About This Course:....ix
How to Take This Course:....xi
Pre-Test:....xiii

1 Importance of Purchasing Today:....1
Purchasing Costs Identified on the Balance Sheet
Cross-Functional Participation
Personnel in Purchasing Add Value to Their Organizations
  1. Leveraging Purchases
        Exercise: Leveraging
  2. Managing the Total Cost of the Supply Chain
  3. Conducting Value Analysis
        Exercise: Value Analysis
  4. Reducing Administrative Processes
  5. Selecting the Best Suppliers
  6. Certifying Suppliers
        Exercise: Supplier Certification
  7. Taking Corrective Action
  8. Receiving Input and Assistance from Suppliers
The Role of Purchasing
Organization and Job Descriptions
        Exercise: Staffing
Recap
Review Questions

2 Purchasing Policies and Procedures:....19
Implementing Corporate Strategy
  Problems
  Documentation
Typical Policies and Procedures
Developing Procedures
Developing Policies
  Tie to Business Strategy
Recap
Review Questions

3 The Purchasing Process:....33
The Generic Stages of Purchasing
The Standardized Purchasing Process
  Step 1. Gather Information and Survey Market
  Step 2. Develop a Purchase Strategy
  Step 3. Develop and Send the Request for Quotation or Proposal
  Step 4. Evaluate and Select Suppliers
  Step S. Negotiate the Terms and Conditions of Purchase
  Step 6. Implement the Agreement
Involving Other Functions
Steps Often Overlooked
Negative Consequences
Recap
Review Questions

4 Gather Information and Survey Market:....47
Information Needed
Company Data
Market Data
  Market Research
Recap
Review Questions

5 Develop a Purchase Strategy:....61
Five Key Elements of the Purchase Strategy
#1 -What Product/Service Are You Purchasing?
  Guidelines for Writing Statements of Work or Specifications
#2-When Do You Require the Product/Service?
#3-What Quantity Should Be Purchased?
  Economic Order Quantities
  Exercise: Calculating the EOQ
  Minimum-Maximum
  Exercise: Columbian Packing Company
#4-Selection Criteria for Suppliers
#5-Implementation Date
Recap
Review Questions

6 Develop and Send the Request for Bids or Proposals:....79
Solicitation
  Definition
Contents of the Solicitation
  1. Statement of Work/Specifications
  2. Legal Terms and Conditions
  3. Business Conditions
  4. Due Date and Time for Response
  5. Evaluation Criteria
Solicitation Process
  Transmitting the Solicitation
  Best Practices: Writing Solicitations
Recap
Review Questions

7 Evaluate the Bids/Proposals and Select the Best Suppliers:....95
The Evaluation Team
Using the Evaluation Criteria
Evaluating Costs
  Price Analysis
    Exercise: Price Analysis
Cost Analysis
Total Cost Analysis
Supplier Assessment and Audit
Recap
Review Questions

8 Negotiate the Terms of the Deal:....117
Essentials of Contracts
  Purchase Orders
  Goals of Procurement
The Negotiating Process
  Step 1. Describe the Deal
  Step 2. Consider the Supplier's Reaction
    Exercise: Cost Calculation
  Step 3. Devise a Plan
  Step 4. Share Your Goals with the Supplier
  Step 5. Attempt to Reach Consensus
Gaining Acceptance
Typical Problems
Trends in Negotiations
Recap
Review Questions

9 Implement the Deal:....131
Focus of Supply Management Activities
  Existing Supplier/Existing Product or Service
  Existing Supplier/New Product or Service
  New Supplier/Existing Product or Service
  New Supplier/New Product or Service
Supplier Development
Supplier Management Activities
  Exercise: Selecting a Supplier for Performance Management
Recap
Review Questions

10 Pulling It All Together to Be an Effective Purchaser:....143
Professional Development
  Core Competencies
  Competency Assessment
Purchasing Products versus Services
Supplier Quality
Work More Effectively with Other Functions
  Teamwork
International Purchasing
  Processes
  Logistics and Distribution
  Costs
Recap
Review Questions

Glossary:....157
Recommended Reading List:....161
Post-Test:....163

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