PROCUREMENT SOURCING INTENSITY

Learning Objectives

Scots™ Skill ONE
Steps to RESET Vendor Business Dealings and Win Commitment for CHANGE Post-Covid 19!

Scots™ Skill TWO
Face-to-Face Vendor Questions – Confirm Capacity, Expertise and Commitment

Scots™ Skill THREE
Develop Post-Covid 19 Approved Vendor List with Vendor Selection Toolkit

Scots™ Skill FOUR
Present Vendor Proposal, Vendor Motivation and Secure Vendor Commitment

Scots™ Skill FIVE
Vendor Tracking Toolkit – Degree of Relationship, Support and Influence to OTD

Scots™ Skill SIX
Procurement Negotiation Worksheet – Major/Minor Criterias, Min/Max Position and Goal Focus

Scots™ Skill SEVEN
Develop Informative Procurement Reports – Win Stakeholders Confidence and Support!

Who Should Attend:

Procurement, Vendor Sourcing, Purchasing, Material, Logistics, Supply Chain, Inventory, Project, R&D Planners, Executives, Managers and People involved in Daily Vendor Sourcing

Workshop Outline:

PART A – PROCUREMENT SOURCING INTENSITY – THE WORLD HAS CHANGED

Post-Covid 19 Procurement Problems – Delayed/Limited Materials, Cash Flow, Insolvency, Order Cancelation, etc.

‘NEW NORMAL’ Planning – New Priorities, Vendor Support, Fluctuating Orders and Bargaining Power Shift

PART B – ‘NEW NORMAL’ PROCUREMENT in VENDOR TRANSFORMATION

1. VENDOR CHANGE VS ‘RENEWAL’ – POST-COVID 19 CHALLENGES

New Vendor Commitment/Capability Analysis – Resources, Capacity, Alignment and Management Excellence
Getting Traditional Vendor to Self-Renew – ‘Reverse Marketing’ to get Vendor to CHANGE, CHANGE and CHANGE!
Scots Skill ONE – Steps to RESET Vendor Business Dealings and Win Commitment for CHANGE Post-Covid 19!

2. CRITICAL NEW VENDOR INFORMATION – JUSTIFY VENDOR SELECTION

Vendor ‘Hidden’ Information – Resources/Capacity, Information Cross Reference and Decision Influencers
Vendor ‘Questioning’ Intensity – Asking ‘Right’ Questions, ‘Right’ People and Check Information Validity
Scots Skill TWO – Face-to-Face Vendor Questions – Confirm Capacity, Expertise and Commitment

3. VENDOR SELECTION STRATEGY to APPROVED VENDOR LISTING

Vendor Selection Committee – Procurement/User/Quality Team, Selection Toolkit and Approval Brainstorming
Justify, Justify and Justify Vendor Selection – User Confidence, Quality, Evaluation and Trust
Scots Skill THREE – Develop Post-Covid 19 Approved Vendor List with Vendor Selection Toolkit

PART C – PROCUREMENT SOURCING STRATEGY – GET THE ‘RIGHT’ VENDOR

4. VENDOR ‘CHANGEOVER’ from TRADITIONAL to DYNAMIC

THREE Key Vendor Leverage – Volume/Vendor Capacity, Business Profits/Margins and On-Time Payments
Vendor Self-Renewal Motivation – Future Business, Track Record, Volume/Profit and Technology Transfer
Scots Skill FOUR – Present Vendor Proposal, Vendor Motivation and Secure Vendor Commitment

5. BUY DIRECT MANUFACTURER and SELF-PRODUCTION STRATEGY

Direct Manufacturer vs Trading Houses – Achieve Cost Down, OTD, Inventory with Trading House Support!
Self-Production vs Outsourcing – Non-Essential Items, Reduce Capex, Inventory, Manpower and Hidden Costs!
Scots Skill FIVE – Vendor Tracking Toolkit – Degree of Relationship, Support and Influence to OTD

6. NEW/EXISTING VENDOR NEGOTIATION STRATEGIES

Procurement Bargaining Power – Key Decision Influencer, Business Value and Cash is King!
TEN Winning Negotiation Strategies – Right Approach, Strategy and Closing Skills!
Scots Skill 6 – Procurement Negotiation Worksheet – Major/Minor Criterias, Min/Max Position and Goals!

Part D – PROCUREMENT SOURCING PLANNING SUCCESS

7. PROCUREMENT PLAN 2021 and PERFORMANCE REPORTS

Develop Annual Procurement Plan 2021 – Dynamic Objectives, New Procurement Strategies and Action Plan!
New/Traditional Vendor KPIs Reports – OTD, Delivery Mistake, Problem Cases Solved and Order Completion!
Scots Skill SEVEN – Develop Informative Procurement Reports – Win Stakeholders Confidence and Support!