Online Procurement Course Catalogue Committed to Procurement Excellence…www.procurement-academy.com Copyright 2015. For internal use only
Online Corporate Training CatalogueDear Procurement Professional,This catalogue contains an extensive list of High-Impact E-learning courses, 100% dedicated to procurement.Based on solid research on working of the brain, you will not only find these courses engaging, you will be ableto absorb the content 4 times quicker and better than with conventional methods. This is only a part of our full catalogue. To make browsing through the courses easier, we have classified them per procurement competence. At the end of every competence you will also find a number of bundled courses or Master Classes, a popular option for most of our customers. If you have any questions or are looking for a course not in the list, please contact us. Raf Verheyden [email protected] Assessment . Development Plans . E-learning . Coaching
COMPETENCES DETAILS1. Sourcing Process • Managing the RFP process: developing specifications, market analysis, writing the RFP/RFI, analysis of offers, E-Sourcing, project mgmt2. Negotiation • Planning & preparation of negotiation, setting objectives, conducting the3. Legal negotiation4. Finance • Legal issues in Purchasing, contracting5. Cost Management6. Performance & Contract Management • Financial appraisal, Finance for non-Finance, business case development, foreign exchange7. Category Management • Total cost management techniques8. Strategy9. Operational Procurement • Ensure contracts are being executed as promised: performance, issue and• Other - assessments relationship management • Developing category strategy, spend analysis, market analysis, ongoing category management • Develop a strategic plan, SRM, sustainable procurement, in/outsourcing • Order to invoice process, E-Procurement, Inventory management • 3 different assessmentsAssessment . Development Plans . E-learning . Coaching
Competence: “Sourcing”
“Introduction to Strategic Procurement” – TE2010 Competence: “Sourcing” Time: 30 minutesAudience • Stakeholders, all buyersObjectives • After viewing this course, learners understand the importance of Procurement, how procurement adds value to the company and the procurement processPre- requisites • NoneTraining Details • Market trends and their impact on Procurement. • The added value a buyer can create for his organisation and his position within an integrated supply chain. • Overview of the sourcing process and link between sourcing and operational procurement.
“How to develop Specifications” – TE1001 Competence: “Sourcing” Time: 30 minutesAudience • Stakeholders, necessity for (junior) buyers, important refresh for senior buyersObjectives • After viewing this course, learners should be able to develop specificationsPre- requisites • NoneTraining Details • Goals and role of buyer and stakeholder at the specification stage • How to communicate with stakeholders • How to assess needs of stakeholders • Why is it important to challenge specs? • How to challenge specs – 5W methodology • Functional versus technical specs • Knock-out versus nice to have criteria • Use of winning criteria and their relation to knock-out criteria
“How to write an RFQ/RFI”? – TE1002 Competence: “Sourcing” Time: 30 minutesAudience • (junior) buyers • Stakeholders interested in the RFP processObjectives • After viewing this course, learners should be able to write an RFP/ RFI and communicate with suppliersPre- requisites • TE1001Training Details • What is an RFP/RFI – why are they important and when should you use them? • What are the different sections of an RFP? • RFP and RFI template • Ideal number of suppliers to invite for the RFP or RFI and why? • When and how to involve stakeholders and suppliers? • Communication with suppliers once the RFP is on the market: how and when ?
“Basic Negotiation Tactics” – TE1003 Competence: “Sourcing” Time: 30 minutesAudience • Stakeholders interested in the RFP process, (junior) buyersObjectives • After viewing this course, learners should be able to analyse incoming offers and apply basic negotiations principlesPre- requisites • TE1001 – TE1002Training Details • Analyse supplier offers • Determine your negotiation target • Which suppliers to shortlist for negotiation? • What is wrong with most negotiations? • Why do you need min. 2 credible suppliers to negotiate with? What is a credible offer? • How/where/when to negotiate with your supplier? • Top 10 questions buyers receive from suppliers – possible answers • How to select the winning supplier? What is the role of stakeholder? • How to give feedback to all suppliers after negotiation? • Negotiation tips
“Basic Contract Negotiation” – TE1004 Competence: “Sourcing” Time: 30 minutesAudience • (junior) buyers • Stakeholders interested in the RFP processObjectives • After viewing this course, learners should understand basic contracting principlesPre- requisites • TE1002Training Details • Difference between written or oral contracts • Role of buyer in the contracting process • Important contract clauses (evergreen contracts, indexes, penalty and exit clauses) • Template of a contract
“Ethics in RFP Process” – TE1005 Competence: “Sourcing” Time: 30 minutesAudience • (junior) buyers • Stakeholders interested in the RFP processObjectives • After viewing this course, learners should understand best practices in buyer ethicsPre- requisites • TE1001- TE1002- TE1003 – TE1004Training Details • Why should a buyer apply the highest standards of integrity? • What information can a buyer (not) give to 1 or to more suppliers? • What about gifts? What about gifts during tender process? • How does company policy relate to buyer ethics?
“How to collaborate with Procurement” – IC1001 Competence: “Sourcing” Time: 30 minutesAudience • Stakeholders having a direct or an indirect interaction with procurement • A must for all buyers, certainly senior buyers who will be managing cross functional teamsObjectives • Teach stakeholders (non-procurement) how to collaborate with buyers • Improve relationships between buyers and stakeholders! This course, tailored to stakeholders, can be used to “sell” procurement. Stakeholder – having a purchase requirement – will quickly be convinced about the importance of applying an RFP process, and they will understand their and the buyer’s role at every step of the process.Pre- requisites • NoneTraining Details • What is an RFP process – why is it important – what are the different steps? • Role of stakeholder and of buyer at every step
“Needs Assessment” – TE2011 Competence: “Sourcing” Time: 30 minutesAudience • Senior buyersObjectives • After viewing this course, learners should be able to conduct a needs assessmentPre- requisites • For senior buyers, parts will be new and parts will be a good refreshTraining Details • Make-or-buy analysis • Development of specifications • Role of a buyer in setting specifications
“Market and Portfolio Analysis” – TE2012 Competence: “Sourcing” Time: 30 minutesAudience • Senior BuyersObjectives • After viewing this course, learners should be able to conduct a portfolio analysisPre- requisites • TE1021 • For senior buyers, parts will be new and parts will be a good refreshTraining Details • Methodologies to search for potential suppliers • Portfolio analyses like Kraljic
“Supplier Relationship Analysis and Risk Management” – TE2013 Competence: “Sourcing” Time: 30 minutesAudience • Senior buyersObjectives • After viewing this course, learners should be able to effectively conduct a supplier relationship analysis and risk managementPre- requisites • TE1021 - TE1022 • For senior buyers, parts will be new and parts will be a good refreshTraining Details • Different supplier relationship types • Use of Kraljic matrix and supplier preferences table • Risk assessment and risk management
“Supplier Selection and Contracting” – TE2014 Competence: “Sourcing” Time: 30 minutesAudience • Senior buyersObjectives • After viewing this course, learners should be able to effectively perform a supplier selection and contracting processPre- requisites • TE1021 – TE1022 – TE1023 • For senior buyers, it will be a good refresh of best-practicesTraining Details • RFP process from writing the RFP to contract awarding
“eSourcing, part I” – TE2041 Competence: “Sourcing” Time: 30 minutesAudience • (Junior) buyersObjectives • After viewing this course, learners should be able understand the different types of eSourcing projects and the benefits they can bring to the sourcing processPre- requisites • TE1001 - TE1005 • For senior buyers, parts will be new and parts will be a good refreshTraining Details • What is eSourcing? • The benefits of eSourcing • How to build and manage eRFx’s • eRFP lot strategy
“eSourcing, part II” – TE2042 Competence: “Sourcing” Time: 30 minutesAudience • (Junior) buyersObjectives • After viewing this course, learners should be able to effectively set up and manage an online negotiation (eRFP, eAuction)Pre- requisites • TE2041 • For senior buyers, parts will be new and parts will be a good refreshTraining Details • eSourcing within a sound process (when to use which eSourcing functionalities) • Managing eRFP’s • How to build and manage eAuctions (lot strategy, validation, awarding) • eContracts
“Introduction to European Procurement” – EU1001 Competence: “Sourcing” Time: 30 minutesAudience • All buyers involved in public procurement. Important refresh for senior public buyers • Stakeholders and managers of public organizations • Sales people selling to public organizationsObjectives • After viewing this course, learners will understand the background, important principles and procurement process of European public procurementPre- requisites • NoneTraining Details • What is the European Procurement (process)? • Which are the basic principles of European Procurement?
“Development of Specifications for the public sector” – EU1002 Competence: “Sourcing” Time: 30 minutesAudience • All buyers involved in public procurement – important refresh for senior buyers • Stakeholders and sellersObjectives • After viewing this course, learners should be able to manage the specifications developmentPre- requisites • EU1001Training Details • Assessing customer needs • (rules for) market exploration • Development of specifications
“European Procurement Procedures” – EU1003 Competence: “Sourcing” Time: 30 minutesAudience • All buyers involved in public procurement – important refresh for senior buyers • Stakeholders and sellersObjectives • After viewing this course, learners should be able to effectively apply the European public procurement proceduresPre- requisites • EU1001 – EU1002Training Details • European Procurement Procedures explained in 5 steps: determine kind of purchase, estimate value, choose procedure, develop selection criteria, develop award criteria
“Writing of RFT Document” – EU1004 Competence: “Sourcing” Time: 30 minutesAudience • All buyers involved in public procurement – important refresh for senior buyers • Stakeholders and sellersObjectives • After viewing this course, learners should be able to write an RFTPre- requisites • EU1003Training Details• How to write an RFT
“Implementation of European Procurement” – EU1005 Competence: “Sourcing” Time: 30 minutesAudience • All buyers involved in public procurement – important refresh for senior buyers • Stakeholders and sellersObjectives • After viewing this course, learners should be able to correctly manage a public tender which has been put on the marketPre- requisites • EU1003 – EU1004Training Details • Communication with suppliers • Evaluation of tenders • Contract award
“Ethics in European Procurement” – EU1006 Competence: “Sourcing” Time: 30 minutesAudience • All buyers involved in public procurement • Stakeholders and sellersObjectives • After viewing this course, learners should understand the important ethical principles of Public ProcurementPre- requisites • EU1003 – EU1004 – EU1005Training Details • Ethical behavior in public procurement • Green procurement
MasterClass “Managing a World Class RFP” – MASTE1 Competence: “Sourcing” Time: 180 minutesAudience • (junior) buyers • Stakeholders interested in the RFP processObjectives • After viewing this course, learners should be able to manage an RFP processPre- requisites • NoneTraining Details • TE1001: How to develop specifications? • TE1002: How to write an RFQ/RFI? • TE1003: Basic negotiation tactics • TE1004: Basic contract negotiation • TE1005: Ethics • TE1010: Assessment
MasterClass “Strategic Sourcing” – MASTE2 Competence: “Sourcing” Time: 180 minutesAudience • Senior buyersObjectives • After viewing this course, learners should be able to manage and effectively perform a strategic sourcing processPre- requisites • For senior buyers, parts will be new and parts will be a good refreshTraining Details • TE1020: Introduction to Strategic Sourcing • TE1021: Needs Assessment • TE1022: Market and portfolio analysis • TE1023: Supplier Relationship Analysis and Risk Mgmt • TE1024: Supplier selection and contracting • TE1010: Assessment
MasterClass “European Public Procurement” – MASEU1 Competence: “Sourcing” Time: 180 minutesAudience • All buyers involved in public procurement – good refresh for senior public buyers • Stakeholders and sellersObjectives • After viewing this course, learners should be able to effectively manage a European Public Procurement ProcessPre- requisites • NoneTraining Details • EU1001: Introduction to European Procurement • EU1002: Development of specifications • EU1003: European Procurement Procedures • EU1004: Writing of RFT document • EU1005: Implementation of European Procurement • EU1006: Ethics in European Procurement
Competence: “Negotiation”
“WIN-Win-Lose Negotiations” – NE1001 Competence: “Negotiation” Time: 30 minutesAudience • (junior) buyers, important refresh for buyers > 5 years experienceObjectives • After viewing this course, learners should be able to plan & prepare for negotiations, set objectives & negotiation climate, conduct and conclude negotiationsPre- requisites • MasterClass ‘World-Class Tendering’ or senior buyer levelTraining Details • Goal of negotiations - balancing the 5 R’s • WIN-WIN negotiations - When to use? • Test your negotiation style
“Negotiation Preparation” – NE1002 Competence: “Negotiation” Time: 30 minutesAudience • (junior) buyers, important refresh for buyers > 5 years experience • Stakeholders who would like to better understand the negotiation processObjectives • After viewing this course, learners should be able to prepare for negotiations, set objectives & negotiation climatePre- requisites • MasterClass ‘World-Class Tendering’ or senior buyer levelTraining Details • What are critical issues and how do they relate to stakeholder needs • Setting stretching targets - determine your walk-away position • Importance of developing “other issues to trade” • Which suppliers to shortlist for negotiation? • What is ZOPA? • What is a BATNA?
“How to open Negotiation” – NE1003 Competence: “Negotiation” Time: 30 minutesAudience • (junior) buyers, important refresh for buyers > 5 years experience • Stakeholders who would like to better understand the negotiation processObjectives • After viewing this course, learners should be able to effectively open and conduct a negotiationPre- requisites • NE1002 - MasterClass ‘World-Class Tendering’ or senior buyer levelTraining Details • Positive negotiation climate: what is it and why do you need it? • How to understand the supplier offer? • Listening skills • Standard vocabulary/answers • Taking a position • Importance of summarizing
“How to Bargain”- NE1004 Competence: “Negotiation” Time: 30 minutesAudience • (junior) buyers, important refresh for buyers > 5 years experience • Stakeholders who would like to better understand the negotiation processObjectives • After viewing this course, learners should be able to bargainPre- requisites • NE1002 – NE1003 - MasterClass ‘World-Class Tendering’ or senior buyer levelTraining Details • How to ask the right questions: open/closed/leading/hypothetical questions • Reading the Body Language of your supplier • How to make concessions (who gives first bid, trade minor issues, say yes, …) • Tactics: low ball/high ball, what-if, bluffing /bogey/expose supplier tactics
“Closing a Negotiation” – NE1005 Competence: “Negotiation” Time: 30 minutesAudience • (junior) buyers, important refresh for buyers > 5 years experience • Stakeholders who would like to better understand the negotiation processObjectives • After viewing this course, learners should be able to close negotiationsPre- requisites • NE1002 – NE1003 – NE1004 - MasterClass ‘World-Class Tendering’ or senior buyer levelTraining Details • When to stop bargaining and close the deal – how to spot closing signals • Handle last minute objections • Finalize the deal and communicate with internal customer
“Negotiation Tips” – NE1006 Competence: “Negotiation” Time: 30 minutesAudience • (junior) buyers, important refresh for buyers > 5 years experience • Stakeholders who would like to better understand the negotiation processObjectives • After viewing this course, learners should be able to plan & prepare for negotiations, set objectives & negotiation climate and conduct negotiationsPre- requisites • NE1002 – NE1003 – NE1004 – NE1005Training Details • Top 6 negotiation tips • Negotiation Pitfalls
“Game Theory” – NE1020 Competence: “Negotiation” Time: 30 minutesAudience • Senior Buyers • Procurement ExecutivesObjectives • After viewing this course, learners will know how to apply the principals of game theory to negotiation. They will use their knowledge to outmanoeuvre their opponentPre- requisites • NE1002 – NE1003 – NE1004 – NE1005Training Details • Negotiation preparation with game theory • View the negotiation from the supplier’s perspective • Determining the game to play to get the best result • Predicting the suppliers’ reactions • Make your negotiation approach credible & deliver results
“Using NLP to influence Stakeholders, part I” – NE1021 Competence: “Negotiation” Time: 30 minutesAudience • Senior Buyers • Procurement ExecutivesObjectives • After viewing this course, learners will be able to apply the principals of NLP to negotiationsPre- requisites • NE1002 – NE1003 – NE1004 – NE1005Training Details • Improve yourself with Neuro Linguistic Programming (NLP) • Influence stakeholders (or suppliers) using NLP • Resolve conflict • Choose how to respond to situations
“Using NLP to influence Stakeholders, part II” – NE1022 Competence: “Negotiation” Time: 30 minutesAudience • Senior Buyers • Procurement ExecutivesObjectives • After viewing this course, learners will be able to apply the principals of NLP to negotiationsPre- requisites • NE1021 • NE1002 – NE1003 – NE1004 – NE1005Training Details • Read and influence others to improve collaboration • Build rapport • The four habits to improve confidence, tenacity and productivity
“Biases in Negotiations, part I” – NE1023 Competence: “Negotiation” Time: 30 minutesAudience • Senior Buyers • Procurement ExecutivesObjectives • After viewing this course, learners will be able to apply their knowledge of cognitive biases to avoid bias in themselves and to use the opponent’s biases to gain an advantage in a negotiationPre- requisites • NE1002 – NE1003 – NE1004 – NE1005Training Details • The most relevant types of biases to negotiation • Learn how bias costs your organization money • Correct the systematic errors that we all make
“Biases in Negotiations, part II” – NE1024 Competence: “Negotiation” Time: 30 minutesAudience • Senior Buyers • Procurement ExecutivesObjectives • After viewing this course, learners will be able to apply their knowledge of cognitive biases to avoid bias in themselves and to use the opponent’s biases to gain an advantage in a negotiationPre- requisites • NE1023 • NE1002 – NE1003 – NE1004 – NE1005Training Details • Learner is shown interactive scenarios to learn to identify bias • Avoiding bias • Using bias to your advantage
MasterClass “Winning Negotiations” – MASNE1 Competence: “Negotiation” Time: 210 minutesAudience • (junior) buyers, important refresh for buyers > 5 years experience • Stakeholders who would like to better understand negotiation processObjectives • After viewing this course, learners should be able to effectively conduct a negotiationPre- requisites • MasterClass ‘World-Class Tendering’ or senior buyer levelTraining Details • NE1001: WIN-Win-Lose negotiations • NE1002: Negotiation preparation • NE1003: How to open negotiation • NE1004: How to bargain • NE1005: Closing a negotiation • NE1006: Negotiation tips • NE1010: Assessment
Competence: “Legal”
“Incoterms 2010” – CO1013 Competence: “Legal” Time: 30 minutesAudience • All buyers • Sellers Objectives • After viewing this course, learners should understand the build-up and rules of Incoterms 2010 Pre- requisites • None Training Details • What are Incoterms? • Build-up of Incoterms 2010 • Explanation of every Incoterm
“Basic Principles of a Contract” – CO1001 Competence: “Legal” Time: 30 minutesAudience • (junior) buyers – important refresh for senior buyersObjectives • A solid introduction to contractingPre- requisites • NoneTraining Details • Definition of a contract? • Difference between \"invitation to treat\", \"counter offer\" and a \"contract\" • Is an oral contract valid? • Which contracts needs to be written by law? • What is battle of forms? How to avoid? • Framework agreements • E-contracts
“Important Clauses of a Contract” – CO1002 Competence: “Legal” Time: 30 minutesAudience • (junior) buyers – important refresh for senior buyersObjectives • After viewing this course, buyers should be able to deal with important clauses, which are often proposed by sellersPre- requisites • CO1001Training Details • Recognize and deal with impactful clauses, often proposed by sellers • Exclusion clause • Automatic index clause • Silent extension of contract • Delivery clause / incoterms • Exit clause • How to easily opt out of a contract • Impact of an exit clause on supplier performance
“Termination of a Contract” – CO1003 Competence: “Legal” Time: 30 minutesAudience • (junior) buyers – important refresh for senior buyersObjectives • After viewing this course, buyers should be able to correctly terminate a contractPre- requisites • CO1001 – CO1002Training Details • Ways to terminate a contract in case of poor supplier performance • By frustration • By mutual agreement • By breach of contract • Remedial clauses (what is it/when to use) • Liquidated damages clause • Penalty clause • Equitable damages clause
“Statutory Buyer Protection” – CO1004 Competence: “Legal” Time: 30 minutesAudience • (junior) buyers – important refresh for senior buyersObjectives • After viewing this course, buyers should understand their rights in absence of a contract or in case of faulty contractual termsPre- requisites • CO1001 - CO1002 - CO1003Training Details • What are the rights of buyers if some terms in the contract are missing or badly specified? • Late delivery • Missing payment terms - supplier sent faulty invoice • Supplier delivers same specs but different brand • Supplier delivers defective goods, incomplete delivery, too many goods • Title of ownership • Subcontracting • Unfair contract terms • Remedies (rights of a buyer in case of breach of condition or warranty)
“Dispute Resolution” – CO1005 Competence: “Legal” Time: 30 minutesAudience • All buyersObjectives • After viewing this course, buyers should understand the principles of Dispute ResolutionPre- requisites • noneTraining Details • Why avoiding legal proceedings • Importance of exit clauses • ADR Alternate Dispute Resolution methods: • Mediation • Conciliation • Arbitration
“Introduction of legal aspects in Procurement” – CO1016 Competence: “Legal” Time: 30 minutesAudience • (junior) buyers – buyers new to the jobObjectives • After viewing this course, learners will have a basic understanding of legal issues for procurementPre- requisites • NoneTraining Details • Importance of understanding contract law, need to seek legal advice, Power of Attorney • Definition of a contract
“Contract Terms” – CO1014 Competence: “Legal” Time: 30 minutesAudience • All buyers, important refresh for senior buyersObjectives • After viewing this course, learners should be able to negotiate important contract termsPre- requisites • NoneTraining Details • Main contract clauses like Liabilities /Warranties /IP /Place of law ... • Contract Termination
“Contract Templates – NDA and Letter of Intent” – CO1015 Competence: “Legal” Time: 30 minutesAudience • Senior buyersObjectives • After viewing this course, learners should understand the use of contract templates, NDA and LOIPre- requisites • NoneTraining Details • Why can’t we use 1 Mastercontract but do we need a service, goods or software contract? • What is an NDA and when to use? • What is an LOI, what are pitfalls, which wording should be used/avoided,
MasterClass “Legal issues in Procurement & Contract terms” – MASCO01 Competence: “Legal” Time: 180 minutesAudience • (junior) buyersObjectives • After viewing this course, buyers should have sufficient knowledge to deal with legal issues in procurementPre- requisites • noneTraining Details • CO1001: Basic Principles of a contract • CO1002: Important Clauses of a contract • CO1003: Termination of a contract • CO1004: Statutory protection • CO1005: Dispute resolution • CO1010: Assessment • CO1011: Distinctive Certificate
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