Training and Mentoring Programs
Strategic Sourcing & Negotiations Management (SSNM)
In robust, interactive classroom sessions, participants learn practical, “how to” techniques for:
- Creating effective sourcing teams
- Gaining stakeholder involvement and buy-in
- Comprehensively understanding both internal needs and the external supply market
- Understanding the Total Cost of Ownership (TCO)
- Building effective RFIs and RFPs
- Developing the right sourcing strategy
- Establishing negotiations objectives and strategy
- Conducting effective negotiations and developing a good contract
- “Speaking with one voice” to suppliers
- Developing and maintaining long-term supplier relationships
Participants earn 11 ISM Continuing Education (CE) credits. The SSNM course can be offered as standalone training or as part of a larger procurement transformation.
SSNM Executive Briefing
This topline version of the SSNM course listed above is focused on the needs of executives and other key internal stakeholders who must be familiar with the sourcing and negotiations process in order to effectively support it.
Negotiations Management
For organizations that already have strategic sourcing training in place, Greybeard offers a course focused on enhancing negotiations management. Topics include:
- Negotiations management as a business process
- Differences between tactical and strategic negotiation approaches
- Developing negotiations strategy and objectives
- Negotiations preparation, including data collection and market insight
- Communications planning and execution, including effective meetings
- “Speaking with one voice” in executing negotiations
- The appropriate role for senior management to play
- Pitfalls to avoid
Strategic Sourcing & Negotiations Management (SSNM) |
SSNM Executive Briefing |
Negotiations Management (NM) |
|
|---|---|---|---|
| Location | On-site at client’s location | On-site at client’s location | On-site at client’s location |
| Length | 1-⅔ days | ½ day executive briefing; 1-hour version also available | 6 to 8 hours |
| Class size | Typically between 15 and 25, max 32 | Typically between 5 and 15, max 20 | Typically between 15 and 25, max 32 |
| Number of trainers | 2 experienced sourcing team leaders/coaches | 2 experienced sourcing team leaders/coaches | 2 experienced sourcing team leaders/coaches |
| Leave-behind | Hard-copy, spiral-bound book of all course materials* | Hard-copy, spiral-bound book of all course materials* | Hard-copy, spiral-bound book of all course materials* |
| “Speaking with One Voice” program DVD* | Perpetual license* | Perpetual license* | Perpetual license* |
