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2015PROCUREMENT & CONTRACTS

KUALA LUMPUR, MALAYSIA

TENDER MANAGEMENT23 - 24 March 2015

CONTRACT ADMINISTRATION FROM AWARD TO COMPLETION

25 - 26 March 2015

STRATEGIC SOURCING8 – 9 April 2015

MINI MBA FOR PROCUREMENT PROFESSIONALS

6 - 10 April 2015

SUPPLY CHAIN & PROCUREMENT MANAGEMENT SIMULATION

13 - 16 April 2015

COST PRICE ANALYSIS IN PURCHASING9 - 10 June 2015

LEADING & MANAGING IN PROCUREMENT11 - 12 June 2015

GLOBAL BEST PRACTICES IN PROCUREMENT17 - 18 August 2015

HOW TO NEGOTIATE LOWER PRICES & LOWER TCO WITH SUPPLIERS

19 - 20 August 2015

TRAINING CALENDARThe PANEL of PRACTITIONER

& SEASONED SENIOR CONSULTANTS &

INSTRUCTORS

ROBI BENDORF“True Guru of Purchasing”

Celcom Axiata

MICHAEL GOZZO“Who’s Who in American

Manufacturing”

DANIEL FEIMAN“CMC Award – The Top 1%”

Institute of Management Consultants

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2

1. NO OTHER TRAININGS OR WORKSHOPS COME CLOSETO PURCHASING & PROCUREMENT CENTER’S:

I thought …. This program [7 step strategic sourcing] is not going tohelp much. But I’m absolutely thrilled with the training given. I havegained much that I least expected.

Alba Procurement Services Sdn. Bhd - Malaysia

This course is an eye opener. Most of the contents are mostly inplace. This course has guide the appropriate steps towars world classprocurement.

Procurement Manager, Besi Apac Sdn. Bhd - Malaysia

I am fully satisfied with knowledge and guidance provided. Relevantand world class.

Head of Procurement and Inventory, Teras Technology Malaysia

Outcome of the seminar course was more in beyond expectation. Procurement Manager, Petron Corporation Manila.

2. ONLY KNOWLEDGEABLE & PRACTICAL SENIOR CONSULTANTS & INSTRUCTORS WITH REAL LIFE EXPERIENCE

The trainer [Robi Bendorf] has a lot of knowledge and experience inprocurement and can relate with real life situation.

Procurement Executive, Boustead Penang Shipyard Malaysia

Rob Thompson is tremendously well informed and has provided awealth of knowledge. I was wary before attending but I’m beginningto see the big picture.

Assistant Manager-Legal , Deleum Berhad Malaysia

Ok.Wonderful, best Trainer for Procurement. 90% meet myexpectation.

Vice President, PT. Bank UOB Indonesia.

Full of good info, very beneficial to me and the company. Robi is veryknowledgeable and experience on the topic presented.

Material Sourcing Analyst, CPOC (Carigali-PTTEPI Operating Company , Malaysia

Interaction with trainer and his presentation skills inside the coursehighly valuable and efficient. Content is rich and highly efficiently.

GM Supply Chain, Siemens Saudi Arabia

Michael was very accommodating, attended to all questions, veryknowledgeable.Provided practical example. He also delivered in manner that wouldwake you up- keep you active. He shared limitless experience.

Procurement Manager, Petron Corporation Manila

3. IT’S WORTH YOUR MONEY

At beginning I thought it is worth coming …, but nowafter attending I am damn sure it is worth every penny.

Head of Contracts, Oman Airports Management

I could not give more praises to your course. Believe me Ihave attended 2 procurement courses, and it is nothingcompared to yours.I would say it is money well spend for your course.Purchasing Manager, Sanyan Wood Industries, Malaysia

4. YOU & YOUR PEOPLE WILL COME BACK FOR MORE

As Arnold Schwarzenegger said in the Terminator “I’ll Be Back” .

I will … send my subordinate for next year.Head of Procurement

Malaysia Marine Heavy Engineering - ATB

… see Mr.Robi in the next training.Procurement Executive, Boustead Penag Shipyard.

I would … participate for other topics available.Contract Executive , GOM Resources Sdn. Bhd

5. IF ALL THE ABOVE WAS NOT ENOUGH!?

We’re so confident that you’ll benefit and come back for more thatwe promise you this:

If you find that you did not benefit from any of our courses afterattending, just tell us and you’ll get 100% your money back - Noquestions asked, No justifications required, No ifs and No buts. Wedo this because we know that at the end you’ll say “I’ll Be Back”

Why You Really Need to Attend?

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3

Tender Management23 - 24 March 2015, Kuala Lumpur - Malaysia

Day 2

Day 1

PROGRAM OUTLINE

Segment 1--The Tendering Process• Major Steps And Flow Of The Tendering Process• What Should Be Tendered—The ABC Analysis• Tender Management Team• Elements Of A Good Procurement & Competitive Bidding Process• Principals And Standards Of Ethical Supply Management Conduct

Individual Exercise: Define the values for the A, B, and C categoriesSegment 1 presents an overview of the steps in the tendering process and discusses in detail the major elements of a good Bidding Process and ethical conduct.

Segment 2--Defining the Scope & Total Cost Of Ownership• Total Cost Of Ownership• Work Breakdown Structure• The All Critical Statement Of Work• Types Of Statement Of Work

Small Group Exercise: Develop a method of selecting a supplier based on TCO.Segment 2 introduces the point that all participants in the tendering process must clearly have knowledge of what they are buying and the marketplace if the outcome is to meet the organization’s objectives.

Segment 3--Types of Contracts & Risks• Contract Types • Mitigating Risk By Contract Type• Firm Fixed Price• Cost plus Fixed Fee• Economic Price Adjustments

Total Group Exercise: Options for dealing in a supply market with high cost volatility.Segment 3 develops the awareness that there are more than just lump sum contracts in the procurement tool box and that in many cases other types of contracts types will be to the benefit of the buyer.

Segment 4: Structuring the Contract• Commercial Terms & Conditions• Example Of Contract Check Lists • International Tenders• Inspection and Acceptance• Liquidated Damages• Methods Of Payment• Progress Payments

Small Group Exercise: Defining Acceptance Clause issuesSegment 4 focuses of the importance of having tendering personnel carefully design the terms and conditions for the contract which must be part of the tender documents.

Segment 5: Qualifying Suppliers & Price Evaluation• Best Practices In Supplier Qualification• Requesting Supplier’s Cost Or Pricing Data

Small Group Exercise: Discussion of what your organizations does to qualify potential bidders.Segment 5 involves the critical steps of supplier qualification and obtaining price breakdowns from bidders.

Segment 6: Negotiation Planning and Strategies• When Does The Negotiation Start• Types of Negotiations• Identifying Negotiation Issues And Objectives• Important Tips for the actual Negotiation

Group Exercise: Discuss best strategy for a specific case involving an attendee.In Segment 6 we acknowledge that the side that prepares the best usually wins the negotiation and therefore the focus should be on negotiation planning strategies.

PROGRAM SUMMARY

Good endings usually require good beginnings. This is particularly true for procurement activities where best practices in tender/RFQ management, the beginning of the contracting process, are essential for a successful project outcome and minimization of total cost. This program is designed to take the participant from the time the requirement is defined and a contract is desired thru the major steps of the tendering process that conclude with successful negotiations. The critical issues of the tendering process, risk mitigation thru contract types, contractor selection, and finally planning for successful negotiations all receive coverage in this valuable program that is certain to reduce costs and add to the organization’s objective for improved performance in all activities.

SEMINAR OBJECTIVES:

• Upon completion of this seminar, participants will know:• The Tendering Process And The Major Steps That Should Be Followed • Mitigation Of Risk By Selection Of Contract Type• Best Practices for Qualifying Contractor• Points on how to obtain price breakdowns from Suppliers• The Criticality Of The Statement Of Work• Issues related to acceptance of the deliverable• Essential Elements of a Valid Contract• Payment Types and important considerations for progress payments• Major Points on Negotiations

ORGANIZATIONAL OUTCOMES:

• The organization will benefit by:• Reduced Cost Of Contracts For Materials & Services• Reduced Risks In Contracting• Higher Productivity Of Contracting Personnel• Greater Strategic Focus Of Those Involved In Contracting

PERSONAL OUTCOMES:

• Attendees will gain by participation in this program as a result of:• Increased Skill Sets In The Tendering Process • A Greater Sense Of Professionalism• Knowledge Of World-Class Tendering Practices• Greater Ability To Lead Successful Negotiations• Increased Recognition By The Organization Due To Improved Performance

WHO SHOULD ATTEND?

• Contracts Officers and Managers, Procurement/Purchasing Managers Engineering Project Managers, Construction Managers, Tenders Managers, Buyers, Contract Administrators, Project Coordinators,

• Maintenance Mangers and Systems Managers and all others in organizations whose leadership want world-class skills sets in those involved in tender and contract management activities.

• The program is a great way to develop those new to the function, prepare for a major project, or useful as a refresher for veterans.

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Contract Administration From Award to Completion

25 - 26 March 2015, Kuala Lumpur - Malaysia

The course has given me a different prespective of contracts management/administration and made me think out of box.

Manager - Contracts Administration, Contraves Advanced Devices Sdn. Bhd. Malaysia

Day 2

Day 1

PROGRAM OUTLINE

Segment 1: Effective Contract Administration• Objectives Of Contract Administration• The Most Critical Elements • Skill Sets• Typical Inputs To Contract Administration

Small Group Exercise: What are the areas in which a contract administrator should have knowledge?Segment 1 sets the stage for the program and emphasizes that with the ever-increasing quantity of outsourcing by organizations, Contract Administration is emerging as a critical competency for professionals and managers in most functional activities.

Segment 2: Analysis of the Contract • Starting The Contract File• Understanding the Statement of Work and Establishing Major Deliverables• Post Award Conference

Small Group Exercise: Discuss an example of a clause that caused a dispute with a value of over 2 Million Dollars. Segment 2 focuses on the issues of understanding what the contract covers and the challenges that will be faced in its proper administration.

Segment 3: Typical Outputs of Contract Administration• Forecasting Performance• Monitoring Progress• Risk Analysis, Responses To Risk & Contract Types

Group Discussion: The group will present examples of newly defined risk after the contract was awarded and discuss the potential responses to that risk.Segment 3 reviews the typical outputs of good contract administration and establishes additional responsibilities for those having contract management responsibilities.

Segment 4: Maintaining Schedules & Dealing with Changes• Expediting Techniques & Contract Changes• Example Changes Clause & Requesting Cost Breakdowns• Types of Cost that Make up Price• Evaluating Price Changes

Individual Exercise: Determine the fairness of a price change for additional services quoted by a supplier. Segment 4 presents solutions to two of the major issues in contract administration which are on time delivery and controlling the impact of changes.

Segment 5: Issues In Contract Performance• Force Majeure• Liquidated Damages Clause• Types Of Contract Termination• Breach Of Contract

Group Discussion: The group will discuss actual experiences in contract termination when the cause was not the fault of the seller but for the convenience of the buyer.Segment 5 explores the reality that contracts to do always end in the way that the parties contemplated in the beginning.

Segment 6: Acceptance and Close Out• Final Acceptance, Claims And Disputes & Close Out Procedures• Post Contract Review Meeting

Small Group Exercise: What should be covered in the inspection and acceptance sections of the contract? Segment 6 will discuss many aspects of the final phases of the contract to insure that the reasons for entering into the contract were in fact accomplished.

PROGRAM SUMMARY

It is a well know fact that the best tendering and contract writing is of limited value if the contract is not carefully administered from award to completion. World-class organizations view the application of best practices in contract administration as being essential skill sets needed by all employees involved in the contract management process. The participant will be guided through the many steps of contract administration from the time the award is made through to the final acceptance, payment, and the contract close out so that the total objectives of entering into the contract are achieved. This program is designed to present contract administration as more than just a job or activity but as an important profession essential to the organization’s ability to meet its goals.

SEMINAR OBJECTIVES:

• Upon completion of this seminar, participants will know:• How To Provide Better Outcomes From Contracts• Important Elements Of Contract Administration• Contract Monitoring Techniques• How To Get Fair Treatment In Contract Changes• Contract Termination Issues• How To Prepare For Claims And Disputes• Review Acceptance And Contract Close Out Issues• The Inputs And Outputs In Contract Administration

ORGANIZATIONAL OUTCOMES:

• The organization will benefit by:• Better Outcomes From Contracts For All Outsourced Activities • Greater Strategic Focus Of Those Involved In Contracting Administration• Higher Productivity Of Contract Administration Personnel• Reduced Total Cost Of Ownership Resulting From Better Contract

Management• Improved Contractor Performance

PERSONAL OUTCOMES:

• Attendees will gain by participation in this program as a result of:• Increased Skill Sets In Contract Administration • A Greater Sense Of Professionalism• Increased Confidence In Dealing With Contract Issues• Greater Ability To Lead Contracts To Successful Conclusions• Increased Recognition By The Organization Due To Improved Performance

WHO SHOULD ATTEND?

• Contract Administrators, Project Coordinators, Contracts Officers and Managers, Engineering Project Managers, Construction Managers, Tenders Managers, Buyers, Procurement/Purchasing Managers, Project Managers,

• Maintenance Mangers and Systems Managers and all others in organizations whose leadership want world-class skills sets in those involved in contract management activities.

• The program is a great way to develop those new to the function, prepare for a major project, or useful as a refresher for veterans.

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5

Strategic Sourcing 8 – 9 April 2015, Kuala Lumpur - Malaysia

PROGRAM SUMMARY

The development and implementation of carefully crafted strategies forthe acquisition of all goods, equipment, materials, and services hasbecome a critical issue in all organizations wishing to reduce operatingcost while improving quality and productivity.

This program explores 7 key areas considered critical to the futuresuccess of Procurement Organizations and moves today’s supplymanagement activities from its typical tactical focus to the strategicfocus needed to successfully implement the processes and methodsneeded to reach world-class performance now and maintain it in thefuture.

PROGRAM PAYBACK

• 7 Areas Critical To Future Procurement Success• 4 Stages To World Class Supply Management• Many Increased Skill Sets In Supply Management• Category Models And Their Strategies• 3 Categories For Organizing The Spend Profile• Steps In Improving Internal And External Collaboration• How To Develop A “Purchasing Coding System”

• How To Get More Time To Work On Strategic Issues• The Important Sections To Include In A Strategic Sourcing Plan

TRAINING METHODOLOGY

Participants will increase competencies through a variety ofinstructional methods including lecture by an experienced practitionerand consultant, individual and team cases, and group discussionscovering the many topics presented in the program.

WHO SHOULD ATTEND?

• Managers and Professionals in Purchasing, Procurement, andSupply Management

• Materials, Contracts, Projects, Maintenance, Operations, andFinancial Managers and,

• All other Managers and Professionals focused on strategic sourcing.

Day 2

PROGRAM SUMMARY

Step 1: Developing Category Strategies Step 1 reviews the elements essential to becoming more strategic and adding real value to the organization.

• 4 Stages To World Class Supply Management• 7 Areas Critical to Future Procurement Success• Change And Becoming More Strategic• Developing The Spend Profile & Creating Time To Be Strategic• Material/Services Purchasing Code Development• Segmentation/Category Management Models

Step 2: Developing and Managing SuppliersStep 2 recognizes that an organization can perform no better than its suppliers.

• Bidder Qualification And Selection• Objectives of Supplier Performance Measurement• Supplier Performance Measurement Key Points• Reducing the Supplier Base

Step 3: Designing and Operating Multiple Supply NetworksStep 3 focuses on the understanding that the best way to increase profit is reducing the Total Cost of Ownership for every member of the entire supply chain.

• Supply Management and Supply Chain Management• Supply Chain Mapping & Reducing Waste in the Supply Chain• Trends Leading to Greater Supply Chain Risk• Supplier Risk Management• Total Cost of Ownership

Step 4: Leveraging Technology EnablersStep 4 recognizes that world-class organizations no longer talk about whether or not they should improve their processes, but how fast can they improve them.

• Reengineering The Processes• SRM and Integration• Supply Chain Integration Framework• E-tool Advantages & Exception Management

Step 5: Collaborating Internally and Externally Step 5 identifies many best practices that contribute to improving both buyer and supplier performance.

• Supplier Relationship Management Maturity Model• Being an “A” Customer• Transforming the Supplier Relationship• Developing Trust & Increased Supplier Involvement

Step 6: Attracting and Retaining Supply Management TalentStep 6 focuses on the fact that Supply Management skill sets are a predictor of the supplier’s responsiveness to the buying organization’s requirements

and are positively related to a firm’s financial performance.

• Supply Management Competencies• Key to Success in Supply Management Departments• New Job Descriptions For Purchasing• Training Programs• Categories for Personal Development & Competency Profiling

Step 7: Managing and enabling the Future Supply Management Organization Step 7 brings to conclusion many of the important issues covered in previous steps and adds some practical implementation approaches to show Procurements contributions to the organization

• Purchasing Impact On The Bottom Line• Supply Management Mission and Vision• Centralization vs Decentralization• How does Executive Management Measure Procurement Performance• Savings Reporting Procedure• Strategic Sourcing Plans

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6

Cost Price Analysis in Purchasing 9 - 10 June 2015, Kuala Lumpur - Malaysia

PROGRAM SUMMARY

Managing and reducing cost continues to be one of the primary focal points ofbusiness today. In many organizations, more than half of the total revenue isspent on goods and services - everything from raw material to overnight mail.Maintaining a competitive position and even survival will depend on theorganizations ability to use all of the continuous improvement strategieswhich have been developed to reduce cost across the entire supply chain forthe life of the product or service.Fundamental to developing and implementing these strategies is knowledgeof Cost/Price Analysis, Supplier Pricing Models, Economic Price Adjustments,and Total Cost of Ownership concepts, which are fully explained with handson exercises in this program.

PROGRAM PAYBACK

• Upon completion of this seminar, participants will benefit by learning:• The Importance Of Price/Cost Analysis In Continuous Improvement

Programs• The Difference Between Price And Cost Analysis• Criteria For Selecting The Analysis Type• Methods Of Price Analysis• Supplier Pricing Models• How to Deal with Volatile Markets using Economic Price Adjustment

Clauses• Methods Of Cost Analysis• Development Of "Should Cost"• Types Of TCO Models

TRAINING METHODOLOGY

This seminar will combine a variety of instructional methods including lectureby an experienced practitioner and consultant, exercises, and groupdiscussions covering current practices and their relationship to theimplementation of new concepts.

WHO SHOULD ATTEND?

• General Managers, Directors, Managers and Professionals in Purchasing,Procurement, Materials, Supply Chain, Materials, Contracts, Finance.

• Those involved in operations, engineering, maintenance, quality, projects,and other company activities that expose them to suppliers and buyingactivities for production, maintenance, equipment, MRO, services, andother outside purchased requirements.

PROGRAM OUTLINE

Session 1 Purchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous improvement results to all aspects of the organization.

• Developing The Spend Profile• How To Perform The ABC Analysis• Examples Of Using Pivot Tables In Excel

Session 2World class purchasing operations understand how their suppliers develop their prices and are able to justify the price they are paying by formally documenting why they consider a price or price increase to be fair and reasonable.

• Supplier Pricing Models• Difference Between Cost And Price Analysis• Selection Tool

Session 3 Price analysis is the most common form of price justification and performed properly can generally give the organization confidence that a reasonable price was obtained.

• Methods Of Price Analysis• Competitive Bidding• Historical Analysis• Using Market Indexes• Cost Estimating Relationship

Session 4This session will focus on typical methods of cost analysis and look at the elements of cost that make up the price.

• Methods Of Cost Analysis• Major Elements Of Cost• What Should Determine The Supplier’s Profit• What And How Important Are Supplier Overheads• Requesting And Evaluating Supplier Cost Info• Steps To Try If Supplier Will Not Provide Cost Breakdown• Developing “Should Costs”

Session 5 To avoid financial risk in long term price agreements suppliers usually build in contingencies based on the supplier’s worst nightmare of what might happen to their cost of the volatile cost drivers.

• Step by Step of Applying Economic Price Adjustment Clauses

Very practical training course that provides more insights on carrying out an effective procurement price/cost analysis.

Procurement Project Specialist , Xyratex (M) Sdn. Bhd.

I learnt many new techniques on how to analyze the price/cost given to us by suppliers

Purchasing Sr. Executive, Genting Sanyen Power Sdn. Bhd.

Day 2

Day 1

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PROGRAM SUMMARY

Supply management is becoming more challenging every day with mostorganizations demanding and expecting purchasing and procurementpersonnel to provide leadership abilities and management skills directed atbringing their performance to World-Class status.World-Class Procurement Operations bring significant annual total costimprovement, significant strategic value added, and strong recognition to thefunction and those in it. Yet according to many studies, most organizationsmust significantly improve their supply management operations in order toprovide the continuous improvements needed to win and earn profits intoday’s very competitive market place.This fast paced seminar is designed to explore areas of leading and managingthe procurement organization toward procurement best practices so thatparticipants can successfully implement the strategies necessary to makepurchasing a recognized core competency of their organization.

PROGRAM PAYBACK

• Understand The Essentials for Leadership Success• Difference between Managing and Leading• Setting the Direction for World-Class Supply Management• How Minding the Gap Results in a Strategic Plan?• Best Practices Categories in Strategically Focused Sourcing Operations• Professional Standards of Ethics• Key Performance Measurements• How To Develop A Strategic Sourcing Plan?

TRAINING METHODOLOGY

Participants will increase competencies through a variety of instructionalmethods including lecture by an experienced practitioner and consultant,individual and team cases, and group discussions covering the many topicspresented in the seminar.

WHO SHOULD ATTEND?

• General Managers, Directors, Managers and Professionals in Purchasing,Procurement, Materials, Supply Chain.

• All other Managers and Professionals interested in lowering total cost andincreasing productivity and profit contributions from better procurementoperations.

PROGRAM OUTLINE

Leading and ManagingSkilled leaders and managers are essential if procurement is to bring to the organization the vast benefits of World-class supply management.

• Management and Leadership--What is the difference?• What helps or Interferes with becoming a True Leader• Developing Leadership Competencies

Setting the Direction for World Class PurchasingIt is critical to establish the importance of the function and the need for it to emerge as a core competency of the organization.

• Winning And Procurement As A Core Competency• Leadership is About Results—Getting To World Class• Leading Change to Become More Strategic• Showing Purchasing’s Impact On The Bottom Line• The Procurement Mission & Vision Statement• Determining and Managing the “Gap”• Developing the Procurement Organization’s Strategic Plan

Purchasing Skill SetsGood managers know that Purchasing Departments cannot perform better than their people and that world class performance in procurement activities requires highly trained competent professionals with high ethical standards.

• Purchasing Personnel Required Skill Sets• Job Descriptions• Skill Set Assessment• Training Programs• Purchasing Ethics

Strategic SourcingPurchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous improvement to the bottom line of the organization.

• Time Spent On Various Tasks• Developing Spend Profiles• ABC Analysis• Risk Analysis• Strategic Sourcing Plans

Relations with Other FunctionsIntegrating with other functions and providing the organization with clear high value added activities is essential for supply management to reach its strategic potential.

• How Do Other Functions View Purchasing• Developing And Maintaining A Customer Focus• Internal Customer Survey• How Does Senior Management Measure Purchasing• Purchasing Accountability• Measuring Purchasing Performance With Key Performance Indicators

Process ImprovementWorld-class organization are not asking if they need to improve their process but only how fast can they improve them.

• Supplier Relationship Management (SRM)• Process Mapping To Eliminate Low Value Activities• Reengineering Processes• Total Cost of Ownership

7

Leading & Managing in Procurement11 - 12 June 2015, Kuala Lumpur - Malaysia

Its provide more insight on how to be better leader. At the same times, tools & mindset.

Assistant Purchasing Manager, DSG (M) Sdn. Bhd. Malaysia

I gained a great deal of understanding that is practical and not simply from books. I would be very interested in any of Robi’s Programmes.

Sub Contracts Manager, Leighton Offshore, Malaysia

Ok.Wonderful, best Trainer for Procurement. 90% meet my expectationVice President, PT. Bank UOB Indonesia.

Day 2

Day 1

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8

Global Best Practices in Procurement17 - 18 August 2015, Kuala Lumpur - Malaysia

PROGRAM SUMMARY

Most Procurement Operations have the objective of becoming or maintainingWorld-Class status. World-Class Purchasing operations target significantannual cost improvement, bringing significant strategic value to theirorganizations and strong recognition to the function and those in it. Yetaccording to many studies most organizations must significantly improve theirsupply management operations in order to provide the continuousimprovements needed to win and earn profits in today’s very competitivemarket place.This program is designed to explore the practices generally viewed as leadingto World-Class performance in purchasing so that participants can determinewhere they are now and begin immediate implementation of the stepsneeded to create maximum total value for their organization. This programcombined with Procurement Gap Analysis II present excellent skill sets fordramatic improvement in Supply Management.

PROGRAM PAYBACK

• Discuss the importance of performing purchasing gap analysis.• Review best practices in key areas of organization and performance

measurements,.• Explore methods of evaluating prices• Discuss how to use purchase price indexes• Learn best practices in supplier relations, planning and specifying,

procurement process, and supplier performance• Be able to develop a purchasing strategic plan• Reduce total cost of ownership for purchased materials, equipment, and

services• Improved productivity of the entire organization by better on time delivery

of high quality goods and services

TRAINING METHODOLOGY

This seminar will combine a variety of instructional methods including lectureby an experienced practitioner and consultant, exercises, and groupdiscussions covering current practices and their relationship to theimplementation of new concepts.

WHO SHOULD ATTEND?

• Purchasing, Procurement, and Supply Chain Managers and professionals,• Materials, Contracts, Projects, Maintenance, Operations, and Financial

Managers and,• All other Managers and Professionals interested in lowering total cost and

increasing productivity and profit contributions from better purchasingoperations.

PROGRAM OUTLINE

Session 1: Setting the Direction for World Class PurchasingSession 1 establishes the importance of the function and the need for it to emerge as a core competency of the organization.

• Procurement as a core competency• Change and becoming more strategic• Purchasing impact on the bottom line• Determining the Gap• Developing the Strategic Plan for the Procurement Activity• Defining the Procurement Mission & Vision• Relations with other functions

Group Exercise: Establishing the Procurement Mission.

Session 2: Purchasing Skill SetsSession 2 is focused of the realization that functions cannot perform better than their people and that world class performance in procurement activities requires highly trained competent professionals with high ethical standards.

• Purchasing personnel required skill sets• Skill Set assessment process, Training programs & Professionalism• Standards Of Ethics In Purchasing And Contracting Conduct

Group Exercise: The group will discuss a case related to an ethics issue and formulate a recommendation.

Session 3: Measuring our PerformanceSession 3 is in recognition of the often quoted fact that it is difficult to improve what is not measured.

• Measuring purchasing performance• How does Senior Management measure Purchasing & Benchmarks• Using published Commodity Price Indexes• Developing a Purchase Price Index

Individual Exercise: Develop a company Purchased Price Index.

Session 4: Strategic SourcingSession 4 identifies that purchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous improvement to the bottom line of the organization.

• Commodity Coding• Developing Spend Profiles & ABC analysis• Using Excel in Spend Analysis & Time Spent on Various Tasks• Strategic Planning for Repetitive Purchases

Group Discussion: How to better structure your time so that you grow from just being a “Getter” to a true procurement expert.

Session 5: Advancing Supplier RelationshipsSession 6 explores the best practices in supplier selection, performance measurement, and developing and maintaining good supplier relationships.

• Supplier categories & Strategic alliances• Early Supplier Involvement• Supplier performance measurement• Supplier qualification and supplier recognition

Group Discussion: We will discuss the various ways the attendees currently measure supplier performance.

Session 6: Best practices in Procurement Process Session 6 looks at many of the steps in the procurement process and identifies the practices that generally lead to world class performance.

• Tendering & Contract Administration• Degree of automation• eProcurement & Price Justification• Supplier reduction programs & Inventory reduction programs• Total Cost of Ownership

Group Discussion: Where to go from here?—how to make it happen.

Robi is an excellent trainer. After attending course, I feel excited and can’t wait to go to office and start work.

Contract Management, Petronas Lubricants International Sdn. Bhd..

Day 2

Day 1

Lot of ideas and new knowledge gain throughout the course. Robi is a well experience trainer who shares knowledge with participants.

Senior Manager, Pharmaniaga Logistics Sdn. Bhd.

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9

How to Negotiate Lower Prices & Lower TCO With Suppliers19 - 20 August 2015, Kuala Lumpur - Malaysia

PROGRAM SUMMARY

The price is the most common issue negotiated between buyer and seller. But according to salespeople, buyers generally do little more than just say the seller’s price is too high and must be reduced - a strategy sellers are very prepared to deal with. Buyers must level up their negotiation skills by being able to sell the supplier on why the seller’s price is too high. This is the strategy used by procurement personnel with advanced skills to bring significant savings to their organization. This seminar is designed to provide advanced techniques and tools to create expert negotiators who bring high confidence and abilities to price negotiations with suppliers and contractors for goods, equipment, and services.

BENEFITS OF ATTENDING

• Upon completion of this seminar, participants will benefit by learning:• The criticality of preparation and planning in successful price negotiations• Advanced negotiation skills sets• Methods in preparing to negotiate price• About cost drivers and market changes that can reduce price• Total Cost of Ownership Concepts• Combining Price Negotiations with other important issues• How to work with Cost Estimating Relationships?• The elements of cost that make up the price• Defining The Negotiation Objectives• Establishing initial positions• Thru the negotiation of actual sample cases

TRAINING METHODOLOGY

Participants will gain from a combination of instructional methods including lecture by an experienced practitioner and consultant, exercises, negotiation of model cases, and group discussions covering current practices and their relationship to the implementation of concepts and techniques discussed.

WHO SHOULD ATTEND?

• General Managers Directors, Vice Price Presidents, Managers andprofessionals involved in:

• projects, contracts, purchasing, contract administration• operations, maintenance, engineering, quality,• and other company activities that expose them or their staff’s to

negotiations with contractors and suppliers and who want to improve theircompetency in this critical area of performance.

PROGRAM OUTLINE

Session 1 – First Things First –Negotiations Starting Points• Why are we here?• Advanced negotiation skill sets• Just asking for a better price• What to negotiate?• The ABC analysis - Are we an A, B, or C customer?

Session 2 – Issues to Consider Before Negotiating Prices with Suppliers• When does the negotiation start?• The most important thing to remember in negotiations• The History of past negotiations• Understanding the suppliers cost structure

Session 3 - Using Cost Drivers, Indexes & Cost Estimation in Negotiation• Determining the major cost drivers• Understanding market indexes• Developing cost estimating relationships

Session 4 – Three Advanced Methods in Negotiating Prices with Suppliers• Developing the “should cost” to use in the negotiation.• Steps in Resisting price increases• Defining other issues that can be used to negotiate price

Session 5 – Negotiations Planning & Strategies• Determining initial positions• Negotiation objectives diagram• Negotiations planning forms• Final preparation• Determine strategies

Session 6 – Negotiation Power Closes, Tactics, Review & Analysis• Power Closes that are used on the Buyer• Negotiation Tactics and Countermeasure• Post review and analysis

Session 7 - Exercises• Participants will be assigned a buyer or seller side in exercises.

Day 2

Day 1

Here’s what others say about Robi Bendorf:

Full of good info, very beneficial to me and the company. Robi is very knowledgeable and experienced…

Material Sourcing Analyst, CPOC (Carigali-PTTEPI Operating Company), Malaysia

Lot of ideas and new knowledge gained …. Robi is a well experience trainer who shares knowledge with participants.

Senior Manager, Pharmaniaga Logistics Sdn. Bhd. Malaysia

I am fully satisfied with knowledge and guidance provided. Relevant and world class.

Head of Procurement and Inventory, Teras Technology, Malaysia

… I’m absolutely thrilled with the training given. I have gained much than I

least expected.Senior Manager, Alba Procurement Services Sdn. Bhd.Malaysia

Very good trainer. I was surprise to see how much knowledge gained in 2 days comparing to courses that I have attended in procurement related.

General Manager- Procurement, Celcom Axiata Group, Malaysia

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Robi Bendorf (“True Guru of Purchasing” Celcom Axiata )

Robi Bendorf (CPSM, MCIPS, C.P.M., M.ED) has over 35 years of purchasing and sales experience, involving domestic and

international activities, for a broad range of manufacturing and service businesses. He has extensive experience in consulting & training inpurchasing, contracts, reengineering the supply management process, the management of procurement functions, global sourcing ofmaterials and components, reducing cost of purchased materials and services, and negotiation of complex transactions and contracts.

He has held purchasing and contracts management positions in high volume manufacturing, subcontract, job shop, and service operations, involving gasturbine manufacturing, power generation, nuclear and fossil power plants, electrical distribution and control, air conditioning equipment and global sourcingservices.

Prior to becoming a full-time consultant in 1994, he served as Manager of Customer and Supplier Development for the Westinghouse Trading Company. Hehas given presentations on numerous purchasing and contract management topics to the Institute for Supply Management (ISM/NAPM), major universities,and numerous in-house seminars for industrial & services clients in the US and over 170 public seminars internationally.

He was selected to present seminars at the last 17 Institute for Supply Management International Conferences and is the contributor of numerous articlespublished in Purchasing Today and Inside Supply Management. Robi was selected as ISM’s National Person of the Year in both Global Resources and inEducation/Learning.

Some of this numerous clients include:Clients include Ethicon Endo Surgery (Division of J&J), Knoll Furniture, Florida State University, Duquesne University, American Air Filter, Tippins Steel,Dormont Manufacturing, Medrad Medical, Westinghouse Electric Corporation, The Elliot Company, IDEX, Blue Cross Blue Shield of Minnesota, SAEInternational, Bettis Atomic Power, Industrial Scientific, C-COR Electronics, Allegheny Teledyne, Duquesne Power & Light, Ferno-Washington, Johnson &Johnson Medical, Human-I-Tees, Sony, American Video Glass, Stanley Furniture, Mannesmann Rexroth, Atlantic Packaging Company, First Energy Corp.,Corning, The Walt Disney Company, Total Safety Inc, Calgon Carbon, Argo-Tech, Piper Aircraft, Vistakon (Div of J&J), NCS Pearson, Ohio Wholesale Company,Schering-Plough, Curtiss-Wright Electro Mechanical Corp., DePuy Orthopaedics, Alcon Labs, Graco, Cordis (Div of J&J), Chevron Texaco, the Institute forSupply Management, U.S. Fuel Division of Westinghouse Electric Company, the Russell Corporation, JC Penney Company, Centocor (Div. of J & J), GKNAerospace, IDL Merchandising Solutions, Creative Technology, Allegheny Energy, Bre Properties the American Society of Materials, Animal Rescue League,Petronas, International Paper, A T&T, Gulfstream, US Postal Service, Hewitt, Sunoco, Exxon Mobile, TJ Maxx, Apple Computer, Mosebach Mfg, Lexmark(China), Proton, Busch Mfg.

Robi is a lifetime C.P.M., and has received ISM’s new certification, the CPSM, and also holds the MCIPS Certification as awarded by CIPS. He has anundergraduate degree from the University of Texas, and a Masters Degree from Penn State University

His energetic and enthusiastic style, combined with extensive functional experience, makes him an excellent consultant, trainer, and facilitator of change.

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Senior Consultants’ Profile

Michael W. Gozzo ( “Who’s Who in American Manufacturing”)

Michael W. Gozzo has over 30 years experience in Supply Chain, Demand Flow Technology, Just-In-Time, Total Quality Control,

Inventory Control and Production/Operations Management. His experience as a practitioner concluded after completing seven years asDirector of Operations at a division of Allied-Signal. He subsequently became a consultant and guided manufacturers and computerOEM’s (Apple) in the planning and interface with their suppliers.

He has traveled and worked extensively in Canada, England, Hong Kong, Ireland, Scotland, Germany, Japan, Korea, Mexico, Indonesia, etc.

Mr. Gozzo has been selected to Who's Who in American Manufacturing and is one of the best in his field as can be seen from his Certifications,Memberships, Publications, Clients and

Certifications & Memberships• Certified in Production and Inventory Management (CPIM) & Certified Supply Chain Professional (CSCP) by the Association for Operations Management(APICS),• Member of the American Society for Quality (ASQ),• Member of the Institute for Supply Management (ISM formerly NAPM),• Member of Society for Manufacturing Engineers (SME),• Member of International Service Quality Association (ISQA).

Books PublishedMr. Gozzo is a successful and established author of many books. He is the co-author of "Made In America - The Total Business Concept", "Just-In-TimePurchasing", "Supplier Certification", "Behind Bars: Bar Coding Principles and Applications", and his latest "People Empowerment - Success Through

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Rob Thompson BA, MCIPS

Rob is an outstanding procurement & contracts professionals with 30 years international experience in strategic & operational

procurement and contracts. He has a natural passion for training procurement & contracts people seen in the facts that he has deliveredover 1,000 specialist training programs with CIPS and over 400 other training programs with other organisations worldwide.

His specialist areas include purchasing and contract management, the development and implementation of major business strategic initiatives, negotiation,contract law and market and supplier development across a broad spectrum of business organisations and commodity areas including oil & gas, facilitiesmanagement, construction, financial services, manufacturing, food processing and IT. He’s an expert at developing and organising the interface with internaland external suppliers, customers, and sub-contractors.

Rob has the ability to merge theory with practice and make lively and interactive sessions.

“Rob has a unique style of training, he has the ability to combine theory with practical application to create workable solutions for the organisation.”Sarah Sediqa

Strategic Business Development LKPP Indonesia

Rob is very much a procurement practitioner where he has many achievements on cost savings, contract utilisation, supplier base reduction and commodity negotiations & development.

As a Regional Director of Purchasing Rob achieved:Over $15 Million in Savings;15% reduction in supplier base;Increased contract utilisation by 15%; and Increased purchasing efficiency by 18%.

As a Regional Purchasing Manager earlier in his career Rob achieved a 5% savings when developing and negotiating contracts for 5 new commodity areas.

Senior Consultants’ Profile

TRAINING SCHEDULE08:30am Registration & Morning Coffee 09:00am Training Starts10:45am Morning Coffee Break11:00am Training Resumes01:00pm Lunch02:00pm Training Resumes03:40pm Afternoon Coffee Break04:00pm Question & Answer05:00pm End of Training

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Daniel Feiman (“CMC© Award – The Top 1%”Institute of Management Consultants)

Daniel Feiman, MBA, CMC® & Visiting Professor consults in three areas: Strategy: Planning & Implementation; Finance: Modeling

&Analysis; Process: Continuous Process Improvement & Certified Supplier Programs.

He is a regular facilitator for both APICS and ISM for programs on Finance for the Supply Management Professional, Optimizing YourSupply Chain & Developing a Certified Supplier Program. All of these programs are strategically designed for procurement professionals.

Mr. Feiman is an internationally recognized leader working with firms such as ADNOC (United Arab Emirates), American Management Association (AMA); TheAssociation for Operations Management (APICS); Apple, ARAMCO (Saudi Arabia), California Institute of International Business & Economics, Credit Suisse,Hilton Hotels, Institute for Supply Management (ISM), Mattel, PEMEX (México), PDO, (Oman), Promigas (Colombia) Reliance (India), TRW, UEM (Malaysia) &the University of Manchester (UK) among others.

He is adjunct faculty at the University of California, Los Angeles (UCLA) Extension Department (since 1990) and The Visiting Professor in the University ofHuddersfield’s (UK) Business School.Mr. Feiman has over 18 years’ experience in all facets of both the traditional & nontraditional banking industry. He has been interviewed on varioustelevision and radio shows.

He has been awarded the CMC© designation by Institute of Management Consultants which is awarded to less than 1% of management consultants.

“Daniel was incredibly knowledgeable & presented the information with enthusiasm. He made a potentially dry subject interesting & relevant”“Daniel’s expertise includes extensive “real-world” experience coupled with a strong academic background. This combination makes him superb for teaching

courses in the financial management domain. His breadth of knowledge and competency in Finance is superb. We enjoyed a terrific seminar.” –Karim Cherif, UCLA Extension,

Associate Dean

“Daniel was incredibly knowledgeable & presented the information with enthusiasm. He made a potentially dry subject interesting & relevant”

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Partial List of Testimonials from our Clients

I felt great. I learned in-depth exposure to negotiation. Different from what i read from books.

Purchasing Manager , Sanyan Wood Sdn. Bhd.

Very interesting clear, thought provoking and comprehensive coverage.

Assistant Manager-Legal , Deleum Berhad.

Interaction with trainer and his presentation skills inside the course highly valuable and efficient. Content is rich and highly

efficiently.

GM Supply Chain, Siemens Limited.

… very effective. Outcome of the course was more in beyond expectation. … Provided practical example. He also delivered

in manner that would wake you up- keep you active. He shared limitless experience.

Procurement Manager, Petron Corporation Manila.

Robi is an excellent trainer. After attending course, I feel excited and can’t wait to go to office and start work.

Contract Management, Petronas Lubricants International Sdn. Bhd.

I am fully satisfied with knowledge and guidance provided. Relevant and world class.

Head of Procurement and Inventory, Teras Technology.

This training has opened up new perspective on looking at procurement from a strategic point of view to benefit an

organization bottom line directly.

Siemens Malaysia Sdn. Bhd.

… superb! I got many ideas to enhance our contact management practice.

Procurement Executive, Institut Jantung Negara.

I gained a great deal of understanding that is practical and not simply from books. I would be very interested in any of

Robi’s Programmes.

Sub Contracts Manager, Leighton Offshore.

The course has given me a different perspective of contracts management/administration and made me think out of box.

Manager - Contracts Administration, Contraves Advanced Devices Sdn. Bhd.

Mike has excellent knowledge about the subject, we enjoyed the course.

Purchase Supervisor, National Marine.

I find the course very interesting and changed my mindset not only about my job scope but procurement as a career. Now,

I’m looking forward to a productive and more creative job as buyer.

Procurement Associate, Petron Fuel Intl. Sdn. Bhd.

Lot of ideas and new knowledge gain throughout the course. Robi is a well experience trainer who shares knowledge with

participants.

Senior Manager, Pharmaniaga Logistics Sdn. Bhd.

The knowledge I got is remarkable, the tools and techniques were also new for me.

Director, IT Planning & Business Management, EtisalatUAE.

Mr.Gozzo has great knowledge and experience.

Manager , Products & Services, Etisalat

Very practical training course that provides more insights on carrying out an effective procurement price / cost analysis.

Procurement Project Specialist , Xyratex (M) Sdn. Bhd.

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+603 7665 2035REGISTRATION FORM

Tender Management23 - 24 March 2015, KL, Malaysia

Contract Administration25 - 26 March 2015, KL, Malaysia

Strategic Sourcing8 – 9 April 2015, KL, Malaysia

Cost Price Analysis in Purchasing9 - 10 June 2015, KL, Malaysia

Leading & Managing in Procurement11 - 12 June 2015, KL, Malaysia

Global Best Practices in Procurement17 - 18 August 2015, KL, Malaysia

How to Negotiate Lower Prices & Lower TCO With Suppliers19 - 20 August 2015, KL, Malaysia

Confirmation detailsJoining details confirming your participation will be sent, once a registration has been received. After receiving payment, a receipt will be issued.

Cancellations/SubstitutionsSubstitutions are welcome at any time. Please notify us at least 2working days prior to the event. All cancellations will carry a 100%cancellation fee, once a registration form is received. All cancellationsmust be in writing by fax or email at least 3 weeks before the eventdate. You will be entitled to attend any of our other courses at a laterdate.

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