training today workplace improvements tomorrow course ... · training today workplace improvements...
TRANSCRIPT
TRAINING TODAY
Workplace Improvements Tomorrow
Anytime. Anywhere. On Your Schedule.
Customized, Affordable On-Site Training
COURSE CATALOG & DESCRIPTIONS
SupplyChainLearningCenter.com
TABLE OF CONTENTS
Meet Your Instructors ......................................................................................................................................................... 3
Course Categories
Business Process Management ........................................................................................................................................ 4
Category Management ................................................................................................................................................... 6
Contract Management..................................................................................................................................................... 7
Engage & Influence ........................................................................................................................................................ 12
Fact-Base Development ................................................................................................................................................. 13
Leadership ..................................................................................................................................................................... 14
Legal Issues in Supply Chain Management ..................................................................................................................... 15
Market Intelligence........................................................................................................................................................ 22
Negotiation Skills ........................................................................................................................................................... 23
Procurement/Supply Chain Management ...................................................................................................................... 27
Public Purchasing ........................................................................................................................................................... 66
Soft Skills & Communications ........................................................................................................................................ 69
Strategic Application in Management ............................................................................................................................ 80
Supplier Relationship Management ............................................................................................................................... 81
Total Cost of Ownership Approach ................................................................................................................................ 82
CONTACT US NOW for more information about learning opportunities through the Supply Chain Learning Center, because
training today results in workplace improvements tomorrow.
Jolene Gulley, Group Publisher
Supply & Demand Chain Executive and Food Logistics Magazines
Phone: 480.413.0354
Mobile: 262.473.9285
Cost: Varies - choose from set program modules
or or customize to meet your needs
C Class size: Up to 18 people
T Training Duration: 1-3 days per session
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
3
MEET YOUR INSTRUCTORS LEARN FROM THE BEST Supply Chain Learning Center instructors are leading experts in their respective fields, ensuring your team receives the best education and training in the latest strategies available to streamline your processes and costs and increase your profitability.
William L. Michels, CPSM, C.P.M., MCIPS A prominent purchasing and supply chain management professional, Bill Michels helps companies transform business strategies into maximum profits. Bill has developed innovative methodologies, theories, practices and tools for the transformation of procurement and the supply chain. He is a sought-after speaker and writer and co-authored the book "Transform Your Supply Chain".
Linda P. Michels, CPSM, CPSD, C.P.M., MCIPS
Linda Michels joined her husband, Bill, in a new venture at Aripart Consulting to lead research and
content development. She is known for developing and delivering high-value consulting and skills
development materials based on the analysis and application of both company and research data to
tailor solutions for specific business needs. Linda has presented supply management topics at many
conferences and workshops on 5 continents and is widely published. Her work in utilities purchasing has been cited as best
practice and referenced in several studies, including CAPS Research.
Helen M. Pohlig, J.D.
A 30-year legal veteran, Helen’s career includes extensive experience in government relations and
regulation, telecommunications law, regulatory affairs and general business matters including taxes,
contracts and vendor disputes. She has more than 20 years of experience communicating legal concepts
to non-lawyers in a clear, concise and entertaining manner.
William D. Agee, Jr., C.P.M., A.P.P., CEM, CMN, CPP, CPE, CPCM, CPIM, CVS, PMP, CPSM, SSBB
With nearly 33 years in purchasing, Bill Agee’s background spans a multitude of business sectors,
including retail, wholesale/distribution and government. He has 12 national or international
certifications and has developed certification and certificate programs for major corporations and
global trade associations. He won the coveted Howard W. Cosgrove Award for Outstanding
Contribution to the Purchasing Professional from the Institute for Supply Management.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
4
BUSINESS PROCESS MANAGEMENT
The Sacred Cow Cook-Out
Course Length: 2 days
Instructor: William D. Agee
About this Course:
After the reorganization has been put into place, after the downsizing has been fully implemented and the
technology has been acquired, then the area of process improvements is finally reviewed. Sadly, this area
should come first in most applications. In this session, we assist the groups in better defining the manner and
means through which goods, materials and processes migrate through a department or office. This includes
people, steps in a process, paper flow, as well as time involvement to complete a step.
We successfully identify those cows that are more prone to be involved with our type of business or industry.
It should be critical to better understand the number of steps originally involved in the making of the process.
This will then become modified by the number of deletions or wasted steps. This is a primary step that should
be conducted by every manager.
Recommended for: any company or organization undergoing some form of modification or change with a
sincere desire to reduce the cost of operations without impacting the quality. The greatest area of true initial
cost reduction and process improvements can be accomplished without much cost or effort. A program for all
levels of the company to bring awareness to the cost side of the equation.
Objectives:
Some of the critical aspects that will be addressed include:
• Understanding exactly what a sacred cow is in an organization • Learning how to identify non-value added activities • Steps to round up the cows • How to herd the cows off to market • When to replace cows in a herd • Bottom-line benefit to the organization • Creating an organization that embraces change • Generate new ideas for making change work • Motivating employees to feel good about any changes
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
5
Benefits:
Participants will learn:
• Why change is important to our ultimate success • Who should lead a change driven application • What area we feel is critical enough to pursue change • The problems involved with change when the wrong driver is selected • Why other forms of change are pointless without this progression
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
6
CATEGORY MANAGEMENT
Category Management: Beyond Strategic Sourcing
Course Length: 2 Days
Instructor: William L. Michels
About this Course:
This course provides the tools to develop and validate the category profile, define and execute category
objectives, implement performance and compliance management plans and review performance results for
key categories of spend. This course is not about strategic sourcing; it covers the end-to-end process of
category management.
Recommended for: any company or organization desiring to move beyond strategic sourcing to build strong
supply chain alignment, stakeholder engagement, cost and value improvement and integration with the
supply chain.
Objectives:
Provide an overview of the category management process and apply the tools
Identify ways of optimizing value derived from categories
Develop category metrics and create improvement plans
Generate a supplier performance management framework for a category
Refresh category management tools
Benefits:
Shifted focus from “filling” business needs to understanding the source of those needs
Increasing visibility into category spend
Understanding of core supplier capabilities and supplier development needs
Increased supplier collaboration
Maximized category leverage
Reduced risk
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
7
CONTRACT MANAGEMENT Click on Course Title
1. Understanding Risk Management
2. Contract Administration
3. Contract Management and Administration
4. The Terms & Conditions of a Contract
Understanding Risk Management
Course Length: 2 days
Instructor: William D. Agee
About this Course:
The concept of risk management is one of those areas often discussed but pushed off the desk quickly. In
many contracts it is often desired to push as much risk to the other side of the table as they are willing to
accept so that you can minimize it, on paper, to your side. However, should the contractor even agree to
accept all risk, budget, schedule, technical, process, that does not mean you are off the hook. If the contract
is later defaulted on and the supplier or contractor goes immediately into bankruptcy protection or even out
of business the bulk of the risk will end up back on your desk with a shorter horizon to fulfill the drop dead
date for the customer and with possibly less budget money available. Risk comes in many forms and the
astute project, contract manager, contract administrator, supply chain manager or buyer must be able to
minimize such risk and mitigate its negative impact upon the organization. The tools and technics identified
in this session will assist the profession ensure he is during professional level work for the organization.
‘Remember, you can’t manage, what you can’t see.’
The topics covered in this course are:
Understand the relationship between risk and contract fulfillment
Identify the sources of risk
Sources of contract risk
Understanding pre-contract risks
Risky terms in negotiating business contracts
How contract selection selects contract risks
Creating a contract risk matrix
Understanding the circumstance leading to a risk impact; schedule, budget, technical or process
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
8
Objectives:
The purpose of this session is to gain a deeper awareness of the impact and circumstance surrounding a risk
profile. Senior managers always think and concern themselves with risk in projects or major contracts. Make
buyers and contract managers aware of the sources of risk in contracts. Make the professionals aware of the
risks associated with selecting a certain style of contract. Make the managers aware of the risks connected
with various types of project under a buyer/contract manager’s control.
Benefits:
The participants will learn:
What contract risks are
When these contract risks can be expected in certain project
What the sources of risk are to ensure they are controlled
Identify pre-contract risk in all projects
Key terms to negotiate in and out of a contract
What issues typically cause claims and disputes in contracts
How best to treat contracts risks
Type of contracts to employ
How to anticipate risks before they become full circle
Contract Administration
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
It has been called the 'icing on the cake' of a good acquisition. The best selection of a vendor, the best
acquisition method employed by the buyer and the lowest price can suddenly become the worst nightmare
without effective contract administration.
Contract Administration is a process of ensuring compliance to contractual obligations both inside the agency
as well as to those on the outside. The contract administrator is the focal point of ensuring the success of the
purchase as well as to protect the agencies right in the event of default on the contractor. However, many
are thrust into this critical position without any degree of proper training or education.
Recommended for: both the new and experienced contract administrator, purchasing professionals, agency
managers and directors
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
9
Objectives: This session covers the elements necessary for success in the completion of administering a contract. Areas
covered include:
Role of contract administration
Qualifications of a contract administration
Elements of the pre-award review
Preparing a proper proposal
Effective planning in contract administration
Project management for administering contract compliance
Skills of an effective contract administration
Developing the communications process and monitoring contract fulfillment
Functional tools of the contract administration
Contract claims and resolutions
Methods of contract reimbursement
Proper methods of contract closure
Issues and concerns in the contract administration process
Sample forms and exercises
Plus, other areas of focus in the current environment
Benefits:
Learn the steps to properly manage a supply chain contract
Develop a contract closeout procedure
Understand the best way to ground a claim
Uncover the best way to manage through a contract
Minimize risk throughout the contract
The steps necessary to follow on closing out a contract
Contract Management and Administration
Course Length: 2 days
Instructor: William D. Agee
About this Course:
It does not matter how well a contract is written if the terms and conditions are not properly enforced. The
best contract can be useless if not monitored effectively. Therefore, it is important to consider methods and
techniques to improve the task of obtaining the benefits of the agreement.
Topics of importance prior to the actual execution of the contract include Pre-Award Considerations of:
• Preparing the proposal • Planning the contract • Negotiation skills • Effective communications
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
10
Post-Award topics include:
• Control and monitoring procedures • Contract claims • Contract reimbursement • Proper closing of the contract
Recommended for: purchasers, sales agents, contract administrators, and senior managers over contracts
Objectives:
Learn the skills and develop the tools to properly manage a contract
Employing project management to enhance your control of the contractor
Minimize risk; project, budget, technical, process through more effective control
Understand how to properly ground your claims
Develop a checklist to properly close-out a contact
Benefits:
Make management happy with a value derived contract to the organization
Abate serious setbacks and road blocks through a pro-active management and control process
Bring the project in for what the customer required and the organization paid for
Make the contract management area a strength of your organization
Have an audit-proof closeout guaranteed to make your management and audit team satisfied
The Terms and Conditions of a Contract
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Virtually every professional in the field of purchasing needs to fully understand the consequences of entering
into a contract for goods or services. Since a contract can bind a company for not only for an acquisition but
several years, clarity and understanding are critical.
Recommended for: all persons connected with the requisition, buy and sell of goods and services. This is a
must course for everyone in purchasing and sales.
Objectives:
This course is designed to enable purchasing personnel to become comfortable with reviewing and working
on a contract.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
11
To reach this level of competency the course will cover:
• Basic elements of a contract • Whether it is enforceable • The type of contract (common law vs. UCC) needed • Rules about agreements not included in the contract • When a written contract is required, and • Review a Buyer's and a Seller's contract terms
Specific contract terms and conditions are examined beginning with the distinction between terms and
conditions. Since many terms are unique to the purchase of goods, the terms more commonly used in sales
purchase orders and contracts are specifically examined, including concepts such as the Battle of the Forms
and the Perfect Tender Rule. Common terms included in almost all contracts are reviewed and explained.
Benefits:
It is stated that you cannot manage what you do not understand and the Terms and Conditions session is a
critical baseline session to ensure you fully understand the elements associated with contractual obligations.
The session will demystify the risks and unknowns in managing a contract to a successful fruition.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
12
ENGAGE & INFLUENCE
Stakeholder Engagement and Influence
Course Length: 2 Days
Instructor: William L. Michels
About this Course:
This course contains tools and techniques to identify, map and communicate with stakeholders to meet their
and your organization’s individual needs. It introduces skills and behaviors to engage, manage and influence
stakeholders.
Recommended for: any company or organization that develops strategic plans. The influence process is a
critical skillset required by all procurement and supply chain practitioners for internal and external
environments. Stakeholder engagement assures project success when developing change and transformation
initiatives.
Objectives:
Understand what drives stakeholder behavior
Understand how to adjust your communication style and approach to meet business needs
Understand who stakeholders are and their roles and communication needs
Benefits:
Tools and techniques for effective stakeholder management
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
13
FACT-BASE DEVELOPMENT Fact-Base Development and Spend Analysis
Course Length: 2 Days
Instructor: William L. Michels
About this Course:
Business needs and requirements gathering
Spend analysis
Sourcing history analysis
Price analysis
Cost analysis
Supply Chain analysis
Technical trends and developments
Fact-Base Development Content:
Gather and analyze data to enable spend transparency
Understand the drivers of external spend and how they may be influenced generating options for change
Identify methods to address the reduction of consumption and related behaviors and systems
Implement tools for the elimination of waste, problem solving and root case analysis
Learn how to approach specification reengineering
Addressing policy and process change, to manage cost control; developing compliance strategies
Creating a cost control culture – influencing others to support spend analysis
Recommended for: procurement and supply chain practitioners involved in key projects like outsourcing,
make/buy, strategic sourcing changes or risk analysis profiling.
Objectives:
Learn approaches to work with stakeholders to challenge specification and re-establish budgets
Understand what spend analysis is and the impact of application on organizational cost and effectiveness
Learn how to apply key spend analysis tools and what results to expect from their use
Identify opportunities for cost and value improvement
Create plans to address process, policy and consumption for own category areas
Creating a compelling message to gain support for spend analysis internally and externally
Benefits:
Following this class, individuals will be able to:
Create a case for spend analysis in own category area, or internal and external use addressing financial, effectiveness and other motivators
Set priorities and create delivery schedules for local implementation of spend analysis strategies
Utilize tools to implement cost improvement through spend analysis
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
14
LEADERSHIP
Leadership Styles & Techniques
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Have you ever considered the leadership style of your employee, colleague, manager, or customer? Knowing
leadership styles and techniques before an important meeting, review, or negotiation could impact the result
for a more successful outcome. An effective leader is one who knows how to adapt to diverse personalities
and helps others attain productivity through transformation. Plan to attend this session and learn how to
effectively organize, build relationships, and make positive changes for effective and empowering leadership
in your organization!
The topics covered in this course are:
Introduction and the nature of leadership
Perspectives on effective leadership behavior
The decision factor: Theories and leadership programs
Power types, relationships and influence processes
Leadership in teams and decision groups
Recommended for: all persons in both mid-level and upper management; sales, purchasing and departmental
managers. This session is availed to all persons either in management or seeking new positions of
advancement.
Objectives:
The participant will understand the various aspects of leadership and the indicators of effective leadership
Knowing how to identify the appropriate decision procedures for different situations.
The leadership styles and techniques provided will enhance participant’s leadership skills
Benefits:
The participants will learn:
▪ How to evaluate the effectiveness of a leader ▪ The taxonomies of leadership behaviors and how to use them to our benefit ▪ How to determine the key variables in leaders and followers ▪ Effective use of power and influence ▪ How to adapt to diverse personalities for relationship building; and conducting more effective meetings
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
15
LEGAL ISSUES IN SUPPLY CHAIN MANAGEMENT Click on Course Title
1. Legal Aspects of Supply Management 2. Basics of Contracting (for Goods & Services) 3. Legal Aspects of Purchasing Services 4. UCC for Purchasing Professionals 5. Contracting 101 – The Basics 6. Contracting 201 7. Construction Law
Legal Aspects of Supply Management
Course Length: 2 or 3 Days
Instructor: Helen M. Pohlig
About this Course:
This course is intended to give those in supply management a comprehensive look at various aspects of contract
law and their application to the supply management function as well as what happens after a contract has been
formed – each party’s respective responsibilities for performance of the contract and rights to legal remedies in the
event of non-performance. In addition, it provides an overview of the U.S. legal system and other non-contract laws
and legal principles that affect the supply professional’s day-to- day job responsibilities.
Included in this course are discussions of:
Sources of Law
Contract Formation
Unenforceable Contracts
Contract Performance
Warranties and Product Liability
Remedies
Law of Agency
Other Laws Affecting Purchasing
*Note: It is recommended that this course cover 3 days because of the amount of material covered. Most
students taking it in 2 days are overwhelmed; many students taking it in 3 days wish it had been 5.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
16
Recommended for: Buyers, purchasing managers and other supply professionals wishing to enhance their
understanding of the law as it affects supply management.
Objectives:
Familiarize supply professionals with various aspects of law that affect their responsibilities
Apply basic requirements of contract formation and enforcement
Recognize rights and responsibilities of each party to a contract
Identify issues relating to exercise of contracting authority and the lack thereof
Benefits:
Improved communication between supply professionals and their lawyers
Minimized risk of entering into unenforceable contracts
Minimized risk of commitment to unreasonable contractual obligations and increased confidence in asserting
contractual rights
Improved control over unauthorized contracting
Basics of Contracting (for Goods & Services)
Course Length: 1 Day
Instructor: Helen M. Pohlig
About this Course:
Anyone whose work touches on contracts should know at least a little about contract law. This class will provide an
overview of the law that governs contracting and an explanation of what it takes (and doesn’t take) to form a
contract, including a discussion of authority and the law of agency. (This course is similar to the Legal Aspects of
Supply Management but with much less detail.)
Recommended for: Supply chain professionals seeking an overview of laws affecting procurement.
Objectives:
Familiarize supply professionals with various aspects of law that affect their responsibilities
Apply basic requirements of contract formation and enforcement
Recognize rights and responsibilities of each party to a contract
Identify issues relating to exercise of contracting authority and the lack thereof
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
17
Benefits:
Improved communication between supply professionals and their lawyers
Minimized risk of entering into unenforceable contracts
Minimized risk of commitment to unreasonable contractual obligations and increased confidence in asserting
contractual rights
Improved control over unauthorized contracting
Legal Aspects of Purchasing Services
Course Length: 1 Day
Instructor: Helen M. Pohlig
About this Course:
All procurement professionals should recognize the significant differences between buying goods and acquiring
services – the timing is different, the issues are different and the law is different. This program focuses on some of
the more important legal aspects of contracting for services, from contract formation to specific terms and
conditions such as limitations of liability and indemnification.
The following topics, as they relate to services contracts, are included:
Sources of Law
Basic Contract Elements
Interpretation of Contract Language
Specific Terms and Conditions
Remedies
Recommended for: Supply chain professionals seeking greater understanding of the law affecting the acquisition of
services, including required and recommended contract terms and conditions.
Objectives:
Recognize important differences between contracting for services and contracting for goods
Apply basic requirements of contract formation and enforcement
Increase understanding of common terms used in services contracts
Benefits:
Improved service-contracting abilities
Minimized risk of entering into unenforceable contracts
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
18
Ability to identify and include critical terms in services contracts
UCC for Purchasing Professionals
Course Length: 1 Day
Instructor: Helen M. Pohlig
About this Course:
The Uniform Commercial Code provides much of the law that governs the purchase of goods. Although many of its
terms can be over-ridden by agreement of the contracting parties, purchasing professionals should be familiar with
this law and understand how it affects the acquisition of goods. This class will review the basic provisions of UCC
Article 2 covering contract formation, contract performance and the remedies available in the event of a contract
breach. Proposed revisions to UCC Article 2 will be highlighted.
Recommended for: Buyers, purchasing managers and other supply professionals whose primary responsibilities
involve the acquisition of goods.
Objectives:
Understand application of the UCC to goods contracts
Apply basic requirements of contract formation and enforcement
Identify UCC-based “gap-filler” provisions for goods contracts
Benefits:
Improved goods-contracting abilities
Minimized risk of entering into unenforceable contracts
Ability to identify and include critical terms in goods contracts
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
19
Contracting 101 – The Basics
Course Length: 2 Days
Instructor: Helen M. Pohlig
About this Course:
Because purchasing professionals must ensure that contracts protect the interests of their organizations, the ability
to understand contract clauses is a key skill. After a review of basic contract law, this class will address many of the
standard terms found in most contracts. When offered as an on-site class, discussion will include key terminology
and clauses taken from the sponsoring organization’s own contract language.
Recommended for: Buyers, purchasing managers and other supply professionals seeking familiarity with and
greater understanding of the standard terms and conditions found in most supply contracts.
Objectives:
Understand the legal context for contracting in the U.S.
Explain basic requirements of contract formation and enforcement
Increase understanding of common terms used in most contracts
Benefits:
Greater confidence in and awareness of the role of contracting
Minimized risk of entering into unenforceable contracts
Improved ability to discuss and negotiate contract terms
Contracting 201
Course Length: 2 Days
Instructor: Helen M. Pohlig
About this Course:
After a brief review of contract law basics and a discussion of the various aspects of the solicitation process, this
course will address issues that arise with different types of contracts as well as specific terms and conditions that
may be appropriate for each. Included are discussions of the following types of contracts:
Contracts for Goods
Employment, Consulting & Other Service Agreements
Software Contracts
Design Professionals – Architects and Engineers
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
20
Construction Contracts
Confidentiality/Non-Disclosure Agreements
Recommended for: Experienced supply professionals looking to gain a better understanding of solicitation
procedures and additional knowledge of contracting issues affecting specific types of contracts.
Objectives:
Increase understanding of solicitation procedures (RFPs, RFQs, RFIs, etc.)
Recognize differences between and among various contract types
Increase understanding of critical terms for different types of contracts
Benefits:
Improved ability to develop more complex contracts
Minimized risk of inappropriate use of contract language
Ability to identify and include critical terms in various kinds of contracts
Construction Law
Course Length: 2 Days
Instructor: Helen M. Pohlig
About this Course:
This course focuses exclusively on the legal environment and the legal aspects of contracting for construction
projects. It begins with an overview of the law including general contract law and construction-specific legal
provisions as well as the application of tort (personal injury) law to construction. Basics of contracting – contract
formation, contract performance, contract remedies and agency relationships – are reviewed in the context of
construction contracting.
The course also addresses the various contracts likely to be a part of any construction project, including
agreements between the Owner and the Architect or Engineer, between the Owner and the Prime Contractor and
between the Prime Contractor and any subcontractors. Specific contract terms, such as responsibilities of the
respective parties, lien provisions, indemnification, and change orders, and their particular importance to
construction contracting are emphasized.
Recommended for: Supply professionals whose responsibilities currently or may in the future include construction
projects.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
21
Objectives:
Familiarize supply professionals with various aspects of law that affect construction contracting
Identify legitimate contracting authority of various parties involved in a construction project
Increase understanding of contract terms and documents commonly used in construction contracts
Benefits:
Improved communication between supply professionals and their lawyers
Improved control over unauthorized contracting
Improved quality of contract documents resulting in better administration of construction projects
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
22
MARKET INTELLIGENCE
Supply Market Analysis
Course Length: 2 Days
Instructor: William L. Michels
About this Course:
Supply Market Analysis involves the gathering of facts, data and observations about the marketplace within
which suppliers conduct business. A structured assessment of past and future developments and potential
impacts on sourcing decisions by helping to determine the ability to influence the market to your advantage,
or buy better within it.
Recommended for: any company or organization involved in major strategic sourcing projects where
understanding supply markets, competition, technology, risk and geography are key considerations.
Objectives:
Understand the factors affecting the supply markets and the impact on bargaining power
Understand supply markets on a national and international basis
Identify areas on which to focus when conducting a supply market analysis
Understand the structure and business drivers of a supply market
Use supply market analysis to understand the drivers to deliver cost and value improvements, innovation and manage risk
Benefits:
Learn more market economics and market drivers
Identify opportunities for cost, value, innovation and risk improvement
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
23
NEGOTIATION SKILLS Click on Course Title
1. Negotiating with Suppliers 2. Effective Negotiation Preparations 3. Telephone Skills for Sales and Negotiations 4. Equipment Lease Negotiations
Negotiating with Suppliers
Course Length: 2 Days
Instructor: William L. Michels
About this Course:
This course covers approaches to tactical and strategic negotiation. It provides tools and techniques for
negotiation planning, strategy, execution and expectation management for negotiation with your suppliers.
Recommended for: any company or organization that desires to improve negotiation planning and
negotiation outcomes for both individual and team negotiation process. This course is designed for anyone
involved in negotiation. While it is developed from the procurement and supply chain perspective, it can be
customized to include sales staff.
Objectives:
Identify negotiation opportunities
Effectively plan team negotiations with stakeholders
Understand how to make best use of personal negotiation style
Recognize different negotiation types and behaviors
Efficiently implement negotiation strategies
Facilitate post negotiation reviews
Benefits:
Understand negotiation strategies and when to apply them
Apply negotiation planning tools
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
24
Effective Negotiation Preparations Course Length: 2 days
Instructor: William D. Agee
About this Course:
Preparation is an essential element of the negotiation process since a negotiation is seldom made perfect at
the table. The success of the negotiation depends on thoroughness of the planning and anticipation of
negotiating objectives of both parties. A successful negotiation is the product of detailed study and analysis.
The topics covered in this course are:
The negotiation process and understanding your counterpart
Preparing your case/information
Understanding your negotiating leverage
Knowing your L-O-B profile
Negotiation strategies and techniques
Forming your team and determining their roles
Preparing the negotiation worksheet
Anticipating counter negotiation points, how to handle surprises and process breakdowns
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, department management and executive levels of management.
Objectives:
The participant to be better prepared when they enter their next negotiation
The outcomes will be more aligned to their prepared strategies
The tools and templates provided will enhance the participants’ overall negotiation skills
Benefits:
The participants will learn:
▪ How to determine team membership and roles ▪ What information is required before the start of negotiations ▪ The importance of predetermining acceptable tradeoffs in negotiating points and determine the
acceptable range of options ▪ How to create a negotiation checklist
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
25
Telephone Skills for Sales and Negotiations Course Length: 2 days
Instructor: William D. Agee
About this Course:
As the cost of a presentation to a prospective buyer rises, so does the demands placed upon an organization
to both increase sales as well as utilize alternative methods of achieving the same results. It is only natural
that the emphasis shift to making greater use of telemarketing. However, considering competition is facing
the same degree of competitive pressures, how can one firm stand out from another and continue to
increase revenue and profitability? The answer is in the delivery and the information we express to our
customers.
This course is designed for those individuals that are directly involved in the sales activities of a company,
telemarketing personnel, supervisors and managers.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, department management and executive levels of management.
Objectives:
Some of the successful applications covered include:
• Defining the organizations power sources • Understanding how best to minimize our perceived weaknesses • Developing a successful sales plan • Attracting the customer’s undivided attention within the initial opening • Phrasing questions for emphasis and skills enhancing your listening • Watching for cues to know when to ask for the order to improve the closing rate
Benefits:
Utilize the strengths and weaknesses of negotiations without a person before you
Allows the participants to create a telephone negotiation checklist
Conveys the strengths of and power of effective and active listening to the outcome
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
26
Equipment Lease Negotiations Course Length: 2 days
Instructor: William D. Agee
About this Course:
Leasing has fast become one of the more common and sought after methods of acquiring capital goods and
capital-intensive investments. Depending on the company's long term plans, cash flow, and tax
consideration, the buyer is left with a variety of options to pursue in acquiring the best equipment for the
company's needs.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, department management and executive levels of management.
Objectives:
This session will allow the new as well as the more experienced professional with tools, tactics and
acquisition plans for securing the item. In addition, a step-by-step negotiation process will be created and
developed. Whether the price of the lease is $1,000 to over $1,000,000, a concise detailed plan will be laid
out to assist the purchasing executive through every step of the lease process.
Benefits:
Participants will:
Learn how to determine and select the right lease for the deal
Prepare lease quotes and a negotiation plan
Evaluate the leases success criteria
Analyze financial offers
Determine traps in lease agreements
Know the best techniques to employ in a negotiation strategy
Watch for financial lease bluffs
How to effectively and efficiently handle a lease closing
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
27
PROCUREMENT & SUPPLY CHAIN MANAGEMENT Click on Course Title
1. Using the Internet for Acquisitions 2. Purchasing for Technological Applications 3. New Metrics in Purchasing 4. Continuous Improvement in Purchasing 5. Buyer's Analysis of Financial Statements 6. Utilizing the Procurement Card 7. Basics of Inventory Control Principles 8. Inventory Control & Records Accuracy 9. Cycle Time Reduction in Purchasing 10. Fundamentals of Materials Management 11. Just-In-Time Purchasing 12. Purchasing Services 13. Forming Purchasing Partnerships & Alliances 14. Outsourcing: Beyond the Make or Buy Criteria 15. Effective Supplier Selection and Evaluation 16. Improving Purchasing through Benchmarking 17. Value Analysis: For the Best Total Value 18. Consortium Purchasing 19. Purchasing Ethics 20. Supplier Certification 21. Supply Base Rationalization and Management 22. Fundamentals of Purchasing 23. Basics of Purchasing Management 24. Writing Effective Specifications 25. Effective RFP Development 26. Basics of Construction Purchasing 27. Lean Supply Chain Management 28. Forecasting Techniques for Supply Managers 29. Understanding Supplier Capabilities, Capacity and Constraints 30. Competitive Intelligence 31. Foundations in Global Purchasing
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
28
32. Global Purchasing - Advanced 33. Establishing Global Purchasing Offices 34. Contract Auditing for Supply Chain Managers 35. Change Order Management 36. Using and Applying Big Data for Market Analysis
Using the Internet for Acquisitions
Course Length: 2 days
Instructor: William D. Agee
About this Course:
It is often noted that the most significant changes in purchasing and materials management have resulted
from the use of computers and software systems supporting administration, control and planning functions.
The Internet and the Worldwide Web already accelerate this impact on purchasing through the global
connection to information and suppliers. This will be the standard of business operations in the future. This
program examines the benefits, challenges, and cautions of using the Internet and Worldwide Web for
sourcing and related functions.
This course is essential for purchasing and material management managers and supervisors as well as the
buying and planning staff in understanding the significant opportunities, challenges and current problems in
using the Internet and in designing a balanced policy for Internet use.
Recommended for: buyers, purchasing supervisors, purchasing managers
Objectives:
Participants in this program will learn:
Finding and evaluating potential Internet sources of supply
Ordering and tracking incoming shipments via the Internet
Monitoring selected news - pull and push techniques
Employee/company privacy issues
Identify the power and monitoring the risks of the Internet in sourcing globally
Allows the for the tools of effective assessment and qualifications to be created
Benefits:
Participants will be able to:
• Identify types of applications to improve productivity and efficiency • Identify specific applications and usage authorizations • Develop procedures to protect privacy and system integrity
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
29
Purchasing for Technological Applications
Course Length: 2 days
Instructor: William D. Agee
About this Course:
There is a continuing need to apply modern hardware and software technology to the purchasing
organization. If properly focused, such automation can improve the quality and accuracy of the purchasing
function while freeing up needed resources for planning and strategic decisions.
This course addresses the purchasing functions within the context of the overall business process of the
corporation, the purchasing functions, which can benefit the most from automation, and how to evaluate
automation systems, designs and applications.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, department management and executive levels of management.
Objectives:
Learn what is required to make a good IT purchase
How to negotiate for software agreements
What to seek to protect your firm in the event the provider goes out of business
What good contract language looks like
Benefits:
Securing more favorable terms for the company
Protect the company as the software or hardware needs to grow with the business
Minimize time and delays of the provider
Applying project management tools to the contract
Knowing what the triggers for risk would be in a IT agreement
How to make these compliance acquisitions a best value acquisition
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
30
New Metrics in Purchasing Course Length: 2 days
Instructor: William D. Agee
About this Course:
Metrics are the basis for evaluating the effectiveness and efficiency of the purchasing organization. A metric,
unlike a measurement, accounts for moving the strategic initiatives of the firm forward. A measurement is
merely a number associated with activity. Leading edge purchasing organizations work with their
management to establish measures consistent with the goals of the company and their industry and provide
meaningful data and information to identify performance gaps, track improvements, and provide
comparisons with peer groups and companies.
This course is for purchasing managers, their managers, and buyers seeking to design or better understand
the metrics needed in today's business environment.
Recommended for: senior managers, purchasing managers, directors of purchasing and executive officers of
a company
Objectives:
The topics include:
• Traditional performance measures for the purchasing function and individuals and contemporary measures of corporate performance
• Relationship of purchasing performance to corporate performance • Functional benchmarks (similar kinds of functions in different businesses) are a necessity • Benchmarks and metrics comparisons for multi-site purchasing organizations with similar industries • Categories of metrics and what they should convey • Subjective measures and reporting, e.g. the satisfaction survey
Benefits:
Participants in this program will be able to:
• Understand the importance of metrics for the purchasing organizations • Select measures relevant to the specific industry and company • Collect, interpret, and report performance data • Develop improvement action plans
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
31
Continuous Improvement in Purchasing Course Length: 2 days
Instructor: William D. Agee
About this Course:
Continuous improvement must be an ongoing activity in every business to enhance operational efficiency,
control costs, and improve competitive position with its customer base. The purchasing organization plays a
key role for the corporation in such improvement. Purchasing managers must look within their own
operations for savings.
Purchasing management and buyers will benefit from this course by identifying changes and new applications
that can be pursued to enhance savings through the daily operations of the purchasing organization.
Recommended for: those chartered with controlling costs, reducing cycle time in operations and integrating
new software programs
Objectives:
To instill a desire to make your department cutting-edge in productivity and efficiency
Improve time investment in applications yielding more time for being strategic
Minimize risks and operational deficiencies
Enhance customer satisfaction through cycle-time improvement
Topics include:
• Application of new technology to the purchasing process • Improved utilization of buyers and support personnel • "Up front" purchasing planning: strategic versus tactical, impact on operations • Cycle time reductions • Consortium buying and Strategic Alliances
Benefits:
This course will prepare the participants to:
• Identify purchasing processes and identify applicable improvement opportunities and alternatives • Select and implement methods for achieving improvements
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
32
Buyer's Analysis of Financial Statements Course Length: 2 days
Instructor: William D. Agee
About this Course:
Suppliers' financial stability is essential to maintaining a viable and reliable supplier base. Such information is
needed as a part of evaluating new suppliers and needs to be reviewed on a regular basis for key suppliers
already in the supplier base.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, department management and any managers tasked with selecting or qualifying new sources of supply.
Objectives:
Topics include:
Available reports: public versus privately held companies
SEC required reports
Sources of information, i.e. company reports, SEC/EDGAR, private audits, news reports
Commercial evaluation services
Ratio analysis; what they mean
Trends of the business
How to detect good reports but bad business
Going beyond the ratios - the signs of danger
The importance of on-site evaluations
Placing a supplier on alert status: steps to take
The likely impact of supplier bankruptcy, what buyers can do
Benefits:
Buyers and other personnel evaluating suppliers will benefit from this course by improving their ability to
interpret suppliers' financial and other reports and assess the potential impact on the supply chain, including
case analysis.
The participants will be able to:
• Develop a monitoring process and policy for suppliers' financial status • Understand the sources of information and interpret financial and related reports • Develop anticipatory action plans for suppliers in financial difficulty
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
33
Utilizing the Procurement Card Course Length: 2 days
Instructor: William D. Agee
About this Course:
The procurement card offers significant opportunities for both the purchasing organization and end users to
reduce procurement efforts, costs and cycle times for delivery while retaining control over the acquisition
process. Many companies have already implemented a procurement card program or are planning
implementation of a program.
This course is intended for purchasing professionals and end users in companies considering the use of
procurement cards and also for companies needing to make corrective steps in their existing procurement
card programs to satisfy management or operational concerns.
Recommended for: all connected with the purchasing, sales, and financial applications of a company
Objectives:
The topics include:
• Basics of procurement card programs, their advantages and disadvantages • Most suitable candidate commodities for procurement card programs • How to sell suppliers on the use of procurement cards • Roles of purchasing and the end user • Control and audit principles for purchase card programs • Impact on accounts payable operations • Reports and measures • Measuring the effectiveness of procurement card programs • Selecting procurement card suppliers, negotiating terms • Training requirements • Implementation guidelines - Pilot Programs
Benefits:
Participants in the program will be able to:
• Determine the applicability of the procurement card • Define benefits, costs and risks • Define procurement, end user, supplier and procurement card supplier roles and responsibilities • Determine requirements for reports, measures and controls • Obtain buy-in from suppliers • Analyze problems with existing procurement card purchasing and take corrective actions • Negotiate with and select a credit card provider, evaluating new or existing programs they offer • Design and implement a focused pilot program • Modify existing programs
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
34
Basics of Inventory Control Principles
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Inventory is frequently misrepresented as being "the root of all problems". Today's financial and supply chain
managers are calling for continuously lower inventory levels to reduce investment costs. What is more
accurate is that inventory can hide many problems in the supply chain. This course addresses the application
of appropriate inventory control principles and techniques, which will uncover those problems while
providing inventory needed to meet internal and external customer service expectations and supplier
capabilities.
Purchasing managers, material managers, buyers and planners and others involved in inventory management
will benefit from case studies that will be used to illustrate how other companies have properly or incorrectly
addressed these issues.
Recommended for: those wanting to gain control of their inventory investments, minimize costs to their firms
and those desiring to implement Supply Chain Management
Objectives:
Topics included are:
• Factors affecting inventory investment • The elements of inventory costs - typical quantification • The non-quantifiable problems of too much or too little inventory • Principles of inventory analysis, the inventory analyst specialist • Implication of zero inventory level goals • Types and examples of demand forecasting • Inventory levels under various demand forecasting types • The impact of inventory accuracy • Write-offs and write-downs, the manager's nightmare • Impact of the quality of forecasting on inventory management • JIT principles • Standardization and simplification • Management of excess and obsolete inventories
Benefits:
Participants will be able to:
• Understand and apply advanced inventory control principles • Establish improvement goals and measurements
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
35
• Improve teamwork with end users, suppliers and financial management • Plan and implement an inventory management improvement program • Improve elements of ongoing inventory management efforts
Inventory Control & Records Accuracy
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Accurate record systems and procedures are essential for the successful implementation of any inventory
control system. Otherwise, efforts to reduce the inventory burden and make more effective use of existing
inventory will fail through the lack of good procedures and lack of valid data regardless of the system
selected.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, inventory control, financial management and executive levels of management.
Objectives:
Buyers, planners, inventory control personnel and their managers will gain a better understanding of how to
design and integrate the records system as part of the inventory control system and how to operate the
record systems to ensure data integrity.
The course includes:
• Sources of inventory data and uses of data in the planning and purchasing process • Inventory record systems: advantages and disadvantages • Impact of data accuracy on purchasing, suppliers and financial reporting • Current inventory central programs
Benefits:
Participants will be able to:
• Analyze the accuracy of their current inventory systems • Determine the accuracy and control needs of the organization • Determine steps needed to correct gaps in control and accuracy needs • Implement an improvement program
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
36
Cycle Time Reduction in Purchasing Course Length: 2 days
Instructor: William D. Agee
About this Course:
The responsiveness of the purchasing organization is critical to the success of the corporation to ensure the
on-time delivery of materials and services for planned requirements, emergency situations, and ongoing
MRO needs. Yet, the amount of time taken to complete even the most routine task can be an obstacle to
quick and timely response. Costs associated with many of these activities are out of proportion to the value
they add.
Recommended for: buyers, senior buyers, purchasing managers, cost accounting, sales and the operations
team
Objectives:
This course will address how to reduce or eliminate steps in the purchasing function to reduce the cycle time
for the purchasing process as well as reduce purchasing operating costs.
Topics include:
• Reviewing the needs of the corporation and end users • Mapping the purchasing process and related functions - accounts payables, inventory control • Quantifying process step costs - time and money and analyzing the value added by each step • Streamlining and redesigning the process • Application of new systems • Obtaining management and end user buy-in • Measuring and reporting cost savings to management
Benefits:
Participants will be able to:
• Analyze the steps in their own purchasing process • Evaluate value added by each step • Eliminate or reduce non-value-added steps • Redesign the process to reduce cycle time and costs • Establish a pilot program to test the redesign
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
37
Fundamentals of Materials Management Course Length: 2 days
Instructor: William D. Agee
About this Course:
The materials management function encompasses the complete cycle of acquisition, control, and usage. This
seminar begins with forecasting and planning and concludes with disposition of obsolete and excess
materials. This integrated view provides the organization with the best opportunities for the effective use of
company resources for materials expenditures and management.
Recommended for: senior buyers, purchasing managers, operations managers, and manufacturing managers
Objectives:
Topics included in this program are:
• Material management elements and functions • Organizational implications • Current and future product plans • Commodity management • Supplier selection/supply base management • Current product planning: sales/inventory, manufacturing plan • Materials plan: MRPII • Quality impact • Other material’s innovations JIT, JITII, DRP • Supplier certification • Transportation
Benefits:
Participants will be able to:
• Identify the elements and organizations involved in materials management • Identify the skills and knowledge needed for effective materials management • Develop an organizational model for integrated materials management • Identify the roles of cross-functional teams
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
38
Just-In-Time Purchasing Course Length: 2 days
Instructor: William D. Agee
About this Course:
Just-in-time (JIT) delivery and purchasing has received much attention as a key success factor in Japanese
manufacturing efficiency and has been adopted as a goal by many American companies as well. However,
seldom does the buyer or supplier understand the historical context of JIT, the prerequisites for JIT, or the
ramifications on the supplier and buyer when the underlying principals of JIT are not followed.
Recommended for: senior buyers, purchasing managers and strategic suppliers
Objectives:
This course will address the values of JIT as well as risks when it is misapplied. The topics include:
• Definition of JIT, JITII • Examples - the Japanese experience of the 1980's • Types of planning/replenishment systems, their relation to JIT • Discipline requirements • Why JIT breaks down the ramifications when it does • Where JIT may not work • Identifying candidates for JIT management • Supplier, buyer expectations/communications • Planning a JIT system • JIT implementation, management Benefits:
The participant will be able to:
• Understand JIT principles • Identify potential opportunities for JIT • Assess advantages and risks for supplier and buyer • Develop and negotiate JIT proposals • Manage JIT programs
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
39
Purchasing Services
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Is your organization properly handling service purchasing? It is estimated that over 50% of future company
"spend" will be for service or performance based transactions, in many companies much of these dollars
spent lacks the application of required purchasing principles and processes. This represents a huge
opportunity for improvement.
Recommended for: buyers, senior buyers, purchasing managers and directors of purchasing and sales
Objectives:
Topics in this program include:
• Definition and examples of services and performance based requirement • Where to look for service acquisitions/ "hidden" activities • Relationships with end users of services • Assessing the total use of services • Prioritizing areas of opportunity • Preparing the statement of work/measures • Identifying, evaluating, selecting suppliers • Price/cost analysis • Requests for proposals and evaluation of proposals • Contract preparation: prices, key terms, legal issues • Administration of the service contract, performance measurement • Terminating service contracts
Benefits:
The participants will be able to:
• Identify service contract opportunities • Form project teams with end users • Prepare statement of work and performance requirements • Solicit and evaluate proposals from service suppliers • Implement new contracts and measures
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
40
Forming Purchasing Partnerships & Alliances
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Is your purchasing approach with suppliers generally adversarial or cooperative? Do you have opportunities
where going beyond even a cooperative approach to a partnership is needed or could provide extra benefits?
Recommended for: all persons on the supplier selection committee, buyers, purchasing managers, and
individuals charted with the selection of suppliers
Objectives:
This course addresses the nature of supplier partnerships, how to manage them and nurture them into the
future.
Topics include:
• Pros and cons of buyer/supplier relationships • Identifying candidate partnership commodities and suppliers • Selecting partnership candidates • Developing partnership proposals: what is sought/rational • Legal implications and reviews • Obtaining management commitment and support • Approaching the supplier/negotiations • Bilateral performance expectations and measures • Contracts/agreement • Operating policies • Implementation, partner relationship management
Benefits:
Participants will be able to:
• Identify potential situations where partnership relationship may have advantages for both the buying company and supplier
• Understand the roles and responsibilities of buyer and supplier in partnership arrangements • Understand the legal implications • Identify key, critical factors for successful partnering • Develop an implementation plan • Maintain relationships required for partnering
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
41
Outsourcing: Beyond the Make or Buy Criteria
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Outsourcing the supply of both manufacturing and services has increased dramatically in recent years as
companies find they are not cost competitive in all areas but must specialize in their "core competencies".
Improper selection of what and where to outsource or poor implementation can have a devastating impact
on the supply or total cost of the items or services out-sourced. The proper development of an outsource
plan in conjunction with future needs will make this a favorable outcome for the organization.
Recommended for: all those connected with the buying of services, goods and cost impact evaluations. This
will represent a major spend to all companies in the years to come.
Objectives:
The topics included in this course include:
• Concepts of outsourcing and identifying outsourcing opportunities • Outsourcing versus make/buy decisions • Identifying strategic core competencies • Typical outsourcing candidates • Evaluating advantages and disadvantages, risks, and impact on personnel • Identifying, developing requirements, and evaluating sources • Requests for information and proposals (RFI, RFP) • Evaluating alternate proposals • Contract, agreement preparation/negotiation • Transition planning, contingency planning • Implementation and measurement
Benefits:
The participants will be able to:
• Identify potential outsourcing candidates • Assess the pros/cons and risks involved in outsourcing • Prepare requirements and request proposals from suppliers • Form agreements and contracts for outsourcing projects • Plan and manage the implementation of outsourcing
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
42
Effective Supplier Selection and Evaluation
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Companies need to use the smallest number of the best-qualified suppliers available. The days of loading a
supply base are past. Those we retain must be continually challenged and improved to meet increasing
market standards of perfect performance. How is this achieved? What does purchasing do when faced with a
requirement to reduce the supplier base? How can purchasing ensure that only the best-qualified suppliers
are selected for a new requirement and that the number of suppliers does not grow out of control? The
answers begin with the parameters we establish and in the criteria we set forth for the program.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, department management and executive levels of management.
Objectives:
This course will address these questions and the topics below:
• Categorizing commodities and suppliers • Analyzing the current supplier base: what, how much, by whom • Assessing current supplier performances • Analyzing the base of internal end users • Understanding reasons for prior selection • Forming teams for commodity/supplier selections • Preparation of authorized, preferred supplier lists • Preparation of supplier base reduction plan: analysis of obstacles • Obtaining end user and management buy in and support • Implementing the plan • Measuring supplier performance • Supplier selection process for new commodity/technology needs • Establishing supplier relationship approach • Early supplier involvement process • Controlling additions to authorized supplier lists
Benefits:
Participants will be able to:
• Develop a process for supplier evaluation and selection • Evaluate suppliers, domestic and international • Develop methods for managing and controlling the supplier base
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
43
Improving Purchasing through Benchmarking
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
We constantly want to keep up with our neighbors. However, in business we seek to mirror what conveys
success or industry leaders. One of the most effective ways to better enhance our performance is to compare
our processes with those of companies identified as leaders in a particular field. Purchasing must constantly
watch for those companies that are both pioneers and 'best in practice' for given tasks. It is through this
process we reduce both the steps in a process as well as the cost of operations to our firm.
Recommended for: all those connected with the purchasing function. It should be specifically targeted to the
manager of purchasing, directors of materials, supply managers, presidents and vice-presidents of operations.
Objectives:
This session will show the team how and what to consider in a benchmarking program. It will express the
value through viewing an outside operation and comparing it to our internal department. This session will
guide the participant through the 12-steps of effective benchmarking, steps to reach a new benchmark
standard, ensuring what we review is equal to the return, understanding how gap analysis directs the change,
how to spot the patterns of success drivers in certain companies, where to find benchmark partners, how to
apply CAP (Center for Advanced Purchasing Studies) studies as effective tools in your benchmarking program,
how to solicit champions from the senior ranks to bring these plans to fruition and view case examples and
comparisons of world-class companies, and how they reach and stay at this pinnacle of success.
Benefits:
This session shows how to implement an effective benchmark study, improve processes, reduce costs and
assist in making your organization more productive and effective while leading your company on a path for
world-class best practices.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
44
Value Analysis: For the Best Total Value
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Value analysis (VA) is still just as useful as when it was developed over 50 years ago by a General Electric
engineer assigned to the purchasing department. VA applications analyze cost and value relationships and
find ways to modify and simplify the design or component parts of goods or services. This is accomplished to
enhance performance while reducing costs. Practical examples and advanced applications will be used.
Managers, buyers and professionals seeking to expand their value analysis and cost reduction skills should
attend this course.
Recommended for: those chartered with reducing cost and improving the performance of our products,
bought or sold. Buyer, sales agents, suppliers, and even customers can contribute and have a favorable
impact upon a company's bottom line.
Objectives:
The course contents include:
• History and fundamentals of value analysis • Current status • Terms and conditions: value, function, and product • Cost and functional standards: use, aesthetics, structure, compliments • Success factors for VA applications • Value tests • F-A-S-T and Functional rating approaches • Importance of the VA team • Value analysis steps: information, functional analysis, creation, evaluation recommendation, audit and
report • Overcoming roadblocks
Benefits:
Participants will be able to:
• Form VA teams • Explode items for internal visibility of component parts • Collect real cost and function data • Utilize applicable standards • Formulate and analyze a value system • Apply meaningful creativity • Recommend changes and improvements
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
45
Consortium Purchasing
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Consortium purchasing is the pooling of requirements and resources among several companies and/or
multiple company units. This can be between inter-organizational units as well as third party operations. The
goal is to achieve lower purchase prices and lower costs of acquisition by leveraging those resources and
needs. Suppliers too can obtain advantages through larger production runs and usually less variability in
requirements, forecasts, and orders.
Recommended for: those interested in effective cost savings within a company, reducing the cost of goods
and the entire purchasing department
Objectives:
Topics covered include:
• History of consortium buying and how it works • Forms of consortiums • Advantages and disadvantages: for buyers and suppliers • Best commodities for consortium buying • Legal implications/concerns of consortium buying • Responsibility of consortium members • Supplier communications • Confidentiality concerns • Consortium teams • Competitors as consortium members • Consortiums in global markets
Benefits:
Participants will be able to:
• Identify candidate commodities for consortium buying • Identify external consortiums • Form intra-company teams • Review advantages, disadvantages risks and potential obstacles • Quantify potential savings • Prepare consortium formation or participation proposals • Obtain preliminary savings data and analyze other advantages • Initiate consortium buying activities, with measurements in place
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
46
Purchasing Ethics
Course Length: 2 days
Instructor: William D. Agee
About this Course:
The purchasing organization and its management have the responsibility to obtain the best overall value from
suppliers while at the same time treating suppliers with the utmost fairness and integrity. Purchasing agents,
and others in management or decision making positions, must avoid being influenced by actions or interests
of any party, including themselves, not related to the goals of the employer. Ethics is more critical in the
purchasing profession as we see the profession being elevated to higher plateaus with the business
environment.
Recommended for: professionals that acquire, buy and interact with suppliers or contractors outside of the
firm. We are the first line of representation they see to make an assumption about our company.
Objectives:
The course contents include:
• Purchasing as a profession • ISM code of ethics • Examples of unethical practices • Developing your own code of ethics • Committing to the code of ethics, the personnel review and sign up • Educating personnel and suppliers about the code of ethics • "Open door" channels for code violations • Audits and controls: internal and with suppliers • How to handle suppliers violating ethics • Legal considerations encompassing ethics, include:
Antitrust legislation/trade and political boycotts
Foreign corrupt practices act
State fraud laws
Aiding and abetting, where you may be in jeopardy
Benefits:
Participants will be able to:
• Articulate purchasing ethics and develop their own version, if required • Communicate the ethics to all members of the organization and to suppliers • Build ethics into audit and control procedures • Process reported ethics violations • Interact with the audit and legal departments on ethics and legal violations
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
47
Supplier Certification
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Supplier certification is one of the key elements in reducing and maintaining an efficient and manageable
supplier base. Suppliers earn certification by offering superior delivery, pricing, quality, and technical
cooperation. Certified suppliers also enjoy a higher position in the supplier ranking and selection process and
typically obtain more business and involvement in early supplier programs to help ensure future business.
This award is based on their assisting purchasing in achieving best value for the invested dollars.
Recommended for: buyers, senior buyers, purchasing agents, purchasing managers, and the supplier
selection team. This is a beneficial session for those that qualify and select suppliers for the future needs of
the operation.
Objectives:
The contents of this course include:
• Definition and advantages of certification • Certification criteria - basics • Delivery criteria (e.g. JIT) • Quality criteria (e.g. PPM) • Other criteria (price, technical leadership, etc.) • Selection of suppliers and commodities for certification programs • Understanding and communicating the criteria and goals • Improvement goals and measures • Forming the commitment • Team formation/results reporting • Implementation
Benefits:
Participants will be able to:
• Determine the advantages of certification to their organization • Develop specific key success areas and criteria • Measure the baseline (current) performance levels • Establish improvement and absolute goals • Initiate a certification process
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
48
Supply Base Rationalization and Management
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Companies currently having an appropriate number of suppliers and a good supplier selection process need
to proactively manage their supplier base. This includes the continual monitoring of key supplier performance
measurements, improvement programs, and procedures for replacing suppliers whose performance has
fallen below acceptable levels. Suppliers should be added only to satisfy requirements, which are not
adequately being provided by existing suppliers.
Recommended for: this session is a must for all departments that depend on the timely and efficient receipt
of goods and materials. Purchasing, sales, distribution, manufacturing, operations, and administration should
have this session.
Objectives:
Topics covered include:
• Review: Categorizing your commodities by importance and strategy • The role of commodity managers in maintaining the supplier base • The role of supplier relationship managers • Establishing and implementing the approved/authorized supplier list • Causes for using unapproved suppliers • Preventing or detecting the use of unapproved suppliers • The key elements of supplier performance • Determining appropriate levels of supplier performance measurement • Joint reviews and goal setting with suppliers • The importance of improvement programs • Replacing or eliminating suppliers: obstacles and costs • Anticipating future needs • Selecting existing or new suppliers for new requirements/technology
Benefits:
The course participants will be prepared to:
• Analyze and categorize the existing supply base • Initiate actions to reduce the current base, if necessary • Determine the make up of commodity management and supplier relationship management teams • Implement ongoing measurement and improvement programs • Develop procedures for replacing, adding or eliminating suppliers
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
49
Fundamentals of Purchasing
Course Length: 2 days
Instructor: William D. Agee
About this Course:
This course is designed for the new purchasing professional as well as to enhance the skills of the more
seasoned professional. It develops the broad foundation of current applications of purchasing knowledge and
techniques and areas for future professional
growth. Covered in this session are the many areas of specialization a professional should be familiar in their
daily activities.
Recommended for: the newly appointed buyer, the junior buyer, purchasing supervisors, and managers.
Everyone can always gain from the laying the foundation for effective and controlled buying.
Objectives:
Topics include:
• Definition and evolution of the purchasing profession • Purchasing objectives, mission • Policies and procedures • Organization • Legal considerations • Competitive bidding, price/cost analysis, value analysis • Supplier evaluation, selection and performance measurement • Purchasing productivity and measurement • Purchasing techniques • Purchasing of services • Negotiations • Ethics and code of conduct
Benefits:
The participants will learn:
• Responsibilities of the purchasing function to the corporation • Relationships with other organizations • Legal and ethics principles and guidelines • Planning and purchasing techniques: e.g. MRP, blanket orders, systems contracts, etc. • Criteria and methods for evaluating suppliers • Principles of negotiations
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
50
Basics of Purchasing Management
Course Length: 2 days
Instructor: William D. Agee
About this Course:
This course is designed for newly appointed and aspiring purchasing managers. It addresses the new direction
that purchasing is taking and how the purchasing manager can meet these new challenges. It will equip the
purchaser with strategic tools to complement their tactical buying skills.
Recommended for: buyers, senior buyers, purchasing managers and those areas that interface and work with
the purchasing function.
Objectives:
Topics include:
• Roles of the purchasing manager • Contemporary responsibilities assigned to purchasing • Responsibilities to other organizations, suppliers • Organization, teams • Budgets and control • Policies and procedures • Personnel (human resources) management • Performance expectations • Performance measures, measurement and reporting • Leadership: setting the style, ethics, development, and integrity • Adaptation of new technologies • Audits and controls
Benefits:
Participants will be able to:
• Understand the new demands on the purchasing function • Develop organization designs • Develop essential policies and procedures • Establish control mechanisms - budgets and audits • Implement measurement systems and corrective actions • Design and maintain a professional development program • Foster the desired attitudes
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
51
Writing Effective Specifications
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
Developing effective and detailed specifications that can guide the process of acquisition without delay or
increased costs is truly an art form. Today in our firms and agencies we take for granted that any person,
whether new to the office or with several years of experience, can write a good, concise specification. The
complications, risk and obligations of a defective specification can be quite severe to any organization. Many
state procurement manuals approve the payment of restocking fees of 15%-20%. Unfortunately, the
operation on limited funding spends money for the privilege of making a mistake. There is not any agency,
county, state or federal entity that can and should have to pay for "nothing", the time to assist the requestor
in preparing a good specification should begin the day they joined the agency.
As projects and technology changes, so will the need and urgency to train our personnel. Imagine the savings
to the operation when a requisition is transmitted directly to procurement that does not require another day
to review, additional scrubbing or defining, calling the requestor for clarification, multiple calls with vendors,
delays for returns as well as those wasteful restocking charges.
Recommended for: any person who has the job of requesting and filling out a requisition of any kind. In
addition, buyers, department managers, supervisors, managers and directors can all benefit for this critical
foundational session.
Objectives:
The session will cover: Introduction to specification development, defining the types of specifications and
when to use them, developing a specification checklist, SOW for service acquisitions, technical writings,
insuring specification compliance, delivery requirements, simplification and standardization, examples and
much more.
Benefits:
A good specification enhances the accuracy of the acquisition
It helps ensures the satisfaction of the customer
It allows for a quicker processing time
Allows the supplier to secure exactly what they are transacting faster
Lowers the cost of acquisition by not having any returned or restocking
Becomes the heart of the contract and accuracy; necessary to all parties concerned
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
52
Effective RFP Development
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
The Request for Proposal (RFP) has been touted as the most powerful tool in the buyer’s tool kit for its ability
to effect Best Value for the agency or firm. However, such a powerful tool requires a skilled purchaser to
wield it wisely and correctly.
Recommended for: buyers, purchasing managers, program administrators, contract managers and agency
directors
Objectives:
This session explores the benefits and concerns in the implementation and use of the RFP. It has been touted
as a complex purchasing tool when in effect it is a compound use of the essential skills needed by a
professional public/private purchaser.
In this session we will cover:
When and why to apply the RFP process
Types of acquisitions that work best with the RFP
Tools a buyer can use with an RFP
Sourcing in the RFP mode
Source selection and qualifications
Establishing the team for evaluations and award
Writing effective and auditable letters, proposals, specifications
Addenda and modification control
Receipt, Opening and monitoring procedures
Confidential and proprietary information
Establishing the evaluation committee,
Awards and letters of intent
RFP cancellation and no award
Protest procedures and concerns
Contract finalization
Contract administration and much more
Benefits:
Learn what’s included and how to put together one of the most important acquisition tools in the purchasing and supply chain tool kit
Discover the options available for creating a statement of work
Why the RFP process is so important to ensuring success in acquisitions
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
53
Compare and contrast the formal Competitive Bidding process and the Request for Proposal
Learn the proper tools for contract management and administration
Create a contract close-out tool
Basics of Construction Purchasing
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
A session designed and crafted for the regulated buyer/contract administrator giving them first-hand
knowledge of the requirements and skills sets necessary to protect this major capital expenditure for an
agency.
With rising costs of materials, labor, equipment, and professional services, the public buyer controls the
success or failure of this acquisition. Buying in a fashion not appropriate for the project type or poorly chosen
for the acquisition, he can adversely impact the agencies total cost and project’s success. Using improperly
elected, or mandated, applications, out of date acquisition methods, and not pushing for those necessary
extras can impact the success of the project. Higher costs, costly delays, poor vendor selection, coupled with
the risk of subsequent litigation makes this a critical job for any public buyer. Construction acquisitions are
one of the few areas that combine all the highest skill sets of our public purchasing professional. These
include a strong understanding of the basics of effective procurement, cost/price analysis, negotiations and
writing an exacting statement of work.
Recommended for: buyers, supervisors, managers of purchasing, contract administrators and agency
directors
Objectives:
Some of the areas covered by the session will include:
Basics of construction purchasing
Types of construction
Communication concerns in the construction process
Developing a construction acquisition plan
Contracts and subcontracts
Developing a materials checklist
Materials and equipment planning
Personnel selection
Constructing the right acquisition selection
Inspection
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
54
Expediting and transportation
Elements in a construction contract
Change orders
Bonds to employ
Administering the construction contract and more
Benefits:
Some of the highest dollar expenditures often go around purchasing due to a lack of both experience and understanding
Learn the parties involved in a construction project
How best to manage a construction project
How to minimize risks in such a major acquisition
What tools need to be employed; bonds, confidentiality, change orders and more
Creating an acquisition plan for construction projects
Lean Supply Chain Management
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
The days of simply knowing the components of the supply chain have long passed. Now the supply chain is
not only a source of supply but also of profit. While we know the contribution we can make by having
materials available, we must find ways to make these links to our suppliers and customers more cost
effective.
Recommended for: buyers, supervisors of purchasing, managers and directors of supply management,
inventory managers and others involved with the flow of materials and costs to an operation.
Objectives:
This session will explore many of the tools available to a professional supply manager to ensure a lean,
effective operation. Supply management must be concerned with its cost, forecasted quantities and impact
to the business bottom line.
In this session we will cover:
Understanding the principals of lean operations
Supply chain mapping
Foundations in customer-supplier understanding
The trendsetter scale in supplier relationships
The survival triplets
How to apply ESI
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
55
Rationalizing the supply base
The new lean supplier report card
ABC/ABM applications in supply management
E-Business models
How to eliminate barriers in a continuous flow system
Process mapping of the supply operation and much more
Benefits:
See how to apply lean applications to an operation for greater efficiencies
Understand the foundation of and benefit from supply base reduction
How employing supplier report card makes your job more effective and stressful
See how creating process maps of an operation can improve both cycle-time and lower your cost of operation
Make sure your operation validates that the ‘Survival Triplets’
Forecasting Techniques for Supply Managers
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
One area in which many companies and professionals are inadequate is in their ability to make forecasts that
add value to an operation. As a result, we have seen in supply management many of the problems that can
occur, such as low inventory when running at peak, high inventory when demand slides and poor customer
satisfaction. All of these are the product of poor or no forecast.
Recommended for: buyers, inventory planners, production planners, planner-buyers, and supply managers
and is designed so participants can walk out with tools to immediately apply to their operation.
Objectives:
This session is designed to give the professional tools that can and will assist in better enhancing the effect of
supply management. Timely and accurate forecasts are the most critical and valuable contribution made in
any successful operation. The session will highlight the tools that are necessary for making value added
planning tools.
The session will cover:
The benefits and disadvantages of making forecasts or not
Implementation of a forecasting system
Benefits of graphs and their risk of not applying properly
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
56
Applying time series analysis to inventory
The impact of seasonal adjustments to inventory planning
Linking economic data to the materials planning, business cycles, trends, lagging indicators, leading indicators, cyclical patterns, forecast horizons and which supply management applications to employ
Revenue forecast for profitable purchases, applying the checklist to the participants’ company and several examples to apply in session
Benefits:
Better understand the tools of effective forecasting
Identify the benefits a company can enjoy when they have a good forecast
Squash the naïve people who think forecasting is magic
Learn how to employ the various planning tools connect with business cycles
Mitigate risk to the company when lower costs, higher customer service levels, increased employee morale and increased customer satisfaction is realized through the process
Understanding Supplier Capabilities, Capacity and Constraints
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
In our analysis of a supplier's review prior to selection, we fail to probe the three-Cs that can spell failure to
supplier relationships. These three C's are: 1) Capabilities (management and its support), 2) Capacity (the
ability to meet future demands) and 3) Constraints (future contracts for supply as well as their financial
stability).
Recommended for: sending your supplier survey and audit team, buyers, supply managers, directors and
those who have an interest on the financial impacts of proper supplier selection.
Objectives:
This session continues with the more in-depth questions we should have asked in those earlier supplier
audits and plant tours. This is why we need to expand our evaluations further than ever before. The selection
of the supplier does not consummate the deal, rather it is the beginning of risk to the buyer's firm. Our
analysis needs to be more probing and in-depth than most supplier reviews.
This session picks up with:
The identification of risk
How we can assess a supplier’s capabilities, goals, targets, managerial skills, depth in key groups and what is outsourced
We then focus on the capacity of the supplier's operation, plant, equipment, time, backup suppliers, throughput ratios and other factors that can affect their abilities to perform to contract
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
57
The final section deals with the supplier’s ability to put words into action: financial prowess, capital investment, long-term contract with their suppliers and vision and outlook to mirror the future direction of the alliance partners
Benefits:
All suppliers will tell you they can accept new business and handle your volume but these tools will validate the truth from the sales job
Through an analysis of their business we can determine the applicable capabilities a firm possesses in accomplishing your goals
Capital is required to keep an operation viable and solvent, we will look to see if they can grow internally, do they have necessary cash flow or are they a credit risk to a lender
A wise company knows their weaknesses and monitors constraints to ensure they do not affect the company
These three items can make a significant impact on the selection of a viable source of supply
Competitive Intelligence
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
Some of the greatest resources and assets of an organization are tucked away in the files in the basement.
The greatest benefit comes from the fact that they are hidden from outsiders or those who would benefit
from our knowledge or research. The worst benefit comes from the realization we cannot find the
information to enhance the strategic objectives of the company.
Information is power and how we handle and disseminate this control and documentation within and firm
can be critical. The success of a firm’s future can often be determined on how well we both control and
catalogue this information today. Information stored, in any format, that cannot be found when needed is
considered waste. However, if this pre-existing information could have made us first-to-market, reduced the
cost of development, or enhanced the value of our organization, its control would be considered priceless.
Recommended for: managers at all levels who need to understand the value of information. This can also be
a value for those groups charged with control of information, documentation and documentary inventory
control.
Objectives:
This session will go over:
The need for control in CI
The benefits associated with a successful program
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
58
Case examples of firms involved in creating a CI/OL model
How to start developing you CI Checklist
Evaluating your success in this area
Group examples and much more
Benefits:
Understand the driving forces in the marketplace today
Help to make sure you’re the first to know of issues and concerns of the supply base
Find and convey critical market driven concerns and opportunities to the firm
Know what competitors are planning and doing even before management
Be able to make commodity recommendations with foresight to management
Foundations in Global Purchasing
Course Length: 2 days
Instructor: William D. Agee
About this Course:
With the continued expansion of the global economy, the linking of national economies to the international
marketplaces, and the shrinking of communications and logistics, the professional purchasing manager and
buyers need to include sourcing from other countries as part of their global responsibilities. This overview
course addresses the key concerns about global purchasing and how to overcome them including operations
and procedures for global purchasing.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, sourcing specialists, department management and executive levels of management.
Objectives:
Topics include:
• Comparison of global purchasing to domestic purchasing • Reasons for purchasing from other countries • Calculating total cost • Purchasing channels • Legal aspects of global purchasing • Delivery terms (Incoterms) • Payment methods and terms • Dealing in foreign currencies • Business customs and cultures • Negotiations • Ethics in global purchasing
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
59
• The international purchase order • Controlling the cost of logistics
Benefits:
The participant will learn:
• The key operations of global purchasing • Advantages and challenges of global purchasing • Basic risk management techniques • How to develop a global purchasing strategy • Cultural variations and negotiation guidelines
Global Purchasing - Advanced
Course Length: 2 days
Instructor: William D. Agee
About this Course:
This advanced session on global purchasing builds on the fundamentals course and provides more detailed
training and strategy guidelines for the company planning on making the global marketplace a priority for the
future. This is also an excellent course for personnel already involved in global purchasing who want to
update their skills.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, global business specialists, department management and executive levels of management.
Objectives:
Topics include:
• Advantages/disadvantages; internal and external obstacles to global purchasing • Organizing for successful global purchasing • Integrating global sourcing into your purchasing strategy • Keys to working with other cultures • Global risks and risk management techniques • Evaluating, selecting and managing global suppliers • Negotiating the payment method and terms - advanced techniques • Essentials of L/C's (letters of credit) - buyer cautions • Currency risks and management • Law and forum for contracts, focus on the CISG (Convention for the International Sale of Goods) compared
to UCC (Uniform Commercial Code) • Resolving disputes
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
60
• Global purchase contracts - inception to termination; musts for buyer protection • Introduction to Global Purchasing Offices (GPO's)
Benefits:
Participants will be able to:
• Identify the potential advantage of global purchasing to their companies • Anticipate and overcome internal obstacles to global purchasing • Develop the detailed global purchasing element of the purchasing strategy • Design an organizational approach for global purchasing • Determine the appropriate channel for global purchases • Determine key contract terms and negotiating points and objectives • Better understand and negotiate with other cultures • Better manage the risks of global purchasing: political, currency, etc. • Locate, evaluate, select and manage global suppliers • Avoid potential misunderstandings and surprises of international purchasing
Establishing Global Purchasing Offices
Course Length: 2 days
Instructor: William D. Agee
About this Course:
As companies become more active in global purchasing there is a need for more frequent interaction
between suppliers, purchasing agents and other organizations such as design and engineering. Many
companies have established global purchasing offices (GPO's) located in other countries to provide this
increased support and communication.
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, quality assurance, department management and executive levels of management seeking to pursue
additional growth in global markets.
Objectives:
This course addresses how to establish GPO's and how they can expedite global purchasing. Topics include:
Added benefits of GPO's
Language
Negotiations
Technical assistance
Problem resolution
Legal entity forms
Country registration/costs
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
61
Necessary skills required
Personnel planning and selection/expatriate staff/salary ranges
Budget considerations
Minimizing taxes - operational guidelines
Operating models
Funding issues
Auditing/controls
Training
Supplier relationships
Benefits:
Participants will be able to:
Assess the potential of establishing global purchasing offices
Determine the skills needed by the GPO staff
Develop a staffing plan
Prepare a preliminary budget
Develop operating and management guidelines and policies
Initiate actions to set up a GPO
Contract Auditing for Supply Chain Managers
Course Length: 2 days
Instructor: William D. Agee
About this Course:
It has been stated that only 3% of all major contracting activities are ever audited or properly closed out.
Literally hundreds-of-millions of dollars are wasted in overcharges, failure of the contractor to properly
perform and substandard parts or services provided. Audits are not meant to find tons of money but to
ensure contractual compliance by both the buyer and the supplier’s company. This session will convey the
importance of conducting an audit and allow you to feel better about the auditing process. The session will
convey new concepts and identify various tools, techniques and over thirty audit types at your discretion in
managing a contract.
The topics covered in this course are:
How to perform an audit
Understand why we must perform audits
What are audits important for SCM
Where to look for information and what to look for in an audit
Identify the various types of audits that are available, both financial and nonfinancial
Identify an effective audit process and schedule for your major contracts
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
62
How best to employ computer-aided audit tools
Maintain a cautious vigil for fraudulent activities between prime and subcontractors on a job site
Learn over thirty different audit types to employ for specific contracts
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing,
sales, contract managers and administrators, risk managers, construction managers, department
management and executive levels of management.
Objectives:
The keys to this session is to provide insight and confidence to the SCM professionals to guide them through
the steps of ensuring value in contracts and value through purchased decisions. Often most hear audits and
think primarily financial decisions when that is only a small portion are actually financial in nature. Audits are
very much of purchasing and contracts management. It is through this validation by audits we can ensure the
company gained the value of its purchase decisions and receives the performance so guaranteed by the
contractor. This session will show the myriad of audit types and when to employ the various methods in any
contract type.
Benefits:
The participants will learn:
The reasons we employ audits
The advantages and disadvantages associated with the auditing process
Why audits are important to SCM
Developing an audit plan
Types of computer aided audit tools
How to identify fraud committed by a contractor
Learn over thirty different audit types and when to use them
Change Order Management
Course Length: 2 days
Instructor: William D. Agee
About this Course:
The quickest way to lose control of a contact from a service provider, a contractor to even the acquisition of
tangible goods is when a well-defined and controlled change order process is not in place. Often called
‘configuration management and control’ stands for a methodology and manner for change orders to be
controlled and effectively managed. The session will highlight how to effectively establish a change order
program within your organization for those major contracts.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
63
Recommended for: all buyers, supply managers, managers, contract manager and administrators and senior
managers.
The topics covered in this course are:
How to perform an audit
How to control your contractor or supplier
Areas prone to change orders the contractor knows even before the project commences
How to create an effective and controlled change order process
Using a contact type to control the change order process
When if time extensions are necessary
Documentation required in change order management
When and if change orders can and should be generated by subcontractors
Method to minimize and eliminate change orders in a contract
Objectives:
Change orders are very much a part of contracts and effective control is a necessity. While we cannot stop all
change orders we can mitigate their negative effects and make sure they are credible to the contract. We will
show how an established change order process can add balance and control to an often out-of-control
process. We will identify the impact these change orders can have on a project schedule. We will discuss the
documentation necessary to create a successful change order package. We want to identify methods to
mitigate and minimize the negative impact of these change orders on all types of contracts.
Benefits:
The participants will learn:
How more effective manage change orders whether a material, service, equipment or construction contract.
Learn how to create an effective procedure to control and process change orders.
Understand when a change order should be the responsibility of a buyer or a contractor.
How to ensure a fair value is established and negotiated for a fair transaction value.
How to develop and apply a checklist approach to the change order process to ensure an auditable control.
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
64
Using and Applying Big Data for Market Analysis
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Big Data is getting a lot of press these days for the value it can avail and astute purchasing, sales and/or
supply chain organization. The concept is an extension of our competitive intelligence or competitive market
analysis used by many cutting-edge organizations to alert to early warning signs of trends or turning points in
an industry or economy. Big Data simply refers to the mass volume of information available at the hands of
management and program leads such that they are able to make market driven changes in how and what we
purchase, and Apply Big Data with spend analysis will allow the buyers to see growth, or declining markets,
without losing huge investments in revenue or inventory.
The topics covered in this course are:
Determining when and how the customers will seek new or modified products
Define exactly where the hottest market is located
Reviewing the market-driven information that is critical to all branches of the operation to ensure they are making best-value determinations for the organization
Where to secure best sources of data
Types of tools to use to segregate and analyze mass data
How OLAP (online analytical processing) can assist a SCM and marketer to use data in promotions or acquisitions
How to employ competitive intelligence to make market robust and profitable
Recommended for: careers in management; data miners, purchasing, sales, contract managers and
administrators, risk managers, department management and executive levels of management.
Objectives:
The session will allow the purchaser, marketer and managers to both secure and identify data for use to drive
the business forward. How best to make sure the data we retain is value driven. Regardless of the size of the
Big Data files tools we can employ to make use of them going forward. How to lower risk associated with
mass data file. The participants will learn how to identify qualified sources of data to employ off the Internet.
How best to make market driven decisions using and large sources of data in a changing world.
Benefits:
The participants will learn:
What Big Data really is
How to employ Big Data to work effectively for your company
How to target data to make it work for the company
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
65
Show how to make Big Data a strategic resource of your company
The tools to assist in analyzing large sums of data
Risk associated with massive data files
How long can data be considered as good and viable?
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
66
PUBLIC PURCHASING Click on Course Title
1. Basic Public Purchasing 2. Advanced Public Purchasing 3. C-N-C Special (Cost/Price Analysis-Negotiation-Contract Administration)
Basic Public Purchasing
Course Length: 2.5 Days
Instructor: William D. Agee
About this Course:
Professional purchasers in all areas of activity need to fully understand the consequences of their decisions.
This session builds the foundation of what is expected of a professional buyer.
The session is built upon developing an appreciation of the principals of effective procurement. It is designed
to give the new public purchaser an understanding for the depth and impact he can have upon an agency's
performance through the evaluation and selection of a vendor.
Recommended for: all public officials and delegates assigned the responsibility for buying and requisitioning
goods, services and equipment for either local, state or the federal government. This session is designed for
the new buyer or the person with less than 3 years of full-time experience.
Objectives:
Topics include:
Develop an awareness and appreciation for the basics of effective purchasing
Give an overview of the requirements of legal and ethical issues connected with public purchasing
Highlight the approved methods of acquisition, such as competitive bidding, informal bidding,
negotiation, two-step negotiations, and RFP's, inventory issues and salvage methods, basic methods
of specification development and contract purchase methods and much more
Benefits:
Allows for a deeper and more effective understanding of what’s involved in the acquisition of good
and services
Highlights the strength and weaknesses inherent in the public acquisitions of goods and services
Looks into the various tools and techniques employed in public acquisitions
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
67
Explores some the unique areas associated with public procurement; open records, funding-out
clauses, special rules and regulations
Stress the need for a public representative to maintain a strong ethical compass
Advanced Public Purchasing
Course Length: 2.5 Days
Instructor: William D. Agee
About this Course:
This session is a follow-up to the Basic Public Purchasing session. It will allow the participants to expand their
quest for maximizing their productivity through advanced levels of professional procurement. The
participant will progress to the more advanced methods applicable for maximizing the purchasing effort.
Recommended for: all professionals desiring to excel to higher levels of professional and managerial
responsibilities in public procurement. The session is recommended for those who have a minimum of three
years of public purchasing experience.
Objectives:
The session will allow the professional to find ways to stretch the limited dollars available through his budget.
Some of the areas highlighted in this session include:
Writing better specifications
When and where to apply various contract types to enhance the acquisition
How to minimize risks in certain purchases
A step-by-step review of how to handle a formal and informal bi
Requests for proposals and statement of work
Highlight the major points to effective contract administration
How to improve the total cost through Best Value negotiations and other critical areas
Benefits:
Learn the proper method to employ several of the tools of purchasing; RFI, RFQ, IFB and RFP
Determine when to secure a Hold Harmless Clause, a Certificate of Insurance, an Indemnification Clause,
or specific types of Bonds
Better understand the clauses in a contract
How and when to employ risk management
How to justify a procurement decision with a Negotiation Memorandum or a Justification for Award
As well as the risks and rewarded concerning with the selection of the contract
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
68
C-N-C Special (Cost/Price Analysis-Negotiation-Contract Administration)
Course Length: 3 Days
Instructor: William D. Agee
About this Course:
This session is designed to enhance the skills of the public buyer. This session will focus on three areas,
cost/price analysis, negotiations, and contract administration. Effective knowledge in these areas will
separate the average buyer from the most up-to-date professional.
This is a specialized hybrid course designed for the more senior buyer to give him/her new skills and review in
the three areas highlighted. The session starts off with a day of Cost/Price Analysis. In this session we learn:
to determine a range for a providers cost and price, know the difference in their cost and price, and how to
apply specific tools to ensure we improve the Best value for our agency. The second day is focused on skills to
become a better negotiator. In this course we will look at how and when to apply negotiations, how to
structure negotiations, tools and techniques to allow us to continue to reduce costs and enhance services of
the provider. The final day will be Contract Administration in public acquisitions.
Recommended for: those responsible for major purchases, high ticket transactions, purchasing managers,
those desiring to move up the agency ladder, program managers as well as agency directors.
Objectives:
The session will focus on ways to:
Improve the process
Control the outcome
Communicate better with our counterpart, minimize claims and hold cost in line with budget
How to 'ground' a claim
Legal terms and conditions in contracts as well as tools for ensuring a timely completion to any contract
Benefits:
Ensure we know the real difference between price and cost
Uncover the steps in conducting a price study
Determine when it is not just fun bit necessary for a buyer to negotiate with a seller
The best practice steps in negotiations
How best to effective manage a contract
What to do during the closeout procedure
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
69
SOFT SKILLS & COMMUNICATIONS Click on Course Title
1. Creative Problem Solving Techniques 2. Team-Based Training 3. Train the Trainer 4. Effective Communication 5. Improved Communication & Listening 6. Cross-Functional Team Building 7. Diversity in the Workplace 8. Supervisory Management 9. Creative Problem Solving 10. How to Purchase a Business 11. Effective Time Management
Creative Problem Solving Techniques
Course Length: 2 days
Instructor: William D. Agee
About this Course:
There is an increasing demand to resolve problems more quickly and efficiently with a reduced supplier base.
Purchasing professionals cannot afford to be limited in problem solving only by past experience or training,
but must look for creative ways to approach new issues rather than old standbys.
Recommended for: interactive training for all teams within the company. In addition, it can be an excellent
tool to start Value Analysis and Process Improvement teaming with strategic suppliers to fast-track new cost
savings programs.
Objectives:
This course provides buyers, planners, and purchasing management with ways to apply creative problem
solving techniques to the challenges of the purchasing functions.
Topics included are:
• The four critical features in addressing problems and the five P’s of creativity • Identifying root problems and exposing hidden problems
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
70
• Specific techniques and alternatives for problem solving • Development and implementation of solutions
Benefits:
Participants will learn:
• The virtue of creative thinking applications in purchasing • New methods for looking at problems and how to analyze them • How to synthesize and evaluate alternative solutions • How to select, obtain commitment, and implement creative solutions
Team-Based Training
Course Length: 2 days
Instructor: William D. Agee
About this Course:
The old adage of "two heads are better than one" is definitely correct when it comes to the benefits derived
from applying team applications to an organization. Work teams can be productive, satisfying and
exasperating!! This can range from the tangible net savings the team can offer the organization to the
intangible of improved worker morale. The assembly of a group of individuals is not a definition of a team. A
team must first be educated on the foundations of good team development, synergies of focus, as well as
developing a common sense of purpose. A team poorly developed will only cause issues and controversy as
well as financial loss for a business.
Recommended for:
Those employees working on a current team
Those about to join into team activities
Members of less than performing teams
Managers of teams and those who supervise team activities
Objectives:
This course will address critical questions connected with developing productive teams:
• How to organize for team development • Stages of team development and evolution • Organize a team mission statement • Problem solving applications for teams • What is team decision making • Team consensus and development • How teams work best • Evaluating and measuring a team's success
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
71
Benefits:
Participants will be able to:
• Put the proper team components together • Develop a functional team agenda • Measure the results of a team • Report tangible achievements to management
Train the Trainer
Course Length: 2 Days
Instructor: William D. Agee
About this Course:
Even professionals and would-be trainers need to continue to maintain and improve their skills. Today's
business requires constant training of our staff with the rapid changes in business, technology and cultures.
This session takes the trainer through a new 'renewal of their skills'. Changes in training styles and methods
are employed to show the trainer some of the more basic to the most advanced issues concocted in effective
training. The session shows how to conduct a standard classroom presentation, small groups, large group
sessions to even single keynote applications.
Recommended for: all professional and in-house trainers, mentors and company facilitators who want to give
their audience more than just talk.
Objectives:
This session covers:
Basics of effective trainings
Learning your most effective style
The best physical layout
Transfers of training
Recognizing effective learning styles
How to make every presentation memorable
Knowledge sharing
The best Ice Breakers
Employing Role play
Setting up a checklist
Making evaluation work for the trainer, and much more
Benefits:
This session will leave the participant with a new workbook of ideas and tips
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
72
Become a center of excellence within your own organization
Develop a resident skill set of key knowledge areas
Be the primary internal resource connected to outside experts
Be able to fast-track essential areas with minimal red-tape and time
Effective Communication
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Every person needs to understand the basics of good communication. However, little attention is paid to the
critical aspects of effective communication. Effective communication comprises not only speaking, but
listening and writing attributes as well. In business, poor communication skills can have a customer thinking
you are not interested in their concerns; a buyer feeling the offer was not considered; and a boss wondering
why you are not doing the job assigned. In this program we will go through the different steps in providing
good and effective communications. A skill set we constantly need to refine.
Recommended for:
All managers who are required to make presentations internally, as well as externally
To peers, customers, and supervisors who must address employees
Sales and purchasing professionals that must deal constantly with other professionals
Any employee desiring to move up the corporate ladder
Objectives:
In this session, areas addressed will include:
• Fundamental needs in effective communication • How communications environment differs from both business and personal aspects • The dialogue of exchange between parties • Knowing the message as well as the messenger • The value of the words selected • Body language between partners • The active listening process • The Railroad-Crossing aspect of listening • Top to Bottom communications in business • Bottom-Up communication sharing • Cross cultural exchange • How to ensure the audience gets the message • Ensuring communication success
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
73
Benefits:
This session is an active session that will allow the participants to:
• Critique other modules of first hand observation • Show how to bring your audience to the platform • To monitor self assessment skills of captivating the audience • How to overcome negative resistance in both sales and talks
Improved Communication & Listening
Course Length: 2 days
Instructor: William D. Agee
About this Course:
This session is a direct follow-up to the previous session and requires the earlier session (Effective
Communications) as a prerequisite. This session is filled with scenarios, interplay, case analysis, as well as
direct participant involvement. In these various methods the results and benefits of effective
communications skills will be reviewed and applied. Group activities, as well as formal oral presentations, will
be expected and critiqued. This session will be a critical venue for anyone to advance up the corporate
ladder. (The higher the level in any organization the greater the need for these communications skills.)
Recommended for: professionals of any skills seeking to advance their careers in management; purchasing, sales,
contract managers and administrators, negotiators, risk managers, construction managers, department management
and executive levels of management.
Objectives:
Covered in this session will be:
• Establishing the foundations for effective communications • Applying new methodology to improve your return from any encounter • How to capture the audience's attention and deliver the main issues in two minutes • The art of applying active listening in both work and personal aspects • How to diagnose personal and team weaknesses • Overcoming the fear of the platform • How to make fear an ally instead of an enemy • Organizing for senior level presentations • How to convey and control the body language at the table • How to read the other side of the table
Benefits:
All those involved will be able to:
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
74
• Better comprehend the needs of the other side of the table • Command and assert their rights at the table • Be in both focus and positive control with the other side's support • Know the steps in understanding everybody
Cross-Functional Team Building
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Combining skills employees possess with positions in the organization can gain favorable acceptance while
impacting the bottom line advantageously. However, we are now ready to push this aspect up another notch.
In cross-functional team building we seek to improve the fundamental teams by combining the diverse
experiences of both internal as well as external expertise. It is through this combination that we can see the
amplification of the team's achievements. The value of this combination of skills has never been more critical
than in the current global environment.
Recommended for:
Mid-level managers often placed on cross-functional teams without direction
A growing and expanding organization that needs to capitalize on the skills of personnel in many corners of the globe
Professionals needing more power from their existing teams in an organized and controlled fashion.
Objectives:
The course will address:
• Building from the initial team stage to a cross-functional team • Having a synergy of focus and direction • Tying the mission and goal into a focused single unit • How to detect when a cross functional team will serve best • Know the limits of the team members selected • Learn how to monitor both input and results • Reporting joint goals and achievements up the ladder • How to translate successes into financial objectives
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
75
Benefits: Every individual will be able to:
• Determine the best team for a particular purpose • Utilize the Cost/Profit saving format to plot savings • Make the team a desired opportunity of service • Be the leaders for the new business directions of tomorrow
Diversity in the Workplace
Course Length: 2 days
Instructor: William D. Agee
About this Course:
The dictionary defines diversity as "the condition of being different." Therefore, when we look at the
workplace we should not be surprised that we should be more astute and sensitive to the needs and cultures
that surround us. How can we effectively develop a workplace where harmony, domestic, and social issues
can be minimized? How can we become sensitive of our co-workers and peers? What precedents have
occurred in the last few years, which can lead to a better and more enjoyable work environment?
Considering the litigation settlements that have occurred, this is a critical issue that impacts every
organization.
Recommended for: considering the financial consequences and impact of litigation, this session should be
considered mandatory for all individuals. This session should be especially important to all levels of
management who must manage the diverse cultures in the workplace.
Objectives:
Course objectives include:
• Defining what comprises diversity in the workplace • Who needs to better understand how diversity affects a company • What makes the workplace a diverse tapestry • Culture, custom, identities, differences and stereotypes • Legal actions associated with diversity suits • How to train the employees to be more aware • What should be avoided to keep the work environment "suit free" • How to keep the risks under control • Measuring the success with the profit yardstick
Benefits:
Each participant will:
• Leave with an appreciation of the diverse nature of their workplace
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
76
• A profile leading to a diversity-free environment • A profile of the top cultures in the marketplace • Plans to make all the workers more aware of the good in every culture
Supervisory Management
Course Length: 2 days
Instructor: William D. Agee
About this Course:
Congratulations on the promotion into management. Now what do you do? The ascent into management
does not in and of itself guarantee you success. It is critical that you know how to supervise people, motivate
your peers, convey the quality of leadership, as well as meet the expectations of the corporation. This course
utilizes both case analysis and situational examples to assist the new supervisor on their path to a successful
new venture within the organization. This course should be considered critical to all newly designated
managers.
Recommended for: all newly promoted and hired individuals that are managing people and resources for the
first time and employees who are being groomed for new divisions or ventures within the company
Objectives:
This course covers the following areas:
• What is required to be an effective leader • How to lead your staff • Motivation is a critical factor • Evolving interpersonal skills • Developing effective flexibility skills • How to manage with change and minimize risk • Improving report writing skills • The role of management to the supervisor • Leadership skills required to be more productive • Case analysis and applications to enhance awareness • Matrix analysis of when to apply certain attributes of management
Benefits:
From the session the new supervisors should be able to:
• Assist in managing the new staff responsibilities • Have new skills to take back to the plant • New communication skills for the future • A new set of work related skills and goals
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
77
Creative Problem Solving
Course Length: 2 days
Instructor: William D. Agee
About this Course:
It was once stated "a problem is simply a way for the ordinary individual to stand out from the crowd via the
method of reaching a satisfactory resolve." If this is correct, what we are implying is that solving a problem is
the ultimate key to success. Therefore, it's not what the problem sounds like that is the issue, rather, the
method of approach can often be the key to resolving the issue. A different style or method of approach can
often resolve and clear up the issues before they become even larger. This session is designed to convey that
there is always more than one way to approach and solve an issue before it escalates. A very upbeat session
that will give each participant a new and more enjoyable vision of how to approach issues in the workplace.
Recommended for: all supervisors and managers willing to learn new and better methods of applying a more
concise approach to solving problems. This session is also of great importance and application to individuals in
the purchasing and sales areas.
Objectives:
This course will address issues and approaches:
• Defining the problems and their root causes • How to recognize a problem • When to utilize what type of approach • Generating the problem solving format • Assumptions and their source • Selecting the best alternatives • Establishing creativity in the analysis • Developing a functional aspect matrix • How to select from the best alternatives • New and different problem solving techniques • Several new applications will be applied throughout the session
Benefits:
At the end of the session:
• All participants should have a new understanding of how to solve problems • What and how to apply a new format in the solving equation • Which techniques offer the best success in certain applications • Learn that innovation is a key to success in all problem-solving ventures
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
78
How to Purchase a Business Course Length: 2 days
Instructor: William D. Agee
About this Course:
Have you ever wanted to purchase a business of your own? Does the entrepreneurship desire flow through
your veins? This course will provide the new business owner the tools to make those weekend hours more
productive as well as profitable. In this course, we show the individual ways to determine a value for an
existing business, how to value a new operation, select the best financing option, negotiate the best value for
your money, and develop a strategic marketing plan. This is a fun session that will satisfy the desires of all
individuals who wish to one day hang out their own shingle.
Recommended for: any person or persons who have ever wanted to own their own business. Despite the level
of management currently, the essential element is the desire for success.
Objectives:
The course is designed to answer the following questions:
• What does it take to be a successful entrepreneur? • What is the economic impact of such a decision? • What are the key behavioral aspects of owning a business? • What is the best method to finance a business? • When would be the best time to own a business? • What financing options are available? • When to bring in a partner? • What tools are available to value an enterprise? • What are the keys to others success? • Case analysis of successful operations? • What are the new trends for the future?
Benefits:
Participants should be able to:
• Identify when and what type of operation is best for them • Secure the financing necessary • Know who is the best source of capital • Understand what commitment is required to be a success • Realize why some fail and others succeed in their ventures
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
79
Effective Time Management Course Length: 2 days
Instructor: William D. Agee
About this Course:
We are a slave to the clock, but seldom do we maximize our return on investment for this cost. When
surveyed, most people feel they are good controllers of time but seldom could we even qualify it as marginal.
This session will take the guesswork out of wondering how to find you more time. However, it will make you
feel like you have time to spare once you become more productive in both the work and personal areas.
Recommended for: anyone who can and would like to have more productive and enjoyable time of their own.
This will range from the president and board of directors of an organization to the newest person at the most
entry-level position in the company. All anyone has to lose is the wasted time in each hour.
Objectives:
This session covers the following areas:
• How to think about time and its components • How to make time work for you • Develop an action item list • Conduct effective planning • Learn how to watch for time drains • Avoid time wasters such as meetings • Exercise delegation to expand the hours • Improve dialog to get the job successfully completed the first time • Being effective on the telephone • Forcing the NO word for nonessential activities • Re-focus on a revised agenda where saving time is a priority
Benefits:
Those who attend will gain:
• A new appreciation for what time really costs • How to gain more productive time out of every day • A better control of the "time waster" we are all used to • Enjoyment out of work and personal time since we control the clock
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
80
STRATEGIC APPLICATION IN MANAGEMENT
Strategic Planning and Development Course Length: 2 days Instructor: William D. Agee
About this Course:
Many professionals approach critical and strategic acquisitions in much the same fashion as they do a
standardized commodity. If the item or material is defined as critical to the success of the operation, a well-
defined strategic materials plan must be in place for ensuring the success of the supply chain. The need for a
strategic plan for critical materials and services might not become apparent until a catastrophic failure in the
supply occurs. When management wants to know how we protected the firm with this plan, the lack of one
becomes a glaring omission.
Recommended for: this session is designed for the new through the more experienced buyer, supervisor,
manager and director of materials, purchasing and sales.
Objectives:
This session looks at what is needed to put together and develop a strategic plan to ensure value to the
operation. This session is made applicable to the acquisitions and strategic alliance partners of an operation.
In this session we will:
Understand the need for the plan
Identify the elements essential in a materials strategic plan
Migrate through a checklist model for an effective plan
Develop a strategic plan model for our operation
Review the benefits and downsides associated with the plan
Consider the organizational issues connected with applying a plan
Identify the risks to this project
Review how to project manage the plan to a successful conclusion
Apply report card evaluations to performance guarantees
Establish a toolbox for future plans and more
Benefits:
Understand the requirement necessary for putting together a strategic plan
Develop a checklist for items to include in the plan
Create a format for a very flexible plan for various applications
Understand the risk to a project with a poorly developed plan
Watch for the major points of failure associated with most plans
Develop a set of tools applicable for your firm or products going forward
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
81
SUPPLIER RELATIONSHIP MANAGEMENT
Supplier Relationship Management
Course Length: 2 Days
Instructor: William L. Michels
About this Course:
This course focuses on the quantitative and qualitative tools and skills necessary for supplier relationships
that align business needs and requirements.
Recommended for: procurement and supply chain practitioners seeking to increase value delivery, achieve
supply chain integration, improved supplier performance, reduce risk and capture innovation from suppliers.
Objectives:
Understand supplier management methods and tools
Measure, monitor and drive improvement of supplier performance
Work with colleagues to plan supplier performance improvement approaches
Improve influence and communication skills within supplier relationship management
Benefits:
Improved understanding of behavioral approaches and communication strategies with suppliers
A range of tools for better management of price and performance with suppliers
Increased consistency of approach in supplier relationship management
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
82
TOTAL COST OF OWNERSHIP APPROACH
Total Cost of Ownership
Course Length: 2 Days
Instructor: William L. Michels
About this Course:
Price is only one element of the total cost of ownership and in many instances only a small part of owning
and operating the product or using and paying for the service. Understanding the total cost of ownership will
ensure better sourcing decisions, identify cost improvement opportunities, reduce total cost, harness
stakeholder support and mitigate risk.
Total Cost of Ownership (TCO) is the total cost incurred through the acquisition, use, support, maintenance
and ultimate disposal or disengagement of a product or service. TCO considers both direct and indirect costs
and should be determined to ensure like for like comparisons when evaluating proposals and quotes. TCO is
also a useful tool to identify cost improvement opportunities through uncovering the hidden cost in the
supply chain and during the lifecycle of the product or service. Typically, many of the cost factors that need to
be identified are hidden in the price. Uncovering the hidden cost elements requires skill and an
understanding of supplier pricing policies and all the cost elements to deliver informed sourcing decisions
and effective outcomes.
Recommended for: procurement and sourcing specialists, category and procurement managers looking to
move beyond price to total cost improvement.
Objectives:
To provide delegates with tools and techniques to make better comparisons between supplier prices
To strengthen sourcing and contracting strategies through assessment of all the cost elements
To support negotiating value-added partnership arrangements rather than focusing solely on price reduction (e.g. joint process improvements)
To identify and remove non-value added activities during a product or service’s life cycle
Benefits:
Improved sourcing decisions, cost savings, value improvement and risk reduction.
Delegates will be able to use this knowledge to do the following:
Identify when to apply TCO models
Identify the cost drivers and establish the hidden costs
Understand how to use TCO during negotiations
Develop cost improvement plans - manage costs and risk
For more information or course catalog, visit SupplyChainLearningCenter.com
800.547.7377
COURSE CATALOG | 2016
83
SupplyChainLearningCenter.com
Jolene Gulley, Group Publisher
Supply & Demand Chain Executive
Food Logistics
Phone: 480.413.0354
Mobile: 262.473.9285