Basic training in purchasing

Purchasing organization and networks

• Centralized vs. decentralized purchasing, material group management.
• Structure of the procurement process in production/service companies; procurement initiation/offer evaluation, order processing.
• Dealing with infidelity, corruption.

From corporate strategy to procurement strategy

• Strategies, goals, tasks, contexts.
• Exploit profit potential in purchasing.
• From vision to action planning.

Basics of supplier management

• Types of suppliers; suppliers and value-added partnerships.

Methods and instruments of purchasing practice

• Systematic procurement market observation/analysis; information procurement (e.g. on the Internet).
• Analysis techniques: ABC/XYZ analysis, product/value analysis.
• Impact of A, B, C products on different inventory strategies such as JIT, Vendor Managed Inventory, KANBAN etc.; portfolio techniques; purchasing report.

Introduction to purchasing controlling

• Key figures (systems), key performance indicators (KPI); shadow costing, open costing, total cost of ownership analysis (TCO), reporting, benchmarking.

Basics of Supply Chain Management

• Interrelationships/effects of the supply chain; role of purchasing within the supply chain.

Successful negotiation in purchasing

• Basics of communication.
• Basic elements of the Harvard concept.
• Negotiation phases: structured preparation, consistent implementation, effective follow-up.
• He who asks, leads! Conversation techniques.
• Argumentation tactics.
• Recognize and fend off manipulation.
• Price negotiation.
• Find your own negotiating style.