Supplier Relationship Management

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How to Maximise Vendor / Supplier USD300 wort
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Performance & Management KPI Traffic Li
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KPI Speedom
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19-20 July 2017 | Dubai, UAE Project Timel
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Key benefits of attending this workshop: Workshop Trainer:

Dr Michael Fletcher
Gain a better understanding of what GOOD Supplier Director of Procurement and Supply
Management means and how to achieve it Chain Practice IABFM
Learn about SCOR and other Supplier Scoring systems
Board Member South China Supply
Learn about Michael Porters Five Forces Model and how to
Institute of Supply Chain
apply it toward their suppliers Certified IABFM Public Procurement
Master how to transit BAD Suppliers without losing Trainer
confidence with customers Certified IABFM Supply Chain
Modelling Trainer
Gain a better understanding about Supplier Negotiation Certified IABFM Procurement Trainer
Know the skills necessary to better manage their Supplier Certified IABFM Supply Modelling
Performance and know how to correct BAD Supplier Trainer
Behaviour before it fails and costs the Company loss of Certified IABFM Warehouse
Management Trainer
money and trust from their end users SCM Globe Certified Modeller and
Understand and being able to execute Supplier Surveys to Supply Chain Management Trainer
improve current supplier relationships and Assessor
Former Director and Managing Partner
of China Business Solutions Ltd
Executive Training Specialist of
Management and Marketing
President and Chairman of Cornell
Continuing Education and Training
Former Program Operator for Aviation
Degree Programme in Transportation
Management for Swinburne University
Vice Chairman for the South China
(Institute of Supply Chain
Organised by: Accredited by: Management)

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 Workshop Overview:

The workshop will cover the essentials of how to develop and maintain excellent supplier
relationships, and how to effectively score suppliers and apply important KPIs to improve Supplier
Performance, using relevant case studies and exercises.

At the end of the 2-day training, delegates will have a clear and concise understanding of what it
means to manage their suppliers without them knowing they are being managed. The programme
will also cover in-depth negotiation tactics and how to use them to get a better deal from Suppliers.
Delegates will then be given the right tools to allow them to carry out Supplier surveys in an
efficient and highly effective way.

Who Should Attend This Workshop:

Professionals, Heads of Departments, Managers, Executives responsible for

Contracts Projects Supply Chains
Maintenance Purchasing Supply management
Operations Public Procurement Tenders
Procurement Sourcing

Why You Should Attend This Workshop:

Delegates will get the latest advice and training about Suppliers and the best way to correctly
select, develop, manage and monitor their suppliers for better communication flows, and faster
supplier responses, resulting in better Supplier Performance. They will be able to achieve this by
learning how to use effective Supplier Relationship building and monitoring tools and
techniques. All attendees will be given useful KPI and KPI building excel templates worth USD
300 that they can use to measure their supplier after the programme.

About Open Forum Enterprise:

Open Forum Enterprise exists to facilitate, through a series of engaging channels and skills enhancement
platforms, the development and promotion of new thinking and practical solutions in seemingly complex issues.
We bring together a wealth of experience in conference production and events management to deliver high
quality meetings for public and corporate sectors. We deliver high quality events at which delegates hear from
leading thinkers, influencers and practitioners and have the opportunity to learn about and debate latest policy
and service developments.
Connect with us at:

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Open Forum Enterprise | T: +65 6635 8836 | F: +65 6635 8530 | tickets@openforum.com.sg | www.openforum.com.sg
 For customised training, call us at +65 6635 8833
or email us at tickets@openforum.com.sg
Agenda:
Day 1 (19 July 2017)

The Importance of Selecting and Case Study Exercise 2 How

Developing Good Supplier Relationships
and How Metrics Can Help Shape Good
Supplier Communication and Interaction
How Walmart and Dell view their Supplier
relationships (an insight into the Walmart and Dell
models)
Supplier Relationship Video
Why Supplier Relationships are so important
Enhancing value by developing better Supplier
Relationships to ensure client longevity
Understanding and creating proper price and cost
evolution / price and cost development
Strategic sourcing in a perfect world vs strategic
sourcing in the real world
Key points to follow to establish whether you are a
preferred customer
What it means to be a customer of choice and
what to do to keep being a customer of choice
Supplier Relationship Improvement Tools How to
develop and use them to create whats best for the
business
Types of Supplier Relationships Which one are you?
ConocoPhilips listed as a Fortune
500 company successfully reduced
prices from Suppliers by managing
Suppliers costs
Utilising SCM Modelling Software to
develop, perfect and optimise supply
chains for better supplier relationships
Video
Assessing, monitoring and measuring supplier
performance
Introduction to SCOR and how it can improve
supplier performance
Understanding Supplier metrics scoring systems
and using them to alleviate possible internal
constrains
How other companies use their SCORE CARDS
the new Normal versus the Old and Outdated
The simplicity of the Metric Weighted Point
method and how it can deliver quick results

Case Study Exercise 1 The True Exercise 1 Weighted Point Method

Cost When Suppliers Put Profit Using Percentage to Score Suppliers
Ahead of Their Responsibilities Based on Price/Quality/ Delivery
and Service
The EIGHT VS with Supplier Relationship
The Process of Supplier Management Management
Variability
Understanding how to correctly identify
Volume 3
relationship attributes that are hard opposed to
Visibility
relationship attributes that are soft.
Vulnerability
5 Step to achieving the best supplier management
Velocity
(The Supplier Management Model)
Volatility
Managing and monitoring internal supplier
Variation
communications
Value
Understanding what drives misalignment in
Supplier Relationships and why it happens
Using the 6 Rs to Solve the 8 V problems with
Knowing what a Supply Managers core skills and
Suppliers
knowledge should be
Rationalisation
Getting to grips with Supplier Relationship
Reliability
Management
Responsiveness
Automated supplier, compliance and regulatory
Resilience
document management and what it means for the
Relationship Management
worlds leading companies
Risk Management
How to turn date into useful information
Video
How and why the Bullwhip effects supply chains
and understanding what could happen with
suppliers

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Agenda:
Day 2 (20 July 2017)
Using the Theory of Constraints to
Improve Supplier Efficiency and
Negotiating Intelligently to Remove
Supplier Barriers
What are the different type of Supply Chains and
how do they affect Supplier Relationships
Video
8 Rules that Smart Supply Chain people must
apply to remove customer and supplier bottlenecks
Implementing positive direction from 5 easy steps
that focus on better supplier performance
Video
Deciphering the lessons of the Iceberg Theory vs
Ice Cube Theory
Developing better customer relationship
management and using it properly to maintain
better supplier development
What are the various Supplier Relationship (The
good vs the bad)
What drives partnership definition and how can we
use the model proactively?
How do the Porters Five Forces P.E.S.T Analysis
work to assess supplier risks
How to develop the best Supply Market Profiling
using Porters Five Forces
The steps required to insure supplier identification
has been done correctly
Video
Exercise 2 Porters Five Forces
Learning the Porters Model to
Evaluate Suppliers
How can we model and score vendor/ Supplier
Relationship to ensure we select the best supplier.
Understanding how to implement the process of
transitioning a bad supplier for good supplier
How the process of transitioning bad suppliers for
good supplier works
Understanding and implementing the drivers for
KPIs (Key Performance Indicators)
What are the 3 main components of a KPI and
how do they improve a suppliers performance?
2 of the most common KPIs and how they are
used to deliver quick results
Open Forum Enterprise | T: +65 6635 8836 | F: +65 6635 8530 | tickets@openforum.com.sg | www.openforum.com.sg
For customised training, call us at +65 6635 8836
or email us at tickets@openforum.com.sg
KPI Case Study Exercise 3
Creating a Traffic Light KPI to
Measure the Level of Current
Supplier Performance
How the Defence Force Tender process works
Creating the best supplier submission using a
tender approach
Using supplier tender assessment cost vs
capability to get the best outcome
Employing the 10 steps of negotiation to gain the
upper hand on the hard-to-deal-with suppliers
How to make supplier selection negotiation work in
your favour
Getting to know the negotiation model and
adopting the right approach
Understanding the 18 Camels and how they relate
to negotiating with suppliers
Case Study Exercise 4 Negotiating
A Better Deal with Suppliers
Getting to the bottom of proper supplier selection
criteria
Knowing what causes supplier criteria restraints
and knowing how to remove them
The best way to correct supplier nonperformance
Understanding the true cost when buyers and late
deliveries occur
What good due diligence really means and how it
drive Improvements in supplier development
The key steps to correctly identifying when to
doubt competency
The circle of concern with suppliers and how it
affects relationships
Key steps to apply so that most delivery and cost
issues can be avoided
Vendor supply and how it works best by using
proper supplier surveys
Steps to apply to achieve the best approach to
assess supplier relationship overview
Teams will participate in an interactive supplier
Raw Material Purchasing Game so that they
clearly understand the importance of cost and
timing strategies
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 About Your Course Facilitator:
Dr. Michael S Fletcher is the IABFM director of Procurement and Supply Chain Practice and sits
on the Board of the Australian Branch of the International Academy of Business and Financial
Management. He is also actively involved at IABFM in improving existing training programmes
and developing new programmes in areas such as Procurement, Supply Chain and Human
Resource Policies. He has delivered CIPP, CIWP, CHRM training programmes in a number of
countries including Australia, United Arab Emirates, Kingdom of Saudi Arabia, Kenya, South
Africa, Indonesia, Malaysia, Singapore, Hong Kong, Zambia, China, Ghana and Namibia.

He holds a DBA in Business and Marketing, and acts as a PhD supervisor for a number of
university doctorate candidates in Asia. He has an extensive educational background in fields
such as international business, human resources management, marketing, procurement, lo-
gistics, warehouse and supply chain management for the Australian Institute of Export, Swin-
burne University, Griffith University, Swinburne University and the North Western Christian
University among others. In addition to this he has more than 19 years of experience, in
providing public procurement and supply contracts in Hong Kong, where he has worked with
and assisted various departments of the HKSAR Government. He has also been identified as Dr. Michael S Fletcher
a respected specialist in consulting and assisted in a number of start-up cooperations for Eu-
rope based companies, who wish to set up businesses or trade with private and state owned
enterprise companies in PRC China.

He holds a voluntary role as the Vice Chairman of Training for the South China Institute of Supply Chain Management at the Hong Kong
Polytechnic University, and has a seat on the board with other respected professionals and academics, whose role is acting as a think tank
for innovation and improvement in areas of Supply Chain and Procurement.

His latest ventures involved creating a training and coaching program which uses supply chain software to train supply chain personnel
how to set up a real-time supply chain models then run the models through a simulation, to analyse them and optimise the operation to
improve its overall performance, by applying planning and development strategies. This programme is effective in getting supply chains to
run lean and efficient. He has also authored a book entitled "How to Avoid Being Burnt by the Dragon or Eaten by the Tiger,& which
addresses the pros and cons of doing business in Asia, and is now in the process of completing and publishing a second book in Modern
Procurement Methods.

Partial list of organisations that have benefitted from Dr Michaels expertise:

Abricot, Switzerland Griffith University, Australia Procurement) Indonesia
Ah Ngau Engineering, Hong Kong Gulfnet, Kuwait Republic of Namibia, Ministry of
ARABSAT, Kingdom of Saudi Arabia Hong Kong Polytechnic University Defence, Namibia
ARTC Australian Rail Track Corporation, Australia HSBC Bank, Middle East Reiter Textile Instruments Co, Ltd,
Asia Petro Chemical Supplies, Hong Kong, HSR University Switzerland China
Australian Institute of Export, Australia Islamic Development Bank, Kingdom Roche, Singapore
Australian Locum Medical Services, Australia of Saudi Arabia Rolls Royce, Singapore
BNI Indonesia John Deere, Australia Sembcorp Marine, Singapore
BOSE, Singapore JP Morgan, Singapore Seplat, Nigeria
Brunei Shell Marketing Sdn Bhd, Brunei Lenovo, Singapore Shanghai Zhou Tong University,
Buhler Group, China Marina Bay Sands, Singapore China
Castle Peak Power Station (NT), Hong Kong Marsa Pacific Healthcare, China Skilled Group, Australia
Cathay Pacific, Hong Kong Maybank, Malaysia SKMIGAS, Indonesia
Centre for Management Australia, Australia Mecedes Benz Indonesia Standard Bank, Namibia
China Development Corporation, China Metlo Toledo, China ST Logistics, Singapore
Coca Cola, Tanzania National Bureau of Statistics, The Swinburne University, Australia
DBS Bank, Singapore Presidency, Nigeria Tanzania Revenue Authority,
DT Group Warehousing, Angola National Oil Corporation of Kenya, Tanzania
Ecobank, Rawanda Kenya ThaiCOM, Thailand
Ethnicraft, Indonesia NCELL, Nepal Trafigura, South Africa
Eppendorf, Malaysia NWC University Oregon, USA UCC, Qatar
FBN, Nigeria ORYX Energies, Kenya Voltran Inc, Australia
Frontken Projects, Singapore Pertamina Indonesia Westrac, Australia
Gasal Company, Qatar PGNIG, Egypt Wiley, Singapore
Great Eastern, Singapore PT Semen Padang (Bureau of Goods Zain, Kuwait

List of publications written by Dr. Michael:

How to Avoid Being Burnt by the Dragon or Eaten by the Tiger Modern Procurement Methods (Undergoing Editing for
(Published 2014) Publication) 2016
What Happens When Talented People Leave (The Gain Drain) Angola Cooperative Case Study 2016
2014 S and J Trading Case Study 2016
Four Reasons to use Simulations for Supply Chains 2015
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 Registration Form:
Supplier Relationship Management 19-20 July 2017 | Dubai, UAE
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