You will learn the powerful skills needed to:
- Uncover The Secret To Getting Internal Customers To Support You And Your Purchasing Objectives
- Utilize Principles Of Psychology To Get The Supplier To Want To Agree To Your Negotiation Objectives
- Identify and drive streamlining of supply chain costs without special systems or tools
- How to drive SOW/Specification design for TCO for greater results than you can ever achieve in any negotiation
- How to use Three Powerful Words That Will Provide Breakthrough Results In Negotiations
- Take Costs Out Of The Supply Chain For A Win/Win For You And The Supplier
- Why you should stop measuring supply base size (and never measure it again!) and save time by measuring this metric instead
- Learn A Proven Method To Know When A Supplier Is Bluffing When They Say They Will Walk From A Deal
- Anticipate, Recognize, And Respond To Supplier Negotiation Tactics, without using antiquated strategies to “get the upper hand” or “get an unfair advantage”
- Perform Total Cost Analysis And Price Benchmarking To Deliver Best Possible Negotiation Results
- Get The Supplier To Be Your Partner In Delivering Greater Cost Savings
- Spend More Time Getting Cost Savings And Less Time Dealing With Purchasing Emergencies And Issues
- Make The Supplier Excited About Reducing Price Through Cost Reductions
- Use A Special Trick To Get Supplier Quotations At Much Lower Cost And With Improved Specifications
- Know What Positions To Open With And What Positions To Finish With In Negotiations
- Learn How To Develop Should Cost, Must Cost, And Total Cost Models That Crack Cases And Generate Next Level Results
- Know When To Use Benchmarking And When It’s Not Needed; Know Which Type Of Cost Model To Use, Every Time
- How To Slash Negotiation Cycle Time Using A Critical Purchasing Technique
- How To Build A Total Cost Case That Leaves The Supplier No Choice But To Deliver Lowest TCO
- Have Your Supplier Gather Purchasing Best Practices From Other Companies On Your Behalf
- Use One Lesser Known Contract Clause To Make Sure You Are Getting The Best Price In Industry, Every Time!
- Core And Common Components Of International Contract Law That You Need To Know About
- Why You Stifle Your Career By Over-Reliance On The Legal Department For Legal Reviews
- How Your Customers Can Create Legal Liability Using Apparent Authority
- How Your Behavior Can And Will Create Or Modify A Contract – And How To Avoid It!
- Why Letters of Intent and Memorandums of Understanding Can Get You In Trouble, And What You Should Do Instead
- What The Difference Is Between UCC “Gap Fillers” And Common Law “Last Shot Rule” and what this means to you
- When To Use A PO And When To Use A Long Form Contract, And What The Top “Gotchas” Are
- Which Clauses MUST Be Customized To Your Requirements, Or You Might Have No Protection At All!
- When To Use A PO And When To Use A Long Form Contract, And What The Top “Gotchas” Are
- Which Clauses MUST Be Customized To Your Requirements, Or You Might Have No Protection At All!
- Which Contract Clauses To Make Unilateral, And Which Ones To Make Bilateral
- Why You Can Get In Trouble When A Contract Clause Is In Capital Letters And What You Should Do
- Why It Can Be Better To Negotiate Liquidated Damages Up Front In A Contract And How To Do It
- Which Clauses You DON’T Want In Your Agreement – Silence Can Be A Good Thing!
- Learn The Critical Hidden Problem When Assessing Limitation Of Liability And Insurance Levels
- Which Contract Clauses Suppliers Try To “Slip-In” Language That They Don’t Want You To Notice
- Which Laws You Never Want Your Goods Contract Governed By, And Which You Do
- What The 4 Corners Rule In Contract Law Is And How To Use It To Your Advantage
- How Your Supplier Forecasts Can Create Detrimental Reliance Or Promissory Estoppels And What To Do About It
- What One Secret Clause Will Save You 75% Time In Your Negotiations, And How To Include It
- How To Make Sure Suppliers Almost NEVER Ask To Make Changes To Your Contract Terms
- What You Don’t Know About Warranties And Why They Are Not Always A Good Thing
- What Implied Warranties You Need To Know About That Your Suppliers Want To Disclaim
- Which Contract Clauses Must Be Written To Survive The Agreement, And How To Word Them
- How To PREVENT And Respond To Supplier Breach Of Contract, Saving You Time!
- Which 3 COMMON Purchasing Words You Should Never Use In Communications With Suppliers
- How A Fortune 50 Senior Purchasing Manager Signed A Contract That Turned Into A Nightmare Lawsuit; We Will Review & Fix That Contract!
- What Your Lawyers Will Never Look For And Why A Contract That Is Approved By The Legal Department May Still Be A Terrible Contract That Causes You Endless Problems
- The Biggest Mistake That Purchasing Professionals Make With Supplier Performance Management Expectation Setting And How To Avoid It
- Why Buying Goods And Services Is A Dead-End And How To Shift Your Strategies Towards Buying PERFORMANCE RESULTS.
- Why The Root Cause Of Nearly All Poorly Performing Suppliers Is Poor Purchasing Practices And Not Inept Or Incompetent Suppliers, And What You Need To Do About It
- Why Changing Poorly Performing Suppliers Is Almost About Addressing The Symptom And How To Make A Shift To Identify And Address Root Cause
- What The Efficiencies Gained Are By Driving Continuous Quality Improvement Measures With A Rock Solid Supply Base And What Steps Need To Be Taken To Enable This.
- How And When To Determine What Results The Supplier Is To Achieve, And How To Put Measures In Place That Encourage And Ensure These Results Are Met – Rather Than Waiting For Excursions.
- How To Tier Your Supply Base And Maximize Results Using The Pareto Principle And Why You Should Never Measure Your Supply Base Size Again.
- How To Use Advanced Supplier Management Practices To Accelerate Supply Base Optimization Strategies, Reduce Rogue Customer Excursions, Reduce TCO, & Create High Performing Suppliers.
- How To Take A Few Critical Steps Up Front In The RFX Process That Will Enable Dramatic Improvements In Supplier Performance Post Contract.
- How To Revamp Your Supplier Management Efforts So You Are Managing The Results And The Supplier Is Doing The Bulk Of The Supplier Management Execution Activities That You Report Out On. Be The Maestro, And Let Your Supplier Be The Orchestra!
- What Mission Based Purchasing Is And How To Get Suppliers Aligned With This Approach
- Why The Worst Situation Is The Supplier Doing Exactly What Your Contract Says And You Are Still Unhappy With The Results, & How To Put Powerful Supplier Management Systems In Place To Avoid.
- How To Develop World Class Score Cards And The Top 3 Common Mistakes That You Must Avoid
- Why The Contract You Put In Place Can Be Your Best Friend Or Worst Enemy In Supplier Management And The Necessary Steps To Ensure Your Contract Enables And Accelerates Your Results.
- How To Drive World Class Supplier Business Reviews That Wows Customers And Stakeholders.
- Why Purchasing Professionals Spend More Than 80% Of Their Time On Non-Value Added Activities And How To Re-Architect This To Be Focused On Strategies That Catapult Results, Career, & Income
- And Much, Much More!
