Managing internal relationships and ‘selling’ procurement
- Importance of good internal customer relationships.
- New relationship models in the commercial world.
- Selling the function to add value.
- Understanding corporate goals for competitive advantage.
- Managing and evaluating key stakeholders' views.
Overview
This 2-day course focuses on enhancing procurement's contribution to organizational objectives by emphasizing relationship management and performance measurement. Participants will learn to recognize the value of performance measurement in procurement, evaluate their procurement's value, develop key performance indicators, manage stakeholders, and implement performance measurement techniques. The course is designed for procurement staff involved in maintaining good relationships with internal users and suppliers to deliver optimal value outcomes.
Who should attend
Procurement Staff
Course Content
Course duration: 2 Days
Course running order
The importance to procurement of good internal customer relationships
Hidden costs of poor relationships
New types of relationship models in the commercial world
The importance of ‘Selling the function’
How does your procurement operation add value to the organisation?
Understanding the organisations strategies and how they develop competitive advantage
The link between corporate goals and procurement strategies
How procurement supports the achievement of the organisations corporate goals (Time of performance, reliability, cost, quality, flexibility, innovation, etc…)
Understanding and managing Purchasing’ key stakeholders
Why does it matter?
Identifying the key stakeholders
Evaluating their view of procurement
Setting goals that turn internal customers on?
Managing difficult stakeholders
Developing key performance indicators and service levels
Performances that matter to people who matter.
Negotiating achievable service levels
Developing a Purchasing results dashboard.
Targets or balanced scorecards? Pluses and minuses of each approach
Some Current best practice methods for measurement of performance
Price and cost performance
Supply base management
Supplier performance (Vendor rating)
Category management
Transaction cost measurement
Process measurement
Determining the procurement footprint
Introducing performance measurement in procurement
How to?
Course Objectives
This programme is designed to provide teams with a complete understanding of the relationship management and performance tools required to enhance and measure the contribution procurement make to the organisational objectives of best value.
It aims to enable delegates to recognise the importance and benefits of performance measurement to successful management of procurement within the organisation. Evaluate how their procurement activity adds value for the organisation. Develop key performance indicators and service levels that measure value added as perceived by significant internal stakeholders. Evaluate and manage key stakeholders. Develop a procurement performance ‘dashboard’ for their activity. Understand the importance of good relationships. Select and implement different techniques for measuring key areas of procurement performance including price and cost, supplier performance, process / transaction cost and internal service level. Implement internal service level agreements
Who should attend?
All procurement staff involved in the interface with the internal users and maintaining good relationships with suppliers and users to deliver the best value outcome.
