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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

15 Rules for Ethical Supplier Interaction

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Could your interactions with suppliers be unethical without you even knowing it? Whether you’re a purchasing professional who deals with suppliers constantly or you hold a business role—such as an engineer, IT professional, or administrative assistant—that requires only occasional supplier interaction, there are many potential ethical landmines waiting to explode and subsequently ruin your career. You may be aware of a few of these ethically-sensitive situations, but very few people are aware of all of the ethical traps that can get honest business people into bad situations.

The good news is that you can identify those supplier interactions—even the subtle ones—that can cross the line between good ethics and poor ethics. This course can help you confidently steer clear of those business situations and provide you with the knowledge necessary to have a career that meets the highest standards for business ethics. Upon completing this course, you will be able to:

  • Determine whether accepting a gift from a supplier is ethical
  • Determine whether going to lunch or a social event with a supplier is ethically unacceptable
  • Understand how changes to supplier evaluation criteria may invite scrutiny
  • Apply ethical purchasing best practices to decide which suppliers can submit bids for a purchase
  • Identify what information you must protect, even if it is not marked as confidential

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

Preventing and Managing Backdoor Selling

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Are supplier salespeople circumventing your procurement processes in order to maximize their profits? If so, they are doing so at the expense of your organization. As a procurement professional, it is your job to put a stop to that supplier behavior, called “backdoor selling.”

Supplier salespeople are often so skilled at backdoor selling that their customers do not even realize how much money they are losing as a result. And it has traditionally been very difficult for procurement professionals like you to figure out effective approaches for eliminating backdoor selling from their organizations. But there is good news! Several best practices have emerged in recent years that can reverse the disturbing growth of backdoor selling. Learning these best practices can help you match the skills of the most highly successful, manipulative suppliers and, as a result, save your organization quite a lot of money. Upon completing this course, you will be able to:

  • Identify the various forms of backdoor selling
  • Understand how suppliers disguise sleazy techniques in the form of innocent-sounding questions
  • Negotiate with a supplier who has already gotten an internal customer to commit to a purchase
  • Apply the four components of backdoor selling prevention
  • Implement an anti-backdoor-selling policy
  • Obtain support from senior management
  • Effectively team up with stakeholders to address sneaky suppliers
  • Develop messages for suppliers to encourage the behavior you want and discourage the behavior you don’t

 


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

Tips for Regret-Free Supplier Communication

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When a supplier fails to meet expectations, is it automatically the fault of that supplier—or could your communication skills be to blame? Often, supplier failure is the result of some type of mistake in, or in the interpretation of, the communication and not just a supplier inadequacy. In today’s procurement environment, top-notch business communication skills, both written and verbal, are crucial. Upon completing this course, you will be able to:

  • Apply the “3 Bases of Communication” that will guide you to communicate in a way that facilitates good supplier performance
  • Identify four of the potential components of a complete specification
  • Apply analytical thinking and communication skills in procurement
  • Apply the three keys of good pricing communication
  • Understand how to apply good communication practices when negotiating supplier remedies
  • Identify what to watch out for in suppliers’ force majeure clauses
  • Utilize price adjustment clauses that avoid common supplier disputes

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 hour of CE credit 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.

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