The #1 problem in procurement today – the one that nobody is talking about – has been identified through 25 years of research and practice by our instructor, THE Godfather of Negotiation Planning, Omid Ghamami. That problem is that our entire profession is buying Goods & Services Instead of PERFORMANCE RESULTS. We have SOW and Specs for goods and services, then we solicit for goods & services, then we negotiate for goods and services, then we contract for goods and services. Then when we receive goods & services, the end user organization complains because what they actually wanted was PERFORMANCE RESULTS. Only by this time, it is too late, and the contract can’t help you either. The result? Aside from not getting performance results, procurement professionals spent 70-90% of every single day in UNPLANNED activities as a result of this problem above. These unplanned activities stifle career and income results. This time could have also been spent on far more value added activities that enhance individual and departmental results. The Supplier Performance and Contract Manager Certification – CSPCE™ - Certification Program solves this problem once and or all.
Attendees will learn supplier management practices that start from the purpose and business reason that drove the original demand, and using this as the driving force that defines everything else in the scope of supplier management, or else mediocrity will ensue. The fundamental shift will be made from buying resources to buying RESULTS. you want or deserve? Have you mastered procurement to the point that negotiations are exciting and rewarding? Do your peers seek you out and ask you how you keep getting incredible results? Have you reached a level of prestige in your company that you feel good about? Is purchasing the lucrative career for you that it can and should be? Are you admired by your friends and family as being highly successful?
All of these processes and methodologies will be shifted from the traditional design and focus to a new paradigm that ensures that the supplier is delivering and achieving RESULTS and not just providing goods or services and being measured to their effectiveness of such. The supplier will also be put in a position of greater accountability, whereby they are driving the bulk of the workload associated with indicator management, and purchasing is in a less time consuming reviewing and approving capacity. The assertion will be made that following the supplier management practices as outlined here will result in a roadmap for improved overall results, more strategic focus, reduced overall TCO, and as a consequence of these, a more successful and fulfilling career in purchasing. These leveraged methodologies should only be used with only the most strategic and high expenditure suppliers, which should represent 1 – 5% of the supply base, but should encapsulate 90 – 95% of total expenditures.
Lack of sufficient preparation for high stakes negotiations. Rogue customers that do what they want and get away with it by calling procurement a “road block”. Tough contracts and slow legal departments. Suppliers that can’t perform right to save their life. Thankless managers who burden you with administrative responsibilities and wonder why you don’t get strategic results. Internal Auditors that have to find something to report. 3% raises year after year. Hearing everyone talk about supply chain management but having no clue what to do about it. 80% or more of every day spent on unplanned activities (“fire fighting”) that don’t count as accomplishments on your status report or your performance review. No budget for training and lack of internal training resources. Less headcount but more expectations: small and diverse businesses, green business, and many flavor of the month programs that management dreams up or agrees to.
Omid is known as the most trusted, sought after Purchasing and Negotiations trainer in the world. He is famous for creating paradigm shifts in the way Purchasing and Negotiations are done without resorting to the old, status quo methods that have resulted in purchasing being an overhead function instead of a Value Added Center of Profit.
Omid Ghamami is CEO & Chairman of the Board at The Center For Purchasing & Supply Chain Management Excellence, the world's most powerful and prestigious purchasing and supply chain management Certification Institute. Since 1995, he has taught thousands of hours of courses, workshops, and seminars in 21 different countries on topics related to the entire spectrum of purchasing, supply chain management, purchasing contract law, negotiations, and supplier management. He has trained all 50 Chief Purchasing Officers of the United States, been published in global journals including Fortune Magazine, published best selling purchasing and negotiations books, has presented by request to Harvard University's Supply Chain Management program many times, and has worked with over 50% of the Fortune 100.