Mastering Strategic Purchasing and Negotiation: Achieving Sustainable Savings
Introduction
Organisations spend a significant share of their revenue on goods and services—from raw materials to spares, stocks, and indirect purchases. When the goal is to increase earnings by lowering costs, world-class organisations turn to **purchasing strategies** as a critical driver of business performance.
Success in purchasing is not only about identifying opportunities but, more importantly, about the **knowledgeable implementation of methods, processes, and techniques** to achieve measurable savings. This course provides the practical skills and strategic insights needed to become a leader in supply management, with a strong focus on **negotiation excellence and cost reduction strategies**.
This Course Will Feature
* World-class approaches to cost reduction
* Processes for developing purchase price indexes
* Evaluating supplier pricing structures and performance
* Planning for successful negotiations
* Practical negotiation approaches to secure savings
Objectives
By the end of this course, participants will be able to:
* Examine key features in spend profiles
* Evaluate cost reduction opportunities
* Understand supplier pricing structures and costing models
* Apply strategic purchasing plans to achieve savings
* Develop effective approaches to planning and conducting negotiations
Course Content
Day One – Continuous Improvement in Cost and Productivity
* How other functions view purchasing
* The Purchasing Savings Model
* Total Cost of Ownership models
* Cost reduction initiatives
* Establishing strategic focus with Pareto analysis
* Modern methods of spend analysis
Day Two – Defining Cost Reduction Opportunities
* Developing company purchase price indexes and comparing with external benchmarks
* Understanding supply markets and how suppliers price
* Benchmarking best practices in cost reduction
* Strategies for resisting price increases
* Supplier performance measurement
* Cost-saving methods and techniques
Day Three – Methods of Price Evaluation
* Price justification approaches
* Methods of price analysis
* Competition as a tool for price reduction
* Methods of cost analysis
* Breaking down elements of cost
* Developing “Should Cost” models
Day Four – Successful Negotiations
* Negotiation skill sets for purchasing professionals
* Steps in negotiation preparation
* Methods of persuasion in negotiations
* Understanding true win/win outcomes
* Determining negotiation issues
* Rating and valuing issues effectively
Day Five – Determining Strengths and Weaknesses
* Knowing your Best Alternative to Negotiated Agreement (BATNA)
* Analyzing the supplier’s position and interests
* Negotiation objectives diagrams
* Preparing the negotiation team
* Practical tips for live negotiations
* Hands-on negotiation case studies and debriefs
Who Should Attend?
This programme is ideal for:
* Purchasing and Procurement Professionals
* Supply Chain Managers
* Contracting and Sourcing Specialists
* Project and Operations Managers
* Financial and Commercial Managers
* Anyone involved in vendor management, supplier negotiations, or cost reduction initiatives
Enquiries and Registration
Enquiry at : admin@keleaders.com
Whatsapp: 0044 790 125 9494
For more details visit our website : www.keleaders.com
