Purchasing/Supply Chain Management
Seminars & Certificate Program Fall 2011-Fall 2012
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2 Purchasing/Supply Chain Management Seminars
Advanced Purchasing Strategies
Significant and on-going changes in organizations, technology, and purchasing call for the latest purchasing techniques. This popular seminar takes the top six training needs of purchasing professionals
In Just Two Days, You Will Learn:
and explores each in-depth. Don’t miss this opportunity to learn from one of the industry’s most sought-after trainers.
• 6 key steps to implementing a
supplier reduction program
Who Should Attend:
• How to improve your one-on-
• Associate buyers, buyers and senior buyers
one negotiations • How to develop an effective supplier rating system • How to use cost-price analysis to improve negotiations
• Managers responsible for the purchasing function • Engineers and managers with purchasing-supplier interface
Suggested Prerequisite: • Essentials of Purchasing
• How to better manage supplier
relations
Seminar Agenda: 1. Developing a Strategic Supplier Strategy 2. The Impact of Costs on Profits 3. Cost-Price Analysis 4. Negotiations: One-on-One 5. Who Should Select Suppliers Schedule: Monday & Tuesday, 10/24 & 10/25/2011 Register Course #127DJA OR Monday & Tuesday, 06/11 & 06/12/2012 Register Course #127MJA
Purchasing & Supply Chain Management Certificate
Learn more about this certificate program on page 4.
“I received my certification in Purchasing/Supply Chain today from the Delphi Center/University of Louisville. I wanted to share with you how much I appreciate and have learned from Ken Rowe during this process of coursework. Ken is a unique individual with an incredible background in procurement and supply chain work. His courses are engaging, thought-provoking, and certainly provide insight that only a practitioner might provide. I am thankful that the University provides such training and am appreciative of the opportunity to participate in continuing education. The staff at the Delphi Center have been courteous and helpful in regard to registration and all the sundries accompanying the certification process.” Kindest regards, Mark W. McAdams Director of Fuels Procurement Big Rivers Electric Corporation Henderson, KY
3 Purchasing/Supply Chain Management Seminars
Contract Writing: Laying the Foundation for Agreements that Work
This seminar is designed to help those involved in all stages of the contracting process understand, anticipate and manage the consequences of the process. Moreover, it addresses the tension between commercial and legal interests and suggests methods of rationalizing, if not satisfying, the objectives of both parties. Throughout the program, you will be given opportunities to exercise your contractual interpretation and drafting skills via hands-on exercises.
You Will Discover: • Principles of contract law that
must be incorporated into all agreements • Why prevention should be your
overall objective in creating a contract • How to protect your company’s interest without killing the deal • How to effectively and efficiently make use of forms and existing contracts • The meanings and usage of
legal terms that impact your contracts • Why the contract for goods will differ from the contract for services
Who Should Attend: Anyone involved in or who will have responsibility for negotiating, developing, writing, or managing contractual relationships, whether for goods or services.
Suggested Prerequisite: • The Legal Aspects of Purchasing
Seminar Agenda: 1. Writing the Contract 2. Fundamental Principles of Contracts 3. Two Basic Goals of Contract Writing 4. Guidelines for Using Forms and Existing Contracts 5. The Structure of a Contract 6. Contract Language 7. Three Types of Written Agreements 8. Sample Terms and Conditions
Schedule: Wednesday & Thursday,10/26 & 10/27/2011 Register Course #127DJB OR Wednesday & Thursday, 06/13 & 06/14/2012 Register Course #127MJB
4 Purchasing/Supply Chain Management Seminars
How to Purchase Services
This informative seminar was specially designed to help you purchase services as confidently as you purchase hard goods.
In Just Two Days, You Will
Who Should Attend:
Learn to:
• Any employee who deals with service suppliers
• Develop, negotiate and manage
• Associate buyers, buyers, senior buyers
definitive service contracts • Purchase quality services at a cost-effective price • Find the right service supplier for your needs • Monitor quality and measure supplier performance
• Managers responsible for the purchasing function • Managers and administrators with purchasing-supplier interface
Seminar Agenda: 1. What a Service Supplier Is – and Is Not 2. Where to Find the Right Service Supplier 3. Developing a Service Supplier Selection Process 4. The Contract Development Process 5. The Statement of Work 6. Controlling Cost Elements 7. Measuring Service Supplier Performance 8. Negotiating Your Service Contract 9. An Open-Forum, Problem-Solving Session Schedule: Wednesday & Thursday, 11/30 & 12/01/2011 Register Course #127FJA OR Wednesday & Thursday, 10/17 & 10/18/2012 Course #137DJB
Certificate Program Certificate programs are becoming invaluable to purchasing professionals—even those with college degrees!
Register
Complete 6 courses (3 core courses and 3 electives) and pass the exams with a score of 70% of higher. You can even receive credit for courses you completed as far back as four years ago by requesting and passing the exams. Upon completion, you’ll receive an attractive, framed certificate of completion. We’ve scheduled the courses to allow for completion in as few as two or as many as four years. Core Courses
Here’s why:
• Essentials of Purchasing
• Elective courses offer opportunities for customization
• Improving Your Negotiation Skills
• The curriculum is constantly monitored and updated
Elective Courses
• C ertificates enhance career and promotion opportunities • Participation demonstrates the employee’s commitment to professional development
• The Legal Aspects of Purchasing
• Contract Writing: Laying the Foundation for Agreements that Work • Improving Purchasing Performance: Developing New Skills for a Changing
Profession • Advanced Purchasing Strategies • How to Purchase Services • Reducing Costs Through Cost-Price Analysis • Purchasing as a Profit Center: How to Manage the Supply Chain Organization
For further information and/or to request exams for seminars previously completed, please visit www.delphi.louisville.edu (click on “Professional Development,” then “Certificate Programs.”)
5 Purchasing/Supply Chain Management Seminars
Reducing Costs Through Cost-Price Analysis
As organizations struggle with rapid shifts in technology and markets, purchasing professionals are finding themselves in need of new and improved skills, a better understanding of the cost structure of new and existing products and services, and the ability to deal with new and different suppliers and technology. Furthermore, management is viewing purchasing as a cost center and asking its
During this Seminar, You Will
buyers to reduce costs like never before. Today’s purchasing professionals must
Discover:
find effective ways of reducing costs, and above all, understand the key role
• How uncovering deficiencies in
purchasing plays as a profit center – guiding their organizations successfully
supplier pricing practices can produce significant cost savings • The key cost drivers and how to use them in negotiations • Three new approaches to use when looking at cost and price • How knowledge of direct and indirect costs can uncover major cost-saving opportunities • Techniques for using the Internet to identify hidden costs
through continuing turbulent times.
Who Should Attend: • Purchasing and supply chain managers • Buyers wishing to gain a deeper insight into cost/price analysis
Suggested Prerequisites: • Essentials of Purchasing • Advanced Purchasing Strategies
Agenda: 1. Traditional Buying Methods 2. Deficiencies in Supplier Pricing Strategies 3. Competitive Pricing and Pricing Theory 4. Estimating Techniques 5. Analyzing Direct and Indirect Costs 6. Dissecting Financial Statements 7. Zero-Based Pricing 8. Future Costing 9. Product Life Cycle
Schedule: Monday & Tuesday, 11/28 & 11/29/2011 Register Course #127EJA OR Monday & Tuesday, 10/15 & 10/16/2012 Course #137DJA
We also offer seminars covering these essential workplace competencies: • Management and Leadership Development • Organization and Productivity • Written and Interpersonal Communication • Coaching and Motivation • Critical Thinking • Project Management
Call (502) 852-6456 to receive a free catalog.
Register
6 Purchasing/Supply Chain Management Seminars
Essentials of Purchasing In Just 2 Days, You’ll Learn: • How to get the best deal from
your suppliers • How to develop and maintain
No vague, abstract theories here – just solid information based on vast experience and proven methods.
Seminar Agenda: 1. The Changing Role of the Purchasing Function 2. The Concept of Commodity Management 3. How to Handle MRO Purchases 4. E-Commerce and Purchasing
competent supplier base • How to put the supply chain to work for your organization • If the procurement card is right for your company • Key techniques for winning at negotiations—every time • The most important legal aspects of purchasing • How to select and evaluate suppliers • New ways to streamline the purchasing process • How to deal with a restructured organization and new technologies
Monday & Tuesday, 01/30 & 01/31/2012 Register Course #127GJA
• How to determine the best deal
Thursday & Friday, 11/15 & 11/16/2012
using cost and price analysis
5. Just-In-Time and Purchasing 6. What is the Price of Quality? 7. Important Legal Aspects of Purchasing 8. E-Commerce and UCITA 9. Understanding the Elements of Price 10. The Business Contract 11. Value Analysis for Buyers 12. Improving Your Negotiating Skills 13. A Simple Approach to Measuring Supplier Performance 14. Ethics in Purchasing
Schedule:
Course #137EJB
Register
Learn from “Mr. Purchasing” Kenneth M. Rowe’s business career represents constant growth and challenge— from a buyer for an electronics firm to director of purchasing for Parker Brothers Games. While at Parker Brothers, he established a worldwide network of suppliers and played a key role in helping business organizations meet greatly expanded production needs generated by rapid growth. Ken also developed effective tools for measuring, identifying, and controlling key factors that determined a supplier’s ability to provide quality, delivery and price within the constraints of the marketplace. Ken has been instrumental in the development of public seminars that have become staples in ISM’s catalog of offerings as well as those of his university partners.
“Ken’s seminars are always fun and very instructive. I keep his course manuals and notes handy to use as references. I have sent several people to his programs so they, too, can gain from the experience.”
As president of Rowe and Associates, Inc., he has developed a supplier fulfillment operations review program that is refocusing the perspective for key executives. Its timeliness and effectiveness have created substantial demand which has resulted in countless consulting projects. Ken is a member of the American Production and Inventory Control Society (APICS) and the Institute for Supply Management (ISM). His unique blend of professional experience, his gift of teaching, and his education (MBA and BS, Industrial Management) make him one of the purchasing industry’s most soughtafter speakers.
7 Purchasing/Supply Chain Management Seminars
Improving Your Negotiation Skills You Will Learn: • Key ingredients of successful
negotiations • Ways to problem solve before the negotiations • The do’s and don’ts of negotiations • How time, information, and power can influence outcome • How to achieve a “win-win” outcome
Suppliers are generally more experienced and better trained in negotiations, leaving purchasing professionals at a disadvantage when bargaining for the best deals. Buyers well-trained in the negotiation process can save their organizations valuable dollars that go straight to the bottom line. During this seminar, you’ll “learn by doing” with an experienced negotiator who will bring your negotiation skills up to par with those of your suppliers. Video tapes and role playing are the key elements of this seminar. You’ll be extensively involved in the development, practice, and analysis of your negotiation skills, strategies, and techniques.
Who Should Attend: • Purchasing managers and agents • Buyers and senior buyers • Directors of purchasing • Management personnel with functional responsibility
for the purchase of goods and services
Suggested Prerequisite: • Essentials of Purchasing
Seminar Agenda: 1. Definition of Negotiation 2. Identifying Negotiation Style 3. Pre-Negotiating Planning 4. Effective Communication 5. Using Cost-Price Analysis as an Asset 6. Negotiation Strategy 7. Using Conflict Creatively 8. Self-Assessment of Negotiations 9. A Negotiating Exercise
Schedule: Wednesday & Thursday, 02/01 & 02/02/2012 Register Course #127HJA Tuesday & Wednesday, 11/13 & 11/14/2012 Course #137EJA
Register
ll public purchasing seminars are available for exclusive presentation to your organization’s A purchasing professionals. To learn more, contact jeanie.habich@louisville.edu or call (502) 852-6597.
8 Purchasing/Supply Chain Management Seminars
The Legal Aspects of Purchasing
This systematic and well organized seminar has consistently received the highest praise from the best judges of all—on-the-line purchasing professionals. In just two days, you’ll get the information you need to determine: • When is a contract really a contract?
You’ll Also Learn How to:
• What is the best way to determine the authority level of the seller?
• Handle defective materials
• How can I get an extended warranty at no cost?
• Get your materials delivered on
• What are the best remedies for avoiding and settling disputes?
time • Avoid entering into a bad
contract • Work with e-commerce • Handle unauthorized shipments • Select the best contract for different types of purchases
Who Should Attend: • Associate buyers and buyers • Transportation, distribution and non-purchasing executives • Managers responsible for the purchasing function • Engineers and managers with purchasing-supplier interface
Suggested Prerequisite: • Essentials of Purchasing
Seminar Agenda: 1. The Uniform Commercial Code (UCC) 2. The Law of the Agency 3. The Offer and Acceptance 4. Competence of Parties to Contract 5. Legality of Purpose 6. The Buyer-Seller Relationship 7. Types of Contracts 8. Title and Risk of Loss 9. The Battle of the Forms 10. Rights of Inspection and Rejection 11. Warranties 12. Remedies for Buyer and Seller 13. Means of Resolving Disputes 14. Patents 15. Government Regulation of Business 16. E-Commerce 17. The Uniform Computer Information Transaction Act (UCITA)
Schedule: Monday & Tuesday, 05/07 & 05/08/2012 Register Course #127LJA
ll public purchasing seminars are available for exclusive presentation to your organization’s A purchasing professionals. To learn more, contact jeanie.habich@louisville.edu or call (502) 852-6597.
9 Purchasing/Supply Chain Management Seminars
Improving Purchasing Performance: Developing New Skills for a Changing Profession
The old rules no longer apply. Buyers must develop and apply a new set of skills alongside the old to deliver the value that their organizations need, expect and demand. Because the procurement function has such a significant impact on the organization, it is imperative that buyers monitor and continue their professional development. This program was specially developed to give buyers the skills they need to succeed in the new procurement environment.
You’ll Develop Essential Skills for:
Who Should Attend:
• Consulting with your internal
• Buyers
clients • Fostering positive relationships with suppliers and clients • Managing the changing roles of buyers
Suggested Prerequisites:
• Becoming more proactive and
• Essentials of Purchasing
less reactive
• Supply chain professionals • Managers responsible for purchasing/supply chain function
• Improving Your Negotiation Skills
• Emerging as a better and more
productive person • Regaining control of your professional life
Seminar Agenda: 1. Delivering Powerful Client Service 2. Polishing Your Communication Skills 3. Improving Your Negotiation Skills 4. Managing Time 5. Developing Your Consulting Skills 6. Understanding Organizational Conflict 7. Managing Stress
Schedule: Wednesday & Thursday, 05/09& 05/10/2012 Register Course #127LJB
Save 25% or More with Our Corporate Programs Customized, In-House Training If you have as few as 12 employees to train in the same subject, your organization can realize significant savings on tuition fees and the cost of time and travel by bringing a purchasing seminar in-house. We’ll customize the curriculum to meet your organization’s unique needs and present the program at a time and place of your choice. For a free, no-obligation consultation, contact
jeanie.habich@louisville.edu or (502) 852-6597 or (800) 334-8635, extension 852-6597.
Discount Plan By simply guaranteeing as few as six registrations over an 18-month period, your organization will receive a $250 discount on an unlimited number of registrations! Join the list of growing organizations who are taking advantage of this money-saving offer. Start saving today by contacing jeanie.habich@louisville.edu or (502) 852-6597 or (800) 334-8635, extension 852-6597.
10 Purchasing/Supply Chain Management Seminars
Purchasing as a Profit Center: How to Manage the Purchasing/ Supply Chain Organization
As purchasing changes from an acquisition function to one of supply chain management, so does the role of purchasing executives. In addition to overseeing buyers, today’s purchasing /supply chain executives need expert skills for: • Strategic outsourcing of the organization’s supply chain
You’ll Also Learn: • How to develop a mission
statement for the purchasing/ supply chain function • What 20 key items you should
measure • How to effectively market
the purchasing/supply chain function • The 24 responsibilities of the purchasing/supply chain function • What to include in reports for your boss and how to format them • How to attract, select, develop
and retain the right people
• Managing and fostering supplier relationships • Aligning supplier performance with the organization’s business strategies • Utilizing technologies that offer real-time access to inventories and supply
chains • Restructuring supply chains to give their organizations a competitive edge • Retaining the right people amid requests to cut costs and head counts • Measuring the supply chain function and marketing it as a profit center—not a
cost center • Cutting costs and doing more with fewer staff During this new seminar, you’ll learn to use these skills to demonstrate purchasing’s positive impacts to the bottom line—and turn the perception of your department from a cost center to a profit center. Who Should Attend: • Chief purchasing officers • Vice presidents of purchasing • Supply chain executives • Purchasing directors • Purchasing/supply chain managers • Managers responsible for the purchasing/supply chain function
Agenda: 1. Mission, Objectives and Responsibilities of Purchasing/Supply Chain 2. Structure and Functions of Purchasing/Supply Chain Management 3. Applying Financial Dimensions to Purchasing/Supply Chain: MRO, Financial Statements, Ratios and More 4. Marketing the Purchasing/Supply Chain Function: The FLOTAI® Quotient 5. The How’s and What’s of Measuring the Purchasing/Supply Chain Function 6. How to Measure the Purchasing/Supply Chain’s Profit Contribution 7. Justifying Management’s Investment in Purchasing: Steps for Success 8. Open Forum: Performance Systems
Currently available for in-house presentations only. Contact Jeanie Habich at (502) 852-6597 for details.
Save $250 on an unlimited number of registrations with our corporate discount plan. Contact Jeanie Habich at (502) 852-6597 or jeanie.habich@louisville.edu for details.