SESSION 1: Analysing current and potential suppliers

• Information about market share
  
• Organisation for customer services
• Reviewing mission statements and operations
• Analyse marketing campaigns

SESSION 2: Perceptual mapping and positioning

Perceptual mapping

• Determine the hidden competitors
  
• Competition for scarce resources
• Seek out competitive advantages and identify possible opportunities
• Establish Unique Selling Points (USP)

Positioning

• Choose the place your product will occupy in the consumer’s mind
  
• The SWOT analysis
• The PESTEL analysis

SESSION 3: The buyer-seller relationships

• Power and Dependence
  
• Trust and Commitment
• Cooperation Initiatives
• Quick Response (QR)
• Efficient Consumer Response (ECR) Improvement Concepts

This course is designed for anyone working within a purchasing or procurement function who deals with suppliers, even if this is not frequent.