Efficient purchasing

OBJECTIVES OF THE SEMINAR
  • To improve the efficiency of corporate purchasers and buyers by helping them optimise their purchases
  • To help them develop a proactive approach with their suppliers
  • To help them get better prepared and set up a true strategic approach
  • To show them how to build a file and to manage offers
  • To teach them the techniques to use and the attitudes to develop in order to negotiate with success
  • To make them aware of the « negotiation games »
  • Help them better know their suppliers and train them to react efficiently under all circumstances
  • To teach them to avoid the classic errors committed during a negotiation
PROGRAM OF THE SEMINAR
  • Mission and responsibilities of the buyer
  • Qualities to possess in order to succeed as a professional buyer today
  • How to define and set up a true purchase policy
  • Juridicial and fiscal aspects
  • The purchasing mix
  • Study of internal needs
  • Market analysis
  • Setting up the preparatory file and working out the terms and specifications
  • Principal negotiation strategies and tactics
  • The preparation of the negotiation :
    • The analysis of strengths and weaknesses of each
    • Developing the right strategy
    • Determining the positions of attack, reply and withdrawal
  • The essential steps and the classic « rituals » of a buying negotiation
  • Negotiation “games” and psychology: how to react
  • Efficient attitudes and behaviour during negotiation
    • The win-win concept
    • Enslavement
    • Empathy
    • Verbal and non-verbal behaviour
    • Ground rules for negotiation, and traps to avoid.
  • Techniques of analysing the negotiating partner
    • The art of asking the right questions.
    • Active listening
    • Feedback
    • Observation
  •  How to manage different kinds of suppliers
    • The different profiles of suppliers
    • Efficient behaviour to adopt in function of each partner’s profile
  • Argumentation and persuasion
    • Act on the rational as well as on the emotional
    • The convincing arguments
  • Responding to objections
    • Different kinds of objections
    • Responding to any of these objections efficiently
  • Giving and obtaining concessions
    • Rules to observe
    • Seeking of creative alternatives
  • The closing techniques
    • When to close
    • How to close
  • The final choice
    • Selection criteria.
    • Comparison and cross check techniques.
    • Establishing the final table.
  • Follow-up and implementation for the future