Procurement Leadership Skills Development Center

Managing Supplier Performance

Capturing Deeper Value and Savings from Suppliers

6-Week Instructor-Led Online Course Starting 09 May 2017

Flexible and Convenient Learning Pace to Accommodate Your Busy Schedules.


Attain 5% to 10% additional cost reductions than originally "sourced" by strategically-managing the supplier relationship.

Learn meaningful “metrics” (KPI’s) to apply to supplier performance.

Top 7 Reasons Why You Should Join This Unique Learning Program.

  • This Course is Developed by a World Class Procurement & Contracting Expert
  • Learn Innovative Methods and Skills that improve all key areas of the strategic contract management process
  • Achieve an Immediate Positive Impact on the Bottom Line
  • Intensive Instruction and Real World Case Studies
  • Learn Anywhere, Anytime at Your Convenience
  • Gain Certificate of Completion upon Successful Completion
  • If you Apply the Methods Covered, Results are Guaranteed

Fees: US$ 499/- Per Participant

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Led by Mark Trowbridge, CPSM, C.P.M., MCIPS

markHis 30 years in procurement includes supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company, where he achieved $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions. For the last 13 years, Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Oil/Gas, Mining, Telecommunications, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During his decade-long consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions. He is one of the original founders of Strategic Procurement Solutions, LLC. Mr. Trowbridge holds a Bachelor’s Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations. He has been a featured speaker at the last ten I.S.M. International Conferences. His LinkedIn profile is among the 1% most-viewed out of that organization’s 250 Million members. Mr. Trowbridge has written featured articles for Supply Chain Management Review, eSide Supply Management, Inside Supply Management and Strategic Procurement Solutions own online Best Practices in Supply Management Journal (the latter of which is distributed bi-monthly to more than 13,000 global procurement professionals).

Learn the Best Practices used by World Class Supply Management Professionals

Week 1

Presentation 1 – Importance of “Supplier Relationship Management” (SRM)

  • SRM in the Strategic Sourcing Process
  • Post-Sourcing Value Creation
  • Criticality of Today’s Supplier Bas

Presentation 2 – Outcomes of Superior Supplier Performance

  • Supplier Consolidation
  • Increased Value Received
  • Improved Quality
  • Improved Productivity
  • Decreased Cost
  • Minimized Risk
  • The “Rights of Procurement”

Presentation 3 – Roles & Responsibilities of a Supplier Manager

  • Pre-Contract
  • Contract
  • Close-Out

Week 2

Presentation 4 – Techniques to Capture Greater Value from Suppliers

  • 10 Places to Search for Further Cost Savings
  • Developmental Stages in the Supplier Relationships
  • Progression in Supplier Value (Commodity, Preferred, Strategic, Alliance)
  • Definition of “Relationship”
  • Total Cost of Ownership Principles

Presentation 5 – Treatment of Suppliers to Incent Superior Performance:

  • Communication Patterns
  • Respect
  • Management Interaction
  • Meaningful Metrics
  • Feedback

Week 3

Presentation 6 – Financial Management of Suppliers

  • Quick Ratios
  • Supplier Stability & Risk
  • Individual Exercise – Case Study for Calculating Quick Ratios

Presentation 7 – Prevention of Typical Supplier Tricks:

  • “Divide and Conquer”
  • “Around The End Run”
  • “Scope Creep”
  • “That Wasn’t Included in the Price”

Presentation 8 – Pre-Requisites for Managing Supplier Performance

Week 4

Presentation 9 – Implementation of New Supplier Relationships

  • “Best Practices” in Contract Relationship Roll-Outs
  • Communication Needs & Methods
  • Cost Reduction Identification & Tracking
  • Use of Cross-Functional Teams
  • Organizational Re-Alignment
  • Training Techniques
  • Implementation Project Plan Management

Presentation 10 – Risk Factors in Supplier Relationships

  • Legal Risk
  • Financial Risk
  • Business Risk

Week 5  

Presentation 11 – Statement of Work (SOW) Management Techniques

  • Managing Deliverables
  • Documenting Performance Problems
  • Recognizing & Rewarding Extraordinary Performance
  • Individual Exercise – Designing Elements of a SOW

Presentation 12 – Performance Management Methodology

  • Monitoring vs. Benchmarking
  • Sources for Benchmark Information

Week 6

Presentation 13 – Building a Balanced Supplier Scorecard Rating System:

  • Which Suppliers?
  • How to Rate Performance
  • 5 Rating Components – MISCQ

Presentation 14 – Conducting Periodic Review Meetings

  • Frequency
  • Agenda
  • Location
  • Key Attendees

Presentation 15 – Conducting Supplier Site Visits

Our Past Participants include Procurement Professionals Representing Leading International Corporations.

  • Accentcare
  • Amec Foster Wheeler
  • Arris
  • Bill & Melinda Gates Foundation
  • Bray
  • Cape Air
  • Capital One
  • Country Financial

  • Desjardines
  • Devro
  • Farmcredit Mid America
  • Ferrovial
  • Genpact
  • Greendot Corp
  • Infinity Homecare
  • Keystone Foods

  • Lake County Illinois
  • Learning Resources
  • Legrand
  • Maltese Government
  • Mass Mutual
  • Mentor Graphics
  • Northrop-Grumman
  • Paychex

  • Quad Graphics
  • ‎Sierra Rutile Limited
  • Southern Star Central Gas Pipeline
  • Spark New Zealand
  • State of Nevada – USA
  • Unisys
  • USAA
  • Visa

Group Discounts and Early Bird Discounts are Available!

What the Past Participants Say About Our Courses?

"The course helped me fine tune my ability to assess the contract negotiation as I can refer to the course information anytime if I need to improve my approach with the vendors."
Procurement Director
Real Estate Services Provider, Singapore
"I liked that others in my field were participating. We all ended up contributing to the class and all benefited from that experience. Some of us had specific experience in an area and were willing to share experiences."
IT Procurement Manager
Financial Services Company, USA
"I've been telling my manager and some stakeholders about how the course has already helped, especially with some of the pointers I've picked up along the way."
Procurement Manager
Telecom Services Provider, New Zealand
"Really enjoyed the interaction with the Instructor and participants. The course content was pertinent and well presented. I will highly recommend this course, internally!"
‎Advisor, Procurement and Software Purchasing
Financial Services Company, USA
"The class discussions brought out more in-depth answers from Mark which solidified the training materials. I will send multiple people from my team through this training."
IT Financial/Contract Manager
Payroll Outsourcing Company, USA

24x7 Learning Anywhere. Anytime. Flexible and Convenient. No time off from work.

Thousands of Learners representing 300 Clients in 100 Countries have Attended these Courses.