close
Out Issues
The Inputs And Outputs In Contract
Administration
Administration
Contract Issues
Successful Conclusions
Increased Recognition By The
Organization Due To Improved
Performance
Final Acceptance
Claims And Disputes
Close Out Procedures
Post Contract Review Meeting
Force Majeure
Liquidated Damages Clause
Types Of Contract Termination
Breach Of Contract
Personal Outcomes:
Attendees will gain by participation in this
program as a result of:
Expediting Techniques
Contract Changes
Example Changes Clause
Requesting Cost Breakdowns
Types of Cost that Make up Price
Evaluating Price Changes
Other Trainings:
IT Contract Development
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COURSE SUMMARY
The world economy is changing
dramatically. We are seeing many new
nations become international competitors.
How do we ensure our competitiveness?
It begins with our attitude, approach, and
capability to learn and adapt.
Doing what youve 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
Do we know these?
COURSE OUTLINE
I. Introduction
a. Todays competitive issues
i. An age of instability
b. The role and impact of procurement
c. Studies identifying the best practices
d. Myths requiring clarification
Managers
and
Professionals
in
Purchasing,
Procurement, and Supply Management , Materials,
Contracts, Projects, Maintenance, Operations, and
Financial Managers and, All other Managers and
Professionals interested in lowering total cost and
increasing productivity and profit contributions from
better supply management operations.
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COURSE SUMMARY
COURSE OUTLINE
plan
Keeping the roles and responsibilities
clearly understood
How to overcome resistance points and
barriers in the implementation
Exercise 1 Maintaining separation between
a System Design and Sytem Maintenance
contract
management professionals
Sales contracting professionals
Contract lawyers and attorneys
Contract management professionals
Contract managers and administrators
End-users who impact, or are impacted by,
strategy?
happen?
Understanding the relationship dynamics
behind a change order
Documenting the change order and
preventing excessive changes
Relationship Management
What is arbitration?
What is mediation?
Exploring negotiation options before
Management?
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COURSE SUMMARY
COURSE OUTLINE
Positions vs Interests
Structure
Conflict Management
Persuasion Techniques
negotiation profiles
Style
Power
Attitude
Flexible v positional
Control
Agreement
Implementation
relationships
Venues
Timescales
Types of relationships
Research
Exercise:
The Negotiation
People vs Organisations
Understanding the impact of different
personal and cultural styles
National characteristics
Drivers and Restrainers
Style profiles
Behaviours and customs
organisation
Understand the Financial and legal
modus operandi
Understand the Infrastructure and
logistical systems
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COURSE SUMMARY
COURSE OUTLINE
competencies
4 Stages to World Class Supply
Management
Many best practices in supply
management
3 Categories for organizing the Spend
Profile
Greater abilities in leading continuous
improvement programs
How Minding the Gap Results in a
Procurement Strategic Plan
8 Step process of Using Economic Price
Adjustment Clauses to deal with
economic uncertainties
10 Questions for Internal and External
surveys to enhance purchasing
performance
How to develop a Purchasing Coding
System
6 Steps in the development of a
Composite Purchase Price Index
How to get more time to work on
strategic issues
Understand methods of Price and Cost
Analysis
30 Categories that should be included in
a Purchased Materials/Services Strategic
Plan Outline
How to develop a formal Savings
Reporting Procedure
the difference?
World Class
management practices
Greater ability to lead continuous
improvement programs
Increased recognition by the
organization due to improved
performance
Standards
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Supplier/Procurement Categories
How Do Suppliers Evaluate Us As A
Customer
Process Improvement
World-class organization are not asking if
they need to improve their process but
only how fast can they improve them.
Supplier Relationship Management
(SRM) Maturity Model
Process Mapping To Eliminate Low Value
Activities
Reengineering Processes
Making Sure We Obtained Lowest Cost
High performing procurement departments
can proudly point to the fact that the best
practices being applied are resulting in the
lower Total Cost of Ownership for their
organization.
Cost Reduction Initiatives
Cost Reductions and Cost Avoidance
Can and Should We Have Both?
Savings Reporting
KPIs for Procurement
Supply Chain Management
Strategic Sourcing Plans
An often cited best practice in supply
management is the development of formal
short and long range Strategic Sourcing
Plans for major spending segments.
Developing Strategic Sourcing Plans
A Strategic Sourcing Plan Template
Info
Procurement Executive
Siemens Malaysia Sdn Bhd
and parts
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Trainers Profile
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 onsite 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
TRAINING SCHEDULE
8.00am
8.30am
Training Starts
9.45am
10.00am
Training Resumes
11.15am
11.30am
Training Resumes
12.45pm
Lunch
1.45pm
Training Resumes
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3.00pm
Training
To Register,
pleaseEnd
seeofthe
last page
Purchasing & Procurement Center
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Trainers Profile
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.
Jims 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:
One of the best courses Ive 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
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Purchasing & Procurement Center
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Substitutions are welcome at any time. Please notify us at least 2 working days prior to the event.
All cancellations will carry a 10% cancellation fee, once a registration form is received. All
cancellations must be in writing by fax or email at least 3 weeks before the event date.
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