Course Overview

Effective Procurement is, and always has been, fundamental to the success of an organisation. On average, over fifty percent of an organisation’s total revenue is passed down the Supply Chain. In many sectors however, this can be significantly more for example in the Public Sector, this can exceed eighty percent.

It is imperative that this expenditure is managed and controlled effectively. Poor Procurement leads to, increased cost, poor quality, delays, loss of control and lack of cost visibility. Proactive, professional Procurement will become a value added function within the organisation.

Over time, organisations have realised the value that can be delivered through effective Procurement. At the same time, the value of appropriately qualified Procurement Professionals has also increased. Procurement is now seen as a 'job' rather than a 'role'

The shift from transactional, operational buying to Strategic Procurement has been quicker in some Industries than others. Organisations that have not yet made the change are being left behind.

Commodity, or category, based Procurement provides the correct structure to help deliver a truly World Class Procurement function.

ACSP™ provides the understanding, framework, tools, and principles that allow organisations to build, embed and develop real Strategic Procurement.

On completion of this five day training course you will receive your certificate which has been fully accredited by Qualifi, an official UK Government recognised awarding body.

Course Contents

Understand the Role of Procurement

  • Operational Importance
  • Make 'v' Buy Assessments
  • Build an Effective Procurement Function
  • Roles and Responsibilities of the Function
  • Understand Cost 'v' Capability

Deliver Successful Procurement Projects

  • Stakeholder Management
  • Obtain and Maintain Buy-in
  • Key Project Stages
  • Project Documentation
  • Communication Strategies
  • Team Structures

Understand the Current Position

  • 'Commodity Based Procurement' Explained
  • Identify and Understand Expenditure
  • Build Commodity Groups and Structures
  • Split Expenditure by Commodity
  • Identify and Understand Key Cost Drivers
  • Assess and Rank Existing Suppliers
  • Identify Strengths and Weaknesses
  • Build Simple and Effective Analysis Models

Understand Commodity Supply Markets

  • Assessment of Buyer and Supplier Power
  • Assess Local, National and International Options
  • Generate Competition in the Market
  • Supplier Identification, Analysis and Ranking
  • Build Effective Commodity Strategies

Build Effective Tenders

  • Invitation to Tender (ITT) Fundamentals
  • Key Assessment Categories
  • Understand and Document Requirements
  • Obtain Organisational Buy-In
  • Achieve Objectivity and Transparency
  • Build Simple and Effective Assessment Tools
  • Dealing with Verification Visits

Cost Control and Reduction

  • Understand Cost 'v' Price
  • Strengths and Weaknesses of Costing Mechanisms
  • Understand Cost Drivers
  • Introduce Competition
  • Obtain Transparency
  • Identify Cost Reduction Opportunities

Key Performance Indicators (KPI’s) and Service Levels

  • Key KPI Principles
  • Selecting Effective KPI’s
  • Selecting Appropriate Service Levels
  • KPI Frequency

Negotiation – Making all the Hard Work Count!

  • Key Steps to Successful Negotiation
  • Build the Negotiation Plan
  • Build a Position of Power
  • Negotiating Styles
  • The Negotiating Team
  • Closing the Deal

The programme will include a series of group exercises, a personality profile and case studies with a high level of delegate interaction

ACSP™ Examination *

* Only those who successfully complete the examination and participate effectively in the course case studies will receive the Advanced Certificate in Strategic Procurement (ACSP™

Benefits of Attending

  • Gain an accredited Certificate approved by a UK regulated body - Advanced Certificate in Strategic Procurement (ACSP™)
  • Use ACSP™ on your business card and on your resume
  • The ACSP™ shows that you have completed International qualifications and that you have the skills and experience to manage procurement effectively on a national, regional and global level.
  • The ACSP™ certificate will be received approximately one month following the close of the training course and will be issued jointly by Qualifi and BMTG.

Who Should Attend?

    • Procurement Directors
    • Business Owners / Managing Directors
    • Supplier Managers
    • Supply Chain Consultants
    • Buyers / Senior Buyers
    • Operations Managers & Directors
    • Finance Managers
    • Project Managers
    • Executive Directors
    • General Managers
    • Divisional Heads
    • Project Directors
    • Project Engineers
    • Administration Managers
    • Project Leaders
    • Team Leaders
    • Supervisors
    • Contractors
    • Management Consultants

    PLUS anyone who is responsible for / involved in Supplier Relationships, or anticipates being involved with Supplier Management in the future.

Trainers

Meet your training course director: Steve Mallaband BSc (Hons) CEng MIET FITOL

Steve is a highly experienced procurement professional and a Fellow of the Institute of Training and Occupational Learning (ITOL). Steve has over 20 years experience holding senior positions with several large organisations both in the UK and abroad. During his career he has bought a large variety of goods and services in an international context, and has been actively involved in both writing tenders and preparing bids. For the last 7 years he has provided training and consultancy to public and private sector clients around the globe on a wide range of topics. He is a knowledgeable, interesting and entertaining presenter who is able to draw on his wealth of practical experience to excellent effect.

Meet your training course director: Ros Howard BSc (Hons) PGCE FITOL

Ros is a professional business trainer and a Fellow of the Institute of Training and Occupational Learning (ITOL). Ros has a rich and varied career in industry and education. She believes that excellence in communication and other “soft skills” is vital for business success, and has a real passion for instilling learning in others. For the last 10 years she has provided training, coaching and consultancy to a variety of clients in many different countries and from many different organisations. She is a dynamic and inspiring presenter who, having taught English as a Foreign Language, is particularly sensitive to the needs of the non-native English speakers.

Steve and Ros deliver together to deliver the Advanced Certificate in Bid and Tender Management (ACBTMtm), offering you the best of both worlds – a very experienced procurement practitioner backed by an expert in communication and soft skills.

Meet your training course director: Paul Jackson, BSC MICM MCIPS

Paul Jackson is an accomplished Supply Chain professional and training consultant with significant expertise in the area of procurement, Supply Chain Management, inventory and warehousing management, sustainability and supplier development. Paul has consistently delivered commercial benefits and training across a range of private and public sector markets and has positively influenced large blue chip organisations such as BAE Systems, ChevronTexaco, and Teliasonera as well as Public Sector and numerous SME clients. His ability to deliver projects on time and budget, run operational facilities and train teams makes him an ideal project trainer and mentor.

Paul is an enthusiastic team player and is equally comfortable working within a team as he is leading from the front or coaching from the classroom. He has exceptional change management skills and has the experience and personality to lead large teams successfully through periods of transition. He has run a number of businesses over the years, managed office and warehousing operations, run production plants, and operated datacentres, as well as managing contracts to support the facilities and operational management activities associated within the organisation. He is also an experienced overseas operator having undertaken projects in many diverse locations including countries such as Kazakhstan, Nigeria, Angola, Indonesia, China, Japan and Saudi Arabia.

Paul is an articulate communicator with well developed project delivery, contract negotiation and presentation skills. He manages projects with an enviable ease and engages people with a coaching philosophy which focuses on motivation, mentoring and development. He also runs and manages end-to-end Supply Chain audits, feasibility studies and compliance assessments to help drive effective change and identify strategic opportunities and risk. Furthermore, Paul was for a number of years a successful business manager with a warehousing and logistics organisation and approached all aspects of his work with a heavy focus on the improvement of profit through cost reduction, development of markets in locations such as India and China, and through the improvement of skills in the workforce.

Paul is a MCIPS, BTEC and IACCM trainer in Procurement, Supply Chain Management, Negotiation and Inventory Management and lead author of “the Sustainable Business” published in early 2013, lead-author of “101 Tools of Procurement and Supply Chain Management” and co-author of Practical Procurement second edition. He has also published articles in a number of different journals including Supply Management, IPSCM. Intend and Marine Trader. He is a Prince 2 qualified project manager, a Six Sigma Green belt, and has UK National Security Clearance.

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