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Managing Supplier Relationships

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Managing Supplier Relationships


This course utilizes a variety of training exercises, case studies, questionnaires, and videos.

Course Objectives:

By the end of the course, participants will be able to:

  • Evaluate supplier profiles to align with the organization’s needs and direction.
  • Practice supplier integration techniques to support procurement strategy goals.
  • Manage supplier performance to ensure continuous improvement of offerings.
  • Apply market entry strategies to support internal capabilities.
  • Utilize core skills to enhance supplier relationship outcomes.

Target Audience:

  • Purchasing specialists and supply chain professionals involved in supply management.
  • Individuals responsible for supplier relationships.
  • Employees involved in the procurement process.

Program Content:

  • Supplier effectiveness verification process.
  • Wisdom in supplier relationship management.
  • Information gathering sources.
  • Supplier positioning.
  • Qualification surveys.
  • Supplier risk assessment.
  • Sustainable supplier relationships.
  • The triple bottom line.
  • Economic success.
  • Social development.
  • Environmental sustainability.

Supplier Development and Integration:

  • Supplier development.
  • Supplier program diversity.
  • Supplier certification.
  • Electronic Data Interchange (EDI).
  • Partnership models.

Managing Supplier Performance:

  • Supplier performance objectives.
  • Performance goals.
  • Continuous improvement initiatives.
  • Service level agreements.

Market Entry Strategies:

  • Purchasing strategy matrix.
  • The six sourcing strategies.
  • Volume focus.
  • Best price evaluation.
  • Global sourcing.
  • Product specification improvement.
  • Partnership process improvement.
  • Relationship restructuring.
  • Bulk purchasing and pricing.
  • Just-in-Time (JIT) purchasing.

Personal Skills and Etiquette in Supplier Relationships:

  • Effective communication as a foundation for success.
  • Applying leadership and management skills in supplier relationships.
  • Six effective persuasion techniques by Cialdini.
  • Reciprocity technique.
  • Consistency technique.
  • Commitment technique.
  • Liking technique.
  • Scarcity technique.
  • Etiquette in supplier relationships.
  • Communicating with external suppliers.

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Managing Supplier Relationships

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