Advanced Purchasing

NEW Examine the key drivers of purchasing performance, identify the tools and techniques that support the delivery of competitive advantage and provide delegates with the skills to manage a purchasing team.

Course overview

As the focus on purchasing effectiveness and the expectations and demands of senior management increase, there has never been such an acute awareness of the need to manage supplier resources to achieve maximum advantage.

In this programme we examine the key drivers of purchasing performance, identify the tools and techniques that support the delivery of competitive advantage and provide delegates with the skills to manage a purchasing team.

Participants will receive a personal purchasing assessment based on the MaguireIzatt Purchasing Profile – a comprehensive evaluation of strengths and weaknesses on 20 key aspects of purchasing.

Your next step is to call us now on +44 (0)20 7729 6677 or email us at info@falconbury.co.uk or use our contact form and find out how we can help. There are no commitments, and if we cannot help our advice and recommendations are free of charge.

Why you should attend

This programme will help you identify and build on your strengths and weaknesses in relation to purchasing performance. It will give you the tools and techniques to enable you to gain a competitive advantage for your business.

Sample programme

1. The future of purchasing

As a start to the course we will review how the purchasing process and the organisation of purchasing has changed over the recent past, and consider how this impacts on purchasing staff in terms of skills, roles and organisation.

  • The changing role of purchasing
  • Managing supplier knowledge and expertise
  • Implications for purchasing staff and management

2. Purchasing strategy

Strategy is frequently mentioned and infrequently delivered. In this session we will explore the key elements of strategic analysis and build a tool-kit to assist participants to deliver a purchasing strategy that is right for their business.

  • Defining the strategic horizon
  • Segmenting expenditure and mirroring the supply market
  • Services, capital, sub-contract and outsourcing

3. Achieving value for money: dealing with the past

In this session we will focus on the strengths and weaknesses of competitive tendering and when this approach is best.

  • The problems with competitive tenders
  • Operating a successful tendering programme
  • Evaluating competitive tenders

4. Achieving value for money: alternative approaches

In this session we will examine the alternatives to tendering and consider the criteria purchasing managers can use to choose their approach.

  • Building confidence in the management group
  • Total cost of acquisition
  • Cost modelling and target costing

5. Getting the best from suppliers

Suppliers are an invaluable source of ideas, innovation and cost reduction. However, experience shows they will only do this in response to a carefully managed and targeted programme that provides a road map to improved business.

  • Key elements of a supplier development programme
  • Forecasting the future state
  • The profile of tomorrow’s supplier
  • Supplier profiling

6. Category management and strategic procurement

Best practice purchasing teams across the world are putting purchasing at the front of the commercial success of their organisation.

  • Purchasing as a business discipline
  • Extending the purchasing footprint
  • Business performance tools
  • Team-based procurement

7. Internal marketing of the purchasing function

This session looks at how to create demand for purchasing services and provide support and leadership to budget holders to achieve best value for money.

  • Establishing stakeholder requirements
  • Branding the purchasing function
  • Channelling purchasing and process leadership
  • Purchasing staff as VFM consultants

8. Measuring purchasing performance

In this session we will examine the difficulties of measuring purchasing performance and discuss whether savings are the same as business benefits, and the implications for budget holders when purchasing gets involved.

  • Benefits v Savings
  • Capturing benefits
  • Estimating resource requirements

9. Benchmarking purchasing performance

In this session we will consider the requirements of an effective benchmarking programme and the role that creativity plays in achieving step changes.

  • What is benchmarking and what are the pitfalls?
  • Best practice benchmarking
  • Establishing benchmarks
  • Avoiding the ‘lunch club’ syndrome

10. Setting a cost reduction ambition

F4 analysis challenges purchasing teams to assess the opportunity available to them when setting a cost challenge.

  • The four key factors that influence the opportunity
  • Scoring the factors
  • Defining your cost ambition

Recommended trainer

Robert Maguire runs his own consultancy, MaguireIzatt. His experience spans the full range of outsourcing and vendor management issues from determining what to outsource, through developing an appropriate contract strategy and building a performance dashboard to negotiation and conflict resolution to deal with the inevitable management issues that arise in any long-term relationship. Through his consulting, coaching, mentoring and skills development interactions, he helps major organisations in the public, private and not-for-profit sector transform their thinking and approach to their commercial relationships. Robert’s clients span a range of industries including pharma, consumer products, telecoms, transport and public sector both in the UK, the US and the Middle East. He is an accomplished line manager and consultant experienced in all aspects of purchasing and supplier management. Prior to establishing his own consultancy Rob was European Purchasing Manager for Reckitt & Colman plc where he established a European procurement function for the purchase of raw materials and sub-contracted products. He has worked as a consultant at Price Waterhouse and Ernst & Young, and has worked with a number of pharma companies including Glaxo h4. Welcome (GSK).