OBJECTIVE

• To select the strategic supplier as working partner
• Contribution of supplier in an orgnisational growth
• Negotiation with supplier and market analysis
• To engage supplier as stratgic partner in cost reduction

SEMINAR OUTLINE

Why Improve Supplier Performance

Total Quality Supply Base Management

• Supplier Relationship Building, Alliances, and Partnering
• Supplier Categorization, Certification, and Supply Arrangements
• Three Questions of Strategic Supply Planning
• Supplier Site Visits, Qualification, and Survey Results

Supplier Qualification and Selection

• What Your Suppliers Need to Know - Welcome Booklet
• Supplier Qualification, Financials, and Due Diligence Studies
• Understanding the Supply Base

Supplier Performance Evaluation ?The Report Card

• Evaluating the Supplier's Performance
• Supplier Rating System Factors
• Process Criteria to Develop an Effective System
• Supplier Rating System Reports and Forms
• Rating Guidelines and Policy Standards

Managing Supplier Relationships and Measuring the Process

• The Impact of Supplier Relationship Management (SRM)
• Hosting a Supplier's Day and Supplier Linking
• How Well Are You Managing Your Supplier Base?
• Value-Added Cost Savings

Profitable Negotiation

• Definition of Negotiation
• The Three Approaches to Negotiation ?Balanced, conflict, Compliant
• The Principles of Balanced Negotiation, the Concept of Win-Win

Planning for Negotiation Meeting

• Defining Optimum and Fall Back Positions
• Assessing what the Other Side will Ask For
• Establishing the BATNA ?Best Alternative to a Negotiated Agreement

Conducting The Face-To-Face Meeting

• Working through the 6 step meeting process
• Obtaining vital information: agreeing outcomes and establishing the agenda
• Probing in order to develop understanding