You are on page 1of 9

COURSE SUMMARY

COURSE OUTLINE

It is a well know fact that the best


tendering and contract writing is of limited
value if the contract is not carefully
administered from award to completion.
World-class organizations view the
application of best practices in contract
administration as being essential skill sets
needed by all employees involved in the
contract management process.
The participant will be guided through the
many steps of contract administration from
the time the award is made through to the
final acceptance, payment, and the contract
close out so that the total objectives of
entering into the contract are achieved.
This program is designed to present
contract administration as more than just a
job or activity but as an important
profession essential to the
organizations ability to meet its goals.
Seminar Objectives:

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

Small Group Exercise: What are the areas


in which a contract administrator should
have knowledge?
Sets the stage for the program and
emphasizes that with the ever-increasing
quantity of outsourcing by organizations,
Contract Administration is emerging as a
critical competency for professionals and
managers in most functional activities.
Analysis of the Contract

and Establishing Major Deliverables

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

Greater Strategic Focus Of Those

Objectives Of Contract Administration


The Most Critical Elements
Skill Sets
Key Players In Contract Administration
Typical Inputs To Contract
Administration

Post Award Conference


Typical Contract Measurements

How To Provide Better Outcomes From

Starting The Contract File


Understanding the Statement of Work

Upon completion of this seminar,


participants will know:

Effective Contract Administration

Small Group Exercise: Develop A List Of


Measurements For Supplier Contract
Performance.
Focuses on the issues of understanding
what the contract covers and the
challenges that will be faced in its proper
administration.

Supplier Relationship Management


Cost Control
Forecasting Performance
Monitoring Progress
Risk Analysis
Responses To Risk

Group Discussion: The group will present


examples of newly defined risk after the
contract was awarded and discuss the
potential responses to that risk.
Reviews the typical outputs of good
contract administration and establishes
additional responsibilities for those having
contract management responsibilities.

Increased Skill Sets In Contract

Administration

A Greater Sense Of Professionalism


Increased Confidence In Dealing With

Contract Issues

Greater Ability To Lead Contracts To

Successful Conclusions
Increased Recognition By The
Organization Due To Improved
Performance

Purchasing & Procurement Center

Broaden my knowledge in Contract


Management & Administration to be the
world class contract.
JKT - Indonesia
PT Petrosea TBKIndonesia
This Course is Conducted By:
Robi Bendorf

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

+603 7665 2038

Final Acceptance
Claims And Disputes
Close Out Procedures
Post Contract Review Meeting

Small Group Exercise: What should be


covered in the inspection and acceptance
sections of the contract?
Will discuss many aspects of the final phases
of the contract to insure that the reasons for
entering into the contract were in fact
accomplished.

Who Should Attend:

+603 7665 2035

Force Majeure
Liquidated Damages Clause
Types Of Contract Termination
Breach Of Contract

Group Discussion: The group will discuss


actual experiences in contract termination
when the cause was not the fault of the seller
but for the convenience of the buyer.
Explores the reality that contracts to do
always end in the way that the parties
contemplated in the beginning.
Acceptance and Close Out

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

Individual Exercise: Determine the fairness of


a price change for additional services quoted
by a supplier.
Presents solutions to two of the major issues
in contract administration which are on time
delivery and controlling the impact of
changes.
Issues In Contract Performance

Typical Outputs of Contract


Administration

Maintaining Schedules & Dealing with


Changes

Other Trainings:

Global Procurement Best Practices

IT Contract Development

Strategic Negotiation in Purchasing &


Procurement

Procurement Strategy Development &


Management

registration@purchasing-procurement-center.com 1

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

Even if you have implemented some of


these practices, the insights and examples
presented will serve to validate your
current strategy. Understanding more
about these practices will aid you in
selecting the additional ones to move you
closer to a best in class enterprise.
What you will learn:

How to initiate an assessment of your


posture relative to best practices

How to employ effective tactics that will


win stakeholder engagement

The best technology tools to employ in


various situations

Ask yourself these questions:

How do we address change?

What are the tools we use to make


improvements?

Do we know these?

Lead time reduction

Supplier Managed inventories


consigned

Do it right the first time


Non Value added activities

Failure Mode Effects Analysis


How do you use these tools to bring
bottom-line results to your company?

COURSE OUTLINE

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.

Spend Analysis capability


Supplier Relationship Management

Collaborative Forecasting Planning


and Replenishment
How to establish alliances for critical
relationships
How to create a platform for problem
resolution
What are the steps involved in
employing strategic sourcing
What is Total Cost of Ownership (TCO)
How to employ TCO
What is optimization of inventory
How to achieve an inventory level that
will reduce inventory
How to determine procurement/supply
organization to fit most situations
How to address change get good
change
How to reduce lead time with your
supplier
What are the pitfalls to avoid in the tools
being employed
How to gain the knowledge and employ
it successfully
Successful application of Consigned SMI
How to identify non-value added activity
in Purchasing and at your suppliers

These practices include the following:

Enterprise alignment in conjunction


with strategic direction

Utilizing certain technologies to


enhance capabilities and proficiency

Establishing relationships with key


suppliers

Engaging in g in strategic sourcing

II. Enterprise Alignment


a. Leaderships Role
i. How to make change happen
b. Structural considerations necessary for
best results
c. Stakeholders who, why and how to
involve
d. Exercise - enlightenment
III. Collaboration A Major Results
Tool
a. Supplier relationship maturity model
b. Transforming the relationship
i. Developing Trust
c. How to increase supplier involvement
d. Universal operational Tool
i.
How to reduce lead time
IV. Strategic Sourcing as a Major Tool
a. What is it and why do it?
b. Defining the process steps to
accomplish it
c. Developing and managing the supply
base
i. How many suppliers are needed?
ii. Selection and evaluation techniques
d. Exercise Supplier Selection/evaluation
V. Procurement s and Cost (TCO)
a. Traditional financial impact
b. Procurement process cost factors
c. Operational performance costs
d. Total Cost of ownership (TCO) vs.
Traditional Accounting
i. How to reduce the TCO
e. Process Improvement Model
VI. Leveraging Technology
a. Supplier Relationship Management
(SRM)
b. Supply Chain integration
c. Definition of e-tools and their
application
i. Spend Analysis
ii. E-sourcing
d. Pitfalls to avoid but learn from
VII. Risk and Procurements Role
a. Where are the risks?
b. Risk Analysis Tools for mitigation
i. Failure Mode Effects Analysis (FMEA)

Application of total cost of ownership


(TCO) and not price
Using a structural application to fit
multi national supply requirement
Initiating the appropriate level of
control to ensure accomplishment of
results
Minimizing risk via a systematic and
collaborative approach
Optimization of inventory

Purchasing & Procurement Center

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

VIII. Inventory Optimization


a. What is inventory optimization?
b. How does Procurement influence such?
i. Supplier Managed Inventory (SMI/VMI)
c. The benefits to be achieved
WHO SHOULD ATTEND:

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.

+603 7665 2035

+603 7665 2038

IX . Case Study Application of Best


Practices
a. Rules for success
b. Case study exercise
This Course is Conducted By:
Michael Gozzo

registration@purchasing-procurement-center.com 2

COURSE SUMMARY

COURSE OUTLINE

Once the commercial transaction is


negotiated and signed, most contracting
teams in the IT/Outsourcing sector are
pulled from the process at the same
time that the parties are escalating their
focus on the transaction. Both parties are
incented to maximize their financial yield
on the transaction and minimize their risk,
yet some do not treat Contract
Management as a key to their overall
success. This interactive session that
includes 9 exercises related to the IT
sector, will help you discover:

Overcoming the challenges in contract


implementation

Applying Customer Relationship


Management principles in contracting

Developing a implementation project

What is Customer Relationship

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

How to dedicate the necessary tools,

Addressing the differences in contract


administration and management

What is contract administration?


What is contract management?
Keeping focused on the rights and

techniques and talent to managing


commercial relationships?
What is the difference between Contract
Administration, Contract Management
and Relationship Management in the
IT/Outsourcing sector?
What is needed for you to succeed at all
three levels?
How to drive greater value and
innovation into subsequent contracting
cyles with your commercial partners?
Learn cost effective contract
administration and management
techniques
Identify opportunities to reformulate
your commercial IT contracting
Strategies
Develop specific and realistic commercial
relationship performance metrics
Achieve excellence in your commercial
relationships
Identify opportunities to automate your
contract management processes through
software and other tools
Resolve contractual disputes without
destroying the relationship
Realize the full value and risk reductions
that you have negotiated

This Course is Conducted By:


Jim Bergman

Purchasing, sourcing and supply

management professionals
Sales contracting professionals
Contract lawyers and attorneys
Contract management professionals
Contract managers and administrators
End-users who impact, or are impacted by,

the contracting process


Finance professionals involved in contracting
Contract negotiators
Operational managers
Commercial relationship managers

Purchasing & Procurement Center

Utilizing Alternative Dispute


Resolution options

Managing key contracts in the


IT/Outsourcing sector

Selecting Contract Management


Software that is a best fit to purpose

Hardware equipment sales agreements


Hardware and software maintenance
agreements

What is your electronic contracting

Software licensing agreements


Telecom and cloud services agreements
Outsourcing services agreements

strategy?

What are the options in the


marketplace?

Which options are the best fit for your


strategy?

Exercise 3 Defining the software


functionality needed for a portfolio of
IT/Outsourcing commercial contracts

Exercise 8 Critiquing a series of contract


lanaguage provisions - what can be
managed?
Managing contract close-out

Managing the contract change order


process

What is a change order and why does it

happen?
Understanding the relationship dynamics
behind a change order
Documenting the change order and
preventing excessive changes

Embracing Supplier Relationship


Management tenets in contracting
What is Supplier Relationship
Management?
Understanding the benefits of a well
managed supplier relationship
Keys to success in Supplier Relationship
Management

+603 7665 2038

Exercise 6 Managing a software


maintenance services agreement

Exercise 7 Resolving a dispute over a


Cloud computing services agreement

Exercise 2 Performing contract


administration and management on an
outsourcing services contract

+603 7665 2035

Relationship Management

taking the litigation path

responsibilities throughout the


fulfillment phase

Exercise 5 Managing a hardware


maintenance services agreement

managed customer relationship

Keys to success in Customer

What is arbitration?
What is mediation?
Exploring negotiation options before

Exercise 4 Addressing the change order


process with a telecom services agreement

Who Should Attend:

Management?

Understanding the benefits of a well

Why do contracts terminate?


Understanding the rights and

responsibilities that survive termination

Closing out the contract -

communication and change


management considerations

Exercise 9 Managing the software license


contract into perpetuity

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

registration@purchasing-procurement-center.com 3

COURSE SUMMARY

COURSE OUTLINE

This course will provide tools and


techniques to enable participants to
determine the need to negotiate, pursue a
tactical or a strategic approach to the
negotiation and how to separate the key
negotiation drivers of the individual parties.
Further learn how to examine the
importance of the negotiation strategy and
how it is fully integrated into the corporate
procurement strategy.
Attend & Discover:

Plan in multi-disciplinary teams


Create the right negotiation strategy
Understand key tactics and ploys
Understand the impact of legislation on
the outcome
Select the right type of supplier
relationships - recognise their
applicability and the best means of
measurement.
Identify key behavioural aspects within
the negotiation
Know what makes a skilled negotiator
Integrate negotiation into the total
purchasing cycle
Apply the key tasks for the preparation
and planning needed for successful
negotiation
Manage the key phases of negotiation

The Evolution of Negotiation within


the Procurement Environment

Positions vs Interests

Strategy Preparation and Determination


Implications for the Buyer and Seller
Negotiation Research

The Ideal Negotiation

Preparation and Planning


Key Phases
Key Issues
Key behavioural aspects
Tactics and Ploys

Structure
Conflict Management
Persuasion Techniques

Personal Negotiation Profiling

A full day negotiation Exercise testing


the skills and profiles of the participants

Characteristics of a skilled Negotiator


Individual Improvement Programmes
What are they?
How are they created?
How can they be used?
What will they tell me?

We want the supplier to say yes


The third 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.

Skills Assessment Profiling


Analysis and Creation of Individual

negotiation profiles
Style
Power
Attitude
Flexible v positional

Robs interactive approach & in-depth


explanations and examples added immense
value.

Handling the Negotiation Scenario


A Business scenario to provide base

data to form part of the individual


Improvement programme and re-affirm
the appropriateness of the profile
created

This Course is Conducted By:


Rob Thompson

Personal behaviour and attitudes


Meeting the needs of the other party
Satisfying the other parties interests
Maintaining flexibility

A Business problem is identified against which


a profile of the people vs organisational and
positions vs interests are identified and
through negotiation a solution achieved.

Control
Agreement
Implementation

relationships
Venues
Timescales
Types of relationships
Research

Exercise:

Review and Analysis

Who Should Attend:


Leaders, 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 procurement
operations.

Management of the Negotiating


Environment

The Negotiation

Creating the right environment and

He added new dimensions to the Contract


Management, Contracts Creation & relationship
with strategic information and application.
Contracts Manager
BT APPLIED TECHNOLOGY

People vs Organisations
Understanding the impact of different
personal and cultural styles

National characteristics
Drivers and Restrainers
Style profiles
Behaviours and customs

Develop the right information base


Understand the Business methods
Understand the social and political

organisation
Understand the Financial and legal

modus operandi
Understand the Infrastructure and

logistical systems

Purchasing & Procurement Center

+603 7665 2035

+603 7665 2038

registration@purchasing-procurement-center.com 4

COURSE SUMMARY

COURSE OUTLINE

The development and management of


carefully crafted strategies for the
acquisition of all goods, equipment, and
services has become a critical issue in all
organizations wishing to reduce operating
cost while improving quality and
productivity. This program explores key
concepts forming the basis of strategic
procurement and moves todays supply
management organization from its typical
tactical focus to the strategic focus needed
to successfully implement the processes
and methods needed to reach world-class
performance.

Whats in it for the organization?

Leading and Managing

The organization will benefit by:

Higher productivity thru increased

Skilled leaders and managers are essential


if procurement is to bring to the
organization the vast benefits of Worldclass supply management.

Management and Leadership--What is

By attending this event, YOU will


learn:

How to develop leadership

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

Purchasing & Procurement Center

competency of personnel involved in


supply management activities
Reduced total cost of ownership for
purchased materials, equipment, and
services
Improved productivity of the entire
organization by better on-time delivery
of high quality goods and services
Improved supplier performance and
relations
Greater strategic focus of those involved
in supply management resulting in an
improved bottom line
Increased customer satisfaction

the difference?

What helps or Interferes with Becoming


a True Leader

Developing Leadership Competencies


Setting the Direction for World Class
Procurement
Establishing the importance of the function
and the need for it to emerge as a core
competency of the organization are critical
steps in strategy development.

Whats in it for you?

Leadership is about ResultsGetting To

Attendees will gain by participation in


this program as a result of:

Change And Becoming More Strategic


Purchasing Impact On The Bottom Line
Defining Supply Management

World Class

Increased skill sets in supply


management

It is always about the people

A greater sense of professionalism


Knowledge of world-class supply

Good managers know that they cannot


perform better than their people. So
providing clear direction and vision along
with skill set development is essential in
reaching world class performance.

management practices
Greater ability to lead continuous
improvement programs
Increased recognition by the
organization due to improved
performance

Supply Management Skill Sets


Job Descriptions for Strategic
Procurement

Who Should Attend:

Procurement Professions Ethical

Leaders, Managers, and Professionals in

Defining The Supply Management

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 procurement
operations.

+603 7665 2035

Standards

Mission And Vision

Determining and Managing the Gap


Developing the Procurement
Organizations Strategic Plan

Internal Surveys To Improve Purchasing


Performance

This Course is Conducted


By:
Robi Bendorf

+603 7665 2038

registration@purchasing-procurement-center.com 5

COURSE OUTLINE CONTINUATION......


Becoming More Strategic with Value
Added Techniques

How to Contract in Volatile Markets

Purchasing personnel must move from the


tactical focus of most procurement
operations to a much more strategic focus
that brings continuous improvement to the
organization.
Developing The Spend Profile
Creating Time To Be Strategic
The ABC (Pareto) Analysis
Material/Services Purchasing Code
Development
Price Analysis
Price analysis is the most common form of
price justification and performed properly
can generally give the organization
confidence that a reasonable price was
obtained.

Methods Of Price Analysis


Competitive Bidding
Cost Estimating Relationships
Historical Analysis

When supply market conditions are


extremely volatile, contractors must
include price contingencies that represent
their worst nightmares for price escalation
of significant cost drivers. This is not good
for either the buying or selling side.

Exploring the Use of Economic Price

Adjustment (EPA) Clauses in Fixed Price


Contracts

Supplier Performance Measurement to


Stimulate Continuous Improvement
It is universal that an organization cannot
perform better than its contractors and
suppliers.

Supplier/Procurement Categories
How Do Suppliers Evaluate Us As A
Customer

Bidder Qualification And Selection Best


Practices

Supplier Performance Measurement


Total Cost of Ownership (TCO)

Creating the Purchase Price Index


Supply Managers must have a clear
understanding of how the changes in
prices they are paying compare to the
movement of prices in the market place.

Different products, brands, markets,


customers, and suppliers, make
tremendously different demands on an
organizations resources. Best
procurement practices take into account
these demands in Total Cost of Ownership
concepts.

Developing Company Purchase Price


Index

Defining Total Costs Of Ownership


Total Costs Of Ownership Models

Development of Should Cost


This session will focus on typical methods
of cost analysis and look at the elements
of cost that make up the price.

Methods Of Cost Analysis


Major Elements Of Cost
What should determine the Suppliers
Profit

What And How Important Are Supplier


Overheads

Requesting and Evaluating Supplier Cost

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

I gained a great deal of understanding


that is practical and not simply from
books. I would be very interested in any of
Robis programmes.
Sub Contracts Manager, Leighton
Offshore

This training has opened up new


perspective on looking at
procurement from a strategic point
of view to benefit an organizations
bottom line directly.

Info

Developing Should Costs for service

Procurement Executive
Siemens Malaysia Sdn Bhd

and parts

The Course is superb! I got many ideas


to enhance our contract management
practice.
Procurement Executive,
Institut Jantung Negara

Purchasing & Procurement Center

+603 7665 2035

+603 7665 2038

registration@purchasing-procurement-center.com 6

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

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 OEMs (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
EmpowermentSuccess Through Involvement".

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

TRAINING SCHEDULE
8.00am

Registration & Morning Coffee

8.30am

Training Starts

9.45am

1st Coffee Break

10.00am

Training Resumes

11.15am

2nd Coffee Break

11.30am

Training Resumes

12.45pm

Lunch

1.45pm

CONTACT US if you would like to have an


IN-HOUSE TRAINING

Training Resumes

info@purchasing-procurement-center.com

3.00pm
Training
To Register,
pleaseEnd
seeofthe
last page
Purchasing & Procurement Center

+603 7665 2035

+603 7665 2038

registration@purchasing-procurement-center.com 7

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.

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. Hes 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:

As a Regional Purchasing Manager earlier in his career Rob


achieved a 5% savings when developing and negotiating
contracts for 5 new commodity areas.
Heres 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

Testimonials:

Over $15 Million in Savings;


15% reduction in supplier base;
Increased contract utilisation by 15%; and
Increased purchasing efficiency by 18%.

One of the best courses Ive been to and a great help to my work

Rob has a great enthusiasm for procurement and


his style and personality is infectious.
Raul Aliyev
Contracts Engineering Specialist, Ras Gas

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 has generated a greater interest in


procurement across the collective organisations
we work with than any other procurement trainer.
Valerie Roberts
Legal Adviser Public Procurement , IDLO

CONTACT US if you would like to have an


IN-HOUSE TRAINING

info@purchasing-procurement-center.com
Purchasing & Procurement Center

+603 7665 2035

+603 7665 2038

registration@purchasing-procurement-center.com 8

REGISTRATION FORM
REGISTRATION
FORM

Please complete this form immediately and SEND back to:


SCAN AND EMAIL TO:

DELEGATE DETAILS

registration@purchasing-procurement-center.com

Name
Job Title
Mobile
Email

: ........................................................................................
: ........................................................................................
: ........................................................................................
: ........................................................................................

Name
Job Title
Mobile
Email

: ........................................................................................
: ........................................................................................
: ........................................................................................
: ........................................................................................

Name
Job Title
Mobile
Email

: ........................................................................................
: ........................................................................................
: ........................................................................................
: ........................................................................................

or Fax to: 603 7665 2038


Investment Fee (Please tick / check box)

COMPANY INFORMATION
Name
Telephone
Fax
Address

: ........................................................................................
: ........................................................................................
: ........................................................................................
: ........................................................................................

REGULAR FEE

USD 4,495.00

Group of 3 to 5
(6% off)

USD 4,225.00

Group of 6 or
more (15% off)

USD 3,821.00

Select the trainings to attend (Please tick / check box)


Global Procurement Best Practices
24 - 28 March 2013, Dubai UAE

AUTHORIZATION (This form is invalid without signature)


Name
: ........................................................................................
Job Title
: ........................................................................................
Signature : .........................................
Date
: ........................................

CONTACT PERSON
Name
Job Title
Telephone
Fax
Email

: ........................................................................................
: ........................................................................................
: ........................................................................................
: ........................................................................................
: ........................................................................................

Contract Administration: From Start to Finish


31 March - 4 April 2013, Dubai UAE
IT Contract Development
5 - 7 May 2013, Dubai UAE
Strategic Negotiation in Purchasing & Procurement
9 - 13 June 2013, Dubai UAE
Procurement Strategy Development & Management
23 - 27 June 2013, Dubai UAE

Important: Please fill all details in this registration form.

PAYMENT

DETAILS
CREDIT CARD (Please fill below) __Visa __MC ______ others

PAYMENT OPTIONS: Please tick your method of payment


PAYMENT POLICY: Payment is required within 5 days upon
receipt of the invoice.

Name on the Card: _________________________________________________


Credit Card No: ____________________________________________________
Card Verification Code: ______________________________________________
(Last 3 digit numbers below the magnetic bar at the back of the Card)
Expiry Date: __________________ Signature: __________________________

BANK TRANSFER
Bank Name: STANDARD CHARTERED BANK MALAYSIA BERHAD

I would like to pay thru credit card as per details filled above.
My organization will pay for my attendance. Use my Credit card to guarantee my
attendance. If I fail to attend the event with less than 3 weeks notice before event date, I authorize Kavaq to charge my credit card for the entire event fee.
NOTE: Please send a copy (front & back) of your credit card as well.

Bank Address: Lot 10, Jalan Sultan Ismail,


50250 Kuala Lumpur, Malaysia
Bank Account Name:

KAVAQ BUSINESS INTELLIGENCE (M) SDN BHD

Bank Account No:


Swift Code:

Confirmation details
Joining details confirming your participation will be sent, once a registration has been received.
After receiving payment, a receipt will be issued.

897170026165
SCBLMYKXXXX

All payments must be received prior to the event date.


NOTE: The investment fee does not include any taxes (withholding or otherwise). In case of any
taxes applicable the client has to ensure that the taxes are paid on top of the investment fee
paid for the course. Compliance with the local tax laws is the responsibility of the client.

Purchasing & Procurement Center

+603 7665 2035

Cancellations/Substitutions
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.
Cancellations with less than 3 weeks working days prior to the event date carry a 100% liability.
However, course materials will still be couriered to you.

+603 7665 2038

registration@purchasing-procurement-center.com 9

You might also like