PROGRAM OUTLINE

WHY IMPROVE SUPPLIER PERFORMANCE

• Purchasing: the CEO’s Secret Weapon
  
• Top Management Philosophy & Leverage
  
• What Purchasing Can Do for Others
  
• Better Supplier Performance Improvement Programs
  
• Working with Internal Customers & Clients
  
• Purchasing as a Profit Center

TOTAL QUALITY SUPPLY BASE MANAGEMENT

• Strategic Sourcing & Strategic Supply Management (SSM)
  
• Categorizing Purchases in Strategic Sourcing
  
• Early Supplier Involvement (ESI) & Development
  
• Supplier Relationship Building, Alliances, & Partnering
  
• Supplier Categorization, Certification, & Supply Arrangements

TOTAL QUALITY SUPPLIER ASSURANCE

• Organizational Mission & Education Statement
  
• Three Questions of Strategic Supply Planning
  
• Supplier Site Visits, Qualification, & Survey Results
  
• Total Quality Assurance & Material Review Boards
  
• Purchased Item Quality & Supplier Quality Assurance
  
• Statistical Process Control (SPC) & Total Supplier Quality

SUPPLIER QUALIFICATION & SELECTION

• Supplier Marketplace Model & Environmental Factors
  
• Know Your Marketplace & Your Supplier
  
• What Your Suppliers Need to Know—Welcome Booklet
  
• Supplier Qualification & Due Diligence Studies
  
• Understanding the Supply Base
  
• Solicitation, Purchase Commitment, & Supplier Selection

COST-PRICE NEGOTIATIONS

• Planning for the Negotiations
  
• Conducting the Negotiations
  
• Key Contract Requirements & Supplier Exceptions
  
• Negotiation Objectives & Tips
  
• Price-Cost Analysis & Landed Cost Overview

VALUE-ADDED OPPORTUNITIES THROUGH VA/VE

• Buyer-Supplier Partnering & Building Trust
  
• Cross-Functional Teams & Teamwork
  
• Value Analysis Rationale & Phases
  Value Analysis/Value Engineering Idea Generators
  Value Analysis Programs—Formal & Informal

SUPPLIER PERFORMANCE EVALUATION—THE REPORT CARD

• Evaluating the Supplier’s Performance
  
• Supplier Rating System Factors
  
• Process Criteria to Develop an Effective System
  
• Supplier Rating System Reports & Forms
  
• Rating Guidelines & Policy Standards

REDUCING THE SUPPLIER BASE & MANAGING SUPPLIER

RELATIONSHIPS

• The Impact of Supplier Relationship Management (SRM)
  
• SRM Classification & Consolidation
  
• Hosting a Supplier’s Day & Supplier Linking
  
• The Supplier Advisory Council (SAC)
  
• Sole Sources, Limited Competition, & Insufficient Supply
  
• Outsourcing & Third Party Service Providers
  
• B2B: Using Internet Technologies
  
• When & How to Change Supply Partners

MEASURING THE PROCESS—INTERNALLY & EXTERNALLY

• Nine Key Areas of Purchasing Objectives
  
• Metrics—How Well Are You Developing Your Supplier Base
  
• Supply Base Management Costs
  
• Metrics—How Well Are You Managing Your Supplier Base
  
• Value-Added Cost Savings
  
• Cost Avoidance Accrual Methodology