Leading global excellence in procurement and supply

Training that is relevantand targeted to needs...for every ability from new recruitsto experienced professionals

Por�olio2015

AFRICA

Skills training

Whytrain with CIPS?

We are the worldwide centre ofexcellence on procurement andsupply management issues. Ourprogrammes help professionalsdeliver real strategic and sustainable value to their organisa�ons. Our training por�olio is constantly developing and we offer new and trusted programmes linked with commercial issues and academia. The quality of the programme leaders and extensive types of training will suit professionals at all levels.

CIPS trains thousands ofprofessionals every year fromaround the world – both membersand non-membersWorld class training anddevelopment of the modernprofessional is a CIPS core strengthOur qualifica�on is the only one inthis field equivalent to a universitydegreeCIPS encourages a commitment tolifelong learning with the CIPSCon�nuing ProfessionalDevelopment (CPD) scheme.

Helps you improve, record,maintain and evaluate yourtechnical and managerial skills andknowledgeProvides evidence of your progressAll courses in the por�olio counttowards the skills category of CIPSnew CPD scheme. Half-day coursescontribute three hours; one-daycourses seven hours and so on.Par�cipa�ng in CIPS trainingcourses is one aspect of con�nuedlearning. See more about the CIPSCPD scheme on our website:www.cips.org/cpd

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People development Con�nuing ProfessionalDevelopment

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To join and find out more about themany benefits available, includingdiscounts on all our training coursesgo to www.cips.org/benefitsWebsite offering a wealth ofdownloadable advice, informa�onand reportsOnline access to learning, thebookshop plus the latest execu�veposts in procurementSupply Management magazine freeto all members gives the latestnews and views in procurement andthe business world.

Comprehensive course materials tosupport new skills and knowledgeback in the workplaceLunch, morning and a�ernoon refreshments.

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Services Course fees include

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CIPS Africa is recognised by the South African Qualifications Authority (SAQA), as the professional body for the procurement and supply profession in South Africa.

CIPS Africa - Professional Body

Contentscategory management

advanced category managementessentials of tendering

intro to forecasting techniques and inventory managementintroduction of contracts

introduction of procurement category managementspecification writing

strategic relationship managementeffective negotiation

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category management

The main aim of this course is to provide a strategic and structured approach to Category Management by understanding markets, analysing spend and implementing new purchasing agreements. Delegates will learn how to start the category management journey by appreciating the three key foundations of the subject and how this is then applied and implemented within the organisation. In addition to the hard facts of category management there will be explanation of how the management of change applies to the implementation of this approach to purchasing and supply management.

Learning OutcomesAt the end of the course the delegate shall be able to:• Appreciate the key principles of category management• Understand the main foundations of the category

management approach• • Apply the category management process• Effectively implement category sourcing • Add value through implementing this new approach

program content...

• Introduction, scene setting and objectives

• Rationale of the category management approach o Category management explained o The relevance of category management o Driving value through category management o Determination of categories o Group Discussion

• The principles of category management o The foundations of category management o The stages of category management o The category management process o Early considerations o Group exercise

• Implementation of category management o Defining the project o Analysing the external environment o Understanding the market place, power and competition o Identifying sourcing strategies o Case study

• Making the category management approach work for your business•

o Getting senior management support o Managing change and stakeholders o Suppliers and supplier relationship management o Developing procurement skills o Gap analysis exercise

Duration• 1 day

CPD points for attending this course?• 7 hours

CPDHOURS

advanced category management

This two-day course will further develop your expertise and skills in category management, by examining advanced tools and techniques which can be implemented in your own environment. It will also explore strategies which will impact positively on your supplier relationships and overall supply chain management. This course is particularly beneficial to experienced procurement professionals and managers who wish to imbed category management processes in their organisation, or those who have previously attended Effective category management.

Learning Outcomes• Utilise a range of tools and techniques to develop category

management in your organisation• • Identify an appropriate implementation strategy• Examine and review supply chain management within your business• Identify and implement suitable procedural changes where necessary

What key points will the training cover?• Assessing the main categories of expenditure• Models for category management• Portfolio tools• Market factors• Behavioural and technical skills• Supplier relationship management• Value chain analysis• Using statistical analysis to develop supplies• ‘Just in time’ (JIT) and lean thinking• Benchmarking

agenda - day 1

• Introduction• Assessing the main categories of expenditure

Models for category management• Tactical purchasing vs. strategic sourcing• Exploring models• Model selection

Portfolio tools• The Kraljic Matrix• O’Brien analyses• Supplier preferencing matrix

Market factors• Acquiring data• Market position & Market approaches• Levels of industry competition• Situation - Target - Proposal (STP)

Behavioural and technical skills• Exploring approaches

Outsourcing and offshoring• Key issues• Advantages and disadvantages

Supplier relationship management

The collaborative model of supply chain management

Value chain analysis• Process mapping and flowcharts

Total quality approaches• Deming’s 14 Management Points• PDCA cycle

Using statistical analysis to develop supplies• Statistical sampling• Normal distribution• Two Sigma and Six Sigma processes• Probability distributions

‘Just in time’ (JIT) and lean thinking• Traditional vs. JIT supply• Limitations and risks of JIT• Principles of lean thinking• The 5-S methodology

Benchmarking

Business Process Re-engineering (BPR)• Concept• Benefits vs. reasons for failure

Review of course

Duration• 2 day

CPD points for attending this course?• 14 hours

agenda - day 2

CPDHOURS

essentials of tendering

This one-day course demonstrates good practice in applying the correct techniques throughout the complete tendering process. It is vital for any procurement or non-procurement staff involved in the planning, creation, issue, receipt or evaluation of tenders.

Learning Outcomes• Maximise value for your organisation in this vital procurement

business process• • Determine the rules and structure of the tendering process• Select the process that best suits your needs• Appreciate the legal and technical aspects for selecting the best

possible strategic route to contract award• • Understand how to undertake evaluation of offers, award and

manage contracts• • Realise the importance of specification and the cost plan

What key points will the training cover?• Principles of tendering• The tendering cycle• Ethical and sustainable tendering• Tendering options• E-tendering• Invitation to tender documentation• Specification activity• Selection and award criteria• Running the tendering process• Post-tender negotiation• Developing KPIs and contract management

Duration• 1 day

CPD points for attending this course?• 7 hours

program content...

Principles and sourcing of tendering• Procurement cycle and the Five Rights of Purchasing• Models and matrices (including Kraljic matrix)• Ethical and sustainable sourcing

Specifica�on and business requirements• Case study

Supplier evalua�on• Supplier appraisal• ISO9000 and ISO14001• Ra�o analysis

The tendering process• Types of tendering• Award criteria• Post-tender nego�a�on• e-Purchasing process• Developing KPIs• Contract management

CPDHOURS

introduction to forecasting techniques and inventory management

This practical one-day course is designed to support decision-making and provide you with tools and techniques to use in the workplace. In order to make efficient decisions with regard to inventory management it is essential to have an understanding of potential future demand. This course aims to provide learners with more confidence and an ability to evidence those decisions.

Learning Outcomes• Make your demand forecasts more accurate and more useful• Understand different forecasting methods, including the basic

techniques as well as some more complex models• • Produce demand forecasts more efficiently• Use your knowledge of potential future demand to keep your level of

inventory right, improving stock availability, creating cost efficiencies and • reducing obsolescence•

• Establish your overall inventory management policy and management framework•

• Address any day-to-day problems that can occur

What key points will the training cover?• Basic definitions• Fundamental relationships• Essential forecasting techniques to support inventory management

decisions• • Replenishment methods and systems• Risk, quality and costs• Applying moving averages and exponential smoothing

Duration• 1 day

CPD points for attending this course?• 7 hours

program content...

Introduc�ons and overview• What the course is about• A�endees aspira�ons • Why forecast?• Common approaches to forecas�ng• Benefits of good forecas�ng

Basic techniques• Subjec�ve judgement• Moving averages• Exponen�al smoothing

The forecas�ng process• Informa�on needed• Demand management approaches• Managing forecast data• Monitoring• Using forecasts

Inventory and the supply chain• Sources of inventory• Uses of inventory• Inventory Targets• Classifica�on of stocks• Stock levels and ABC analysis• Order quan��es EOQ

Replenishment methods and systems• Simple ROP model• Periodic review• Managing demand• Kanban• Consignment stocks• Stock measurement and analysisCPD

HOURS

introduction to contracts

All buyers, particularly those in a junior procurement and supply chain role and those new to the discipline, need to be aware of the basic legal principles governing contracts - not just to solve disputes but more importantly, how to avoid them. This interactive one-day training course is particularly relevant for those who are involved in developing and managing contracts and considers the key contract clauses and basic tool kit for effective contract management.

Learning Outcomes• Understand the basic fundamentals of contract law and management

within the supply chain function• • Develop robust contracts with a focus on mitigating risk and improving

overall effectiveness/contribution to your organisation’s bottom line.• • Reduce the incidence of rising costs

What key points will the training cover?• Introduction to basic contract law o The five main tenets of a legally binding agreement o Offer vs. invitation to treat o Termination of an offer

• Tender process

• Battle of the forms• Leading case law• How to avoid battle of the forms

• Implied and express terms

• Key terms of the contract o Conditions and warranties o Express terms - examples o TUPE

• Managing the contract post award o Performance management o SLAs and KPIs o Contract termination and exit

Duration• 1 day

CPD points for attending this course?• 7 hours

program content...

• Overview of the day• Objec�ves• Se�ng the scene Introduc�on to basic contract law• The five main tenets of a legally binding agreement• Offer vs. invita�on to treat• Termina�on of an offer

Group exercise Ba�le of the forms• Leading case law• How to avoid ba�le of the forms

Tender process

Remedies for breach of contract

Group ac�vity

• Liquidated damages• Exclusions/limita�ons of liability• Force majeure• Transfer of ownership• TUPE Case study

Key terms of the contract Managing the contract post award• Performance management• SLA's and KPI's• Contract termina�on and exit

CPDHOURS

introduction to purchasing and category management

This interactive training course considers key elements of the purchasing process together with basic tools and techniques used within purchasing and supply. It will ensure that delegates gain an overview of the whole process, the contribution of purchasing and when to apply a range of purchasing tools and techniques. The course will help you understand the need for the involvement of purchasing in specification development and give you a basic understanding of the sourcing and category management process. Delegates will also develop an understanding of how to undertake supplier appraisal, how to develop a tender appraisal and be able to develop tender/RFQ templates. You will know the difference between performance and supplier relationship management. This working knowledge of the key practical aspects will help delegates to do their job better.

Learning Outcomes• Understand the growing importance of purchasing to organisations• Define the main objectives of purchasing in organisations• Understand the concept of category management • Define some typical categories used by organisations• Explain the concept of the 5 Rights• Formulate a range of appropriate supplier selection criteria• Develop a range of KPI’s for use in supplier management• Understand the importance of contract management as part of the

procurement process•

Duration• 1 day

CPD points for attending this course?• 7 hours

program content...

• Defini�on of purchasing• The growing importance of purchasing to organisa�ons

Case study• Introduc�on to purchasing principlesThe basics of purchasing are introduced via a case study scenario designed to provoke discussion.

• Basic category management• The Five rights of procurement• Supplier appraisal and selec�on• The role of KPI’s in managing performance• Introduc�on to the role of contract management

CPDHOURS

specification writing

A sound understanding of specification is vital for successful contracting. The course is a must for anyone seeking to improve their performance and understanding in this key area of professional practice. As purchasers continue to outsource increasingly complex goods and services, the impact of specifications on risk management and value for money has become paramount amongst the skills required of the professional purchaser. This course is a practical hands-on guide on how to specify goods and services. You will learn the legal importance of specifications and the differing types and forms commonly used in commercial operations. There are sessions on how to select the right form of specification, how to structure the specification itself, how to design KPIs and properly measure supplier performance.

You will be able to actively contribute to specification practice in your organisation ensuring that the appropriate forms of specification are being used and that they are legally sound and correctly transfer risk to the supply base.

What is a specification?• Form, purpose and aim• Allocating technical and commercial risks• Responsibilities for creating specifications and the role of procurement• Working with stakeholders to improve specifications

The differing nature of specifications• Approaches to developing specifications• Conformance based to outcome based approaches• Using specifications to maximise competition and innovation

The use of standards• Why use standards? – understanding the need for standards• Seeking information on applicable standards

Sustainability and environmental aspects• Applicable standards• Other contract provisions

General principles in developing specifications• Structure of a template for developing specifications

Specifying on a total life cost basis• Crea�ng a template for assessing total life costs

Specifying services• Crea�ng key performance indicators (KPIs)• Managing KPI’s in contract performance• Other contract provisions on contract performance

Legal aspects rela�ng to specifica�ons• The legal impact of specifica�ons in contracts for goods

and services• • Dealing with non-conformance

Duration• 1 day

CPD points for attending this course?• 7 hours

CPDHOURS

strategic relationship management

The course aims to provide delegates with a good understanding of the strategic importance of effective supplier relationship management (SRM) for organisational competitive advantage. The course will cover the transition of buying goods and services and the link to the growing importance of supplier relationships. The importance of an effective governance structure is considered and built upon. How to develop appropriate tools and techniques and enablers to ensure the organisation gets a positive return on the investment in SRM, in terms of innovation, risk management and competitive advantage. The course will also cover the benefits that can be obtained from enriched supplier development processes.

Learning Outcomes• Be able to define SRM and what it means• Place SRM and its role in the Procurement Lifecycle Management• Recognise its strategic impact on supplier performance• Understand the six pillars of SRM• Recognise the importance of personal attributes to successful

relationship management.• • Understand vital relationship characteristics• Be able to develop an appropriate governance structure for SRM• Understand the importance and value of supplier inputs into the

process•

program content...

• SRM – definition, value, implementation• Six pillars of development• Key elements and enablers: *People *Process *Technology

Delegates will be asked to review a newly developed relationship and consider the next steps in developing and implementing a robust SRM process.

Developing a Governance structure o Flow of information o Right input at the right level o Evolution from contract management to SRM o The right skills and attributes of involved stakeholders

Case Study / TaskDelegates will be asked to develop a group governance structure and establish an appropriate reporting process.

Linking SRM to Corporate Strategy and developing and implementing the correct measures o Use of the AQSCIR model o QCDLM o Risk Management o Innovation

Case studyDelegates will be asked to review an approach to risk management and consider modifications that could be made to improve effectiveness.

Group Activity Delegates will be asked to develop a balanced scorecard relative to a service or product of their choice and demonstrate the effectiveness in driving value from SRM

Working with the Supplier• The Voice of the Supplier• Value Creation• Cross functional problem solving• Innovation forums• Kaizen Events• Strategy Deployment

Duration• 1 day

CPD points for attending this course?• 7 hours

CPDHOURS

effective negotiation course

This course enables you to build on previous experience and fully understand the theory, process and art of effective negotiation. The programme is both interactive and participative with various practical exercises. The content will explore a range of effective tactics and allow participants to practice their approach to negotiations in a safe environment whilst receiving feedback and coaching. The course uses video role-play sessions, where you will negotiate with experienced sales professionals. The use of persuasion methods and applying the process of negotiation are strong themes within the day.

Learning OutcomesYou will understand how to assess the most appropriate approach to different types of negotiation, how to use the preparation and planning template to drive better deals. You will also understand critical steps throughout each phase of the negotiation and be able to negotiate improved supply arrangements using the processes and techniques you have developed and practiced.

Who should attend?All buyers who want to improve their negotiation skills and drive better deals for their organisation.

Course objectiveThis programme provides a 2 day opportunity for anyone who wishes to practice and apply negotiation theory in a safe environment. This course focuses on practical negotiation exercises.

ObjectivesParticipants will have the opportunity to build on previous experience and fully understand the theory, process and art of effective negotiation. The programme is both interactive and participative with a variety of practical exercises. The content will explore a range of effective tactics and allow participants to practice their approach to negotiations in a safe environment whilst receiving feedback and coaching.The course uses video role-play sessions, where you will negotiate with experienced sales professionals. The use of persuasion methods and applying the process of negotiation are strong themes within the workshop.

Elements• Introductions and objectives• The 5 key methods of persuasion• The process, phases and structure of a negotiation• 7 effective tactics and ploys and how to apply them• Different approaches to collaborative and competitive negotiations• Video role-play session with feedback and coaching

Day OneIntroduction, scene setting and objectives

The house of negotiation• The four pillars• Power

The 5 key approaches to negotiation• Completion of a personal persuasion profile• Mini practice session• 5 key approaches theory

Effective negotiation – programme continuedThe 6 phases, process and structure of negotiation• Introduction of the phases• Interactive card exercise to demonstrate the phases in

action •

• Video role-play

• Review of performances and coaching feedback

Day TwoVideo role-play• Review of performances and coaching feedback• Review of outcomes• Action plan for return to workplace

Duration• 2 days

CPD points for attending this course?• 14 hours

program content...

CPDHOURS

Summaryterms and condi�ons

Booking of training

In-house bookings: (group of 10 + people)Training will only be scheduled after payment or an official purchase order has been received by CIPS. CIPS undertakes to schedule training within 15 days from receipt of said payment / purchase order.

Should the client elect to make any amendments to the service required, CIPS will endeavour to accommodate the client, but reserves the right to charge an additional administration fee of R300.00 per person per booking amended.

Training methodsMost courses start at 08:30 and finish at 16:30. Courses are generally a mixture of participative sessions, discussion, group and syndicate activity.

DocumentationAll delegates are provided with comprehensive materials and handouts. Please note that all materials are copyrighted and may not be reproduced without permission.

ProgrammeAlthough details are correct at time of going to print, CIPS reserves the right to make unavoidable changes in the programme. CIPS also reserves the right to cancel a course at any time and offer delegates an alternative date, a credit towards another training course or a refund of fees without any liability for resulting or indirect loss.

CancellationsCancellation less than 14 working days prior to scheduled training will not be accepted; however CIPS will gladly re-schedule the training booked at a time convenient for all parties.

In the event of cancellations after 14 days prior to the scheduled training for any reason whatsoever, CIPS reserves the right to claim the fees which include but are not limited to, any charges levied by any supplier against CIPS in respect of the cancelled booking, from the client.

No refunds will be given by CIPS for no-shows.

TrademarkCIPS, The Chartered Institute of Procurement & Supply and its logo are all trademarks of The Chartered Institute of Procurement & Supply.

TAXAll charges quoted to the client for the provision of the services are exclusive of any Value Added Tax, for which the client shall be additionally liable at the applicable rate.

Specific needsCIPS aims to ensure that its events are accessible to all. If you have any specific needs, please advise us so that we can discuss your requirements.

Who to contact

Could your whole team benefit from one of these courses in the portfolio? We can deliver off-the-shelf and customised versions of all the courses listed - in yourorganisation.

Phone us on +27 12 345 6177 or email angeline.motshele@cips.org.za for more information.

Visit our website at www.cips.org

CIPS Group Easton House, Easton on the Hill, Stamford, Lincolnshire, PE9 3NZ, United Kingdom

T +44 (0)1780 756777 F +44 (0)1780 751610 E info@cips.org

CIPS Africa Ground Floor, Building B, 48 Sovereign Drive, Route 21 Corporate Park, Irene X30, Centurion, Pretoria, South Africa

T +27 (0)12 345 6177 F +27 (0)12 345 3309 E infosa@cips.org.za

CIPS AustralasiaLevel 8, 520 Collins Street, Melbourne, Victoria 3000, Australia

T 1300 765 142/+61 (0)3 9629 6000 F 1300 765 143/+61 (0)3 9620 5488 E info@cipsa.com.au

CIPS Middle East & North AfricaOffice 1703, The Fairmont Hotel, Sheikh Zayed Road, PO Box 49042, Dubai, United Arab Emirates

T +971 (0)4 327 7348 F +971 (0)4 332 5541 E mena.enquiries@cips.org

www.cips.orgCIPS™ is a registered trademark of the

Chartered Ins�tute of Purchasing & Supply

AFRICA