Introduction to VAPNS

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Module 1: Moving from Simply Purchasing to Procurement/Supply Management

• Program purpose, objectives & why these best practices were selected

• Participant objectives

• Icebreaker: what are the top five challenges that your firm faces with regards to Procurement?

• Definition of a Supply Manager as a Leader (the four facets of leadership)

• Determining Procurement/Supply Management’s Mission (where), Processes (how) and Capabilities (what)

• Reviewing the fourteen focus areas

Module 2: Supply Management – Stakeholders & The Strategic Supply Plan

• Understanding Internal Customer Interfacing (what is senior management’s perception of you?)

• Defining our Internal Customers

• Differentiating the key stakeholder groups

• Achieving both Trust and Credibility

• Engaging in both ESI – Early Supplier Involvement & EPI – Early Procurement Involvement

• What do we have in common with an architect?

• Establishing the Plan’s Elements

• Defining the roles of the Procurement Professional

• Engaging in SMI – Supply Market Intelligence

• Developing the Operating Plan (including forecasts, budgets and staffing)

• Determining Key metrics – how are we doing?

• TEAM – Together Everyone Accomplishes More

• Differentiating the various roles that Procurement can have on cross-functional teams;             

• Understanding the four stages of team development

• The various types of teams that should be in place – with application to your company   

Module 3: Maintaining Good Ethical Conduct

• What are Ethics in relation to Procurement?

• Analyzing the Supply Management: Principles and Standards of Ethical Supply Management Conduct

• Establishing the Correct View of Gifts and Gratuities

• Understanding Social Responsibility

• The United Nations Ten Principles of the Global Compact

Module 4: The Nine Step Acquisition Process

• Step One - Determining Need

• Step Two - Communicating the Need

• Step Three - Identifying Sources

• Step Four - Soliciting and Evaluating Bids (i.e., RFI’s, RFQ’s, RFP’s)

• Step Five - Preparing the Purchase Order

• Step Six - Following up and Expediting

• Step Seven - Receipt and Inspection

• Step Eight - Invoicing and Paying

• Step Nine - Retaining Records

Module 5: Developing the Negotiation Plan

• Understanding the Key Elements

• Laying the Preparatory Groundwork

• Developing Strategies and Tactics

• Analyzing Buying and Selling positions

• Incorporating the BAFO (Best and Final Offer) and BATNA (Best Alternative to a Negotiated Agreement)

• Documenting the Negotiation

• Planning for the Type of Negotiation (i.e. goods, services, engineering, works) 

Module 6: Analyzing and Applying Total Cost Modeling

• Comparing & Contrasting Cost Types, Cost Behaviors & Cost Decisions

• Defining & Reviewing examples of both Should Cost & Target Cost

• Understanding the Elements & Application of TCO – Total Cost of Ownership

• Role out a Best Practice – Negotiating Volume Rebates based on Relevant Cost