iipmm education & training...

IIPMM

Education & Training Prospectus

IRISH INSTITUTE OF PURCHASING AND MATERIALS MANAGEMENT PRESENTS

HETAC ACCREDITED EDUCATION

FOCUSED SKILLS TRAINING PROFESSIONAL MEMBERSHIP

.iipmm.

http://www.iipmm.ie/�

IIPMM 17 Lower Mount Street, Dublin 2

Tel. 01-6449660, email: [email protected] www.iipmm.ie

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Content Welcome ................................................................................................................................................................................................................................................. 3

The Irish Institute of Purchasing and Materials Management .......................................................................................................................................................... 3

Education Programmes .......................................................................................................................................................................................................................... 4

Employment Potential ............................................................................................................................................................................................................................. 5

Certificate Programmes .......................................................................................................................................................................................................................... 6

Certificate in Public Procurement ..................................................................................................................................................................................................... 7

Certificate in Purchasing Fundamentals ........................................................................................................................................................................................... 8

Certificate in Warehousing and Supply ............................................................................................................................................................................................ 9

Why Certificate Programmes? ........................................................................................................................................................................................................ 10

Why IIPMM Degree in Procurement and Supply Management? ................................................................................................................................................... 10

Degree Programme............................................................................................................................................................................................................................... 11

Higher Certificate in Business, Procurement - Level 6 ................................................................................................................................................................... 12

Bachelor of Business Ordinary Degree in Procurement and Supply Management - Level 7 ........................................................................................................ 13

Bachelor of Business Honours Degree in Procurement and Supply Management - Level 8 ........................................................................................................ 14

Module Structure ............................................................................................................................................................................................................................. 15

Corporate Training ................................................................................................................................................................................................................................ 16

Training Calendar ........................................................................................................................................................................................................................... 17

Inventory Management ............................................................................................................................................................................................................. 18

Supplier Sourcing and Selection .............................................................................................................................................................................................. 19

Supplier Performance Measurement ........................................................................................................................................................................................ 20

The Fundamentals of Successful Negotiations ........................................................................................................................................................................ 21

Drafting the Specification and Evaluating the Offer ................................................................................................................................................................. 22

Advanced Negotiation Skills ..................................................................................................................................................................................................... 23

Basics for Buyers ...................................................................................................................................................................................................................... 24

Development of the Buyer ........................................................................................................................................................................................................ 25

Managing Procurement – Advanced Purchasing and Supply .................................................................................................................................................. 26

Introduction to Contract Law ..................................................................................................................................................................................................... 27

Drafting of Commercial Contracts ............................................................................................................................................................................................ 28

Advanced Storage and Distribution .......................................................................................................................................................................................... 29

In Company Training ....................................................................................................................................................................................................................... 30

Membership .......................................................................................................................................................................................................................................... 32

Affiliation.................................................................................................................................................................................................................................... 32

The National Procurement Awards ........................................................................................................................................................................................... 32

Corporate Membership ................................................................................................................................................................................................................... 33

Individual Membership .................................................................................................................................................................................................................... 34

Winning in Tendering Project .......................................................................................................................................................................................................... 35

mailto:[email protected]�



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Welcome We are delighted to present the Institute’s

• Education, • Training and • Membership information

in one, comprehensive brochure! Our programmes are designed to suit anyone whether just starting out in their procurement and supply management career or those updating their skills. No matter if you just wish to be in touch with the latest best practice in procurement by attending short courses or would like to gain professional qualifications and degree, this brochure is for you! There are plenty of choices on offer including:

• short, excellent one or two day workshops and seminars, • one semester, HETAC accredited certificate awards, • two year, part-time Higher Certificate in Business, Procurement Programme, that leads to • Bachelor of Business ordinary & honours degree in Procurement and Supply Management, • as well as the invitation to become a member of the Institute.

All Education courses commence in September. Apply now no later than 31st of August. All application forms and fees are available at www.iipmm/education.

The Irish Institute of Purchasing and Materials Management IIPMM was formed over thirty-five years ago to promote the purchasing and supply profession through education and training. The IIPMM has a vibrant membership base including graduate members, full members and corporate members supporting the Institute’s activities. The Institute’s aim is to promote excellence in all aspects of purchasing and supply management in both the public and private sectors. It is a not-for-profit, non-commercial organisation that is managed and controlled by its members.




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Education Programmes DEGREE PROGRAMME: Higher Certificate in Business (Procurement) - Level 6 Bachelor of Business (BBus) Procurement and Supply Management - Level 7 Bachelor of Business (BBus Hons.) Procurement and Supply Management - Level 8 CERTIFICATE PROGRAMMES: Certificate in Public Procurement - Level 6 Certificate in Purchasing Fundamentals - Level 6 Certificate in Warehousing and Supply - Level 6 The IIPMM Education Syllabus has been successfully delivered for over 35 years, first as a Diploma in Purchasing and Materials Management and, since 2008, when the Institute’s programme was accredited by the Higher Education and Training Awards Council (HETAC) at levels 6, 7 and 8 on the National Framework of Qualifications (NFQ), as a Degree in Procurement and Supply Management. We have over 3000 graduates who are now at the front of the profession.




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Employment Potential The IIPMM Education and Training Programmes provide essential skills and practical experience to develop career potential and contribute to the development of our students and organisations they work for. IIPMM members and graduates work in a variety of sectors in both the public and private including: PROCUREMENT

• Procurement Managers • Commodity Managers • Materials Managers • Category Managers • Purchasing Managers • Procurement Officers • Buyers • Procurement Administrators

SUPPLY MANAGEMENT

• Supply Chain Managers • Supply Chain Analysts • Vendor Managers • Supply Administrators

FREIGHT FORWARDING

• Freight Forwarding Managers • Freight Forwarding Administrators • Logistics Project Managers • Transport and Logistics Administrators

WAREHOUSE/DISTRIBUTION

• Warehouse Managers • Stores Managers • Warehouse Administrators

TRANSPORT AND LOGISTICS

• Transport Managers • Logistics Managers • Logistics Analysts • Logistics Project Managers • Transport and Logistics Administrators

According to a study by the National Skills Bulletin published in July 2010, there is some evidence of a shortage of international supply chain managers. The demand is for experienced individuals, with IT skills, forecasting skills, familiarity with materials requirements planning (MRP), and master production scheduling (MPS), enterprise resource planning, global team management, etc. The IIPMM successfully delivers excellent graduates that not only are well experienced and educated, but also they fit into this employment gap having wide career opportunities.




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Certificate Programmes If you are unable to commit to a long period of studying and yet wish to gain professional qualifications in procurement, then the HETAC accredited Certificate Award is a perfect option for you! You have a choice from the three awards listed below that can be completed in as little as one semester:

Certificate in Public Procurement Certificate in Purchasing Fundamentals Certificate in Warehousing and Supply

A Full Academic Year option is also available




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Certificate in Public Procurement With over €15bn being spent annually on public procurement in Ireland, the public procurement specialist needs a focussed education that will assure taxpayers that the public money is spent at their best interest. If you are a procurement manager facing many challenges including tendering processes, contracts, EU regulations, the key to success is to build an excellent and efficient team equipped with the fundamental knowledge of procurement. Why not to recommend this Programme to your team members? This Certificate in Public Procurement is ideal for those who are new to the role or have substantial working experience in public procurement, but have no academic background or relevant qualifications. Therefore it is essential for all procurers up to a middle management level. This is the first formal Irish accredited Public Sector Programme that is recognised on the National Framework for Qualifications (Level 6) and accredited by the Higher Education and Training Awards Council HETAC. This is a 30 credits award. Modules to be taken:

• Economics • Principles of Purchasing • Principles of Public Procurement

On Completion of this course

• Student will have a working knowledge of leading edge thinking in the area of Economics, purchasing and public sector procurement.

• Students will have developed an understanding of the organisational and management issues involved in Public Sector Procurement.

• Students will demonstrate skills that they are capable of managing and communicating with the their relevant stakeholders in the public sector procurement process.

• When the three examinations and module assignments are successfully passed, students will be awarded the Certificate in Public Procurement.

• Students can enter the IIPMM Higher Certificate in Business, Procurement Programme and be exempt from the modules completed.




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Certificate in Purchasing Fundamentals This Certificate is an excellent entry level course to the Procurement profession. This HETAC accredited at level 6 award is a part of the IIPMM successful syllabus. It is a great stand alone qualification but should you wish to progress, this programme enable you to enter the Institute’s Higher Certificate in Business, Procurement. The certificate modules completed will count towards your Higher Certificate. As a great progression route, we recommend to finish the two awards in one academic year and gain 6 exemptions from our Higher Certificate. Therefore you can complete the Higher Certificate in the two years as scheduled, receiving the two Certificates meantime. It is a must for anyone who wishes to pursue or develop a career in purchasing and supply management. This award is for those who work as buyers, procurement, commodity, materials or purchasing managers and officers who seek formal qualifications. Also the programme is a great choice for those who wish to complete the full degree with the IIPMM. Modules to be taken:

• Business Organisation and Information Technology • Principles of Procurement • Purchasing and the Commercial Environment


• Student will demonstrate a basic understanding of how businesses organise themselves to compete in the commercial environment.

• Students will develop an understanding of the role that Information Technology plays in the modern organisation.

• Students will demonstrate a basic understanding of the principles that govern purchasing and the role that those principles play in purchasing.

• Students will demonstrate a basic understanding of the role that purchasing plays in the wider organisational and business environment.

• Students will receive 30 credits and can pursue further studies in IIPMM or elsewhere.




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Certificate in Warehousing and Supply This Certificate is an excellent course for logistic and supply chain staff. More than theory, the practical and analytical skills and techniques are taught, which can be applied in the participants work environment. This can significantly contribute to your organisation by improving the supply chain process. The blend of modules is designed to focus on the development of specific skills and abilities in the distribution and supply sector. The modules are a part of our Level 6.2. Higher Certificate, therefore, should you aim to gain a degree in Procurement and Supply Management, the three exemptions from our Higher Certificate will be granted on successful completion of this course. This professional certificate is for those who work as supply chain managers, analysts, warehouse and store managers and administrators as well as transport and logistics staff. So if you have experience and wish to pursue more challenging career within supply chain this course is perfect for you. Modules to be taken:

• Introduction to Supply Chain • Storage and Distribution • Commercial Relationships


• Students will demonstrate a basic understanding of how supply chains function in the modern business environment.

• Students will understand the role and function of warehousing in the supply chain. • Students will demonstrate a basic knowledge of how businesses interact within the commercial

environment. • Students will receive 35 credits and can pursue further studies in IIPMM or in other education providers.




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Why Certificate Programmes?

• All our Certificate Programmes are accredited by the HETAC at level 6. • Programmes recognised and supported by employers. • These programmes are flexible, you can choose between weekly evening classes (one semester) or

monthly weekend classes (full academic year). • Our friendly and experienced lecturers will make sure that your return to education is not only challenging,

but also pleasant and exciting. You will have an access to all study materials, study guides, course notes and exam past papers and solutions via on-line student community Moodle.

• The certificate is perfect stand alone qualification. • If you wish to continue you can enter another certificate or the Higher Certificate in Business, Procurement

and be exempt from modules already completed on the certificate stage. • They also provide for ECTS (European Credit Transfer System) credits that are transferable across many

third level programmes and degrees across Europe. • As the certificates are a part of our successful syllabus, the Honours Degree in Business Procurement is

achievable in four years.

Why IIPMM Degree in Procurement and Supply Management?

• Achieve the Honours Degree in Procurement and Supply Management in four years. • A flexible part-time programme that you can pursue whilst working. • Award at every stage (Higher Cert, BBus Ord. Degree, BBus Hons. Degree) • All our Programmes are accredited by the HETAC at levels 6, 7 and 8. • Mix of business and professional procurement modules. • Developed by procurement professionals and academics. • These programmes are delivered on Distance Learning basis with tutorials on Friday evenings and

Saturdays once a month in Dublin and Cork. • Our friendly and experienced lecturers will make sure that your return to education is not only

challenging, but also pleasant and exciting. You will have an access to all study materials, study guides, course notes and exam past papers and solutions via on-line student community Moodle.

• The Programme has a unique learner assessment that allows you to relate your studies to your role in procurement.

• The Institutes provides a comprehensive series of on-line and practical supports for students including tutor’s help outside the tutorials, detailed module descriptors, assignment guides, module study materials, technical seminars to make it easier for those who return to education after a long break.

• Programmes substantially contribute to your career development and prospects. Apply Now! Application forms available at: www.iipmm.ie/education

“I found this course very rewarding and beneficial inthe execution of my role, as a result I would highly recommend it to anyone who wishes to progress their career within the area of procurement.” - Teresa Blake, Zurich Insurance plc.




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Degree Programme The IIPMM Degree in Procurement and Supply Management has been devised by the Institute and accredited by the Higher Education and Training Awards Council (HETAC). The programme contains of the three stages: Higher Certificate in Business (Procurement) - Level 6 Bachelor of Business (BBus) Procurement and Supply Management - Level 7 Bachelor of Business (BBus Hons.) Procurement and Supply Management - Level 8 If you wish to start your career as a buyer or to progress to a procurement managerial role the IIPMM qualification is a must! These, part-time programmes provide a mix of business and procurement related modules that will give you the skills and knowledge to develop your competence and expertise that will add value to your employer and you. Programmes are available nationwide and are delivered on the IIPMM block-learning basis with classes held in Dublin and Cork on weekends once a month. This flexible approach allows you to study at a pace that suits your circumstances.




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Higher Certificate in Business, Procurement - Level 6

This two year, part time programme is a first step to achieve an internationally recognised professional Honours Degree in Procurement and Supply Management. The Higher Certificate provides the student with a mix of procurement and general business modules with a strong focus on operational issues in procurement and supply. It also introduces basic quantitative methods used in research projects to develop functional knowledge and its application in a procurement role. On successful completion of the 11 modules, the Higher Certificate in Business, Procurement is awarded by HETAC and students can progress to the Bachelor of Business Ordinary Degree. For module list, please see further pages. You can find the applications fees and detailed syllabus at: www.iipmm.ie/education Assessment The choice of assessment methods for each module will reflect the stated objectives, the learning outcomes and, the teaching methods employed. The assessment instruments will include: Module Assignments, Terminal Examinations and Learner Reflections. Tuition We offer a distance learning approach that gives you the flexibility to study for your qualification without the need to attend weekly lectures. With our weekend tutorial sessions each month you can condense your lecture time without interfering with your busy lifestyle. You will still benefit from our extensive range of learning supports and will also have access to your tutors online. Entry Requirements For entry to the Higher Certificate programme a candidate must:

• Be over 23 years of age • Have at least three years appropriate work experience • Be working in procurement and supply management in the private or public sectors • Have five passes in the Leaving Certificate including Mathematics and English or an equivalent educational standard.

As part of the application process, students are required to detail their work experience and to have this verified by their employer. The Institute reserves the right to interview candidates to assess their suitability for the programme. Exemptions on a module for module basis may be granted. This programme is a pre-requisite for entry to the Institute’s ordinary, and then honours degree stage.




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Bachelor of Business Ordinary Degree in Procurement and Supply Management - Level 7 For successful graduates of the Higher Certificate, the next stage of a level 7 is available. The programme will build on the knowledgde that has been developed at the earlier level of study and is also a prerequisite for entry to the honours degree programme. It is a vital step towards membership of the IIPMM and by graduating from the programme, you will be invited to join the IIPMM members club. The objectives and aims of this level are:

• To develop in-depth learner knowledge of supply management and general commercial and industrial aspects of the organisation;

• To allow learners to use their functional knowledge in the analysis and synthesis of problems in the procurement and supply management function;

• To allow learners to stream their studies through the selection of elective combinations to suit their individual needs;

• To develop in learners an appreciation of the strategic context in which organisations operate; • To develop in learners a deeper awareness of the global nature of the business environment.

Tuition This Programme continues with its distance learning approach with tutorials held on weekends in Dublin and Cork. The range of support is provided including the on-line resources, materials and presentations, past and sample examination papers, assignment guidelines and tutor help. Modules The modules in this stage are a blend of 10 and 15 credit modules, where 3 modules are mandatory and 2 are electives. All 5 required modules must be completed to be awarded the Bachelor of Business Ordinary Degree in Procurement and Supply Management.




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Bachelor of Business Honours Degree in Procurement and Supply Management - Level 8 For successful graduates of the Level 7 and the previous IIPMM Diploma, the Level 8 is available. The aim of this level is to develop an in-depth understanding of business management and purchasing and supply function. It will build on the earlier modules at level 6 and 7. Learners are expected to have a capacity to draw complex information together and, reflect on their own practice and skills. They will demonstrate this in a research assignment. The aims and objectives of this level are:

• To develop learners skills in analysing and evaluating current issues impacting on the competitive position of the organisation;

• To develop a capacity to move from an operational to a strategic focus and appreciate the difference and need for both perspectives;

• To allow learners to take a comprehensive strategic perspective to procurement and supply so that the learner can make a specific contribution to the strategic management of their organisation;

• To develop in learners a contextual basis for their studies through the Research Assignment. Tuition This Programme continues with its distance learning approach with tutorials held on weekends in Dublin and Cork. There are also four Research Assignment tutorials scheduled in spring to guide you with your project. The range of support as resources and tutor help is provided. Modules At level 8, the combination of modules reflect a strategic focus. It is important that the integration of the three modules into one strategic unit is understood by learners. Therefore, there will be an integrative assignment designed to achieve this aim. This assignment will bridge the three taught modules and also case studies will feature prominently. To pass the programme, the three examinations, module assignments, learner reflections, research assignment project and integrative assignment have to be completed successfully. The Bachelor of Business, Honours is awarded.




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Module Structure




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Corporate Training We are delighted to present the IIPMM 2012 Corporate Training Programme with a wide range of seminars including purchasing and supply management, negotiation, legal issues and cost management for buyers, procurers as well as warehousing and supply staff at all supply chain levels. These short, excellent workshops are designed to suit anyone whether just starting out in their career or those updating their skills. Our presenters have a deep knowledge of procurement, excellent approach to facilitation and training as well as industry experience. Therefore the courses are extremely interesting, relevant to your day job and beneficial to your employer. Our training courses can also be customised and delivered In-Company. For more information, please call us at 01-644 9660.

“It was great, the trainer was brilliant! The course was not boring for a minute. Loved the exercises and the practical approach to the topic.” - Lilla Bozso, Pfizer “My expectations were fully met. I enjoyed the course. I found it very useful and relevant to my job.” - Anna Bizon, Irish Dairy Board “Very interesting and very enjoyable.” - Majella Burke, Creganna-Tactx Medical “These Seminars are professional and practical. An excellent aid to anyone whether just starting out in their career or those updating their skills. Excellent!” - Derrick Brown




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Training Calendar




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Inventory Management Many organisations wish to enhance performance by ensuring Purchasing and Materials Management functions provide real value. By gaining a greater understanding of purchasing, stores and materials management substantial savings could be made. Getting the level of inventory “right” can release working capital as well as reduce operating costs, at the same time improving customer service. Who should attend? ■ Inventory Managers, Finance managers, planners, buyers, stores staff, production staff ■ Anyone involved with the development of a purchasing and supply management department Learning Outcomes ■ An understanding of what can be achieved by purchasing and materials management departments ■ How to achieve potential savings while maximising customer service levels ■ An introduction to policies and procedures ■ Types of techniques which can be used in stores management ■ The methods of waste elimination Course Outline ■ Stores and the internal customer ■ The role of inventory ■ Policies and procedures ■ Reason for holding stock ■ The cost of holding stock ■ Stock service levels ■ EOQ and ABC ■ Setting appropriate levels ■ Stock records ■ Cycle counting ■ Reducing waste with the view of waste elimination ■ Benchmarking for best practice Duration: 1 day




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Supplier Sourcing and Selection Selecting the most suitable supplier for a given contract is of great importance to any Company. Learn how to select the ‘best fit’ supplier both to meet the long-term strategic and the short-term tactical goals of your company. Developing the expertise to source and select new sources of supply for your company is extremely important to the ongoing success of your company. Who should attend? All those within the company who are responsible for making decisions regarding the sourcing, selection and ongoing management of suppliers. Learning Outcomes ■ The critical process of supplier sourcing both locally and internationally is examined in detail ■ Matching of supplier to company supply requirements to best effect ■ Understand the importance of relationship building and relationship management ■ Learn how to develop a credible performance measurement system based on the service level agreement ■ Introduction to Risk Management in the Supplier Selection process Course Outline ■ Assessing market segments for sources of supply ■ Sources of Supply – Local and International opportunities ■ Supplier accreditation/qualification in line with your company policy ■ Supplier Selection for best value ■ Supplier Selection Criteria ■ Supplier Selection and Evaluation Methodology ■ Supplier selection cross functional team approach for better buying ■ Critical role of initiating appropriate relationship management ■ Risk management in the supplier selection process Duration: 1 day




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Supplier Performance Measurement By introducing and/or enhancing sound effective measurement systems, organisations will be able to see how purchasing contributes to the bottom line. Buyers will be better equipped to ensure that supplier performance meets expectations. Purchasing managers will be able to monitor the effectiveness of their own function. Delegates will be encouraged to share measures of performance that they have adopted, whether these have proved successful or not. Who should attend? Those with responsibility for monitoring and managing the impact of purchasing on the overall performance of the business and those interested in quantifying the successes of the purchasing function and promoting the function within the organisation. What will you learn? ■ How to develop objectives for purchasing which compliment overall organisational / company aims ■ Build up a range of performance measurement criteria which ensure that progress against target and objectives can be monitored ■ Use appropriate measures of performance for strategic and non-strategic suppliers ■ Make an informed decision on types of performance measurement criteria which are most appropriate for their own purchasing function Course Outline ■ Understanding the importance of setting clear quantifiable objectives against which to measure performance. ■ Review the importance of relating objectives and performance measure in purchasing to the corporate objectives of the organisation ■ How measures can shape or distort personal behaviour and their impact on organisation performance ■ Using measures to promote the purchasing function ■ Review systems of self-assessment and the use of the EFQM Business Excellence Model to measure purchasing performance ■ Workshop : Segmentation of each delegates supply base and facilitate identification of appropriate measures for different suppliers Duration: 2 days




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The Fundamentals of Successful Negotiations A step-by-step guide to the negotiation process. The ability to negotiate is one of the key requirements for the professional buyer – acquire the tools to do so effectively in this intensive one-day workshop. We de-mystify the process, work through a systematic approach to achieving the best deal possible for the company and use exercises and role-plays to help you implement what you learn. Who should attend? New and recent entrants to the purchasing profession. Learning Outcomes ■ Understand what negotiation is ■ Know how to plan and prepare for negotiation ■ Develop the skills of negotiation ■ Appreciate the personal aspect in the process Course Outline ■ An introduction and course objectives ■ The different types of negotiation ■ Exercise: understanding the personal aspect of negotiation. Followed by feedback. ■ Agreeing the negotiation objective ■ Planning/preparation for success in negotiation ■ Exercise: working through the planning and preparation process ■ The negotiation process examined ■ One-to-one negotiation in action. Evaluating the negotiation ■ Post-negotiation: “success” or “failure” ■ Summary and course evaluation Duration: 1 day




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Drafting the Specification and Evaluating the Offer This seminar is divided into two parts. Part 1 covers the process of drawing up specifications to be issued to potential suppliers. Part 2 addresses importance of the tender document and what to do with it. Who should attend? Those involved in design of product or service; those preparing specifications or buying on behalf of their company. Learning Outcomes ■ Understanding the need for an appropriate specification whether buying a product or service ■ Improve your knowledge of current specification and tendering best practice ■ Prepare an Invitation to Tender ■ Completing the Supplier Selection process ■ How to debrief the successful/unsuccessful supplier Course Outline ■ Defining the specification ■ Purpose of the specification ■ The difference between product and service specification ■ Essential requirements ■ Types of specification ■ The Purchasing role in specification writing ■ Invitation to Tender – basic documentation ■ Invitation to Tender – what’s included? ■ Preparing the supplier list ■ Tender evaluation ■ Supplier selection process ■ Debriefing Duration: One day




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Advanced Negotiation Skills Now, experienced purchasing professionals can further sharpen their negotiation skills in a practical and stimulating environment. This two-day workshop will equip you to meet any negotiating situation with confidence. It’s intensive, challenging and very practical – you’ll use role-plays, exercises and discussions to strengthen your ability to succeed in more complex negotiations. And you’ll hear short presentations that focus on the critical skills in negotiation. Who should attend? ■ Purchasing managers ■ Senior buyers ■ Anyone responsible for purchasing at a senior level who seeks to enhance their skills further What will you learn? ■ Develop your ability to think laterally – the raw materials of negotiation ■ Stretch your negotiation skills with role-plays and exercises based on real-world situations ■ Learn how to handle difficult negotiations with confidence and success Course Outline ■ What is negotiation? - Phases of the negotiation process - Skill requirements of the negotiator - Success criteria of negotiations ■ Planning & preparation - Additional points - Utilising the Power that you have to maximise benefit - Sources of power - Needs v Wants ■ Negotiation behaviours - Types - Problems / Opportunities / Resolution - Guidelines ■ What is Win / Win - Team exercise ■ Lateral thinking exercise ■ Maximising your negotiation impact - Volume purchasing - Leverage best value - Individual v Cross Functional Teams - Partnership relationship – Good or Bad ■ Exercise – Role Play – Feedback - Team Preparation – Individual Negotiations Duration: 2 days




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Basics for Buyers Purchasing is a vital and value adding activity in any company thereby leading to the need to understand its importance and value. This course is a comprehensive introduction to the role and highlights the key areas and will give you and your company real purchasing benefits. Who should attend? People who are new to the buying role and new entrants who seek a foundation in best practice in purchasing. Learning Outcomes ■ Learn the principles, processes and procedures to achieve effective purchasing within your company ■ Identify the potential downside of ineffective purchasing and how to avoid it ■ Appreciate the positive impact of purchasing on the company’s financial health Course Outline ■ The importance of purchasing in the company – best practice ■ Standard purchasing policies and procedures ■ The importance of standardisation within processes and products ■ Sources of supply ■ Quality, timing, quantity, price, supplier – getting it right ■ The need for measuring both buyer and seller performance ■ Benchmarking – the basic steps ■ Ethics and professional standards Duration: One day




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Development of the Buyer The course is geared for buyers and those involved in buying activity across the organisation, to broaden and develop the range of skills and competencies in procurement, in particular the development and effective management of supply base and nurturing delegate’s skills as vital team players. Who should attend? Professional buyers and managers focused on developing a sound understanding of mainstream purchasing policies and procedures, their importance, and how they can be employed to optimum use. Learning Outcomes ■ Gain a clear understanding of the strategic role of purchasing within the company ■ Be able to apply fundamental techniques for sourcing products and services from selected suppliers capable of flawless performance ■ Know how to plan and be an effective team player or leader in supplier negotiations. Course Outline ■ The role of purchasing within the company ■ The consequences for the company and their people if basic processes are not followed ■ Linking purchasing to company’s corporate goals and strategy ■ Supplier management techniques ■ Create an awareness of ‘Cost Reduction’ potential as controlled by the buyer ■ Smart methods to manage low value spend ■ Contracts and their legal implications ■ E-Procurement ■ Role of purchasing within supply chain management ■ International purchasing ■ Purchasing in terms of environmental issues ■ Purchasing in terms of ethical issues ■ Long-term relationships - partnerships and collaborative relationships ■ Planning and managing team negotiations ■ Key Communication Skills for purchasing professionals Duration: 2 days




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Managing Procurement – Advanced Purchasing and Supply In both public & private sectors, procurement spend as percentage of organizational spend rises year on year. Managing that spend is critical to the success of companies, improving corporate profitability, and hinges on optimising the strategic role of purchasing and the benefits delivered from an understanding of both sides of the buyer/supplier interface within the marketplace. This programme will explore these issues and examine the techniques and methodologies available to deliver competitive advantage and value for money in differing market situations. Who should attend? Procurement, Purchasing and Contracts Managers and those responsible for the procurement spend within the company. Learning Outcomes ■ Essential elements of the purchasing mission ■ Payback of getting the right people involved at the right stage of the process ■ Linking a purchasing strategy to the company’s business strategies & underpinning corporate & purchasing objectives with performance indicators ■ View & optimise supply chain ■ The need to analyse and understand the marketplace & market segmentation ■ The dynamics of managing a purchasing team Course Outline ■ Review procurement contribution to a company ■ Understanding supply chain upstream & downstream ■ Developing strategies to manage the supply base ■ Relationship management – internal & external ■ Managing extreme market supply conditions ■ Understanding suppliers view of buying centre ■ Explore supply market segments & understand objectives ■ Understanding suppliers view of buying centre ■ Harmonising buyer & seller relationships ■ Supplier appraisal & performance measurement ■ Role & impact of e-purchasing ■ The purchasing team – how to manage effectively ■ Exercises / Case Studies Duration: 2 day




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Introduction to Contract Law The contract is a central feature of the purchasing professional’s work. Now, discover how to make it an effective business tool. This one-day seminar will benefit delegates by giving an understanding of contract law and the legal requirements for a valid contract. This improved understanding will reduce the risks / exposure that poor contracting brings to the organisation. Who should attend? Purchasing professionals who need to draft and agree contracts effectively with confidence, who need to remain up to date with recent changes in legislation and also new entrants to the profession. Learning Outcomes By the end of this programme delegates will have a clearer understanding of: ■ The origins of contract law ■ The essential elements of a contract ■ Terms and conditions and how sellers differ from buyers in stating their obligations ■ The dangers there may be for the buyer when contracts are not properly understood Course Outline ■ Legal requirements for a valid contract - Offer & acceptance - Consideration - Intention to create legal relations ■ Express and implied terms - Introduction to areas - Sale of Goods Act 1979 - Supply of Goods and Services 1982 - Sale and supply of Goods 1984 - Exemptions clauses ■ The contents of a contract - Essentials of valid contract - Terms & Conditions - Tenders - Enquiries - Quotations ■ Remedies of breach of contract - Damages - Restitution - Specific performance Duration: 1 day




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Drafting of Commercial Contracts This course offers practical training on the key concepts and principles of contract law. Throughout this one-day seminar delegates will learn how to review and draft basic commercial agreements. Who should attend? Purchasing personnel with a responsibility for drafting and reviewing relevant legal documentation. Learning Outcomes ■ Draft basic commercial agreements ■ Understand the importance of legal documents in commercial dealings Course Outline ■ Laying down the basics – formalities for executing contracts and deeds ■ Checklists for formation of legally binding contracts ■ Structure and format of the contract – examining the usual constituents of a Contract ■ Drafting Techniques – obligations, use of active and subjunctive language, avoiding archaic language, correct use of sentence structure, punctuation and formatting of paragraphs ■ Commercial issues that may affect drafting ■ Drafting of basic commercial contracts including - Confidentiality Agreements - Software Licence Agreements - Agency Agreements - Distributorship Agreements - Services Agreements - Outsourcing / Procurement Agreements - Transportation & Distribution Agreements Duration: 1 day




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Advanced Storage and Distribution Because Storage & Distribution activities have been vital to companies in the field of business logistics and in the area of Customer Service this seminar attempts to identify the key areas that if properly managed will lead to the effective delivery to the customer – the right goods, in right condition, to the right place, at the right time & at the right cost. Stocks or inventory represent a significant percentage of the working capital of many organisations. Minimising obsolescence, loss or damage makes a significant contribution to profitability – and is a key part of the warehouse & distribution function. This course offers you an up-to-date and also a practical refresher course on the methodologies, principles and practices of best in class storage & distribution management. Who should attend? Logistics, Distribution & Warehouse Management staff. Learning Outcomes ■ Get up to date with current best practice and latest standards in storage and distribution management ■ Develop your understanding of the importance of customer service Course Outline ■ Exploring the contribution of the warehousing function ■ Exploring the contribution of the distribution function ■ Responsibility & accountability ■ Customer service ■ The warehouse operation ■ Systems ■ Advanced IT ■ Physical warehouse management ■ Safety Requirements ■ Physical distribution management ■ Transportation management ■ Case Study work Duration: 2 days




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In Company Training

Level: Training Name Length Entry Advanced Management Purchasing Function: Basics for Buyers 1 day √ Development of the Buyer 2 days √ √ Purchasing and Supply Management: Introduction to Purchasing & Supply 1 day √ √ Introduction to Supply Chain and Inventory Control 2 days √ √ Cost Reduction Planning & Execution 2 days √ √ Supplier Sourcing & Selection 1 day √ Supplier Relationship Management 1 day √ Supplier Performance Measurement 1 day √ √ Capital Procurement 1 day √ √ How to Purchase & Manage Service Contracts 1 day √ √ Managing Procurement - Advanced Supply Chain Mgt. 2 days √ Legal Aspects of Procurement: Introduction to Contract Law 1 day √ √ Drafting of Commercial Contracts 1 day √ √ International Markets - Introduction to International Trade 1 day √ √ √ Procurement and the Law - Practical Issues 1 day √ √ √ Introduction to Company Law 1 day √ √ √ Introduction to Intellectual Property Law 1 day √ √ √ Negotiations: The Fundamentals of Successful Negotiation 1 day √ √ Advanced Negotiation Skills 2 days √ √ Effective Negotiating for Services 1 day √ √ Capital Expenditure Negotiations 1 day √ √ Increase Negotiation Value on Professional Fees 1 day √ √ Management: Commercial Relationships 1 day √ √ Lean Management 1 day √ √ √ Purchasing Approach to Outsourcing 1 day √ √ √ Project Management in Purchasing 1 day √ √ √ Building International Relationships 1 day √ √ Managing Change in a Though Environment 1 day √ √ Getting things Done Through People - -Using Human Resources in Procurement 1 day √ √ Corporate Governance: What Directors Need to Know 1 day √ Key Skills for Procurement Managers to Get Ahead 1 day √ Public Sector Procurement: Understanding Public Procurement Rules and Regulations 1 day √ √ Introduction to Tendering 1 day √ √ Tendering below the Thresholds 1 day √ √ Drafting the Specification and Evaluating the Offer 1 day √ √ Effective Management in Public Procurement 1 day √ √ Level:




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Training Name Length Entry Advanced Management Warehousing and Storage: Managing the Warehouse Operation 1 day √ √ Introduction to Storage & Distribution Management 1 day √ √ Advanced Storage & Distribution Management 1 day √ √ Inventory Management 1 day √ √ √ Handling Chemicals & Hazardous Materials 1 day √ √ √ Other Areas of Interest: Finance for Non-Financial Managers- - Understanding Financial Statements 1 day √ √ √ How to Sell to Buyers 1 day √ √ √ Presentation & Communication Skills 1 day √ √ Purchasing Reductions for SMEs 1 day √ √ Selling Successfully to the Public Sector 1 day √ √ Outsourcing 1 day √ √ In-Company Training Our training programme will suit the new entrant seeking to acquire core skills but also offers training to the more experienced professional looking to improve and develop a more comprehensive skill set. Therefore we highlighted the advancement level of our courses for your convenience. Our programmes are geared to all the key sectors in the Irish economy. The above training seminars are available in your company premises on a date that suits you. They are available off-the-shelf or can be adjusted and tailored to your team’s specific needs. This can be discussed with one of our trainers at a scheduled appointment or a telephone call. For larger groups, more than 10, this approach to training is very cost effective. All course descriptions are available upon request. To contact our In-Company Training Team, please call us at 01-6449660 or email [email protected].




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Membership The IIPMM has a vibrant membership base including corporate members and individual members supporting the Institute’s activities.

Affiliation IIPMM is a member of the International Federation of Purchasing and Supply Management. In applying to join the IIPMM, all members undertake to abide by the Constitution, Memorandum and Articles of Association, Rules and Byelaws of the Institute and the International Federation of Purchasing and Supply Management (IFPSM) Code of Ethics. Through our affiliation with organisations worldwide, the IIPMM represents our members’ interests internationally. We ensure that current trends and latest thinking are available to them and address, on their behalf, issues affecting purchasing and supply professionals in Ireland as they arise.

The National Procurement Awards IIPMM is a proud patron of The National Procurement Awards. This year’s Awards will take place on Thursday, November 22nd at the Burlington Hotel, Dublin and will open for entries in August. To receive further information on this year’s programme, please email [email protected]. The 2011 National Procurement Awards took place in front of nearly 400 representatives from all over Ireland. 17 categories were awarded to loud cheers from winners and their guests, with Richard Curran of RTÉs Dragons Den presiding over the glamorous ceremony. The list of winners is available at www.procurementawards.ie, and pictures of the night are available on our Facebook page.

The National Procurement Awards Team




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Corporate Membership This membership is available to all companies in Ireland, public and private. Company representative can nominate their team members for education and training discounts and more. Why to join? We are delighted to offer an outstanding value for all companies, large and small, to join the IIPMM vibrant Corporate Members Club and enjoy discounts and various services. This includes:

• Your Company Name and link listed on the Institute’s Website. • IFPSM E-Zine and Purchasing and Supply E-Zine. • Privilege to enter the Competition and attend the Annual Procurement Awards Night at discounted rate. • Networking events that allow its members exchange views and ideas, discuss topics related to current

procurement and economic issues. • Being part of a group that promote and develop the purchasing and supply management profession in

Ireland. • Opportunity to use our Dublin City Centre meeting room facility free of charge.

Who is it for? Corporate Membership is open to all organisations both private and public that see the opportunity in good procurement practice through skilled and qualified people in order to succeed. Becoming a Corporate Member is a great saving while investing in leading edge training and education in procurement and supply chain management. Corporate representatives and nominees can be nominated from procurement or relevant departments and teams at all levels. There is no minimum experience required, so all new in procurement departments can join, upskill and save. Annual Subscription SME - up to 250 employees: 1 Representative: € 200 2 and more Nominees per person: € 180 Corporations 250 and over: 1 Representative: € 430 2 and more Nominees per person: € 230 To apply, please visit www.iipmm.ie for application form or contact us at 01-6449660 or email at [email protected]





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Individual Membership This membership is for career driven professionals with a passion for new trends in procurement. Why to join? Here are the reasons why to join:

• You and your profession represented at national & international level. • IIPMM membership is well recognised among employers/ procurement managers in Ireland. • You can participate in and contribute to the development of the procurement and supply management

profession. • Privilege to attend the Annual Procurement Awards Night at discounted rate. • Use of industry recognised designatory letters MIIPMM*. • Access to the most comprehensive list of up-to-date relevant jobs. • Free regular IFPSM E-Zine packed with industry and professional insights. • Networking and Expert Briefing Events – many free to members. • Free access to Member Information Exchange (MIX). • Access to a comprehensive list of training seminars significantly discounted for members. • Unique networking opportunities. • Access to Institute’s facilities including meeting room and library.

* Ordinary members/Fellows may use designated letters Who is it for? To be accepted as the Individual Ordinary Member, you must:

• have at least 3 years procurement and supply experience, and • have the IIPMM Diploma or BBus Ord. Degree in Procurement, or • other third level or professional qualifications.

Types of Membership and Associated Fees Affiliate €65 Associate €75 Ordinary €210 Fellow €250 Full details of the membership types, acceptance criteria and terms and conditions are available at www.iipmm.ie/membership/membership_criteria.cfm




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Winning in Tendering Project Winning in tendering is a project involving collaboration between

• Bangor University, • Dublin City University and • The Irish Institute of Purchasing and Materials Management.

Winning in Tendering is a strategic project aimed at transforming the public tendering experience of Small Indigenous Suppliers (SISs) in the INTERREG Ireland/Wales region. Winning in Tendering will address skill gaps of SISs and public procurers, which inhibit the region’s competitiveness and sustainable development via unique, innovative and complementary targeted interventions. Key Initiatives

• An On-Line Diagnostic ‘health-check’ Educational Tool to allow SISs to self-evaluate their tender readiness. • A Supplier Review Programme enabling Irish SISs to learn why they failed to win past tenders, thus

improving skills and encouraging SISs to re-enter the tendering game with renewed optimism. • Legal Educational Guidance and Case Studies in Plain English on the revolutionary 2009 EU Remedies

Directive • A SIS-Friendly Procurement Competency Framework, whereby procurers actively consider SIS

vulnerabilities in designing tenders. • A bank of relevant Case Studies and Educational guidance to help procurers overcome negative impacts of

below EU threshold advertising, thus improving SIS access to opportunities. • Winning in Tendering will also develop a common cross-border Higher Education procurement programme

for procurers and SISs.




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