Purchasing & Supply Management  I. THE POWER OF PURCHASING Contributions of Purchasing Purchasing's New Muscle Purchasing as a Profit Center II. THE ROLE OF PURCHASING Objectives of Purchasing - Top Management Perspective - Operating or Functional Perspective Organization and Responsibilities - Purchasing and Supply Management - Centralization vs. Decentralization - Cross-Functional Sourcing Teams - Scope of Responsibilities New Trends in Purchasing III. THE PROCUREMENT PROCESS Policy and Procedures Manual Purchasing Ethics Key Steps in the Procurement Process Types of Purchase Descriptions Types of Purchase Requisitions Types of Solicitations IV. METHODS OF PROCUREMENT Competitive Bidding Contract Negotiation Value Analysis Blanket Ordering Systems Contracting Consignment Buying Joint Purchasing Internet Purchasing The Procurement Card Outsourcing Countertrade V. SUPPLIER MANAGEMENT Structure of the Supply Market The Ideal Supplier The Role of Suppliers Sourcing Strategies Selecting Suppliers Stages of Supplier Development Managing the Supplier Base Evaluating Supplier Performance VI. CONTRACT LAW - Convention on the Int'l Sale of Goods - Uniform Commercial Code - USA - Sources and Types of Law - The Law of Agency - The Law of Contracts - Requirements of a Valid Contract - Types of Contracts - Types of Warranties - Alternative Dispute Resolution - Trade Terms, INCO Terms 2000 VII. CONTRACT NEGOTIATION Objectives of Negotiation The Negotiation Triad Modes of Negotiation Stages of Negotiation Preparing for Negotiation Competitive Intelligence Cost-Price Analysis Strategies and Tactics Leverage/Power Concessions Persuasion Ethics in Negotiation Global Negotiation Alternative Dispute Resolution VIII. VALUE ANALYSIS Value-Added Management Product and Process Value Supply Value Chain Goals & Genesis of Value Analysis Kinds of Economic Value How To Analyze Value Types of Value Analysis Case Study Demonstrations Mastering Change Organizational Strategies The Value Job Plan Improvement Opportunities and Tools IX. PURCHASING OF SERVICES Goods vs. Services Service Suppliers The Service Contract - Master Agreement - Statement Of Work Contract Administration X. INVENTORY MANAGEMENT .Inventory Objectives .Inventory Functions .Determining When To Order .Determining Quantity To Order .ABC Analysis .Cycle Counting XI. PERFORMANCE MEASURES Why measure? Benchmarking Reactive-Proactive Purchasing The Purchasing Audit The Supplier Scorecard The Balanced Scorecard Critical Success Factors The Excellence Model XII. PROFESSIONAL CERTIFICATION Elements of Professionalism The C.P.M. Program Sign up to perform Better, Faster, and Leaner. Contact us at (718)658-1136 or via e-mail AOK Consulting & Education Page 4 of 5 Please click here to turn to next page.