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