By the end of the program, participants will be able to:

• Identify the important organizational role of the purchasing department.
• Use proper negotiation techniques with suppliers.
• Evaluate the performance of the department at the macro level.
• Decide how and when to train the purchasing staff.
• Decide when to buy or lease based on key purchasing factors.

Role of Purchasing Management

• Total Value Analysis
  
• Linking the Purchasing Function with the Organization’s Strategy
• Optimizing Purchasing Productivity
• Proper Buying of Materials
• Proper Buying of Services
• Effective Buying of Capital Equipment
• Supporting the Production of the Final Product
• Adding Value to the Total Organization

Negotiating with Suppliers

• Qualities of a Successful Negotiator
  
• The Right Timeto Negotiate with Suppliers
• Proper Planning Strategies
• Things to Do Before the Negotiation
• Things to Do During the Negotiation
• Things to Do After the Negotiation
• The Number of Suppliers to Negotiate With
• Choosing the Right Supplier

Managing and Evaluating the Department Performance

• Centralization versus Decentralization
  
• Advantages of Centralized Purchasing
• Advantages of Decentralized Purchasing
• Reasons for Departmental (Macro-Level) Performance Appraisal
• Designing and Conducting User Surveys
• Creating a Strong Purchasing Team
• Distributing the Correct Workload among the Buyers

Training the Purchasing Staff

• Technical Training on Products and Commodities to Increase Productivity
  
• The Number of Training Hours per Year
• Visiting Suppliers as a Training Tool
• Commodity Rotation as a Training Tool
• Continuous Professional Development
• Training on Ethical Behavior

Factors in a Buy/Lease Decision

• Buying versus Leasing
  
• The Advantages of Leasing
• The Advantages of Buying
• Breakeven Point between Buying and Leasing

Senior buyers, purchasing supervisors, purchasing managers and other material management personnel.