Procurement Leadership Skills Development Center

Strategic Sourcing and Cost Reduction

Driving Quality, Lowering Total Costs

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

Flexible and Convenient Learning Pace to Accommodate Your Busy Schedules.


"This Program Provides the Methods and Skills to Develop Effective Supplier and Internal Customer Relationships to Maximize Quality and Reduce Costs"

Learn the Proven Tools and Methods to cost-effectively source all direct and indirect products/services.

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

  • Interact Personally on 1-ON-1 basis with a World Class Instructor
  • Learn unique set of tools and methods to develop Effective Supplier Relationships
  • Achieve Cost Savings at the lowest risk possible while Maximizing Quality
  • Learn how to effectively source Direct and Indirect products and services.
  • Learn Anywhere, Anytime at Your Convenience
  • Gain Certificate of Completion upon Successful Completion
  • If you Practice 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).

Week 1

Presentation – Program Introduction & Preparation Tasks

  • Defining Procurement Excellence
  • The Multi-Step Strategic Sourcing Process
  • Do We Have A Sourcing Project?
  • Selling Early Procurement Involvement
  • Establish Steering Committee & Sponsor Team
  • Establish Cross-Functional Sourcing Team
  • Project Plan Preparation

Presentation – Sourcing Stage 1 – Profiling The Category

  • Defining The Sourcing Category
  • Identify Basic Category Characteristics
  • Expenditure Analysis
  • Request for Information (RFI)
  • Stakeholder Interview Process

Week 2

Presentation – Sourcing Stage 1 – Creating a Category Profile

  • Marketplace Studies/Benchmarks
  • Process Review and Mapping
  • Total Cost Of Ownership Identification
  • Cost Reduction Opportunity Development
  • Market Analysis
  • Market Segmentation Identification
  • Defining Marketplace Balance of Power

Presentation – Sourcing Stage 2 – Developing Category Sourcing Strategy

  • Sourcing Category Evolution
  • Definition of Sourcing Strategy
  • Category Positioning Matrix
  • Sourcing Strategy Development
  • Strategic Sourcing Approaches

Week 3

Presentation – Sourcing Stage 3 – Generating Supplier Portfolio

  • Supplier Portfolio Generation
  • Developing the Candidate Supplier List
  • Supplier Types
  • Supplier Capabilities
  • Source Location
  • Supplier Profile
  • Identification of Potential Suppliers
  • Developing the Short List of Pre-qualified Suppliers
  • Evaluation Criteria and Methods
  • Data Collection
  • Stakeholder Approval of Short List

Week 4

Presentation – Sourcing Stage 4 – Sourcing Path Selection [Competition or Collaborative Supplier Development]

  • Selection of Implementation Path
  • Sourcing Approaches
  • Pre-requisites for Competitive Bidding
  • Negotiation & the Strategic Sourcing Process
  • Supplier Development Constraints
  • Supplier Development & the Sourcing Process
  • Strategy Selection – Competitive vs. Collaborative
  • Additional Sourcing Tools/Techniques

Week 5

Presentation – Sourcing Stage 5 – Selecting Competitive Supplier(s) and Negotiate

  • Preliminary Strategy Formulation
  • RFx Generation
  • Developing the RFx
  • Pricing Structures
  • Developing the Request-For-Proposal (RFP)
  • Proposal Solicitation and Evaluation
  • Ten Pricing Formats
  • Potential Post-Bid Problems
  • Post-Bid Strategies
  • Negotiation Goals
  • The Negotiation Process
  • Negotiation Strategies and Methods

Week 6

Presentation – Sourcing Stage 6 – Implementation & Continuous Improvement

  • Key Implementation Factors & Activities
  • Cross Functional Team Roles and Responsibilities
  • Communication Needs & Methodologies
  • Cost Savings Calculation and Tracking
  • Savings Spend Baselines
  • Timeline for Saving Tracking
  • Saving Calculation Methodologies

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.