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402, 2021

Negotiation No-No’s

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Could you be making mistakes during negotiations and not even know it? Even if you’ve successfully negotiated price reductions, you may not be getting the best deals possible. Knowing a few techniques is not enough. You especially need to know what not to do in a negotiation. This course will alert you to the common negotiation mistakes many procurement professionals make so that you can avoid them.


This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS, CPOP, CPOM, and CPOE certifications.

402, 2021

Procurement KPIs and Business Acumen

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Many procurement professionals lack two significant qualities that prevent them from achieving higher levels of success. One is the ability to properly use key performance indicators (KPIs) for maximum procurement success. The other is business acumen—broad business skills and a way of thinking that brings unprecedented value to an organization. Upon completing this course, you will be able to:

  • Understand what business acumen is and why it is essential for procurement success
  • Apply the mindset required to successfully adapt business and procurement practices from other industries
  • The definitions, differences, and value of Key Result Indicators and Key Performance Indicators
  • Understand how KPIs are used in the business world, including outside of the procurement profession
  • Understand what the Procurement Funnel is and how it is used
  • Understand the four synergistic and critical procurement KPIs, their fine details, and how to use them to maximize your cost savings
  • Calculate and establish baselines for the four critical procurement KPIs
  • Identify the factors that prevent the achievement of a procurement department’s cost savings potential
  • Apply synergistic KPIs to create a compound effect on business results
  • Apply techniques that can be applied to improve performance in KPI areas and increase cost savings
  • Improve procurement productivity
  • Apply techniques for achieving a higher percentage of cost savings on sourced categories
  • Influence internal customers and improve their compliance with procurement contracts, thereby reducing maverick spend

This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately four hours to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH credit towards the CPOS, CPOP, CPOM, and CPOE certifications.

402, 2021

Managing Supplier Performance

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Learn how to develop a supplier evaluation program to help correct poor supplier performance. By applying proven techniques for evaluating and improving supplier performance, you can achieve more on-time deliveries, fewer quality defects, better service, and fewer headaches from your supply base. Upon completion of this course, you will be able to:

  • Develop powerful performance measures for supplier evaluation
  • Articulate the criticality of supplier performance
  • Select suppliers for a supplier performance management program
  • Involve internal stakeholders in the supplier evaluation process
  • Decide between supplier evaluation methods such as supplier scorecards and system metrics
  • Decide if Supply Chain Event Management (SCEM) software will work for your organization
  • Reward suppliers and/or correct poor supplier performance

This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS, CPOP, CPOM, and CPOE certifications.

402, 2021

7 Critical Steps of Effective Supplier Selection

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Selecting suppliers is one of the most important jobs you have as a procurement professional. A flawed supplier selection process can result in poor supplier performance, supply disruptions, and inefficiencies. Unfortunately, most purchasing professionals don’t use a well-thought-out and consistent method for arriving at the best supplier selection decisions, which are mandatory in today’s challenging business environment.

Developing a reliable process for identifying and selecting the “ultimate” supplier doesn’t have to be an impossible task. You can learn the seven steps designed to help you do a better job of selecting suppliers so that your organization becomes more competitive, more efficient, and more profitable. Upon completing this course, you will be able to:

  • Identify the eight most common supplier selection criteria
  • Identify supplier selection constraints and criteria
  • Apply the “Hierarchy of Constraints and Criteria”
  • Apply weighted average scoring to supplier selection
  • Develop a scoring scheme used in supplier scorecards
  • Analyze proposals, qualify supplier proposals, and use supplier scorecards
  • Determine what to use to ensure that your supplier selection process is on target

This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS, CPOP, CPOM, and CPOE certifications.

402, 2021

Supplier Development Program Basics

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The more suppliers that you are responsible for, the more likely you’ll find yourself dealing with suppliers that fail to perform to their full potential. That doesn’t mean that perfect supplier performance is an unrealistic goal. There are certain ways you can work with your suppliers to get closer and closer to that goal. This course will teach you how to get started using supplier development as a weapon in your procurement arsenal. Upon completing this course, you will be able to:

  • Identify the characteristics of a good supplier and a bad supplier
  • Apply the six steps of the supplier development process
  • Identify categories for supplier development
  • Understand what the Kraljik Matrix is and how to use it in your supplier development program
  • Understand what non-critical, bottleneck, leverage, and critical supplies are and the preferred procurement action for each
  • Apply nine supplier development techniques that work

This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately two hours to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 2 CEHs towards the CPOS, CPOP, CPOM, and CPOE certifications.

402, 2021

Adding Procurement Value to Marketing Spend

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Procurement teams can help other departments identify their current resources and true needs, conduct thorough sourcing events with vetted suppliers, and negotiate best-in-class agreements. Through this process, long-term, strategic relationships can be established with the right suppliers, increasing value to the organization while ensuring the most competitive market pricing is achieved.

Marketing is one of the newer categories being addressed by procurement departments in the world today. Like other specialized areas whose spend was traditionally kept separate from procurement and sourcing departments, marketing has some unique characteristics for which procurement professionals must be prepared. You can master methods of working with your marketing department to gain their cooperation, implement a world-class marketing procurement strategy, and, ultimately, achieve better value. Upon completing this course, you will be able to:

  • Apply three valuable processes to marketing
  • Identify initial marketing categories for consideration
  • Establish a relationship with your marketing department
  • Apply the five phases of strategic sourcing for marketing
  • Apply the five best practices of sourcing marketing
  • Identify when to collaborate with consultants

This course was developed in close collaboration with SourceOne Management Services—a consultancy with extensive expertise in sourcing Marketing spend.


This is a self-paced course with no instructor-led forum and you have 30 days from registration to complete all course elements. It should take you approximately one hour to review the material and take any quizzes. All readings are provided in the course.

This course has been pre-approved for 1 CEH towards the CPOS, CPOP, CPOM, and CPOE certifications.

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