CIPS 2013 Training Portfolio by CIPS

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Training

Portfolio

Training that is relevant and targeted to needs ...for every ability from new recruits to experienced professionals Leading global excellence in procurement and supply

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General information

Contents 07 08 08 09 09 10 11 11 12 12 13 13 14 14 15 16 17 18

Purchasing Introduction to purchasing Forecasting techniques Advanced purchasing skills Improving your buying skills Managing purchasing Introduction to public sector procurement Managing complex EU procurement Risk management in the supply chain Supply chain management Buying services Supplier appraisal Category management essentials Category management advanced Sustainable procurement in action Supplier diversity Procurement risk management masterclass Principles and framework for procuring sustainably masterclass 19 Procurement fraud masterclass 20 Strategic management of corporate travel masterclass

21 22 23 23 24

Negotiation Introduction to negotiation Eﬀective negotiation Psychology of the seller Leading edge negotiation

25 Finance 26 Dissecting a supplier’s cost structure 26 Business ﬁnance – what buyers need to know 27 28 29 29 30 31 32 32

Influencing skills Confident behaviour in relationship management Effective leadership in purchasing Personality profiling, influencing and persuasion Procurement leaders programme masterclass Executive influencing strategies masterclass Procurement leadership masterclass Increase the influence of procurement masterclass

33 34 34 35 35 36 37 37 38 38 39 39 40

Legal Introduction to contracts Legal aspects of purchasing Exploring and developing terms and conditions EC Procurement Directives Update on contract and commercial law TUPE and its impact on procurement Conducting a competitive dialogue Speciﬁcation writing Contract drafting Getting started in contract management The essentials of tendering Eﬀective contract management

41 IT 42 A commercial approach™ to software agreements 43 Eﬀective IT purchasing 45 Stores Management 46 Eﬀective warehouse operations 46 Inventory management 47 General information 48 Event calendar 50 Terms and conditions 03

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train with CIPS?

We are the worldwide centre of excellence on procurement and supply management issues. Our programmes help our professionals deliver real strategic and sustainable value to their organisations. Our training portfolio is constantly developing and we oﬀer new and trusted programmes linked with commercial issues and academia. The quality of the programme leaders and extensive types of training will suit professionals at all levels. Courses are listed for 2013, oﬀering a wide range of venues, dates, times and locations to suit busy working lives. See full index of courses and all dates on page 50.

Continuing Professional Development 07 HOURS Helps you improve, record, maintain and CPD evaluate your technical and managerial skills and knowledge Provides evidence of your progress All courses in the portfolio count towards the skills category of CIPS new CPD scheme. Half-day courses contribute three hours; one-day courses seven hours and so on. Participating in CIPS training courses is one aspect of continued learning. See more about the CIPS CPD scheme on our website: www.cips.org/cpd

People development CIPS trains thousands of professionals every year from around the world – both members and nonmembers World class training and development of the modern professional is a CIPS core strength Our qualiﬁcation is the only one in this ﬁeld equivalent to a university degree CIPS encourages a commitment to lifelong learning with the CIPS Continuing Professional Development (CPD) scheme.

Services To join and find out more about the many benefits available, including discounts on all our training courses go to www.cips.org/benefits Website offering a wealth of downloadable advice, information and reports Online access to learning, the bookshop plus the latest executive posts in procurement Supply Management magazine free to all members gives the latest news and views in procurement and the business world.

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Course fees include Comprehensive course materials to support new skills and knowledge back in the workplace Restaurant lunch, morning and afternoon refreshments. New to purchasing? We recommend that you take one of each of the courses listed below, they are the perfect entry point into the profession and will give you a thorough knowledge of the basics of purchasing and supply which will be of practical day-to-day use in your organisation Introduction to purchasing; Introduction to negotiation; Introduction to contracts 13 dates in 2013 at various locations around the country.

New courses Additionally you will ﬁnd four completely new courses – they are identiﬁed with icons on the contents page Check the online training portfolio, updated throughout the year with new courses and dates: www.cips.org/training Note: We have now merged courses previously listed under legal or contracts into one section.

Full index of courses and dates on page 48

There is also an added beneﬁt of a 10% discount in addition to the member’s discount if you purchase all three courses.

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Discover... what’s below the surface?

As a CIPS member you would expect that the qualiﬁcations you achieve are internationally recognised leading to increased earnings, and that you will have the opportunity to network with like-minded professionals oﬀering career improvement.

But did you know that being part of our global community also gives you access to essential beneﬁts designed to support your professional and personal development. For example: • CIPS intelligence • Supply Management • Regus • CIPS bookshop discounts • FREE Legal helpline plus many more...

If you are not already a member talk to us and find out more on: +44(0)1780 756777 www.cips.org

Leading global excellence in procurement and supply

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Purchasing

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Purchasing

Introduction to purchasing Understand the end-to-end process and gain a toolkit of practical purchasing techniques.

Key course content 07 CPD HOURS the purchasing cycle and the key phases a review of the supply chain and its constituent elements what to look out for when developing a specification with a key stakeholder a review of the category management process supplier appraisal techniques tender documentation, the process and alternative routes such as RFQs/RFPs post tender appraisal a review of performance management versus supplier management group exercises and case studies to support. Where to next? 09 Advanced purchasing skills 09 Improving your buying skills 22 Introduction to negotiation 34 Introduction to contracts Locations and dates Birmingham 05 Feb 13 11 June 13 15 Oct 13 Bristol 19 Mar 13 05 Nov 13 Leeds 26 Feb 13 London 09 Apr 13 02 July 13 24 Sep 13 10 Dec 13 Manchester 30 Apr 13 26 Nov 13 Stirling 21 May 13 This interactive training course considers fundamental elements of the purchasing process together with basic tools and techniques used within purchasing and supply. It will ensure that delegates know the end-to-end process, how purchasing can contribute and when to apply a range of purchasing tools and techniques. The course will help you understand the need for the involvement of purchasing in specification development and give you a basic understanding of the category sourcing process. You will also know how to undertake supplier appraisal, how to develop a post tender appraisal and be able to develop tender/RFQ templates. You will know the difference between performance and supplier relationship management and know how to effectively manage termination. This working knowledge of all the key practical aspects will help you to do your job better.

Understand how to use resources more eﬃciently and improve customer service.

Key course content why forecasts are necessary simple statistical techniques subjective versus objective forecasting advanced techniques causal model product segmentation for eﬃcient forecasting the forecasting process how to improve forecast accuracy.

CPD HOURS

Where to next? 46 Inventory management Location and dates Midlands 06 Feb 13 15 May 13 18 Sep 13 04 Dec 13 Anyone involved in producing demand forecasts or who uses them, including people in sales and marketing, forecasters, planners, buyers and managers need to know how to produce good forecasts. Every business needs to forecast demand. This highly practical course provides ideas that can make demand forecasts more accurate, more useful and more efficient to produce. It will give you a sound understanding of different forecasting methods, covering both the basic, simple techniques as well as some of the more complex models. You will understand the purpose of different forecasts, the impact they have on the business, learn how to develop and assess effectiveness and be able to use tools for improving forecast accuracy. Some knowledge of basic statistical concepts is helpful but not essential. Anyone involved in forecasting demand for the purpose of inventory planning or control is recommended also to attend “Inventory management” which is delivered on the day following this course. Benefits of attending More effective forecasting can enable your organisation to achieve better customer service, at lower cost and with less working capital. Better forecasts lead directly to improvements in availability of stock or service resources, and reductions in obsolescence.

Beneﬁts of attending You will have an understanding of the basic fundamentals of the purchasing cycle and how each phase contributes to the eﬀective management of the supply chain function. This course provides an excellent grounding in procurement basics.

Who should attend? This course is particularly suited to those with limited knowledge of more formal forecasting methods. Examples may include sales/marketing directors, sales managers, logistics managers, forecasters, inventory managers, master schedulers and planners.

Who should attend? Those in a junior purchasing/supply chain role or new to the discipline.

Fees £365 + VAT members £406 + VAT non-members Ref: 0108 CPD: 7 hours

Fees £211 + VAT members £235 + VAT non-members Ref: BP60 CPD: 7 hours 08

Forecasting techniques

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Purchasing

Advanced purchasing skills

Improving your buying skills

Increasing and enhancing existing purchasing skills.

Improving buying skills using best practice.

Key course content 21 CPD HOURS understanding the stages of the purchasing cycle the buyer’s contribution to the bottom line speciﬁcation development supplier appraisal and selection cost analysis techniques and whole-life costing international trade competitive tendering and bid analysis negotiation – main persuasion methods, tactics and ploys role-play negotiation simulation terms and conditions of contract supplier relationship management and vendor rating group exercises and case studies.

Key course content 14 CPD HOURS the purchasing cycle stakeholder management sourcing the market and source planning supplier appraisal buying methods such as tenders and quotations PPCA – purchase price cost analysis negotiation strategies and persuasion methods the fundamentals of contract law contract negotiation guidelines managing supplier performance continuous improvement.

Where to next? 23 Effective negotiation 34 Legal aspects of purchasing Locations and dates London 26-28 Feb 13 15-17 Oct 13 10-12 Dec 13 Manchester 11-13 Jun 13 This is a highly interactive three-day course with an emphasis on the practical. It explores the many facets of purchasing and supply chain management through experiential learning such as case studies, group work and scenario role-plays. You will gain a broader understanding of each of the key leverage points within a typical purchasing cycle. You will also understand how and where purchasing adds value, the importance of clearly defined needs and how to develop effective relationships with suppliers. At the end of the course you will receive a pack of templates containing the tools and techniques covered during the training course that can be referred to throughout your purchasing career. Benefits of attending By considering the full life cycle of purchasing, delegates will be given a systematic and in-depth review of the practical tools and techniques available. The course is motivational and experiential, allowing staff to build their own development plans for future learning.

Where to next? 09 Advanced purchasing skills 12 Risk management in the supply chain 34 Legal aspects of purchasing Locations and dates Birmingham 04-05 Dec 13 London 19-20 Jun 13 Manchester 13-14 Feb 13 Newcastle 24-25 Apr 13 Stirling 23-24 Oct 13 This course combines the key elements of the one day introduction to purchasing, contract law and negotiation courses and will give those new to the profession, or with limited experience, a good basic working knowledge, however we recommend that each of the above should be taken in the future to ensure a fuller understanding. The course will demonstrate how you can improve eﬃciency through improved buying. Throughout much of the learning process you will use your own organisational knowledge and apply it to a range of scenarios. You will gain a broader and more in-depth understanding of the buyer's contribution to the organisation's bottom line through product and performance improvement, legal and regulatory considerations. You'll learn how to analyse and interpret pricing models and build collaborative relationships with suppliers with the long-term aim of continuous improvement. You’ll also learn how to negotiate and take part in a negotiating situation.

Who should attend? This course is ideal for organisations wanting to ‘bring on’ their existing purchasing teams and develop the skills of their staﬀ. It is also suitable for those who already have a basic understanding and would like to upgrade their purchasing tools and techniques.

Beneﬁts of attending You will learn and understand the basics of purchasing, negotiating and contract law. Improvement of your buying skills will reduce your organisation's exposure to risk and enable you to make a more meaningful contribution to its proﬁtability.

Fees £1252 + VAT members £1392 + VAT non-members Ref: PR00 CPD: 21 hours

Who should attend? All staﬀ new to purchasing wishing to enhance their ability and understanding. Fees £463 + VAT members £515 + VAT non-members Ref: DP50 CPD: 14 hours 09

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Purchasing

Managing purchasing Key concepts and processes vital to eﬀectively manage purchasing processes, stakeholders and teams.

Key course content 21 CPD HOURS purchasing’s mission and its contribution to an organisation sustainability, corporate social responsibility and ethics managing purchasing within the umbrella of sustainability the triple bottom line trade offs the strategic supply planning model developing strategies to manage the supply base major case study based on a fictional supply base relationship management and development – the relationship spectrum gaining an understanding of how suppliers view, select and prioritise purchasing organisations case study allowing participants to examine a purchasing organisation from a seller’s viewpoint the market management matrix – a complex sixteen option relationship management tool case study assessing aspects of the market management matrix the relationship life cycle and the Kettering Model risk management – an investigation into the risks faced by purchasing organisations upstream emphasis – identifying and emphasising purchasing processes that add value and eliminating others that add cost the purchasing plan – a sample planning tool stakeholder analysis leading to customer based sourcing objectives supplier development relationship development the potential of epurchasing the dynamics of managing a purchasing team – major case study leading to discussion on shaping and motivating a team. Where to next? 12 Risk management in the supply chain 12 Supply chain management 29 Effective leadership in purchasing

Location and dates London 09-11 Apr 13 12-14 Nov 13 The course will equip you to employ and adapt key concepts and processes to the benefit of your organisation. You will spend a significant amount of time on interactive case studies, testing the concepts to which you are introduced. During this intensive three-day course you will come to understand in depth the benefits of working through the strategic supply-planning model and experience the practical problems and issues that arise out of a close-toreal-life case study. You will observe the fluidity of market situations and the demands they make and learn to understand sellers' objectives throughout the life of a relationship. You will recognise the importance of risk identification and of creating a purchasing plan. You'll also gain understanding of the impact of sustainability and corporate social responsibility (CSR) on purchasing processes and relationships and the challenge of taking epurchasing forward. You will fully appreciate the issues involved in shaping, managing and motivating your purchasing team. Copies of the models and the templates used in the course will be available for you to take away. Benefits of attending You will be more able to manage and develop opportunities for improvement with people inside and outside your organisation in a way that increased value is delivered from the supply market. Who should attend? This is an essential course for managers or team leaders responsible for delivering the benefits of professional purchasing to organisations operating in difficult and changing business environments. Fees £1112 + VAT members £1236 + VAT non-members Ref: PM50 CPD: 21 hours

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Purchasing

Introduction to public sector procurement

Managing complex EU procurement

The end-to-end public sector purchasing process.

Find a way through the mineﬁeld of EU procurement.

07 Key course content CPD HOURS principles of EC Treaty and adoption of EU Directives to UK legislation threshold values, rules of aggregation and competition requirements the commissioning cycle, Part B services and areas of potential exemption procedural requirements of open tendering, restricted tendering and the operation of frameworks permitted negotiated approaches selection and award decisions how to manage tender clariﬁcations debrieﬁng, standstill and remedies how to avoid legal challenge implications of the Freedom of Information Act 2000.

07 Key course content CPD HOURS principles of EC Treaty and statutory requirements of the Public Contracts Regulations NEW scope of the ‘rules’ and potential areas of derogation development of compliant specifications and variant bids managing complex framework agreements application of recent Cabinet Office guidance selection and award decisions – implications of recent case law managing supplier dialogues successfully procedures for debriefing, standstill, remedies and award avoiding legal challenge and achieving commercial success group exercises and interactive discussion.

Where to next? 11 Managing complex EU procurement 22 Introduction to negotiation 34 Introduction to contracts Locations and dates

Where to next 09 Advanced purchasing skills 15 Sustainable procurement in action 17 Procurement risk management masterclass Location and dates

London 06 Mar 13 23 Oct 13 Manchester 27 Jun 13 The need for eﬃciency and probity in public sector procurement has become increasingly important when acquiring supplies, services, utilities and/or works from third parties. This course provides detailed practical guidance on application of the EU public procurement directives and other relevant regulations. It also oﬀers practical advice for following procedure, maintaining equal treatment and maintaining good documentary evidence and will give you a clear understanding of the implications of recent case law on procurement practice across the public sector.

London 07 Mar 13 24 Oct 13 Complex public procurement requires an in-depth understanding of EU procurement regulations and advanced commercial skills. Essential knowledge and skills sets are required in areas such as early market engagement – how to do it eﬀectively and lawfully; when and how negotiation is either permitted or unlawful and how to manage Freedom of Information requests and legal challenges. This course provides in-depth guidance on how the regulations are applied to a range of procurement procedures so that speciﬁc social, environmental and commercial outcomes can be achieved.

Beneﬁts of attending You will gain a working knowledge of the speciﬁc procurement procedures available to the public sector and an understanding of the key provisions of the Public Contracts Regulations 2006 (as amended). In particular you will understand and know how to work within the procedural requirements of the main EU procurement routes and application of EU tendering practice.

Beneﬁts of attending You will gain an in-depth working knowledge of the main EU procurement procedures, including competitive dialogue.

Who should attend? Those in a junior public sector procurement role and those who are new to the discipline.

Who should attend? Anyone with at least 5 years’ active public procurement experience who is involved in delivering complex EU procurement projects and anyone who has attended Introduction to public sector procurement.

Fees £211 + VAT members £235 + VAT non-members Ref: PN3T CPD: 7 hours

You will know how markets are engaged and stimulated prior to OJEU and be able to apply EU tendering practice eﬀectively. This knowledge will help you and your organisation avoid legal challenge and maintain regulatory compliance.

Fees £365 + VAT members £406 + VAT non-members Ref: PN69 CPD: 7 hours

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Purchasing

Risk management in the supply chain

Supply chain management

How to recognise and minimise risk and be ready if contingencies are needed.

How to manage the supply chain to reduce costs and add value.

Key course content 07 CPD HOURS the risk management process potential sources of risk to the organisation the diﬀerence between commercial and operational risk supply chain mapping and risk assessment risk elimination, avoidance and reduction techniques risk transfer & mitigation strategies contingency planning risk assessment and control techniques.

Key course content 07 CPD HOURS the supply chain/value chain macro-analysis of the supply chain supply chain mapping cost drivers and levers value analysis life cycle analysis supplier development implementing supply chain improvement plans.

Where to next? 12 Supply chain management 13 Supplier appraisal 23 Psychology of the seller 26 Dissecting a supplier’s cost structure

Where to next? 10 Managing purchasing 26 Dissecting a supplier’s cost structure

Locations and dates

London 02 Oct 13

London 07 Mar 13 01 Oct 13 Newcastle 04 Jul 13 Risk is inherent in all of our supply chains, both upstream and downstream. With analysis, preparation and action, risks at all stages of the supply chain can be avoided, managed or deflected. Anyone who needs to understand and manage the risks they face or who have difficult supply chain partners, either as suppliers or customers, should attend this seminal course. It traces the sources of risk and allows you time to assess and address risk, related both to case study examples and situations within your own organisation. It will enable you to identify, analyse, manage and mitigate risks in a supply chain and be able to apply your knowledge to manage the task and inform others. You will understand the risks that flow from mis-matched relationships, understand options for managing risk and be able to relate the information analysed to negotiation variables. Benefits of attending You will be able to understand and identify risk and its causes as well as having the skills and knowledge to be able to control exposure to risks in the supply chain. Who should attend? Anyone dealing with the supply chain who wants a greater understanding of the risks and consequences involved. Fees £365 + VAT members £406 + VAT non-members Ref: PD42 CPD: 7 hours

Location and date

Forward thinking organisations recognise that supply chain management is key to developing and efficiently managing resources and external spend in cost conscious times. If you need to understand and manage a supply chain to deliver value, this course provides you with a framework that you can take back to your organisation to challenge and assess both supply chains and the ‘true’ value chains that underpin relationships between buyers and sellers. The course will ensure you understand how to map a supply chain for goods and services and recognise how to identify cost and value-adding activities. You will know how to select appropriate projects that offer maximum returns on input and be able to project review and manage continuous improvement linked to supplier development. You will also understand the risks associated with increased integration with suppliers. Benefits of attending You will understand the supply chain and be more able to manage it effectively and to mitigate risk. You will understand conflict issues and the ways to resolve them and also have a greater knowledge of how waste can be eliminated leading to a leaner process. Who should attend? Anyone dealing with the supply chain who wants a greater understanding of how to reduce costs and add value. Fees £365 + VAT members £406 + VAT non-members Ref: PM56 CPD: 7 hours

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Purchasing

Buying services

Supplier appraisal

A diﬀerent skill set is needed to buy services – this is how to acquire it.

Techniques for ﬁnding the best and most appropriate suppliers.

Key course content 07 CPD HOURS defining services what’s different about services? strategies for purchasing services specifying services output specifications early buyer involvement upstream/downstream concept understanding supplier quotations/offers for services key performance indicators for services measuring service delivery incentivisation service level agreements cost engineering/open book costing for services identifying and managing service risk outsourcing and TUPE relationships with new and existing suppliers understanding a supplier’s objectives exit strategy.

Key course content 14 CPD HOURS definitions how supplier appraisal adds value a supplier appraisal process developing appraisal criteria appropriate to the business needs, whether for capital goods, products, components or for services under consideration KPIs and benchmarking assessing the responses to selected criteria developing comprehensive evaluation matrices to assist in the process conducting supplier visits to obtain information and commitment to performance risk identification and contingency planning difference in supplier appraisal globally.

Where to next? 12 Risk management in the supply chain 13 Supplier appraisal 26 Dissecting a supplier’s cost structure 35 Exploring and developing terms and conditions Location and date London 02 Jul 13 In today's world, many organisations purchase more services than goods. This course focuses explicitly on the nature and benefits of purchasing services effectively. It will ensure that you understand the key differences and approaches to buying services and how to apply your learning to your next services purchase. It will also ensure you're better equipped to explore service delivery cost drivers and better able to understand and interpret supplier objectives. The course uses a combination of tutor delivery, syndicate exercises and case studies to cover the subject. Benefits of attending Organisations will benefit because delegates will be able to identify opportunities for value enhancement, improving supplier delivery in relation to business objectives and maintaining the quality of service delivery. Who should attend? Purchasing specialists needing to understand more about purchasing services as well as internal service users and/or specialists seeking to gain an understanding of purchasing processes in a service environment. Fees £365 + VAT members £406 + VAT non-members Ref: PD48 CPD: 7 hours

Where to next? 10 Managing purchasing 12 Supply chain management 26 Business finance – what buyers need to know 26 Dissecting a supplier’s cost structure 40 Effective contract management Locations and dates London 19-20 Jun 13 Manchester 26-27 Nov 13 This course demonstrates how the process of supplier appraisal adds value to the organisations that use it. The course is for anyone involved in the supplier selection process – whether the requirement is for capital equipment, products, components or services – public or private sector around the world. It will help you to identify and select the best suppliers to meet your needs and their current trading positions – a skill that is central to delivering improved commercial and operational performance. It takes a structured approach to the process of appraising and selecting and highlights the key commercial and financial areas on which to focus. It will enable you to put a supplier appraisal methodology and model in place, be able to identify information needed to choose the right supplier and to recognise the risks at the assessment stage so you can put development plans and contingencies in place. Benefits of attending You will be able to reduce the organisation’s exposure to risk and create the opportunity to deliver both short and long term benefits and efficiencies to the purchasing process. Who should attend? Any procurement staff and others involved in supplier selection. Fees £643 + VAT members £715 + VAT non-members Ref: PD28 CPD: 14 hours

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Purchasing

Category management essentials

Category management advanced

Understand category management and its successful implementation.

Develop your skills to become a successful category manager.

Key course content 07 CPD HOURS why organisations implement category management diﬀerent approaches to category management category management process overview key tools and techniques used in the process beneﬁts delivered by category management overcoming internal resistance to change 10 keys to successful implementation.

Key course content 14 HOURS category management tools and techniques CPD challenges of implementing category management establishing eﬀective category project governance stakeholder engagement and communication planning understanding business requirements supplier and supply market research analysing and mitigating risks category strategy development and approval.

Where to next? 14 Category management advanced Locations and date London 16 Apr 13 08 Oct 13 Manchester 12 Feb 13 Category management is an important way of delivering significant benefits for an organisation from all areas of third party spends. It is well established as a way of working in some organisations, but there are many others who are just starting to implement it. This course provides an overview of category management and is best suited to those who want to start to increase their knowledge of the different approaches that are used by organisations and the key tools and techniques in a category management process. In addition, you will gain an understanding of the types of benefits that can be delivered by successfully implementing category management in your organisation. Benefits of attending You will be able to recognise the benefits that category management can bring to your organisation and understand how to successfully implement it. You will gain an awareness of the process and the key tools and techniques as well as an understanding of the different approaches and be able to decide on the best way forward for your organisation. Who should attend? Procurement professionals who want to build their understanding of category management and procurement managers who are looking to establish category management as a way of working in their organisation. Fees £365 + VAT members £406 + VAT non-members Ref: PN63 CPD: 7 hours

Locations and dates London 15-16 May 13 12-13 Nov 13 Manchester 13-14 Mar 13 This course identifies the key elements needed to successfully implement category management in an organisation. It is most suited for those who have attended the Category management essentials course. The course covers ways to overcome internal resistance to change and how to develop a cross functional approach to category management. A significant part of the course will focus on the activities, tools and techniques needed to develop a category strategy for an area of spend, using case studies and real life examples to develop the delegate’s understanding of how to apply the key tools. Benefits of attending You will understand the category management process and how to apply it for different categories of spend. You will learn how to apply a range of change management techniques to implement category management successfully and be able to establish a cross-functional team and effective governance needed to develop a category strategy. You will know how to get it approved and ready for implementation. Who should attend? Procurement professionals who are responsible for an area of spend and want to implement a category management approach. Fees £643 + VAT members £715 + VAT non-members Ref: PN66 CPD: 14 hours

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Sustainable procurement in action The impact of sustainability on the supply chain and what can be done about it.

Key course content 07 CPD HOURS recap on sustainability principles – triple bottom line, life cycle analysis, etc recap on government initiatives – climate change, sustainable procurement national action plan, flexible framework, etc control points in the procurement life cycle – ‘points of influence’ BS 8903: Principles & Framework for Procuring Sustainably what to include in specifications (rethink, reuse, recycle) aggregation, demand management and stakeholder engagement (reduce, reuse) supplier pre-qualification and sustainability selection criteria criteria for tender / proposal evaluation and contract award whole-life costing techniques managing sustainability as a contract performance issue – developing meaningful KPIs proactive supplier development in relation to sustainability building a sustainable procurement policy – what to include prioritisation and sustainable risk assessment – identifying the key risk commodity areas where to go for further help and advice. Locations and dates Birmingham 03 Dec 13 London 05 Mar 13 24 Sep 13 Manchester 26 Jun 13 Procurement is central to the sustainability agenda in specifying and contracting for the resources that organisations require. Everyone involved in procurement needs to understand how their role can help to achieve the organisation’s sustainability goals and deliver some of the Government’s wider initiatives. This interactive one-day course takes a detailed and practical ‘hands on’ view on what can be done to implement sustainability in procurement practices on a day-to-day basis. Benefits of attending You will receive practical guidance on how to implement sustainability themes across different procurement activities as well as learning how sustainability can be proactively managed across a range of expenditure categories. Who should attend? Purchasing and supply professionals with operational responsibility for procurement as well as senior managers and budget-holders with accountability for implementing procurement. The course assumes a basic prior knowledge of the fundamental themes in sustainability and why it is important in today’s economy, at a general level, as well as assuming basic core knowledge of purchasing and supply. Fees £365 + VAT members £406 + VAT non-members Ref: PN3Y CPD: 7 hours

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Purchasing

Supplier diversity Getting to grips with supplier diversity.

Key course content 07 CPD HOURS the full relevance of supplier diversity for your organisation examine the latest drivers, approaches and issues explore the benefits and potential threats develop a systematic approach to supplier diversity for your organisation how to create and implement a strategy. Location and dates London 27 Feb 13 16 Oct 13 Supplier diversity is rapidly developing in the UK. More and more public and private sector organisations are specifying mandatory and rigorous diversity criteria in their procurement processes. In many cases, if suppliers do not pass diversity criteria, they don’t get to bid. Increasing legislation adds further pressure on organisations to develop their supplier diversity approaches. It is also important that your organisation should be addressing its supplier diversity strategy in the base case – because suppliers are part of your talent pool. All of this is placing enormous pressure on suppliers to comply. Those that do will steal a march on their competition – and vice-versa. What is your organisation doing to address supplier diversity? Benefits of attending You will understand what supplier diversity is, the increasing business case for it and the implications for your supply, marketing and sales activities. You will see how supplier diversity links to employee diversity and be able to create your own action plans to take back to the workplace. You will have increased confidence in managing supplier diversity and understand how not to do it. Who should attend? This course is highly relevant if you work in supplier facing or client facing functions eg procurement, contract management and outsourcing. It is also relevant for those who have a diversity remit in other functions such as HR, organisation development and learning and development. Fees £449 + VAT members £499 + VAT non-members Ref: CS6F CPD: 7 hours

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Purchasing

Procurement risk management masterclass How to eliminate the risk of no risk management.

“The tutor was a very interesting, charismatic and skilled facilitator with a wealth of knowledge and experience. I thoroughly enjoyed the day and learnt a lot as a result”

Key course content 07 CPD HOURS a clear definition and scope of procurement risk management potential sources of risk to the organisation the difference between commercial and operational risk supply chain mapping and risk assessment risk elimination, avoidance and reduction techniques risk transfer and mitigation strategies contingency planning risk assessment and control techniques. Location and dates London 23 Apr 13 25 Sep 13 This masterclass takes a fresh and concise look at the subject of procurement risk management (PRM) and offers a lively and structured approach to assessing your organisation’s PRM state-of-health and then helping you to do something about it. Surveys show that PRM, despite its importance, is surprisingly under-developed. 50% of enterprises lack formal metrics and procedures for assessing and managing supply risks. In this highly interactive masterclass facilitator Dick Russill will examine where the threats are coming from, and why they are coming faster than ever. You will also identify risks and how to deal with them as well as discussing techniques for effective PRM in a number of different risk management scenarios. Benefits of attending You will have a clear, comprehensive understanding of the definition and scope of procurement risk management and understand how to identify risks in five distinct operational areas. You will have performed a self-assessment of your own company’s risk management coverage and have had sight of at least 70 different procurement-related risks and their potential solutions. You will have participated in a lively programme of structured analysis and discussion allowing you to benefit from the experience of like-minded participants and the masterclass facilitator. Who should attend? Private or public sector senior executives who have authority to influence what happens in their organisation from a commercial, operational, financial, legal or audit viewpoint. Those who are contemplating, or are responsible for, making changes which will improve the integrity and surefootedness of their business operations, using procurement transformation as the catalyst to achieve superior performance. Fees £643 + VAT members £715 + VAT non-members Ref: CS6C CPD: 7 hours

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Purchasing

Principles and framework for procuring sustainably masterclass A unique opportunity to develop the skills needed to meet the sustainable procurement agenda.

Key course content 07 CPD HOURS what is sustainable procurement? organisational policy and strategy sustainability considerations within procurement contract and supplier relationship management leadership and governance risk and opportunity management. Location and date London 04 Jun 13 BS 8903 is the world’s ﬁrst standard for sustainable procurement and was published in the summer of 2010. It provides guidance on adopting and embedding sustainable procurement principles and practices. It covers all stages of the procurement process and is applicable across industry, public, private and third sector organisations. Many organisations are recognising the importance of managing their supply chains in a more responsible way. However, it is widely acknowledged that the procurement profession is struggling to develop the relevant knowledge, skills and leadership required to meet the sustainable procurement agenda. This timely course uses the principles of BS 8903 to provide a deep understanding of business in a new era of sustainable procurement and a guide to the actions needed to gain real long-term commercial value and competitive advantage.

Facilitator Shaun McCarthy, Director of Action Sustainability and a leading expert in sustainable business will examine in detail how to manage supply chains in ways that offer long-term commercial value and competitive advantage. Benefits of attending You will be able to analyse what sustainability means to your supply chain and how it will deliver competitive advantage and be able to develop procurement organisational policy and strategy to deliver appropriate sustainable outcomes. You will know how to apply the procurement process in a different way to address sustainability objectives and understand what needs to be done to embed sustainability into a procurement organisation and process for the long term. Who should attend? Procurement leaders, primarily chief procurement officers of medium to large sized organisations, their peers and team members. The course is also appropriate for consultants advising clients on procurement issues at a senior level. Fees £643 + VAT members £715 + VAT non-members Ref: CN9F CPD: 7 hours

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Purchasing

Procurement fraud masterclass A practical and in-depth guide to identifying and preventing a rapidly growing crime.

Key course content: Day 1 Common procurement fraud barriers discuss most commonly used barriers and how eﬀective they are.

CPD HOURS

How can procurement fraud occur? discussion around existing company processes and possible weaknesses. Case study 1 delegate participation using a real life procurement fraud investigation. interactive learning outcome combined with a current knowledge marker. Key course content: Day 2 Procurement fraud methodology discuss possible procurement fraud markers what does it look like in a work environment? social engineering how can this affect you? What does this look like? What are the risks? how does procurement fraud affect your organisation and the bottom line? what are the procurement fraud risks in the tender process? what are the risks within public/private finance initiatives? Detection technology and approach who should be involved in detection? how can you detect procurement fraud? data analytics. Can technology help? Investigation what global prevention organisations exist to combat procurement fraud? what are the red flags? ethical investigation. Who should be involved in the investigation? Location and dates London 05-06 Mar 13 19-20 Nov 13

Led by an experienced procurement fraud practitioner and academic with over 20 years’ experience of carrying out complex criminal and civil investigations, this two-day course will be taught using a combination of real life case studies in conjunction with interactive learning. When procurement purchasing becomes a high value spend it can become a natural target for fraudsters. Fraud within the procurement life cycle is high risk and often becomes embedded within the organisation and can result in recurring losses. This type of fraud also requires some form of insider collaboration, which can put your organisation at risk. This means that the fraudsters may know your company processes and conﬁdential insider information. Often this type of fraud gets overlooked, as organisations are not sure what to look for. This course provides training using practically gained commercial procurement fraud experience and is supported by academic research. Each student will receive a desktop procurement fraud aide memoire package for easy reference on completion of the course. Beneﬁts of attending You will develop an in-depth understanding of procurement fraud in the context of your work environment. This will include identifying behaviours of the fraudsters and how these will look to you in your work environment. Who should attend? Anyone concerned with procurement and tendering, in particular, those whose role includes countering fraud and internal audit. Anyone who has responsibility for a budget (expenditure authorisation/review) or investigations. Fees £1165 + VAT members £1295 + VAT non-members Ref: CN9N CPD: 14 hours

We can deliver oﬀ-the-shelf and customised versions of all courses – in your organisation. Telephone 01780 756777

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Purchasing

Strategic management of corporate travel masterclass Understand how strategic solutions streamline travel procurement.

Key course content travel policy compliance – link to approval (pre-trip or post-trip) compliance to travel policy has been a hot topic for some years and the link to approval has become more widespread, with some notable successes. The challenges presented by approval processes will be examined in detail

CPD HOURS

NEW

negotiating strategy on air, rail, car rental and hotels a classic procurement task and one where technology has enabled more to be done without additional manpower. Technology can be of great assistance, but issues such as traveller tracking, approval systems and self-booking tools all need to be carefully structured to meet the organisation’s needs – the course will investigate how best to achieve this social media is it a help or does it create problems such as loss of compliance? This is a really live issue at the moment and one that needs careful consideration to ensure the potential benefits don’t undermine strategic aims paying for travel – TMC and air, rail, car rental The move to payment by charge cards or lodge cards has gathered pace, but it may not be right for every organisation. Delegates will debate the pros and cons of card usage the link to expenses expense management tools, perhaps linked by charge cards etc, provide many opportunities for Finance groups to streamline the expenses process but controls and systems need to be robust traveller safety and support the traveller’s safety and wellbeing has become more important in recent years and traveller tracking, emergency aid processes and approved airline, hotel and car rental lists will be discussed. Location and dates London 30 Apr 13 29 Oct 13 The course will cover the whole process of procuring corporate travel from negotiation strategies to the use of technology, the impact of social media to safety issues. The course will be conducted interactively, encouraging sharing of best practice and networking amongst the group. It will seek to highlight trends in corporate travel procurement and examine in detail what has worked and what hasn’t. The overarching aim will be to challenge the status quo and encourage strategic thinking that can be taken back to the workplace to facilitate better and more efficient travel procurement, whether on a national, pan-European or global basis. Benefits of attending? You will know the new ideas and strategies being used in travel procurement and be aware of where any pitfalls may be lurking. You will understand the positive aspects of strategic thinking and know where major savings may be made in this important area. Who should attend? Directors and senior managers who have the responsibility of setting policy and goals for corporate travel plus managers who have to implement the policy and meet the goals in corporate travel. The course is suitable for both public and private sector staff. Fees £643 + VAT members £715 + VAT non-members Ref: CN9R CPD: 7 hours

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Negotiation

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Introduction to negotiation The fundamentals of negotiation – gain the effective skills, techniques and tactics needed for positive outcomes. Key course content 07 CPD HOURS understanding the difference between negotiation and influencing the negotiation cycle the key preparation tools including SWOT and PESTLE objective setting using ranges how to develop markers with competitive advantage the main persuasion tools – emotion, threat, logic and compromise. introduction to a range of tactics, how to deploy and counteract them introduction to formal and informal ratification self-development planning and next stages group exercises and case studies to support. Where to next? 08 Introduction to purchasing 23 Effective negotiation 23 Psychology of the seller 29 Personality profiling, influencing and persuasion 34 Introduction to contracts Locations and dates Birmingham 06 Feb 13 12 Jun 13 16 Oct 13 Bristol 20 Mar 13 06 Nov 13 Leeds 27 Feb 13 London 10 Apr 13 03 Jul 13 25 Sep 13 11 Dec 13 Manchester 01 May 13 27 Nov 13 Nr Stirling 22 May 13 This interactive training course is aimed at those in the purchasing and supply chain who have had limited involvement in negotiation. The course considers fundamental elements of the negotiation process together with basic underpinning psychology surrounding the basic negotiation tool kit. It will ensure that you know how to plan and prepare for a negotiation, how to develop leverage, when to use a range of persuasion tools together with the deployment of appropriate tactics. You will gain greater awareness of your own negotiation style and know how to develop that of others. You will be able to recognise a range of tactics and be able to counteract them. Benefits of attending You will have an understanding of the basic fundamentals of negotiation planning and the main persuasion tools used within the overall process. This will help within your organisation to improve savings yield, mitigate risk and hence increase contribution to the bottom line. Who should attend? Those in a junior purchasing/supply role or new to the discipline. Fees £211 + VAT members £235 + VAT non-members Ref: NG40 CPD: 7 hours

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Negotiation

Eﬀective negotiation

Psychology of the seller

Practice and apply negotiation theory in a safe environment using practical exercises.

Understand the skills, techniques, structures, strategies and psychology of the seller.

Key course content 14 CPD HOURS introductions and objectives the five key methods of persuasion the process, phases and structure of a negotiation seven effective tactics and ploys and how to apply them different approaches to collaborative and competitive negotiations video role-play session with feedback and coaching.

Key course content 07 CPD HOURS introductions and objectives an in-depth understanding into the supplier’s world understanding the proﬁle of a successful seller the supplier’s toolkit planning and preparation from a supplier’s perspective practice session.

Where to next? 23 Psychology of the seller 24 Leading edge negotiation

Where to next? 24 Leading edge negotiation Locations and dates

Locations and dates Birmingham 05-06 Feb 13 15-16 Oct 13 London 17-18 Apr 13 25-26 Jun 13 03-04 Dec 13 Manchester 20-21 Nov 13 This course enables you to build on previous experience and fully understand the theory, process and art of effective negotiation. The programme is both interactive and participative with various practical exercises. The content will explore a range of effective tactics and allow participants to practice their approach to negotiations in a safe environment whilst receiving feedback and coaching. The course uses video roleplay sessions, where you will negotiate with experienced sales professionals. The use of persuasion methods and applying the process of negotiation are strong themes within the day. Benefits of attending You will understand how to assess the most appropriate approach to different types of negotiation, how to use the preparation and planning template to drive better deals. You will also understand critical steps throughout each phase of the negotiation and be able to negotiate improved supply arrangements using the processes and techniques you have developed and practiced. Who should attend? All buyers who want to improve their negotiation skills and drive better deals for their organisation. Fees £643 + VAT members £715 + VAT non-members Ref: PR33 CPD: 14 hours

London 09 Oct 13 Manchester 14 May 13 This course aims to push the comfort zones of buyers and put them securely in the shoes of the seller for a day. It enables buyers to think and behave like sellers therefore truly understanding the skills, techniques and psychology of the other party in a buyer/seller relationship while recognising the tactics that suppliers use in negotiations. The course will help you understand the power of information and psychology in buyer/seller relationships, the motivation of the salesperson you meet and the issues that they see as important. It will also demonstrate how to use your knowledge of their methods to set strategies and tactics that will meet your objectives throughout the purchasing process. Benefits of attending You will understand and appreciate the world of the seller and be able to confidently prepare for negotiations. You will be able to recognise the tools, tactics and conditioning statements made early in negotiations and have the skills to encourage suppliers to offer more favourable terms. Who should attend? All buyers who want to understand what motivates suppliers. Fees £365 + VAT members £406 + VAT non-members Ref: PD35 CPD: 7 hours

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Negotiation

Leading edge negotiation Practise your skills in negotiation while managing the behavioural aspects at the highest level.

“I would deﬁnitely recommend this course to anyone interested in increasing their awareness of negotiation techniques.” “It is without doubt the best training course I have ever been on.”

Key course content 21 CPD introductions and objectives CIPS eﬀective negotiation review journey of self-awareness, self-discovery and impact on others with strength deployment inventory the psychology of buyer/seller negotiations assertiveness and the impact of behaviours application of leading edge tactics conditioning techniques practice sessions video tutor v delegate role – play sessions with feedback and coaching. HOURS

Where to next? 23 Psychology of the seller Locations and dates Kettering 01-03 Oct 13 London 23-25 Apr 13 26-28 Nov 13 This is a highly interactive and intensive workshop that has been designed for those who are experienced negotiators working at senior levels within their organisation. Your effective negotiation skills are examined from a behavioural viewpoint with the use of effective negotiation and business profiles. Your current negotiation styles are tested giving you the opportunity to change and develop a comprehensive set of behavioural tools, negotiation skills and techniques that will enable you to perform successfully in demanding and pressurised business situations. The workshop uses intensive video role-play sessions, where you will negotiate with experienced sales professionals. Strategy and managing relationships at different levels within the business environment are strong themes within the workshop. There is a strong emphasis on self-evaluation of behavioural styles, which will add to personal success in negotiations that you enter into after the workshop. Workshop timings The workshop will commence each day at 09.00 and end at 18.30 approximately. Please note that there will be a certain amount of evening work on days 1 and 2. The workshop will finish mid-afternoon on day 3. Benefits of attending You will have an improved range of tools and techniques giving a high skill level. This will help extract best value for your organisation and also give you greater confidence to sell procurement and its benefits both internally and externally. Delegates will also be given a complimentary copy of ‘It’s an even better Deal’, a practical negotiation handbook. Who should attend? Experienced negotiators who have attended Effective negotiation. Fees £1295 + VAT members £1439 + VAT non-members Ref: PM58 CPD: 21 hours

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Finance

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Finance

Dissecting a supplier’s cost structure

Business ﬁnance – what buyers need to know

The more you understand, the better the deal you can potentially make.

Understanding key ﬁnance information gives you greater negotiating strength.

Key course content 14 HOURS uncovering and removing pricing and costing CPD myths seeing the pricing decision from the supplier’s viewpoint – supplier preference analysis understanding how proﬁt is hidden in service contracts building a toolkit to support negotiation understanding the where, when and how to use models to give competitive advantage and value for money absorption and marginal costing purchase price and cost analysis to enable cost models to be created and aid negotiation.

Key course content 07 CPD HOURS understanding key financial statements – profit and loss accounts, balance sheets and cash flow statements the difference between profitability and cash flow capital and revenue expenditure plus depreciation management of working capital appreciation of the key accounting ratios cash flow forecasting.

Where to next? 09 Improving your buying skills 10 Managing purchasing 13 Supplier appraisal Location and dates London 12-13 Mar 13 25-26 Sep 13 This course will enable anyone involved with suppliers' base prices and volume related movement, or anyone preparing for a major negotiation, to develop the skills and techniques needed to have a good understanding of cost structures used by suppliers. The course shows how a cost model can be developed using purchase price cost analysis (PPCA) and how the information gained from analysis can be used effectively in the sourcing, purchasing and negotiation processes. It will show you how to produce a default cost breakdown from a set of accounts and to realise when suppliers are using definitions of 'profit' that suit their cause. You'll be able to construct break-even charts and understand their importance and create cost models relating to goods and services. You will understand where elements of profit may be buried in a cost analysis. As a result, you will appreciate the way in which sellers set prices and thus be able to build better price targets. Delegates should be aware that the programme 'uses information from' and does not 'teach the construction of' balance sheet and profit and loss accounts. Benefits of attending Through a better understanding of suppliers’ costs and cost drivers, you will be able to plan more effectively and apply the knowledge to the benefit of the organisation. Who should attend? All procurement professionals who deal with suppliers and need to understand their cost structures and cost drivers. Fees £643 + VAT members £715 + VAT non-members Ref: PD21 CPD: 14 hours

Where to next? 13 Supplier appraisal 23 Effective negotiation 26 Dissecting a supplier’s cost structure Location and dates London 19 Feb 13 10 Oct 13 When making decisions about which supplier to use or develop, buyers need to understand suppliers' financial data and to be able to investigate information freely available in the public domain. Understanding how to read a set of accounts is a vital part of a buyer's toolkit, even more so in times when many organisations are facing financial challenges. This course provides key information that will enable you to start asking the right questions of suppliers when it is appropriate and hopefully avoid any pitfalls. It will enable you to understand the importance of the three different documents that make up the financial picture of an organisation's business, to be able to analyse the data presented by competing suppliers and make a fair and meaningful comparison between them. Benefits of attending Your knowledge and understanding of the financial information presented by suppliers will ensure you are able to make better decisions on behalf of your organisation. You will understand how to access the financial capacity of a supplier to deliver, cost effectively prune suppliers from a supply base and choose between strategic suppliers based on financial performance. Who should attend? All procurement professionals who work with and award contracts to suppliers. Fees £365 + VAT members £406 + VAT non-members Ref: PD25 CPD: 7 hours

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Influencing skills

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Inﬂuencing skills

Confident behaviour in relationship management Develop a confident approach to more effective relationship management.

Key course content 14 CPD HOURS the ‘behavioural model’ – what is it and where do you sit on it? how to handle non-assertion and aggression; in yourself and others the differences between manipulative and authentic styles and the associated skills required stakeholder management and the importance of managing people using different styles practise a series of skills in a ‘risk free’ environment using either role plays or your own ‘real life’ problems. Where to next? 23 Effective negotiation 23 Psychology of the seller 24 Leading edge negotiation Location and date London 23-24 Oct 13 This course will enhance, refresh and re-evaluate existing skills and equip you to influence key stakeholders and difficult suppliers or simply improve your impact in persuading others. This intensive, two-day workshop encourages selfreflection and self-evaluation on many levels. It uses unique behavioural profiling, with experienced tutors providing coaching to assist you to modify and improve your behavioural profile. The workshop also considers the impact of neuro-linguistic programming (NLP), emotional intelligence and body language in relationship management. Delegates will gain an understanding of behavioural style that will lead to improved positive behaviour for dealing with internal and external clients. You are encouraged to prepare a key objective prior to this two-day course. At the end of the course, you will be encouraged to complete a personal action plan to commit to developing still further on your return to work. Benefits of attending Improved internal and external communication, improved relationships and understanding both internally and externally that will help to develop better working relationships. Who should attend? Anyone who needs to influence, persuade or negotiate where an assertive approach is required. Buyers of all levels who manage key relationships internally or externally. Fees £643 + VAT members £715 + VAT non-members Ref: PD30 CPD: 14 hours

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Inﬂuencing skills

Eﬀective leadership in purchasing

Personality proﬁling, inﬂuencing and persuasion

Not all managers are leaders – but they should be. Exploring concepts and skills needed to inﬂuence others we meet.

Inﬂuence and persuade through better understanding of people.

Key course content 07 HOURS what is a leader and how does a leader differ CPD from a manager? the functions of a leader – applying the 14 functions of a leader to purchasing situations defining leadership and management understanding the drivers of the team you seek to lead leading in conflict situations leading stakeholders leading change leading and influencing in a supply chain context.

Key course content 07 CPD HOURS introduction to personality theory assessing own personality ‘type’ developing strategies to increase persuasion NEW eﬀectiveness identifying and subsequently managing other personality types using personality theory to gain advantage in a negotiation. Where to next 23 Eﬀective negotiation 24 Leading edge negotiation

Where to next? 10 Managing purchasing

Location and date

Locations and dates

London 14 May 13

Aberdeen 18 Jun 13 London 14 Feb 13 Manchester 29 Oct 13

Understanding personality traits and style is key when it comes to inﬂuencing, especially being able to identify your own ‘type’ so that you can adapt to any situation accordingly.

Using the starting point of a comparison between the roles of a manager and a leader, this course explores the concept of leadership within the context of purchasing and supply. If you're about to be in a leadership role or already have such a role at whatever level, this course will give you a greater understanding of leadership, how a leader may be received by others and how to ethically influence people in business environments. Benefits of attending Your organisation will benefit from your own greater awareness of the roles and responsibilities of leadership. Also, the ability to take the opportunities offered in leadership situations and your knowledge of how to lead more effectively. Who should attend? Procurement staff who are new to a leadership role or those who wish to develop a better understanding of leadership behaviours. Fees £365 + VAT members £406 + VAT non-members Ref: PM60 CPD: 7 hours

This course will show you how to use the Myers Briggs Type Indicator (MBTI) test, regarded as the gold standard within large corporations when it comes to personality profiling. If you have some negotiation experience then understanding the importance of personality and how to use that knowledge to your advantage will enable you to build self-confidence and gain competitive advantage. Benefits of attending You will be able to identify personality types and know how to counteract personality strategies. This will enable you to use personality theory to obtain the upper hand, persuade and influence people. You will also be able to control and develop your own personality ‘hotspots’ and understand how to interact using personality theory to manipulate situations. Who should attend? Anyone in purchasing and supply who has some negotiation experience and are keen to build their repertoire of tools and techniques. Cost £365 + VAT members £406 + VAT non-members Ref: PN6A CPD: 7 hours

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Influencing skills

Procurement leaders programme masterclass Become a more conﬁdent and eﬀective procurement leader.

Key course content strategic alignment: linking procurement strategy to business strategy different models for acquiring products and services managing supplier relationships through collaboration and partnering best practice in strategic cost management understanding and managing the risk in global supply chains managing green and ethical issues in procurement the role of procurement in innovation and new product/service development business process outsourcing commissioning complex products and services leading cross-functional teams. Locations and dates Cranfield 24-26 Jun 13 04-06 Nov 13 This three-day masterclass is co-designed and co-delivered in partnership with the Cranfield School of Management and covers the latest thinking in procurement and supply management. It will develop your capability to assess true costs, mitigate risk, drive innovation, support growth and ensure your organisation operates at greater levels of efficiency. It will also equip you with the skills, knowledge and tools to lead procurement teams in both public and private organisations and to bring the procurement agenda to the highest levels in your organisation.

CPD HOURS

The second day concentrates on providing you with key tools for managing strategic supply networks and improving performance. Finally, the third day covers issues of innovation and leadership, which will allow you to face current and future challenges. By the end of the programme you will have a better understanding of how to deliver value through procurement and increased confidence in managing your team. Benefits of attending You will gain a clear understanding of the impact of procurement on competitive advantage and have an increased ability and confidence in influencing, managing and motivating teams. You will also have a range of practical tools for managing procurement and supply and an increased ability to manage risks in the supply chain. As a leader, you will have a greater appreciation of major issues affecting the procurement function. Who should attend? Procurement directors and senior procurement managers in both private and public sector organisations who wish to develop an understanding of strategic procurement practices and the latest thinking in procurement and supply management. Fees £2565 + VAT members £2850 + VAT non-members CPD: 21 hours

The ﬁrst day focuses on the strategic role of procurement in the organisation and the link between procurement performance and competitive advantage.

We can deliver oﬀ-the-shelf and customised versions of all courses – in your organisation. Telephone 01780 756777

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Inﬂuencing skills

Executive inﬂuencing strategies masterclass Using emotional intelligence to gain competitive advantage.

Key course content 07 CPD HOURS understand emotional quotient (EQ) and how to use it understand existing capability, limitations and barriers to success identify the tools CPOs and top management use experiment with new influencing techniques understand subliminal messages and how to send and receive them. Location and dates London 07 Feb 13 21 May 13 10 Sep 13 “A high level of emotional intelligence is one of the strongest predictors of a manager’s potential” - quote from the Sunday Times regarding research undertaken at Allied Domecq, who used the emotional intelligence measurement tool to search out their star performers in relation to negotiation and leadership skills. This masterclass is designed to stimulate personal growth and capability around influencing strategies, whether it is internal or external to the organisation. Prior to the event your influencing power will be diagnosed using the emotional intelligence measurement tool in questionnaire format. The class then shows you how to build executive competence in this area through the use of neuro-linguistic programming (NLP). Andrea Reynolds, a master NLP trainer and immensely popular tutor in this field will explain about your EQ (not to be confused with IQ) and how this can be used to gain competitive advantage in the work place. Results are returned confidentially, and benchmarked against peer group and CEO/MD group in order to diagnose potential areas for development.

Benefits of attending You will know your own EQ, have your own customised development report and be able to benchmark your results against those in similar positions and top UK management. You will understand influencing techniques and the importance of subliminal messages and how to send and receive them and also have an insight into the structure of language and the importance it plays in persuasion techniques. You will have experimented with new influencing techniques and practiced them in a ‘safe’ environment. You will have a template for mapping out next steps for your own career development. Who should attend? Heads of purchasing and senior managers searching for fresh and powerful ways of improving their personal performance, senior executives who wish to review the latest thought leadership in the capability development area and managers who want to lead teams effectively through emotional intelligence and clever use of language. Fees £643 + VAT members £715 + VAT non-members Ref: CN63 CPD: 7 hours

“The best event I have ever attended is without doubt the CIPS Executive inﬂuencing strategies masterclass”

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Inﬂuencing skills

Procurement leadership masterclass

Increase the inﬂuence of procurement masterclass

How to leverage your most critical supply resource.

Making procurement a pivotal business partner in the organisation.

Key course content gain an understanding of the diﬀerence between managing, mentoring and coaching key skills to motivate your people develop your own organisational thinking challenges for the procurement function.

CPD HOURS

Location and dates London 18 Apr 13 12 Nov 13 Every purchasing department has a totally unique supply source – its own people. Facilitated by Christopher Barrat, a highly sought-after speaker on purchasing and management, this masterclass will deliver all the key points you need to know about managing, leading, organising and motivating your people. There are three main topic areas which combine to make world-class leadership. The focus will be on how these relate specifically to purchasing, with its own challenges in terms of roles, historical positioning and personnel traits – thus this course has been planned to be relevant to those specifically managing purchasing people. The highly interactive masterclass will not only help you to develop the very best from your team but will also significantly enhance your own standing in your organisation. Purchasing needs all the internal influencing power it can get – and with these leadership skills you will become more of a power to be reckoned with and be recognised as a leading force both outside purchasing and within. Benefits of attending You will gain an understanding of the difference between managing, mentoring and coaching and gain key skills to motivate your people as well as developing your own organisational thinking. Who should attend? People managers from director level for a complete supply chain to local level for a specific team. The only other requirement is a passion for your people. Fees £643 + VAT members £715 + VAT non-members Ref: CN5U CPD: 7 hours

Key course content 07 CPD HOURS Defining the challenge being realistic – why have we got into this position? what are our real goals – influence or power? what will success look like? Assessing your current position how are we perceived at the moment? – defining the ‘brand’ and what you would like it to be what is our real delivery and potential? how skilled are our people? Leadership skills influencing skills for matrix organisations understanding the mental/political approaches needed challenging organisations to think differently. Tools for implementation using the right people electronics and media influencing plans. Location and dates London 12 Mar 13 02 Jul 13 08 Oct 13 Many procurement groups find it difficult to get their voice heard within their organisations. They are often involved too late or even not at all. Many companies still see the function at best as administrators and at worst as obstructive and bureaucratic. This masterclass aims to help procurement leaders be more able to work effectively as partners within their organisation. It will give you the tools, techniques and insights on how to start being a real business partner. The course is a masterclass and workshop mix, you will get some key learning, insights and advice and, in addition, you will work on your own specific situation to ensure you have a practical set of actions to take away. The style will be relaxed, informative and fun and at the same time your thinking will be challenged. Benefits of attending You will be able to plan and execute a course of action within your organisation to significantly raise the profile and influence of procurement. Who should attend? Procurement leaders/managers, ideally managing a procurement department at least at a local level. This would be suitable for both public and private sector staff. Fees £643 + VAT members £715 + VAT non-members Ref: CN9K CPD: 7 hours

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Legal

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Legal

Introduction to contracts

Legal aspects of purchasing

How to construct legally binding contracts.

Understand the role of law and how it aﬀects purchasing and supply.

Key course content 07 CPD HOURS the key tenets of contract formation – oﬀer, acceptance, consideration, intention, capacity “battle of the forms” including relevant case law legalities and guidelines of tender development alternative sourcing best practice current guidelines on econtracts key express terms versus implied terms such as SOGA and UNCTA supplier perspectives – what motivates the supplier monitoring and managing performance – tools and techniques KPIs and service levels managing contractual changes exercises and case studies.

Key course content 14 HOURS sources of purchasing law: international; EU CPD and national law the essential elements of a valid contract can oral agreements be legally binding? “battle of the forms” tenders/letter of intent electronic contracts framework agreements and call-offs implied duties under Sale of Goods Act 1979 & Supply of Goods & Services Act 1982 remedies for breach damages and penalties effect of ‘acceptance’ of goods on buyers’ rights exclusions and limitations of liability transfer of ownership and risk comparison of T&Cs – buyers’ and sellers’ which country’s law? product liability (guarantees, negligence liability, Consumer Protection Act 1987) overview of other significant law and legislation (especially TUPE).

Where to next? 34 Legal aspects of purchasing 35 Exploring and developing terms and conditions Locations and dates Birmingham 07 Feb 13 13 Jun 13 17 Oct 13 Bristol 21 Mar 13 07 Nov 13 Leeds 28 Feb 13 London 11 April 13 04 Jul 13 26 Sep 13 12 Dec 13 Manchester 02 May 13 28 Nov 13 Stirling 23 May 13 All buyers, particularly inexperienced ones, need to be aware of the basic legal principles governing contracts – not just to solve disputes but more importantly, how to avoid them. This interactive training course is particularly relevant for those who are involved in developing and managing contracts. The course considers the key contract clauses and basic tool kit for effective contract management. It will ensure that you know how to develop robust contracts and maximise performance together with how to reduce the incidence of rising costs. The course is designed to help those with limited understanding of the key legislation surrounding commercial contracts. Benefits of attending You will understand the basic fundamentals of contract law and management within the supply chain function. This will help to mitigate risk and improve overall effectiveness/ contribution to your organisation’s bottom line.

Where to next? 35 Exploring and developing terms and conditions Locations and dates Birmingham 04-05 Dec 13 London 08-09 Oct 13 Manchester 12-13 Feb 13 Newcastle 23-24 Apr 13 This course is designed to give you a clearer understanding of the role of law in the purchase of goods and services and the opportunity to consider and practice the application of legal requirements. As a result you will be better placed to avoid potential pitfalls in contractual relationships. Although prior training in legal aspects of procurement is not essential, this two-day programme is more detailed and developed than a basic one and the themes are looked at in a more in-depth manner. Beneﬁts of attending You will gain increased knowledge of the legal aspects of purchasing and an improved ability to apply the knowledge you attain thus reducing the risk of exposure.

Who should attend? Those in a junior purchasing/supply chain role and those new to the discipline.

Who should attend? Anyone who is responsible for the purchasing and supply of goods and services and who is keen to develop, test and refresh their skills in this important area.

Fees £211 + VAT members £235 + VAT non-members Ref: RG3 CPD: 7 hours

Fees £643 + VAT members £715 + VAT non-members Ref: PM54 CPD: 14 hours

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Legal

Exploring and developing terms and conditions

EC Procurement Directives

Often used and little understood – ﬁnd out why they are so important to your job.

Make sure you are up-to-date in this complex area and avoid legal and ﬁnancial pitfalls.

Key course content 07 HOURS brief outline of contract essentials and “battle CPD of the forms” pre-contract documentation (letters of intent, memoranda of understanding, documents ‘subject to contract’) structure and format of contracts contractual terms in general – differing functions and purposes specific clauses (their meaning and significance) some dos and don’ts of contract drafting.

Key course content 07 CPD HOURS overall review of the subject practical operation of the Directives review of recent changes to the legislation and new interpretation by the courts review of challengeable issues including framework agreements, public to public contracts and negotiated procedures review of proposed changes to the Directive and the Government Procurement Agreement and Commission proposals for electronic commerce.

Where to next? 10 Managing purchasing 40 Eﬀective contract management

Location and date

Locations and dates

The European Procurement Directives aﬀect most purchases by central and local government, universities, the health service, other public sector organisations and utility companies within the water, energy and transport sectors.

Birmingham 17 Oct 13 London 16 Apr 13 Manchester 28 Nov 13 Many people use terms and conditions on a daily basis without understanding either their significance or implications for both buyers and sellers. This course outlines the essential meaning of the key contractual clauses used in the great majority of commercial contracts and provides practical experience of working with these terms and conditions. The course approaches terms and conditions from the buyer's commercial requirement, from the underpinning legal considerations and from the supplier's objectives in seeking to include a given term or condition. The course will ensure you know why the main contractual terms and conditions are present in commercial contracts and understand the basic differences between suppliers' terms and buyers' terms and the effect on buyers' rights and remedies. It will be assumed that delegates have a basic knowledge of the law of contract under English Law or have attended “Introduction to contracts”. Benefits of attending You will gain familiarity with the standard terms and conditions and will understand how this knowledge can support your organisation's position in contract formation and management. Who should attend? Purchasers and others such as project managers who use terms and conditions on a daily basis without understanding either their significance or implications for both buyers and sellers.

London 12 Jun 13

The Remedies Directive seeks to guarantee the effective application of the directive and to improve the national review procedures that businesses can use when they believe a contract has been awarded unfairly. It mandates that contracts may be declared ineffective or shortened or the contracting authorities be fined. It is vital that you have a clear understanding of the new rules to avoid challenges by unsuccessful applicants and tenderers, often resulting in costly court cases. Benefits of attending You will have improved knowledge of the current legislation including recent amendments, understand the relevant case law, have knowledge of the planned changes to the rules and how they will affect the purchaser and be better able to manage the procurement process within the rules. Who should attend? All purchasers from the public and utility sectors and their suppliers. Anyone new to the Directives and those who wish to keep up to date on the law and its application. Fees £449 + VAT members £499 + VAT non-members Ref: CN0O CPD: 7 hours

Fees £365 + VAT members £406 + VAT non-members Ref: PM55 CPD: 7 hours

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Legal

Update on contract and commercial law Essential updating of your rights and supplier’s duties.

Formerly “Procurement and liability under the law of contract and tort”.

CPD HOURS

Key course content Making the contract agreements to agree subject to contract battle of the forms letters of intent Statutory implied terms supplies of goods: Sale of Goods Act 1979 supplies of services: Supply of Goods and Services Act 1982 quality and ﬁtness Damages and compensation basic principles of assessment “new for old” consequential loss contributory negligence Exemption clauses the Unfair Contract Terms Act 1977 business contracts reasonableness test trends in court cases. Location and dates London 19 Mar 13 22 Oct 13 This course places vital emphasis on recent judicial decisions showing how the courts are interpreting legislation and applying the common law. The course examines four crucial areas in depth: is there a binding, enforceable contract? do the statutory implied terms provide protection? is compensation available for loss of proﬁt? can suppliers exclude or limit their liability?

Each of four sessions will include an extensive case study based on a recent decision to illustrate the courts’ approach. Following an analysis of the initial stages of contract formation and the factors that prevent the creation of a binding contract, the course will examine the significance of legislative contractual obligations imposed on suppliers plus the financial effects of suppliers’ failure to comply with obligations, whether statutory or resulting from agreed terms and conditions. It will also look at how suppliers try to exclude or reduce liabilities to their customers by including exemption clauses in terms and conditions and then winning the “battle of the forms”. The course will be conducted by experienced lawyers Graham Fuller, barrister, and Professor Geoffrey Woodroffe, solicitor, both of whom have presented CIPS legal seminars for many years and are authors of well-known legal textbooks including ‘Consumer law and practice’ and ‘Purchasing contracts: a practical guide’. Benefits of attending You will gain more relevant and up-to-date knowledge of your rights and your supplier’s duties and understand the consequences of agreeing too readily to suppliers’ terms with their damaging small print and of the impact of strict liability under the law of contract. Who should attend? Anyone involved with the drawing up and approval of contracts that needs to understand the law in more detail and keep up-to-date. Fees £449 + VAT members £499 + VAT non-members Ref: 8515 CPD: 7 hours

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Legal

TUPE and its impact on procurement

Conducting a competitive dialogue

Understand and be equipped to deal with problems caused by TUPE.

Understand and beneﬁt from this important EU procurement process.

Key course content 07 CPD HOURS introduction to TUPE examination of relevance to procurement exploration of impact and consequences of TUPE landmark cases examined and analysed TUPE and outsourcing what happens if regulations are not adhered to analysis of the risks involved focus on 2006 changes and their implications case study exercises.

Key course content 07 CPD HOURS Review of related aspects of EU procurement legislation competitive dialogue procedure other procedures/timescales selection (pre-qualiﬁcation questionnaire) award criteria contract award.

Location and date London 11 Jun 13 The Transfer of Undertakings (Protection of Employment) Regulations or TUPE preserve employees' terms and conditions when a business or undertaking (or part of one) is transferred to a new employer. This course provides an introduction to all elements of the TUPE regulations with particular emphasis on procurement as well as examining the proposals for reform of TUPE(2006). The impact and consequences of these regulations will be explained to clarify the key issues involved including risks between clients and service provider(s) as well as the changes introduced in April 2006 and their implications for outsourcing activities. Beneﬁts of attending You will gain a sound awareness of the purposes behind the TUPE regulations and have a practical understanding of when and how TUPE applies to outsourcing arrangements and the implications of when the regulations are not correctly observed. You will also be familiar with contractual clauses that should be negotiated with incoming suppliers to address potential problems and liabilities. Who should attend? Procurement specialists and managers engaged in procurement that may involve the transfer of staﬀ. Fees £449 + VAT members £499 + VAT non-members Ref: CN79 CPD: 7 hours

A major part of the day will involve a multi-stage interactive case study using role-play in the competitive dialogue: defining the scope and variant bids choosing the competitive dialogue procedure selecting key data to be provided in the contract notice and the descriptive document choosing selection and award criteria selecting the client team setting objectives anticipating suppliers’ objectives assess and manage risks invitation to submit outline proposal (ISOP) invitation to submit detailed proposal/s (ISDP) concluding the dialogue and inviting bids choosing a preferred bidder and appropriateness closure and contract award. Location and date London 10 Oct 13 This course gives public sector and others in the profession the opportunity for detailed exploration of the practicalities of managing the process from planning to award. A progressive and multi-stage action learning case study format will provide you with a thorough understanding of the competitive dialogue process and its relationship with the three other EU procurement processes. The course will build a detailed understanding of the competitive dialogue process, make you aware of the key issues and risks which need to be managed and ensure you know how to set realistic goals and timescales. You will also learn how to conduct interim assessments of suppliers’ evolving proposals, understand the supplier’s perspective and gain the skills needed to invite and assess final tenders, assess the pros and cons of a preferred bidder appointment, finalise discussion and award the contract. Before coming on this programme delegates should have a basic understanding of European procurement legislation. Benefits of attending You will be able to identify opportunities to use the competitive dialogue process and manage it safely, ensuring full compliance with the EU Procurement Directive, thus maximising value for money. Who should attend? Staff who are likely to lead or become involved in a competitive dialogue procurement process. Fees £365 + VAT members £406 + VAT non-members Ref: PD43 CPD: 7 hours

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Legal

Speciﬁcation writing

Contract drafting

A sound understanding of speciﬁcation is vital for successful contracting.

Get contract drafting right and your supplier relationship works better.

Key course content 07 CPD HOURS specification in the procurement cycle the legalities of specifications the different types of specification how specifications allocate technical and commercial risk between the parties using national and international standards structuring a specification designing service level agreements, setting up KPIs and measuring performance.

Key course content 14 HOURS drafting a contract for the supply of services CPD using a case study draft a contract for the Supply of Goods from a case study ‘live’ negotiation sessions demonstrating how to agree or dispute clauses team sessions on negotiation improving poor drafts of various clauses building resilient supplier relations ﬁve practical and highly interactive sessions.

Where to next? 39 The essentials of tendering 42 Getting started in contract management Locations and dates

Location and dates

Birmingham 07 Feb 13 London 17 Apr 13 Manchester 19 Nov 13

London 14-15 May 13 24-25 Sep 13

The course is a must for anyone seeking to improve their performance and understanding in this key area of professional practice. As purchasers continue to outsource increasingly complex goods and services, the impact of specifications on risk management and value for money has become paramount amongst the skills required of the professional purchaser. This course is a practical hands-on guide on how to specify goods and services. You will learn the legal importance of specifications and the differing types and forms commonly used in commercial operations. There are sessions on how to select the right form of specification, how to structure the specification itself, how to design KPIs and properly measure supplier performance. During the course you will use case study based workshops to develop a truly practical understanding of all matters related to specifying. Benefits of attending You will be able to actively contribute to specification practice in your organisation ensuring that the appropriate forms of specification are being used and that they are legally sound and correctly transfer risk to the supply base. Who should attend? Any procurement or non-procurement staff responsible for compiling specifications. Fees £365 + VAT members £406 + VAT non-members Ref: SP111 CPD: 7 hours

Where to next? 35 Exploring and developing terms and conditions

Your relationship with your supplier begins with courtship, may lead to marriage and could end in separation. The decisions you make when putting a contract together will underpin your future dealings: they are decisions that you cannot aﬀord to get wrong. This invaluable two-day course will equip you with the practical skills to draft robust contracts for services and goods – it will bring to life the contract document and will provide the keystones necessary for resilient supplier relationships. Beneﬁts of attending These two days represent a sound investment in your own development and will enable you to contribute to your organisation’s success. Who should attend? Purchasing and contract management personnel who already have sound background knowledge of contract law. Fees £719 + VAT members £799 + VAT non-members Ref: 8399 CPD: 14 hours

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Legal

Getting started in contract management

The essentials of tendering

The fundamental elements of managing services provided by external contractors and suppliers.

Acquire the practical tools and techniques required for managing the tender process from issue to award.

Key course content 07 HOURS understanding contract management and the CPD activities in the contract cycle how contract management has developed over recent years why it has such an impact how it differs from traditional buying of goods and materials how to tap into specialist expertise to manage effectively understanding the different types of specification and some of the risks KPIs and targets different methods of contracting and where they apply how to explore the market to find the best suppliers keeping control and motivating contractors.

Formerly “Managing the tendering process”.

Where to next? 38 Specification writing 40 Effective contract management Location and date London 21 Nov 13 All staff in the organisation that are involved in the acquisition and management of services provided by external suppliers and contractors should have a basic understanding of the contract management process. On this course you will gain an appreciation of the fundamentals and why it has become so important in today’s competitive business environment. This will include the reasons why services have been contracted out, how profitability and cost saving can be optimised by effective management of contracts and the necessary steps to take in the contract management process. You will also appreciate some of the key aspects of the process and gain a greater understanding of some of the tools and techniques used. Benefits of attending This course will give you an excellent understanding of contract management, the rationale behind it and the impact it has on your organisation. You will also gain an insight into some of the significant success criteria of contract management. Who should attend? People who require a basic understanding of what is involved in the contract management process. Anyone who manages suppliers and contractors and needs relevant knowledge and skills to be able to do it effectively. Fees £365 + VAT members • £406 + VAT non-members Ref: PN3U • CPD: 7 hours

CPD HOURS

Key course content the tender process selecting the right approach structuring the process structuring the documents and managing the tendering process understanding the legal framework surrounding the tendering process creating selection and award criteria the importance and impact of specifications and KPIs setting out the terms and conditions of contract bidders’ conferences and/or site meetings managing the receipt of offers post tender negotiations dos and don’ts recent litigation. Where to next? 39 Getting started in contract management Location and dates London 12 Feb 13 03 Oct 13 Anyone involved in the planning, creation, issue, receipt and evaluation of tenders should attend this vital course that demonstrates good practice in applying the correct techniques throughout the complete process. The course will give you a full in-depth understanding of the tendering process with an emphasis on how to determine the rules and structure of the process, how to select the process most advantageous to your needs, what are the legal and commercial aspects of tendering that require professional attention and how to undertake evaluation of offers, manage post tender negotiations and award contracts. The course will also give you a broader understanding of the legal and commercial requirements of the tendering process. It will show you how to determine the rules and structure of the process, how to ensure an equitable evaluation of all compliant bids and the importance of specification and the cost plan. Benefits of attending You will have an understanding of current best practice including an appreciation of legal and technical aspects for selecting the best possible strategic route to contract award. Your skills and knowledge will maximise value for your organisation in this vital procurement business process. Who should attend? Any procurement or non-procurement staff involved in managing a tender process. Fees £365 + VAT members £406 + VAT non-members Ref: SP18 CPD: 7 hours

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Legal

Eﬀective contract management Get the best performance from contractors and suppliers of services.

“The course was excellent as was the tutor who was knowledgeable, enthusiastic and professional”

Key course content 14 CPD HOURS reviewing the contract management cycle managing the business to business relationships the contract manager’s attributes and skills effective interpersonal relationships controlling the service delivery phase monitoring and reporting performance familiarisation with the case study specification, the contract and the stakeholders role-play attendance at the inaugural meeting and contract review meetings relationship analysis and development of corrective actions producing contractor performance reports for presentation challenging contractor claims and contract variations identifying and documenting lessons learnt. Where to next? 26 Dissecting a supplier’s cost structure 38 Specification writing Locations and dates Aberdeen 13-14 Mar 13 Birmingham 24-25 Sep 13 London 20-21 Feb 13 05-06 Nov 13 Newcastle 01-02 May 13 This course combines contract management theory and practice. The first day provides an in-depth understanding of some of the key activities in the contract management cycle. Day two is a practical hands-on session. In a risk-free environment it provides an opportunity for participants to practise the various controls, tools and techniques of contract management, using a case study that runs through the whole day. Using role-play, participants manage each scenario as they would in a real-life situation. At various points during day two, the tutors issue updates that need to be addressed on contractor performance and relationship issues. Delegates then decide on a course of action and how to manage meetings with the contractor. Participants should bring calculators. Benefits of attending With a better understanding of the key aspects of managing contracts and with the opportunity to practise them, you will be able to manage your contracts more effectively and obtain better performance and relationships with contractors and suppliers. Who should attend? Anyone involved in the acquisition and management of all types of contracts in both public and private sectors, including those who may already have some experience of managing contracts but who need to gather more in-depth knowledge, information and practical hands-on experience. Fees £643 + VAT members £715 + VAT non-members Ref: SP113 CPD: 14 hours

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A commercial approach™ to software agreements Two stand-alone days that can be taken together or separately.

Get the knowledge needed to deal successfully with the complexities of purchasing software.

CPD HOURS

Ensure you are equipped to deal with a constantly evolving and complex software marketplace.

Key course content introduction to software agreements reviewing and negotiating critical terms what’s important and what can be given away anatomy of a software deal key protections common pitfalls overview of maintenance basics interactive sessions on problem clauses and basic software agreements.

CPD HOURS

Key course content advanced medium-to-complex software projects signiﬁcant developments that have changed the business open source software “click wrap” agreements enterprise licensing models Sarbanes Oxley and software agreements bespoke and semi-bespoke agreements software assets at risk software as a service.

Location and dates

Location and dates London 26 Feb 13 17 Sept 13 Level 1: the basics (one day) Get the knowledge needed to deal successfully with the complexities of purchasing software. Software procurement is hugely time-consuming and software purchasing often represents a large segment of the procurement budget. Software agreements are perceived as devilishly complex. Supplier standard forms are notoriously onesided, and it is extremely diﬃcult to get suppliers to work with a customer standard form of purchase for all but the largest of deals.

London 27 Feb 13 18 Sept 13 Telephone oﬀer only - book both courses for £719 £799

Benefits of attending You will learn the basics needed to negotiate and amend key clauses in software agreements and will know how to avoid the three most common mistakes made when negotiating agreements as well as understanding the features that are common to such agreements. You will also appreciate the financial pressures that drive most software vendors and understand which parts of a software agreement are relatively easy to amend and which will trigger significant alarm with the supplier. Who should attend? People with little or moderate experience in reviewing and negotiating software agreements - however no prior knowledge of software licensing is required. You must want to know what’s important and what’s not in a basic software agreement and to understand what’s “normal” in a software agreement. Fees £449 + VAT members £499 + VAT non-members Ref: CN1E CPD: 7 hours

Level 2: advanced (one day) Procurement professionals face a software landscape that changes continually with new types of sales structure, new styles of service provision, new threats from unexpected quarters and new forms of software agreement.

Beneﬁts of attending You will understand the increased risks inherent in adopting open source software and learn how to push back on sales people who demand contract changes in order to ‘recognise’ deal revenue. You will also learn valuable techniques that can cut IP ownership negotiation time and be able to appreciate why software businesses fear the explosion of patent rights. You will also have the opportunity to discuss and share practical learning points with your fellow professionals. Who should attend? Anyone who attended the basics course and those who attended any pre-2009 “A commercial approach to software agreements” course who wants to learn about signiﬁcant new developments and to update their approach to advanced topics. Additionally the course will also help those who want to progress to more advanced software topics, to negotiate a bespoke software development agreement or to advance their understanding of software agreements. Fees £449 + VAT members £499 + VAT non-members Ref: CN9C CPD: 7 hours

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Eﬀective IT purchasing Understand complex IT markets so you can buy more eﬀectively.

Key course content 07 CPD HOURS characteristics and complexities of the IT supply market procurement process applied to information systems – key differences buying hardware buying software software licences – an examination of typical terms and conditions buying maintenance outsourcing IT and offshore outsourcing. Where to next? 10 Managing purchasing Location and date London 21 May 13 The sellers of IT goods and services weave a complex network to create an air of mystery using alliances and other devices to try to influence the decisions made by purchasing organisations. This course examines appropriate strategies and options for buying hardware, software, maintenance and outsourcing services with the aim of providing practitioners with a set of clear approaches to purchase effectively in this key area. Benefits of attending You will know more about the IT market and the typical drivers of sellers in this market. You will also understand the key aspects of buying hardware, software and maintenance and the fundamentals of software licences. Who should attend? Purchasing professionals new to buying IT and also those technical specialists requiring a commercial understanding of the IT market. Also those involved in IT projects and who need an understanding of what is involved in buying IT. Fees £365 + VAT members £406 + VAT non-members Ref: PD26 CPD: 7 hours

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Skills gaps filled

Could your whole team benefit from one of the courses in our portfolio? We can deliver off-the-shelf and customised versions of all the courses listed – in your organisation. The most effective training comes from a deep understanding of your organisation, its people and culture. We can customise your training to match your objectives and deliver the programme in the style and a timeframe to suit you. T +44(0)1780 756777 E corporate.solutions@cips.org W www.cips.org/training

Leading global excellence in procurement and supply

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Stores management

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Stores management

Eﬀective warehouse operations Essential skills required by those involved in the set up and management of warehouse operations.

Conserve cash, reduce operating costs, improve customer service and enable more eﬃcient and eﬀective purchasing.

Key course content 07 CPD HOURS objectives and scope of your warehouse operation the changing role of warehouse managers warehouse operations and the value chain network optimisation customer service and total distribution cost concept characteristics of eﬀective and eﬃcient warehouse operations design layout and process design the lean warehouse the role of technology.

Key course content 07 CPD HOURS the role and cost of inventory principles of common control techniques practical pitfalls and how to avoid them relationships between stock levels, frequency of ordering and customer service how to focus effort where it will be most effective choosing cost-effective methods of control calculating control parameters forecasting stock levels, values and holding costs implementing effective monitoring and exception reporting.

Where to next? 08 Forecasting techniques 12 Supply chain management 46 Inventory management

Where to next? 08 Forecasting techniques

Locations and dates

Midlands 07 Feb 13 16 May 13 19 Sep 13 05 Dec 13

London 30 Oct 13 Newcastle 23 Apr 13 This course examines contemporary techniques for effective and efficient warehouse management. In the last few years warehouse management has increased in importance as organisations strive to optimise their network, manage their costs and drive up customer service levels. Starting with discussion on network strategy and warehouse location and design, the course moves on to the tactical and operational aspects of warehouse management. With a focus on lean operations and an emphasis on the customer facing characteristics of a warehouse, it explores the interfaces between warehouse and other functions of the business. As a key part of the value chain delegates will discuss how to drive up efficiency and consider ways that warehouse operations can enhance the value of their business. Benefits of attending You will be able to understand and contribute to the development of network and warehouse strategy, tactics and operations. Whether starting up or improving the effectiveness and efficiency of your current operation, you will leave the training with new ideas and practical tools. Who should attend? Those who are new to warehouse management, currently work in a supervisory role in a warehouse environment or are a general manager keen to learn more about how to create and manage an efficient and effective warehouse operation. Fees £211 + VAT members £235 + VAT non-members Ref: PN3V CPD: 7 hours

Inventory management

Location and dates

Managing inventory more effectively can bring all these big benefits to most businesses – in many cases all at the same time and often at remarkably little cost. However inventory and finance managers need an understanding of the principles and techniques involved to get these results. Planners, buyers, stores supervisors and production team leaders or supervisors will also find this course helpful. Concentrating on practical quantitative techniques, it gives delegates the analytical tools and techniques needed to set the overall policy and the management framework, to address the day-to-day problems that can occur and to make a positive contribution to the bottom line once they return to the workplace. Demand forecasting is not addressed on this course – anyone involved in preparing or using forecasts is recommended to also attend “Forecasting techniques” which is delivered on the day preceding this course. Benefits of attending You will be able to keep the level of inventory right thus releasing working capital, reducing operating costs and improving customer service. Who should attend? Materials, logistics and production directors/ managers, material and inventory planners, buyers responsible for stocked items, production controllers, schedulers, stores and finance roles will all benefit from attending. Fees £365 + VAT members £406 + VAT non-members Ref: 0116 CPD: 7 hours

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General information

Venue and event information

Frequently asked questions

Joining instructions Joining instructions including venue location are sent at least 10 days before the event.

Q Does the venue have leisure facilities? A Yes, most of the venues have leisure facilities, please contact us for speciﬁc details.

Training methods Most courses start at 09.00 and ﬁnish at 17.00. Courses are generally a mixture of participative sessions, discussion, group and syndicate activity.

Q Is there a car park? A Most venues have car parking available. As our venues are nationwide and the circumstances of venues change, please contact us for speciﬁc details.

Documentation All delegates are provided with comprehensive materials and handouts. Please note that all materials are copyrighted and may not be reproduced without permission. Copyright notice All “Commercial approach” course content copyright © Robert Carolina. All rights reserved. Robert Carolina asserts all moral rights pursuant to the Copyrights Designs and Patents Act. “Commercial approach” “sciocertus” and “confidence in knowledge” are trademarks owned by Robert Carolina. Specific needs CIPS aims to ensure that its events are accessible to all. If you have any specific needs, please advise us so that we can discuss your requirements. Non-residential events The fees do not include overnight accommodation. If required, please make your reservation by calling Conference Care on +44 (0)2476 369737 or email cips@conferencecare.com and state that you are attending a CIPS course. Venues All of our training courses are held in quality four star hotels or conference centres in locations that are carefully chosen for their accessibility. Many of the courses are held in three main centres: London, Birmingham and Manchester. Introductory courses To increase access for everyone, our one-day introductory courses are held at more regional locations up and down the country. This way, you will not have to travel very far to find a convenient location.

Q Will I have to pay a congestion fee for an event in London? A Our London venues fall within the central London Congestion Charging zone. For further details and how to pay, please visit Transport for London website at www.cclondon.com. Q How close is the rail station? A All venues are within easy reach of a rail station. Q How far is the nearest airport? A The Birmingham venue is 10 minutes from the airport. The Manchester venue is 25 minutes from the airport and London Heathrow is accessible by the London Underground. Q What refreshments are included in the fee? A All courses include a restaurant lunch as well as refreshments throughout the day. The venues oﬀer a good selection of vegetarian (and other) options and we ask you to advise us of your speciﬁc dietary requirements at time of booking. Q What is included on residential courses? A The fee on a residential course includes dinner, on the middle night(s), bed and breakfast, lunch and refreshments throughout the day. Q Do the courses count towards my CPD? A Yes all courses in this portfolio count towards CIPS CPD scheme. Half day courses contribute three CPD hours; one day courses, seven hours and so on. All courses count towards CPD activities in the skills category.

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General Information

Events Calendar

Course Title February 2013 Effective negotiation Introduction to purchasing Introduction to negotiation Forecasting techniques Introduction to contracts Specification writing Executive influencing strategies masterclass Inventory management Category management essentials The essentials of tendering Legal aspects of purchasing Improving your buying skills Effective leadership in purchasing Business finance - what buyers need to know Effective contract management A commercial approach toTM software agreements: basics Introduction to purchasing Advanced purchasing skills A commercial approach toTM software agreements: advanced Introduction to negotiation Supplier diversity Introduction to contracts

● ● ● ●

Dates

05 05 06 06 07 07 07 07 12 12 12-13 13-14 14 19 20-21

Loc. Pg ● ● ● ● ● ● ● ● ● ● ● ● ● ● ●

23 08 22 08 34 38 31 46 14 39 34 09 29 26 40

● 42 26 ● 08 26 26-28 ● 09 27 27 27 28

● ● ● ●

42 22 16 34

March 2013 Sustainable procurement in action Procurement fraud masterclass Introduction to public sector Managing complex EU procurement Risk management in the supply chain Increase the inﬂuence of procurement masterclass Dissecting a supplier's cost structure Category management advanced Eﬀective contract management Introduction to purchasing Update on contract and commercial law Introduction to negotiation Introduction to contracts

05 05-06 06 07 07

● ● ● ● ●

15 19 11 11 12

12 12-13 13-14 13-14 19 19 20 21

● ● ● ● ● ● ● ●

32 26 14 40 08 36 22 34

April 2013 Introduction to purchasing Managing purchasing Introduction to negotiation Introduction to contracts Category management essentials Exploring & developing terms & conditions Specification writing Effective negotiation Procurement leadership masterclass Effective warehouse operations Procurement risk management masterclass Legal aspects of purchasing Leading edge negotiation

09 09-11 10 11 16 16 17 17-18 18 23 23 23-24 23-25

● ● ● ● ● ● ● ● ● ● ● ● ●

08 10 22 34 14 35 38 23 32 46 17 34 24

Aberdeen Birmingham Bristol Cranﬁeld

● ● ● ●

Kettering Leeds London Manchester

● Midlands ● Newcastle ● Stirling

Course Title

Dates

Improving your buying skills Introduction to purchasing Strategic management of corporate travel masterclass

Loc. Pg

24-25 ● 09 ● 08 30 30

● 20

May 2013 Introduction to negotiation Effective contract management Introduction to contracts Personality, profiling and negotiation Psychology of the seller Contract drafting Forecasting techniques Category management advanced Inventory management Effective IT purchasing Executive influencing strategies masterclass Introduction to purchasing Introduction to negotiation Introduction to contracts

01 01-02 02 14 14 14-15 15 15-16 16 21 21 21 22 23

● ● ● ● ● ● ● ● ● ● ● ● ● ●

22 40 34 29 23 38 08 14 46 43 31 08 22 34

June 2013 Principles and framework for procuring sustainably masterclass Introduction to purchasing TUPE and its impact on procurement Advanced purchasing skills EC Procurement Directives Introduction to negotiation Introduction to contracts Eﬀective leadership in purchasing Improving your buying skills Supplier appraisal Procurement leaders programme masterclass Eﬀective negotiation Sustainable procurement in action Introduction to public sector procurement

04 11 11 11-13 12 12 13 18 19-20 19-20 24-26 25-26 26 27

● ● ● ● ● ● ● ● ● ● ● ● ● ●

18 08 37 09 35 22 34 29 09 13 30 23 15 11

● 13

02 02 03 04 04

● ● ● ● ●

● 31

● 42

18 18 19 24 24

● ● ● ● ●

July 2013 Buying services Increase the inﬂuence of procurement masterclass Introduction to purchasing Introduction to negotiation Introduction to contracts Risk management in the supply chain September 2013 Executive inﬂuencing strategies masterclass A commercial approach toTM software agreements: basics A commercial approach toTM software agreements: advanced Forecasting techniques Inventory management Introduction to purchasing Sustainable procurement in action

32 08 22 34 12

42 08 46 08 15

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Course Title Contract drafting Effective contract management Introduction to negotiation Procurement risk management masterclass Dissecting a supplier's cost structure Introduction to contracts October 2013 Risk management in the supply chain Leading edge negotiation Supply chain management The essentials of tendering Category management essentials Increase the influence of procurement masterclass Legal aspects of purchasing Psychology of the seller Business finance - what buyers need to know Conducting a competitive dialogue Introduction to purchasing Effective negotiation Advanced purchasing skills Introduction to negotiation Supplier diversity Exploring & developing terms & conditions Introduction to contracts Update on contract and commercial law Introduction to public sector procurement Confident behaviour in relationship management Improving your buying skills Managing complex EU procurement Effective leadership in purchasing

Dates

Loc. Pg

24-25 24-25 25 25 25-26 26

● ● ● ● ● ●

38 40 22 17 26 34

01 01-03 02 03 08

● ● ● ● ●

12 24 12 39 14

● 32 08 08-09 ● 34 ● 23 09 10 10 15 15-16 15-17 16 16 17 17 22 23

● ● ● ● ● ● ● ● ● ● ●

29 37 08 23 09 22 16 35 34 36 11

23-24 23-24 24 29

● ● ● ●

28 09 11 29

Course Title

Dates

Loc. Pg

Strategic management of corporate travel masterclass Eﬀective warehouse operations

29 30

● 20 ● 46

November 2013 Procurement leaders programme Masterclass Introduction to purchasing Effective contract management Introduction to negotiation Introduction to contracts Procurement leadership masterclass Category management advanced Managing purchasing Procurement fraud masterclass Specification writing Effective negotiation Getting started in contract management Introduction to purchasing Supplier appraisal Leading edge negotiation Introduction to negotiation Exploring & developing terms & conditions Introduction to contracts

04-06 05 05-06 06 07 12 12-13 12-14 19-20 19 20-21 21 26 26-27 26-28 27 28 28

● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ●

30 08 40 22 34 32 14 10 19 38 23 00 08 13 24 22 35 34

December 2013 Sustainable procurement in action Eﬀective negotiation Forecasting techniques Improving your buying skills Legal aspects of purchasing Inventory management Introduction to purchasing Advanced purchasing skills Introduction to negotiation Introduction to contracts

03 03-04 04 04-05 04-05 05 10 10-12 11 12

● ● ● ● ● ● ● ● ● ●

15 23 08 09 34 46 08 09 22 34 49

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General Information information

Summary of terms and conditions

Booking Courses or Events Bookings for Courses can be made via www.cips.org at the following link: http://www.cips.org/en/training or by contacting our Training & Events Team on +44 (0) 1780 756777 or at events@cips.org. For online bookings, please select the Course that you require and click on the “Book” button, following the instructions step by step. Payment If you are making a booking online, you can pay by credit or debit card or by purchase order. RBS Worldpay handles our online credit and debit card transactions in a secure environment. We accept American Express, Visa, Mastercard and Maestro. If paying by purchase order, the invoice will need to be addressed to the booker or delegate’s employer. Payment must be made within 30 days from the date of the invoice or if the booking is made less than 30 days before the Course date, payment is required before the Course date. Please note that we do not accept payment by cash or payments in any currency other than UK pounds sterling. In the case of late bookings payment must be made prior to attendance of the Course. If payment is not made prior to the delegate attending the Course CIPS reserves the right to refuse admission until payment has been made in full. VAT Fees quoted are exclusive of VAT, which will be shown separately on the invoice. A VAT invoice will be sent to cover your payment. Copyright All materials provided for CIPS Courses including graphics, code, text products, software, audio, music and design are owned by CIPS or CIPS’ third party Course providers. No content in whole or in part of the CIPS Materials may be copied, reproduced, uploaded, posted, displayed, linked to or used in any way without the prior written permission of CIPS. Any such use is strictly prohibited and will constitute an infringement of the copyright and other intellectual property rights of CIPS, or in the case of material licensed to CIPS, the owner of such materials. Programme Although details are correct at time of going to print, CIPS reserves the right to make unavoidable changes in the programme. CIPS also reserves the right to cancel an event at any time and oﬀer delegates an alternative date, a credit towards another training event or a refund of fees without any liability for resulting or indirect loss. Joining Instructions Joining instructions including venue details and start times are sent out by email to the Course booker at least 10 (ten) days before the event. Once this has been done the services is deemed to have started under the Consumer Protect (Distance Selling) Regulations 2000 Cancellations Where a ﬁrm booking has been accepted by CIPS and is subsequently cancelled, the customer will be liable for the following charges. All cancellations must be received in writing.

Number of weeks before Course date that the cancellation is made

Charge to customer

Over 5 weeks

No charge

3 – 5 weeks

30% charge

3 – 0 weeks

Full charge

Under the Consumer Protect (Distance Selling) Regulations 2000 you have a cancellation cooling off period where you can cancel your Course within a period of 7 working days beginning on the day after the day on which the contract is concluded with you as notified by email or postal confirmation from CIPS in accordance with these Terms. In this case, you will receive a full refund of the price paid for the Courses in accordance with our refunds policy (clause 13 below). After this initial cooling off period the above charges apply.

48 50

Special terms and conditions for Forecasting Techniques and Inventory Management MML are a UK based training and consultancy company. Both “Forecasting Techniques and “Inventory Management” will be coordinated by the MML team. Joining instructions and accommodation details will be sent at least 10 days before the Course. For additional overnight accommodation please contact MML on +44 (0) 870 438 1201. Where a firm booking has been accepted by CIPS and is subsequently cancelled, you will be liable for the following charges: • More than 8 weeks prior to the commencement of the Course the full fee will be refunded less a £20 administration charge. • Between 8 and 4 weeks prior to the first day of the Course, 25% of the Course fee remains payable, 25% of the agreed fee will also be charged if bookings are transferred. • Less than 4 weeks prior to the first day of the Course, or if the participant fails to attend, the full fee remains payable. Where accommodation and public transportation costs cannot be cancelled these will be passed on at cost. Course substitution may be made up to and including the last working day before the Course commencement. All cancellations or substitutions should be confirmed in writing. Course bookings may be transferred to another similar Course up to 4 weeks prior to the first day of the Course. Only one transfer per person, per Course is permissible. The alternative Course must be within 6 months of the original Course date. Upon receiving the joining instructions, you agree that the service provided by CIPS is deemed to have commenced and you agree to waive your right to cancel your booking and receive a full refund within 7 working days under the Consumer Protect (Distance Selling) Regulations 2000. In such instances, the cancellation policy in the above table will apply. Substitution Delegate substitution may be made at any time. If the membership status of the delegate changes, the fee payable will be amended accordingly. Non-EU Delegates CIPS welcomes delegates from overseas but if you are resident outside the European Union (EU) you should ensure that you have a valid visa and can comply with all immigration requirements before applying for a CIPS course. Data Protection Notice CIPS is registered under the provisions of the UK Data Protection Act 1998 and keeps any personal data concerning you in confidence. A full description of the CIPS Code of Practice for Data Protection can be found on the website www.cips.org. Trademark CIPS, The Chartered Institute of Purchasing & Supply and its logo are all trademarks of The Chartered Institute of Purchasing & Supply. Discounts Membership discounts: A 10% discount is available on our Courses for current members of CIPS. If booking via the Website, please log on to the Website as a member before making your booking in order to receive the membership discount. When booking by any other means, you should quote your membership number in order to be entitled to a discount. If you fail to log into the Website or mention your membership status at the time of booking, you will be charged the full price for your Course. Unfortunately we cannot offer any retrospective refund or credit for any membership discount that you would have been entitled to receive. Introductory course discounts: Where a single delegate is booked onto titles BP60, NG40 and RG3, they will be entitled to a 10% discount. Such discount is in addition to any membership discount the delegate may be entitled to. Portfolio multi-booking discounts: Where any delegate makes a booking for any 3 Courses in our Training Portfolio (within the same booking), a 5% discount will apply. Where any 3 delegates book onto any single Course on the same date, a 5% discount will also apply. Such discount is in addition to any membership discount the delegates may be entitled to. If a delegate cancels any Course having received a bulk discount, they will lose the entitlement to such discount if the resulting booking is for less than 3 Courses or 3 individuals (as applicable). Full Terms and Conditions This page is a summary of CIPS’ Terms and Conditions for Training & Events. Full terms can be found at http://www.cips.org/Documents/ Training%20and%20Events/Training-terms-conditions.pdf, which should be read in conjunction with our General Terms & Conditions of Business and Website Use available at http://www.cips.org/generaltandc. If there is an inconsistency between any of the provisions of any of these terms and conditions, the provisions of the Terms and Conditions for Training & Events shall prevail. You should understand that by booking any Courses, you agree to be bound by these terms and conditions.

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CIPS Group Easton House, Easton on the Hill, Stamford, Lincolnshire, PE9 3NZ, United Kingdom T +44 (0)1780 756777 F +44 (0)1780 751610 E info@cips.org

CIPS Africa Ground Floor, Building B, 48 Sovereign Drive, Route 21 Corporate Park, Irene X30, Centurion, Pretoria, South Africa T +27 12 345 6177 F +27 12 345 3309 E infosa@cips.org.za

CIPS Australasia Level 8, 520 Collins Street, Melbourne, Victoria 3000, Australia T 1300 765 142/+61 3 9629 6000 F 1300 765 143/+61 3 9620 5488 E info@cipsa.com.au

CIPS Middle East & North Africa Office 1703, The Fairmont Hotel, Sheikh Zayed Road, PO Box 49042, Dubai, United Arab Emirates T +971 (0)4 327 7348 F +971 (0)4 332 5541 E mena.enquiries@cips.org