The Effective Buyer

Ab Now u D In ha bi!

The Effective Buyer

A High-Impact Course For Buyers, Procurement Staff And Professionals Responsible For Managing Expenditure With Suppliers

15 – 18 September 2013 • Radisson Blu Hotel, Yas Island, Abu Dhabi, UAE

Top 5 Learning Objectives 1. Become a capable negotiator equipped with a repertoire of tools and approaches 2. Appreciate the difference between being an administrative buyer and an effective buyer 3. Understand the scope and application of the full range of tools and approaches to guarantee best value for money in the buying process 4. Enhance your potential in your current purchasing role and contribute to the success of your organisation 5. Learn ‘tricks of the trade’ to have a dramatic and instant impact upon personal effectiveness when dealing with suppliers

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The Effective Buyer 15 – 18 September 2013 • Radisson Blu Hotel, Yas Island, Abu Dhabi, UAE Course Overview

Meet Your Expert Course Director

The role of the buyer has become more important to

Ian Moody BSc, MBA Ian has over 30 years of business experience ranging from senior management positions in such companies as Ericsson to founding and selling his own companies. Ian designs and delivers training programmes globally with particular attention to the GCC nations. He works in many fields including both accredited and nonaccredited courses for example: • CIPS • ACCA • CIM • Financial skills • Leadership skills • Personal development skill Ian divides his time equally between the Middle East and the UK. In the UK Ian is a lead professor at London Met University and the University of West London specialising in working with students to gain their membership to the Chartered Institute of Purchasing and Supply.

organisations as the need to manage expenditure has grown in importance. Both private and public sector organisations need to be able to ensure that purchasing staff and others responsible for spending company money are following practices which are effective and which demonstrate value for money.

Course Methodology Using a series of case studies, business games and computer simulation, this course breaks down the task of buying into its constituent parts. It provides a practical and hands-on approach to the buying process.

Who Should Attend?

This course is a must-attend event for: •

Buyers

•

Assistant buyers and others in procurement who can potentially have an impact on purchasing performance

•

Staff outside of purchasing who have responsibility for managing suppliers, contracts or outsourced

“Ian has a special way of transferring

arrangements

information to his delegates. He has a talent of knowing what a person needs. The content of the course covered responsibilities of my main role well.”

Would you like to run this course in-house?

Abir Adel, Buyer, Abu Dhabi Airports Company, UAE

“Ian is very knowledgeable. I consider him an

The in-house training division of IIR Middle East

expert. The course was very relevant to my job and I can apply everything I learnt to the systems at my workplace.”

George Soriaga, Procurement Officer, TwoFour54, UAE

Tel: +971 4 407 2624 • Email: CTS@iirme.com www.iirme.com/cts

“Ian is a wonderful trainer. The course was very exciting with relevant games which made it a very practical and straight-forward course.”

Mohammed Abdulla Yusuf Al Awadhi Assistant Purchasing Manager, Gulf Hotel, Bahrain

+971 4 335 2437

+971 4 335 2438

register@iirme.com

www.iirme.com/effectivebuyer

Course Timings: Registration will be at 07:30 on Day One. Course sessions will start promptly at 08:00 and end at 14:30. There will be two short breaks for refreshments and lunch will be served at the end of each day’s sessions.

Day Three

Day One Becoming An Effective Buyer

Negotiation

The Role Of The Buyer • Understanding roles, responsibilities, rules and requirements • Working with others within the organisation to enhance effectiveness • Defining core competences and means of developing them • Focusing on the ‘Five Rights’ • Measuring success

Alternative Approaches To Negotiation • Win-win • Win-lose • Win-perceived win • Other approaches

Influencing The Specification • Understanding why the specification is critical • Exploring different forms of specification • Guidance on when and how to use each of them • Taking cost out at the specification development stage • Dealing with the five biggest problems caused by poor specifications Finding The Assessing Suppliers • How to find suppliers anywhere in the world • Available sources of information and tools for sourcing • Tools for assessing and vetting suppliers • Techniques for comparing suppliers • Preventing the wrong suppliers from being selected

Day Two

The Characteristics Of Successful Negotiators • Being in control • Having the right balance between relationships and being assertive • Achievement • Planning skills • Leading colleagues Planning For Negotiations With Suppliers • Objectives • Power and alternatives • Understanding the other party • Being creative • Having a BATNA (Best Alternative To A Negotiated Agreement) • Aggregation and timing A Negotiation Simulation Take part in a business simulation – Negotiate in teams with a supplier. CCTV is used to help you understand your strengths and weaknesses

Tools And Techniques

Day Four

Price Management Tools • Using competition effectively • Understanding supplier costs

Action Planning

Cost Reduction Tools • How to deliver savings and how to use them • Typical barriers to cost reduction and how to overcome them • Managing prices • Sources of quick wins and how to exploit them • Working with cross functional teams and suppliers to take cost out Managing Supplier Quality And Lead Time Performance • Tools for preventing quality problems • Guaranteeing on-time problems • Moving towards stockless buying • Understanding the benefits of supply chain management • Measuring supplier performance

+971 4 335 2437

+971 4 335 2438

Reviewing The Negotiation Simulation You will review the tapes from the negotiation simulation on the previous day and you will learn how you can improve your negotiating performance.

The Most Commonly Made Negotiating Mistakes • Questions • Body language • Structure and control • Leaving money on the table Personal Feedback And Action Planning The final session of the course will allow you to prepare an action plan which you can take back to your organisation. The action plan is personalised and highlights the improvements which can be made at an individual level.

register@iirme.com

www.iirme.com/effectivebuyer

The Effective Buyer 15 – 18 September 2013 • Radisson Blu Hotel, Yas Island, Abu Dhabi, UAE

FIVE WAYS TO REGISTER IIR Holdings Ltd. P.O Box 9428 Dubai, UAE

+971 4 335 2437 +971 4 335 2438 register@iirme.com

www.iirme.com/effectivebuyer

DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – 971-4-3352483 E-MAIL – a.watts@iirme.com WEB BC4796 Event

Course Fee Before 30 June 2013

Course Fee Before 21 July 2013

Final Fee

US$ 3,895

US$ 4,395

US$ 4,695

The Effective Buyer 15 – 18 September 2013

WOULD YOU LIKE TO RUN THIS COURSE INͳHOUSE?

Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

DELEGATE DETAILS

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Payments A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. In any event payment must be received not later than 48 hours before the Event. Entry to the Event may be refused if payment in full is not received.

Credit card payment If you would like to pay by credit card, please tick here and a member of our team will contact you to take the details

Cancellation If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge.

Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.

Avoid Visa Delays - Book Now Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible.

Visas for non-GCC nationals may take several weeks to process.

All registrations are subject to acceptance by IIR which will be confirmed to you in writing.

Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.

Event Venue: Radisson Blu Hotel, Yas Island, Abu Dhabi, UAE Tel: +971 2 656 2000 Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971 4 407 2693 Fax: +971 4 407 2517 Email: hospitality@iirme.com © Copyright I.I.R. HOLDINGS B.V.

PRI/MB BU3909 Purchasing

LR

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