Description
This training will allow you to identify the parameters which contribute to the formation of costs and prices. You will be able to master the cost decomposition tool and strengthen your negotiation levers during consultations.
Who is this training for ?
For whom ?
Buyers, purchasing negotiators, purchasing managers, general services manager.
Prerequisites
None.
Training objectives
Training program
- Levers of cost optimization
- Optimization of the purchasing process.
- Needs-oriented levers.
- Market-oriented levers.
- Managing relationships with suppliers.
- Cost and price structures
- The compositional elements of a cost price and a selling price.
- Sales prices in a market economy and the supplier pricing strategy.
- The objectives of savings and gains on purchases.
- The objectives of cost decomposition.
- Methods for obtaining the breakdown of supplier costs.
- Critical analysis of cost determinants.
- Case studyrnCost structure of a industrial product and service provision, objective purchasing costs (critical analysis of cost determinants).
- Optimization of supplier consultation
- Forms of expressing needs.
- Techniques for competitive bidding between suppliers.
- Establishing a cost model (Cost Model ).
- The definition of a relevant call for tenders grid.
- The grid for examining and comparing offers.
- The levers of contractualization.
- Exercise: Based on the cost structures obtained previously, the participants establish the foundations of a solid and effective supplier consultation.
- Collective debriefing.
- Purchasing negotiation with the support of cost reduction tools
- The levers of purchasing negotiation.
- The choice of constituents and cost elements to negotiate.
- The levers of contractualization.
- Determining the negotiation strategy adapted to the levers used.
- Effective negotiation techniques.
- Exercise: Purchase negotiation situation with use of the chosen levers and cost reduction tools.
