eLearning

Competency: Strategic Planning

Modules included as below:

Developing Strategies ​

This module explores tools and methods to support the development of category strategies. We look at analysis tools, supply positioning, customer preferencing and the market management matrix. 

Approx. 25 mins

Supply Positioning​

This module explores using the supply positioning tool, how to plot each category of spend. It also looks at how to position categories to understand the appropriate management behaviour for each quadrant. 

Approx. 35 mins

Customer Preferencing​

This module explores what influences a suppliers attitude and the value of business. It covers suppliers objectives and the ‘attractiveness’ factors that determine your level of importance to the supplier. It looks in-depth at building the customer preference matrix and how we use it. 

Approx. 20 mins

Porters 5 Forces​

This eLearning course provides an overview of the business environment assessment tool ‘Porter 5 Forces Analysis’ which is used to support the development of procurement category strategies. This module is designed for all professionals involved in the development of category and procurement strategies, with particular regard to procurement professionals who need an understanding of approaches to the analysis of the business environment as part of a wider appreciation of tools and methods available. It examines the Porter’s 5 Forces Model only.

Approx. 35 mins

Competency: Supplier Relationship Management

Modules included as below:

Supplier Relationship Management

Made up of four modules, this course provides an overview of the key elements of best practice supplier relationship management. 

• Governance – This module explores an overview and context for managing relationships and focuses on the governance framework. We explore the types of relationships, supply positioning and establishing the governance framework. (20 minutes)​
• Managing supplier performance – In this module, we will focus on establishing the performance regime and some key tools to manage suppliers. You will learn how to establish KPI’s and behaviours as well as incentives and sanctions. (20 minutes)​
• Supplier development – This module focuses on supplier relationships and development. Also covered are the pitfalls of supplier development and common mistakes in managing strategic supplier relationships. (15 minutes)​
• Relationship measurement – In this module, you will learn to set up value discovery programs and techniques for driving change. Tools and techniques are covered on how to measure relationships and why this is important. (15 minutes)

Total Approx. 70 mins

Contract Management

Made up of two modules, this course, provides an overview of good practice contract management. ​

• Part one – this module provides an overview and the key principles of contract management and the legislative framework under which organisations operate (10 minutes)​
• Part two – In this module the four core elements of contract management will be discussed: planning, mobilisation, management and close-out. (25 minutes)

Total Approx. 35 mins

Competency: Market Engagement

Modules included as below:

Evaluation Panel Responsibilities​

This module is designed for non-procurement professionals who are taking part in an evaluation panel exercise. Using clear, non-procurement language, it should provide the basic steps involved in evaluation, probity matters and good practice evaluation techniques.

Approx. 30 mins

Competency: Contract Law

Modules included as below:

Introduction to Contract Law​

This module is designed for those in purchasing/procurement officer roles who are buying goods and services on behalf of their organisation. It provides a basic introductory-level understanding of what a contract is, how a contract is formed, terms of a contract, termination of contracts and remedies for breach of contract.

Approx. 35 mins

Competency: Cost Management

Modules included as below:

Should Cost Modelling​

This module looks at key principles involved in understanding the make-up of margins and how suppliers price products. What are the price drivers other than cost, the product lifecycle and the process for developing a should cost model. 

Approx. 15 mins

Basics of Company Statements​

This module explores key elements of company statements and how they apply in a procurement context. 

Approx. 15 mins

Competency: Negotiation

Modules included as below:

Principles of Negotiation​

This module puts negotiation into context, explores why we negotiate and the main elements that make a successful negotiator.  

Approx. 15 mins

Structure of Negotiation​

This module provides a complete review of the importance of each of the six phases of a negotiation with particular focus on the ’Opening’ and the ‘Testing’ phases. It looks at setting expectations, testing assumptions and looking for signals of movement. 

Approx. 15 mins

Preparation and Planning​

An in-depth look at the ‘Prepare and Plan’ phase of a negotiation. Preparing and Planning are two of the most important aspects of a negotiation to secure a successful outcome, this module looks at some key aspects to be considered.

Approx. 15 mins

Persuasion Methods​

This module contains a comprehensive look at how to persuade others to your point of view. It introduces the 5 methods of persuasion, rules on how to make them powerful, and guidelines for when to use them in a negotiation. 

Approx. 15 mins

Movement Techniques​

To develop more skills to gain movement and explore the difference between internal and external negotiations. This module builds on the persuasion methods, and looks at tactics and stakeholders. 

Approx. 25 mins

Developing and Using Power​

This module provides a deep understanding of how the balance of power affects negotiations and tools to increase your own power. 

Approx. 15 mins

People and Behaviour

This module provides a deep understanding of the people element of our house of negotiation, particularly what make a negotiator warm and tough.

Total Approx. 45 mins

Negotiation Tactics

This course is made up of two modules designed to give an overview of the tactics to be employed during negotiations.

• Part 1 – An introduction to negotiation tactics and seven top tactics and when to use them. The first of three tactics modules looking the most common negotiating tactics. The seven in this module are designed to be used by anybody and would fit in any negotiator’s toolbox. We will also look at how to respond to each of the tactics if used on you. (Approx. 25 mins)
• Part 2 – A look at seven more advanced tactics and when to use them. (Approx 20 mins)

Total Approx. 45 mins