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University of Louisville Purchasing course catalog
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Purchasing/Supply Chain Management
Seminars & Certificate ProgramFall 2010-Fall 2011
2 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 3
NEW!
Purchasing as a Profit Center: How to Manage the Purchasing/ Supply Chain Organization
As purchasing changes from an acquisition function to one of sup-
ply chain management, so does the role of purchasing executives.
In addition to overseeing buyers, today’s purchasing /supply chain
executives need expert skills for:
•Strategic outsourcing of the organization’s supply chain
•Managing and fostering supplier relationships
• Aligning supplier performance with the organization’s business
strategies
• Utilizing technologies that offer real-time access to inventories
and supply chains
• Restructuring supply chains to give their organizations a competi-
tive edge
• Retaining the right people amid requests to cut costs and head
counts
• Measuring the supply chain function and marketing it as a profit
center—not a cost center
•Cutting costs and doing more with fewer staff
During this new seminar, you’ll learn to use these skills to demon-
strate purchasing’s positive impacts to the bottom line—and turn
the perception of your department from a cost center to a profit
center.
Who Should Attend:
•Chief purchasing officers
•Vice presidents of purchasing
•Supply chain executives
•Purchasing directors
•Purchasing/supply chain managers
•Managers responsible for the purchasing/supply chain function
Agenda:
1. Mission, Objectives and Responsibilities of Purchasing/Supply
Chain
2. Structure and Functions of Purchasing/Supply Chain
Management
3. Applying Financial Dimensions to Purchasing/Supply Chain:
MRO, Financial Statements, Ratios and More
4. Marketing the Purchasing/Supply Chain Function: The FLOTAI®
Quotient
5. The How’s and What’s of Measuring the Purchasing/Supply
Chain Function
6. How to Measure the Purchasing/Supply Chain’s Profit
Contribution
7. Justifying Management’s Investment in Purchasing: Steps for
Success
8. Open Forum: Performance Systems
Schedule:
Monday & Tuesday, 10/04 & 10/05/2010
Louisville, KY
You’ll Also Learn:
• How to develop a mission state-
ment for the purchasing/supply
chain function
• What 20 key items you should
measure
• How to effectively market the
purchasing/supply chain function
• The 24 responsibilities of the pur-
chasing/supply chain function
• What to include in reports for
your boss and how to format
them
• How to attract, select, develop
and retain the right people
Save $250 on an unlimited number of registrations with our corporate discount plan.
See page 8 for details.
Register NowRegister Now
Purchasing/Supply Chain Management Seminars 3
As organizations struggle with rapid shifts in technology and mar-
kets, purchasing professionals are finding themselves in need of new
and improved skills, a better understanding of the cost structure of
new and existing products and services, and the ability to deal with
new and different suppliers and technology.
Furthermore, management is viewing purchasing as a cost center
and asking its buyers to reduce costs like never before. Today’s
purchasing professionals must find effective ways of reducing costs,
and above all, understand the key role purchasing plays as a profit
center – guiding their organizations successfully through continuing
turbulent times.
Who Should Attend:
•Purchasing and supply chain managers
•Buyers wishing to gain a deeper insight into cost/price analysis
Suggested Prerequisites:
•Essentials of Purchasing
•Advanced Purchasing Strategies
Agenda:
1. Traditional Buying Methods
2. Deficiencies in Supplier Pricing Strategies
3. Competitive Pricing and Pricing Theory
4. Estimating Techniques
5. Analyzing Direct and Indirect Costs
6. Dissecting Financial Statements
7. Zero-Based Pricing
8. Future Costing
9. Product Life Cycle
Schedule:
Wednesday & Thursday, 10/06 & 10/07/2010
Louisville, KY
OR
Monday & Tuesday, 11/28 & 11/29/2011
Louisville, KY
Reducing Costs Through Cost-Price Analysis
During this Seminar, You Will
Discover:
• How uncovering deficiencies in
supplier pricing practices can
produce significant cost savings
• The key cost drivers and how to
use them in negotiations
• Three new approaches to use
when looking at cost and price
• How knowledge of direct and
indirect costs can uncover major
cost-saving opportunities
• Techniques for using the Internet
to identify hidden costs
We also offer seminars covering these essen-
tial workplace competencies:
•Management and Leadership Development
•Organization and Productivity
•Written and Interpersonal Communication
•Coaching and Motivation
•Critical Thinking
•Project Management
Call (502) 852-6456 to receive a free catalog.
Register NowRegister Now
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4 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 5
Contract Writing: Laying the Foundation for Agreements that Work
This seminar is designed to help those involved in all stages of the
contracting process understand, anticipate and manage the conse-
quences of the process. Moreover, it addresses the tension between
commercial and legal interests and suggests methods of rationaliz-
ing, if not satisfying, the objectives of both parties.
Throughout the program, you will be given opportunities to exercise
your contractual interpretation and drafting skills via hands-on
exercises.
Who Should Attend:
Anyone involved in or who will have responsibility for negotiating,
developing, writing, or managing contractual relationships, whether
for goods or services.
Suggested Prerequisite:
•The Legal Aspects of Purchasing
Seminar Agenda:
1. Writing the Contract
2. Fundamental Principles of Contracts
3. Two Basic Goals of Contract Writing
4. Guidelines for Using Forms and Existing Contracts
5. The Structure of a Contract
6. Contract Language
7. Three Types of Written Agreements
8. Sample Terms and Conditions
Schedule:
Monday & Tuesday, 11/15 & 11/16/2010
Louisville, KY
OR
Monday & Tuesday, 10/26 & 10/27/2011
Louisville, KY
You Will Discover:
• Principles of contract law that
must be incorporated into all
agreements
• Why prevention should be your
overall objective in creating a
contract
• How to protect your company’s
interest without killing the deal
• How to effectively and efficiently
make use of forms and existing
contracts
• The meanings and usage of legal
terms that impact your contracts
• Why the contract for goods
will differ from the contract for
services
Register NowRegister Now
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Purchasing/Supply Chain Management Seminars 5
Suppliers are generally more experienced and better trained in ne-
gotiations, leaving purchasing professionals at a disadvantage when
bargaining for the best deals.
Buyers well-trained in the negotiation process can save their organi-
zations valuable dollars that go straight to the bottom line.
During this seminar, you’ll “learn by doing” with an experienced
negotiator who will bring your negotiation skills up to par with
those of your suppliers.
Video tapes and role playing are the key elements of this seminar.
You’ll be extensively involved in the development, practice, and
analysis of your negotiation skills, strategies, and techniques.
Who Should Attend:
•Purchasing managers and agents
•Buyers and senior buyers
•Directors of purchasing
• Management personnel with functional responsibility for the
purchase of goods and services
Suggested Prerequisite:
•Essentials of Purchasing
Seminar Agenda:
1. Definition of Negotiation
2. Identifying Negotiation Style
3. Pre-Negotiating Planning
4. Effective Communication
5. Using Cost-Price Analysis as an Asset
6. Negotiation Strategy
7. Using Conflict Creatively
8. Self-Assessment of Negotiations
9. A Negotiating Exercise
Schedule:
Wednesday & Thursday, 11/17 & 11/18/2010
Louisville, KY
OR
Wednesday & Thursday, 2/16 & 2/17/2011
Louisville, KY
Improving Your Negotiation Skills
You Will Learn:
• Key ingredients of successful
negotiations
• Ways to problem solve before
the negotiations
• The do’s and don’ts of negotia-
tions
• How time, information, and
power can influence outcome
• How to achieve a “win-win”
outcome
All public purchasing seminars are available for exclusive presentation to your organization’s
purchasing professionals. To learn more, contact jeanie.habich@louisville.edu or call (502) 852-6597.
Register NowRegister Now
Register NowRegister Now
6 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 7
Learn from “Mr. Purchasing”
Kenneth M. Rowe’s business career represents constant growth and
challenge—from a buyer for an electronics firm to director of pur-
chasing for Parker Brothers Games.
While at Parker Brothers, he established a worldwide network
of suppliers and played a key role in helping business organiza-
tions meet greatly expanded production needs generated by rapid
growth. Ken also developed effective tools for measuring, identify-
ing, and controlling key factors that determined a supplier’s ability
to provide quality, delivery and price within the constraints of the
marketplace.
Ken has been instrumental in the development of public seminars
that have become staples in ISM’s catalog of offerings as well as
those of his university partners.
As president of Rowe and Associates, Inc., he has developed a sup-
plier fulfillment operations review program that is refocusing the
perspective for key executives. Its timeliness and effectiveness have
created substantial demand which has resulted in countless consult-
ing projects.
Ken is a member of the American Production and Inventory Control
Society (APICS) and the Institute for Supply Management (ISM).
His unique blend of professional experience, his gift of teaching,
and his education (MBA and BS, Industrial Management) make him
one of the purchasing industry’s most sought-after speakers.
“Ken’s seminars are always fun and very instructive. I keep his course manuals and notes handy to use as references. I have sent several people to his programs so they, too, can gain from the experience.”
No vague, abstract theories here – just solid information based on
vast experience and proven methods.
Seminar Agenda:
1. The Changing Role of the Purchasing Function
2. The Concept of Commodity Management
3. How to Handle MRO Purchases
4. E-Commerce and Purchasing
5. Just-In-Time and Purchasing
6. What is the Price of Quality?
7. Important Legal Aspects of Purchasing
8. E-Commerce and UCITA
9. Understanding the Elements of Price
10. The Business Contract
11. Value Analysis for Buyers
12. Improving Your Negotiating Skills
13. A Simple Approach to Measuring Supplier Performance
14. Ethics in Purchasing
Schedule:
Monday & Tuesday, 02/14 & 02/15/2011
Louisville, KY
Essentials of Purchasing
In Just 2 Days, You’ll Learn:
• How to get the best deal from
your suppliers
• How to develop and maintain
competent supplier base
• How to put the supply chain to
work for your organization
• If the procurement card is right
for your company
• Key techniques for winning at
negotiations—every time
• The most important legal
aspects of purchasing
• How to select and evaluate
suppliers
• New ways to streamline the
purchasing process
• How to deal with a restruc-
tured organization and new
technologies
• How to determine the best deal
using cost and price analysis
Register NowRegister Now
Purchasing/Supply Chain Management Seminars 7
This systematic and well organized seminar has consistently
received the highest praise from the best judges of all—on-the-line
purchasing professionals. In just two days, you’ll get the informa-
tion you need to determine:
•When is a contract really a contract?
•What is the best way to determine the authority level of the seller?
•How can I get an extended warranty at no cost?
•What are the best remedies for avoiding and settling disputes?
Who Should Attend:
•Associate buyers and buyers
•Transportation, distribution and non-purchasing executives
•Managers responsible for the purchasing function
•Engineers and managers with purchasing-supplier interface
Suggested Prerequisite:
•Essentials of Purchasing
Seminar Agenda:
1. The Uniform Commercial Code (UCC)
2. The Law of the Agency
3. The Offer and Acceptance
4. Competence of Parties to Contract
5. Legality of Purpose
6. The Buyer-Seller Relationship
7. Types of Contracts
8. Title and Risk of Loss
9. The Battle of the Forms
10. Rights of Inspection and Rejection
11. Warranties
12. Remedies for Buyer and Seller
13. Means of Resolving Disputes
14. Patents
15. Government Regulation of Business
16. E-Commerce
17. The Uniform Computer Information Transaction Act (UCITA)
Schedule:
Tuesday & Wednesday, 05/10 & 05/11/2011
Louisville, KY
The Legal Aspects of Purchasing
You’ll Also Learn How to:
•Handle defective materials
• Get your materials delivered on
time
• Avoid entering into a bad
contract
•Deal with e-commerce
•Handle unauthorized shipments
• Select the best contract for dif-
ferent types of purchases
Register NowRegister Now
All public purchasing seminars are available for exclusive presentation to your organization’s
purchasing professionals. To learn more, contact jeanie.habich@louisville.edu or call (502) 852-6597.
8 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 9
The old rules no longer apply. Buyers must develop and apply a new
set of skills alongside the old to deliver the value that their organiza-
tions need, expect and demand.
Because the procurement function has such a significant impact on
the organization, it is imperative that buyers monitor and con-
tinue their professional development. This program was specially
developed to give buyers the skills they need to succeed in the new
procurement environment.
Who Should Attend:
•Buyers
•Supply chain professionals
•Managers responsible for purchasing/supply chain function
Suggested Prerequisites:
•Essentials of Purchasing
•Improving Your Negotiation Skills
Seminar Agenda:
1. Delivering Powerful Client Service
2. Polishing Your Communication Skills
3. Improving Your Negotiation Skills
4. Managing Time
5. Developing Your Consulting Skills
6. Understanding Organizational Conflict
7. Managing Stress
Schedule:
Thursday & Friday, 05/12 & 05/13/2011
Louisville, KY
Improving Purchasing Performance: Developing New Skills for a Changing Profession
You’ll Develop Essential Skills
for:
• Consulting with your internal
clients
• Fostering positive relationships
with suppliers and clients
• Managing the changing roles of
buyers
• Becoming more proactive and
less reactive
• Emerging as a better and more
productive person
• Regaining control of your pro-
fessional life
Save 25% or More with Our Corporate ProgramsCustomized, In-House Training
If you have as few as 12 employees to train in the same subject, your
organization can realize significant savings on tuition fees and the
cost of time and travel by bringing a purchasing seminar in-house.
We’ll customize the curriculum to meet your organization’s
unique needs and present the program at a time and place of
your choice.
For a free, no-obligation consultation, contact
jeanie.habich@louisville.edu or (502) 852-6597 or (800)
334-8635, extension 852-6597.
Discount Plan
By simply guaranteeing as few as six registrations over an
18-month period, your organization will receive a $250
discount on an unlimited number of registrations!
Join the list of growing organizations who are taking
advantage of this money-saving offer. Start saving today by
contacing jeanie.habich@louisville.edu or (502) 852-
6597 or (800) 334-8635, extension 852-6597.
Register NowRegister Now
Purchasing/Supply Chain Management Seminars 9
Advanced Purchasing Strategies
Significant and on-going changes in organizations, technology, and
purchasing call for the latest purchasing techniques.
This popular seminar takes the top six training needs of purchasing
professionals and explores each in-depth. Don’t miss this opportu-
nity to learn from one of the industry’s most sought-after trainers.
Who Should Attend:
•Associate buyers, buyers and senior buyers
•Managers responsible for the purchasing function
•Engineers and managers with purchasing-supplier interface
Suggested Prerequisite:
•Essentials of Purchasing
Seminar Agenda:
1. Developing a Strategic Supplier Strategy
2. The Impact of Costs on Profits
3. Cost-Price Analysis
4. Negotiations: One-on-One
5. Who Should Select Suppliers
Schedule:
Monday & Tuesday, 10/24 & 10/25/2011
Louisville, KY
In Just Two Days, You Will
Learn:
• 6 key steps to implementing a
supplier reduction program
• How to improve your one-on-one
negotiations
• How to develop an effective sup-
plier rating system
• How to use cost-price analysis to
improve negotiations
• How to better manage supplier
relations
Register NowRegister Now
10 Purchasing/Supply Chain Management Seminars Purchasing/Supply Chain Management Seminars 11
This informative seminar was specially designed to help you pur-
chase services as confidently as you purchase hard goods.
Who Should Attend:
•Any employee who deals with service suppliers
•Associate buyers, buyers, senior buyers
•Managers responsible for the purchasing function
•Managers and administrators with purchasing-supplier interface
Seminar Agenda:
1. What a Service Supplier Is – and Is Not
2. Where to Find the Right Service Supplier
3. Developing a Service Supplier Selection Process
4. The Contract Development Process
5. The Statement of Work
6. Controlling Cost Elements
7. Measuring Service Supplier Performance
8. Negotiating Your Service Contract
9. An Open-Forum, Problem-Solving Session
Schedule:
Wednesday & Thursday, 11/30 & 12/01/2011
Louisville, KY
How to Purchase Services
In Just Two Days, You Will
Learn to:
• Develop, negotiate and manage
definitive service contracts
• Purchase quality services at a
cost-effective price
• Find the right service supplier
for your needs
• Monitor quality and measure
supplier performance
Complete 6 courses (3 core courses and 3 electives) and pass the
exams with a score of 70% of higher. You can even receive credit for
courses you completed as far back as four years ago by requesting
and passing the exams. Upon completion, you’ll receive an attrac-
tive, framed certificate of completion.
We’ve scheduled the courses to allow for completion in as few as
two or as many as four years.
Core Courses
•EssentialsofPurchasing
•ImprovingYourNegotiationSkills
•TheLegalAspectsofPurchasing
Elective Courses
•ContractWriting:LayingtheFoundationforAgreementsthat
Work
•ImprovingPurchasingPerformance:DevelopingNewSkillsfora
Changing Profession
•AdvancedPurchasingStrategies
•HowtoPurchaseServices
•ReducingCostsThroughCost-PriceAnalysis
•PurchasingasaProfitCenter:HowtoManagetheSupplyChain
Organization
Certificate Program
Certificate programs are
becoming invaluable to purchas-
ing professionals—even those with
college degrees!
Here’s why:
• Elective courses offer opportuni-
ties for customization
• The curriculum is constantly
monitored and updated
• Certificates enhance career and
promotion opportunities
• Participation demonstrates the
employee’s commitment to
professional development
For further information and/or to request exams for seminars previously completed, please visit www.delphi.louisville.edu (click on “Professional Development,” then “Certificate Programs.”)
Register NowRegister Now
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Learn MoreLearn More
Purchasing/Supply Chain Management Seminars 11
All seminars held in
Louisville, KY
Registration Form
Fee: $995 each (includes instruc-
tion, comprehensive manual,
lunch, parking, and refreshment
breaks). A $250 discount is avail-
able. Call Jeanie at (502) 852-6597
for information.
Cancellation Policy: Full refunds
will be granted to those who cancel
at least 7 weekdays prior to the
seminar’s start date. If you cancel
at a later date, we will accept a sub-
stitute or transfer you to another
seminar at that time. If you don’t
cancel and don’t attend, you are
still responsible for payment.
We reserve the right to cancel a
seminar in the event of low enroll-
ments or other unforeseen circum-
stances. A full refund will be issued
in such instances.
Continuing Education Units
(CEUs): CEUs are available to all
participants who successfully com-
plete a seminar.
ISM Continuing Education Hours
(CEHs): Participants successfully
completing a public seminar are
eligible for 14 CEHs. ISM’s consent
to award continuing education
hours is not an endorsement of
these programs or their contents.
For information about the C.P.M.
or A.P.P. designations, please call
the Institute for Supply Manage-
ment at (800) 888–6276.
IMPORTANT! Please enter the ALPHABETIC code that appears near
your name on the mailing label
Mr. Ms. Name:
Title:
Organization:
Address:
City: State: Zip + 4:
Business Phone: FAX:
E-Mail Address: Used to send acknowledgements, confirmations and announcements of future courses.
(We do not share or sell e-mail addresses)
Seminar Title:
Course Code:
Seminar Title:
Course Code:
Payment: Payment should accompany your registration.
We accept MasterCard, VISA, and company checks.
Check enclosed, payable to: University of Louisville
Charge to:
Card # Exp. date:
Signature:
For additional registrants, please duplicate this page.
• FAX this page anytime to
502•852•8573,or
• Mail to Delphi Center for
Teaching and Learning, Shelby
Campus, University of Louis-
ville, Louisville, KY 40292, or
• Register online anytime at
https://louisville.edu/professionaldevelopment/seminars-workshops/purchasing.html
•Phone502•852•6456or1-800-334-8635 extension
852–6456
4 Easy Ways to Register!
YES! Please register me for:
Purchasing as a Profit Center: How to Manage the Purchasing/Supply
Chain Organization
Oct. 4 & 5, 2010 (#117DJA)
Reducing Costs Through Cost-Price Analysis
Oct. 6 & 7, 2010 (#117DJB)
Nov. 28 & 29, 2011 (#127EJA)
Contract Writing: Laying the Foundation for Agreements that Work
Nov. 15 & 16, 2010 (#117EJA)
Oct. 26 & 27, 2011 (#127DJB)
Improving Your Negotiation Skills
Nov. 17 & 18, 2010 (#117EJB)
Feb. 16 & 17, 2011 (#117HJB)
Essentials of Purchasing
Feb. 14 & 15, 2011 (#117HJA)
The Legal Aspects of Purchasing
May 10 & 11, 2011 (#117LJA)
Improving Purchasing Performance: Developing New Skills for a
Changing Profession
May 12 & 14, 2011 (#117LJB)
Advanced Purchasing Strategies
Oct. 24 & 25, 2011 (#127DJA)
How to Purchase Services
Nov. 10 & Dec. 1, 2011 (#127FJA)
Recommended