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Essentials of Purchasing: for the New Buyer

Make better purchasing decisions by developing key skills in negotiation, supplier management and procurement.

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The Key Issues

It’s not all about sales and revenues. Purchasing and procurement is a crucial role in every organisation and especially today. Costs have exploded in lots of areas – just think about electricity, energy and raw materials. It is more important than ever to manage your purchasing policies and processes.

Managing the supplier base

Procurement decisions

Life cycle costing

Key Competences​

Managing contracts

Ethical & legal purchasing

Negotiation skills for buyers

The Right Programme for You

You are a manager who is newly responsible for purchasing in your organization. You need to improve your procurement skills and knowledge. This programme gives you the key skills you need today.
  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

Highlights

Learn the best negotiation techniques you need in an international business environment.

Manage your supplier relationships to reduce costs, improve quality and increase performance.

Understand how outsourcing can help your business.

Learn, Practice and Use

  • Understand today's procurement strategies and techniques
  • Identify the core expertise, process knowledge, and interpersonal skills necessary for success as a 21st-century buyer
  • Discover the criteria for successful supplier selection
  • Manage your supplier relationships to reduce costs, improve quality & enhance performance
  • Understand legal and ethical requirements and issues in your role
  • Learn negotiation techniques for a global purchasing environment
  • Understand the difference between leasing, renting and outsourcing
  • Describe how total cost of ownership fosters better buying decisions
  • Use the contract planning checklist to avoid surprises
  • Share your knowledge and challenges with your peers and MCE's highly experienced faculty

Programme Details

Essentials of Purchasing: for the New Buyer is a 3 day hands-on training programme, highly interactive with exercises and role plays. This programme focuses on the key procurement skills you need including material and product flows, supplier relationships and management, negotation skills and the role of purchasing in today’s business world.

Seven Programme Modules

  • Explain How Purchasing Adds Value
  • Define the Supply Chain and the Buyer’s Role in Purchasing and Supply Management
  • Describe the Purchasing Cycle
  • Discuss the Importance of Cross-Functional Teams and Purchasing
  • Obtain Sufficient Purchase Description or Specification Information from Internal Customers
  • Rate Aspects of a Supplier’s Capabilities
  • Analyze a Financial Statement from a Hypothetical Supplier
  • Define How Acceptable Sources of Supply are Found in the Marketplace
  • Identify Key Principles of Soliciting, Qualifying, and Pre-Selecting Suppliers
  • Examine Key Aspects Associated with Supplier Performance
  • Assess Competitive Market Pricing and the Application of Discounts
  • Analyze Costs to Calculate a Target Cost to Negotiate More Effectively with Suppliers
  • Define an Internal Cost Estimate and a Supplier’s Cost Breakdown Structure
  • Explain Learning Curves, Life Cycle Costing, and Value Analysis
  • Define Leasing, Renting, and Outsourcing
  • Describe How Identifying Total Cost of Ownership Fosters Better Buying Decisions
  • Explain How ABC Analysis Is Used to Make Informed Purchasing Decisions
  • Summarize the Techniques Used to Make Informed Decisions on Inventory
  • Describe How Inbound Freight Control Is Used to Improve the Total Value Provided to a Firm by a Supplier
  • Describe the Most Common INCOTERMS and Their Meaning for International Sourcing
  • Discuss How Global Sourcing Requires Additional Knowledge to Understand Supplier Selection, Payment, and Risk Implications
  • Identify the Basic Parts of a Contract and a Contract Planning Checklist
  • Differentiate between the Types of Purchasing Contracts and Agreements
  • Discuss Usage of Purchasing/Procurement Credit Cards and Appropriate Policies for Their Implementation
  • Describe the Service Contracting Process and Guidelines for Service Contract Supplier Selection, Agreement Provisions, and Administration
  • Apply E-Procurement Principles to the Purchasing Cycle
  • Explain the Difference between Ethical and Legal Purchasing Practices
  • Describe 12 Questionable Purchasing Practices
  • Discuss the Legal Framework That Affects Purchasing
  • Explain Elements of a Breach of Contract That Remedies the Breach
  • Describe Three Kinds of Warranties—Stautory, Implied and Express
  • Discuss Key Points of the Convention for International Sales of Goods
  • Recognize Key Issues about Contract Law and How Contracts are Formed
  • Determine the Importance of the Uniform Commercial Code
  • Define the Nature and Scope of Negotiations in Purchasing
  • Differentiate between Strategy and Tactics in Negotiations
  • Define Win-Win, Objective Setting, Deadline, and Authority Level
  •  List the Crucial Elements of Negotiation
  • Prepare and Plan for Negotiations
  • Apply Some Negotiation Strategies, Tactics, and Counter Offers
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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