The Challenge:  Boosting Profitability By Improving Supplier Performance

In an era of globalization, cost containment, out-sourcing, "just-in-time" inventory, and pervasive information technology, manager's in today's business world must negotiate in new and very different ways with their suppliers to help their organizations succeed.

Traditional purchasing models, which focus primarily on adversarial cost negotiation, fail to prepare today's business professionals to deal with trends, such as: radical reduction in the number of suppliers, deepening partnerships with strategic suppliers, integration of purchasing into core business operations, increased frequency of team purchasing, and global rather than local, or even national procurement.

In today's cost-conscious business environment, those who negotiate for your company must protect your interests…and build strong, performance-based relationships with your suppliers in the process. The challenge is clear: to provide your purchasing professionals with the negotiation skills they need to help your company reach its goals.

When your purchasing professionals demonstrate effective negotiation behaviors, they produce results, such as: lower costs, better cycle times, improved quality and delivery, and stronger supplier relationships.
 

Solution:  Negotiating With Suppliers™

Negotiating With Suppliers™ equips your people with a powerful set of concepts, skills, and tools for negotiating more profitable relationships with suppliers and improve teamwork within your organization. It is built around a powerful, experiential learning approach that:

• builds "gut level" comprehension of key skills by immersing participants in engaging, powerful negotiation simulations;
  
  
• uses a "full-spectrum" approach which builds and reinforces competitive, collaborative, and creative negotiating skills;
  
  
• provides an opportunity for participants to develop plans for applying new skills to improve actual negotiations inside and outside the company; and
  
  
• arms graduates with easy-to-use, post-workshop negotiation planning tools.
   

To Learn More About...

Improving supplier negotiation results:  read "400% Return on Investment from Profitable Supplier Negotiation," a case study about how a leading global hardware manufacturer used this process to boost profitability and deepen key strategic supplier partnerships.
 

*Completion of this course provides 16 hours toward re-certification of the Certified Purchasing Manager (CPM) or Accredited Purchasing Practitioner (APP) designation offered by the Institute for Supply Management (ISM).