Procurement Leadership Skills Development Center

Practical Procurement Management

Process, Tools and Techniques

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

Flexible and Convenient Learning Pace to Accommodate Your Busy Schedules.


A “Hands-On” program to Develop all the Necessary Skills for Procurement Professionals to Perform Daily Tasks Effectively

Learn the Proven Tools and Methods to Take your Procurement Profession to the Next Level.

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

  • This Course is Developed by a World Class Procurement Expert
  • Learn Innovative Methods and Skills that improve all key areas of the strategic supply 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 Procurement Professionals

Week 1

Presentation 1 – The Value of Procurement

  • Value-Added Elements of Procurement
  • What is Strategic Procurement?
  • Elements of a Successful Supply Management Process
  • Paradigm Shift in Procurement
  • Business Communications Model
  • Early SCM Involvement Pays
  • Comparison of Value Contribution – Procurement vs. Sales

Presentation 2 – “Best Practices” in Supply Management

  • Strategies & Tools
  • Supply Management “Best Practices”
  • Top 12 Procurement Management Best Practices
  • Future Trends

Presentation 3 – Evolution of Customer Relationship Management

  • Transactional Buyer Roles
  • Procurement Roles
  • Supply Chain Management Roles
  • Growth of Strategic Initiatives
  • The Strategic Transition
  • Change in Procurement Approach
  • Strategic Procurement Progress Report
  • “Traditional Purchasing” vs.”World Class Supply Management”
  • Procurement Focuses Increasingly on Strategic Responsibilities
  • The Seven Step Strategic Sourcing Process
  • Procurement Management Elements Related to Strategic Sourcing
  • How to Develop & Manage Relationships with Other Departments

Exercise 1 – Develop, Rank & Discuss Supply Chain Responsibilities

Week 2

Presentation 4 – Value Contribution to Organizational Strategy

  • Organizational Strategy Identification
  • Business Trends Affecting Entity Strategies
  • Organizational and Commodity Strategy Alignment
  • Potential Cost Reduction Opportunities
  • Post-Contract Sources of Cost Reductions
  • Re-Engineering and Design Improvements
  • Value Management
  • Product Substitutions
  • Demand Management
  • Process Improvements
  • Financial Incentives
  • Optimization of Inventory Management
  • Sharing of Intellectual Properties
  • Training/Purchase Credits
  • Improved Service Levels
  • Enhanced Product/Service Quality

Presentation 5 – Overview of the Procure-to-Pay (P2P) Process

  • Steps in the P2P Process
  • The “Rights” of Procurement
  • Procurement Management Tasks
  • Procurement Methodology
  • Process Change Tools
  • Scope of the Acquisition Process

Presentation 6 – Procurement Technologies & Techniques

  • eProcurement
  • eRFx
  • Spend Analysis
  • Auctions
  • ePayables
  • P-Cards
  • Contract Management
  • Group Purchasing Organizations (GPO) – Consortiums
  • Low Cost Country (LCC) Sourcing

Exercise 2 – Pros and Cons of Various Procurement Technologies and Techniques

Week 3

Presentation 7 – Ethical and Professional Standards

  • ISM Standards of Procurement Practice
  • Real World Ethical Considerations
  • The Sarbanes-Oxley Act
  • Laws, Policies & Ethical Principles
  • Professional Obligations

Presentation 8 – Requisition Process & Requirement Definition

  • Determining Customer Requirements (Customer Driven)
  • Determining Customer Requirements (Sourcing Driven)
  • Basic Information Requirements for Requisitions
  • Business Communications Model
  • Internal Customer Business Requirements Template

Presentation 9 – Specifications, Standardization & Simplification

  • Types of Specifications
  • Problems with Specifications
  • Statement of Work (SOW)
  • Acquisitions Requiring a Statement of Work
  • Statement of Work Pitfalls and Benefits
  • SOW Planning and Preparation
  • How Statements of Work Differ (4 Types)
  • Tips on Developing Effective SOW

Exercise 3 – Building a Statement of Work
Exercise 4 – Developing/Implementing a Standardization Program

Week 4

Presentation 10 – Supplier Identification, Qualification and Selection

  • Supplier Identification, Qualification & Selection Steps
  • Source Identification
  • Supplier Capabilities
  • Where to Locate Information on Suppliers
  • Changing Suppliers (Why and How)
  • Evaluation Criteria for Supplier Selection
  • Library of Evaluation Criteria
  • Data Collection
  • A General Capability Questionnaire
  • Supplier/Manufacturer/Distributor Qualification
  • Request for Information (RFI)
  • Structure and Format of a Good RFI
  • RFI Evaluation Worksheet Approaches
  • Supplier Evaluation Examples
  • Auxiliary Considerations in Supplier Identification

Presentation 11 – Proposal/Bid Solicitation Methods and Types

  • When to Pursue Competition (vs. Negotiation)
  • Criteria for Competitive Bidding
  • Considerations
  • Request for Quotation (RFQ)
  • Request for Proposal (RFP)
  • Developing the Solicitation
  • Stages of a RFP Process
  • Tips for Solicitation Process Management
  • Pitfalls to Avoid

Presentation 12 – Proposal/Bid Evaluation and Supplier Selection

  • Selection of Qualified Suppliers
  • Methods of Proposal Evaluation
  • Mathematical Proposal Evaluation Techniques
  • Short-listing Suppliers
  • Evaluation Methods & Ranking Systems
  • Potential Post-Bid/Proposal Problems
  • Post Bid Strategies
  • Supplier Report Cards
  • Notification of Successful and Unsuccessful Bidders

Exercise 5 – Selection of Qualified Suppliers

Week 5

Presentation 13 – Key Elements of Negotiations

  • Negotiation Overview
  • The Five-Step Negotiation Process
  • Negotiation Objectives
  • Qualities of a Good Negotiator
  • Negotiation Strategies & Methods
  • Negotiation Lessons Learned
  • Preparing for Negotiations
  • Pre-Negotiation Checklist

Presentation 14 – Use, Preparation & Issuance of Purchase Orders

  • Types of Purchase Orders (Transactional)
  • Types of Purchase Orders (Blanket)
  • Types of Purchase Orders (Release Against Contract)
  • When a Purchase Order Becomes a Contract
  • Which Terms Will Control?
  • The Cost of Purchase Orders
  • Freight Terms
  • Payment Terms/Discounts

Presentation 15 – Receipt and Payment Processes

  • Receiving Activities
  • Resolving Contract/Purchase Order Differences with Suppliers
  • Two Way Matching Errors
  • Three Way Matching Errors
  • Resolving Payment Problems with Suppliers & Internal Customers

Exercise 6 – Assessment of My Negotiation Skills
Exercise 7 – Getting Beyond “Positions” in Negotiations

Week 6

Presentation 16 – Inventory Management and Control

  • Organize, Control, and Optimize the Storage of Materials
  • Functions of Inventories
  • Objectives of Inventory Management
  • Responsibilities of Supply Chain Management
  • Evaluation, Identification, and Control of Inventories (formal & Informal)
  • Comparison of Inventory Control Systems, Characteristics, and Applications
  • Inventory Measurement Techniques – Inventory Turnover
  • Minimum/Maximum Systems
  • Economic Order Quantity (EOQ)
  • Kan-Ban
  • Supplier Managed Inventories (SMI)
  • Just-In-Time Inventory Techniques – The Real World

Presentation 17 – Cost Saving Reporting

  • Cost Saving Calculation and Tracking
  • Cost Saving Baseline Approaches
  • The Total Cost of Ownership (TCO)
  • Types of Savings
  • Key Elements of Validating Savings

Presentation 18 – Fundamental Legal Aspects of Procurement

  • Contractual Protection Model
  • “Legal” vs. “Business” – Finding the Optimal Balance
  • What is a “Contract”?
  • “Legalese” vs. “Business English”
  • What Transactions Should be Under Written Agreements?
  • Valid Contracts
  • Laws Governing Contracts
  • Laws of Agency – “Actual” vs. “Apparent” Authority
  • Changes in Uniform Commercial Code (UCC) Article 2
  • Meeting of the Minds
  • Key Contract Elements
  • Sample Contract Clauses
  • Knowledge of Terms and Conditions
  • Developing the Contract

Exercise 8 – The Statute of Fraud

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.