World-Class Purchasing: From Negotiation to Cost Efficiency
Introduction
This course equips participants with the strategies, tools, and techniques required to transform purchasing into a driver of sustainable cost savings and organizational value. Organizations spend a significant portion of their revenue on goods and services—ranging from raw materials to spares and operational supplies. To achieve competitive advantage, world-class companies focus on reducing costs through strategic purchasing, effective negotiations, and cost management methods.
Participants will learn how to evaluate supplier pricing, apply cost reduction strategies, and develop strong negotiation skills to ensure that procurement delivers tangible financial and operational results.
Course Objectives
By the end of this course, participants will be able to:
* Examine the key features in spend profiles to identify savings opportunities.
* Evaluate cost reduction opportunities and apply proven methods for results.
* Understand supplier pricing structures and apply analytical tools.
* Develop strategic purchasing plans aligned with business objectives.
* Apply modern negotiation approaches to achieve win-win outcomes.
* Build confidence in planning and conducting high-value negotiations.
Training Methodology
This program uses a **blended learning approach** combining:
* **Expert-led presentations** to explain principles and frameworks.
* **Real-world case studies** to analyze best practices in purchasing and cost reduction.
* **Practical exercises and simulations** to apply tools and techniques.
* **Group discussions and role plays** to enhance negotiation skills.
* **Interactive workshops** where participants develop action plans for their organizations.
Who Should Attend
This course is designed for professionals involved in purchasing, procurement, supply chain, and contract management, including:
* Purchasing and Procurement Managers
* Supply Chain Professionals
* Contracting and Sourcing Specialists
* Operations and Production Managers
* Finance, Cost Control, and Planning Personnel
* Anyone seeking to improve negotiation and cost reduction skills in purchasing
Course Content
Day One – Continuous Improvement in Cost and Productivity
* How do other functions view purchasing
* A Purchasing Savings Model
* Total Cost of Ownership Models
* Cost Reduction Initiatives
* Establishing a Strategic Focus with Pareto Analysis on Cost
* Modern Methods of Analyzing the Spend
Day Two – Defining Cost Reduction Opportunities
* Developing Company Purchase Price Index and Comparing to External Indexes
* Understanding of Supply Marketplace and how Suppliers Price
* Benchmarking Best Practices in Cost Reduction
* Resisting Price Increases
* Supplier Performance Measurement
* Cost Saving Methods
Day Three – Methods of Price Evaluation
* Price Justification
* Methods of Price Analysis
* The Competition that Leads to Price Reduction and Evaluation
* Methods of Cost Analysis
* Breaking Down the Elements of Cost
* Developing “Should Cost” Models
Day Four – Successful Negotiations
* Negotiation Skill Sets
* Steps in Negotiation Preparation
* Methods of Persuasion
* What Does Win/Win Really Mean?
* Determining the Issues
* Rating & Valuing Issues
Day Five – Determining Strengths and Weaknesses
* Know Your Better Alternatives to Negotiated Agreements (BATNA)
* Analyzing The Other Side
* Negotiation Objectives Diagram
* Preparing the Negotiation Team
* Tips for the Actual Negotiation
* Negotiation Role Plays and Case Studies for Hands-On Experience
Enquiries and Registration
Enquiry at : admin@keleaders.com
Whatsapp: 0044 790 125 9494
For more details visit our website : www.keleaders.com
