Strategic Procurement & Vendor Negotiation Skills

By the end of this course, participants should be able to:

• Improve your supplier selection skills to get the price, quality and service you want.
• Learn the key factors in an effective purchasing system.
• Use effective techniques including negotiating on all matters related to purchasing.
• Learn criteria for finding suppliers who will best serve your needs.
• Identify ways to turn a supplier problem into a financial advantage for your company.
• Understand and practise Supplier/Vendor Development programs to improve and upgrade suppliers/vendors.

This training program is highly recommended for employees involve in the managing of the supply chain function in the company, for example, personnel from procurement, warehouse, logistics and planning department and finance.

DAY 1:
9.00AM - 10.30AM 
MODULE 1- INTRODUCTION TO PURCHASING

• What is Purchasing?
• Purchasing Objectives, Cycle, Functions etc.
• What is Centralized buying? 

MODULE 2- THE PURCHASING PROCESS AND MATERIALS MANAGEMENT.

• Managing the 4 steps in Procurement process
• Organizational Buying Model
• Purchasing Strategies
• Porter’s Five Competitive Forces Model

10.30AM - 10.45AM Break

10.45AM - 1.00PM 
MODULE 3 – THE IMPORTANCE OF PURCHASING.

• The 5 Step Procurement Process
• Elements of a Procurement Strategy
• Purchase requisitions/Orders/Invoices

1.00PM - 2.00PM Lunch

2.00PM - 3.30PM 
MODULE 4 – FACTORS INFLUENCING PURCHASING

• Stock Control 
• Internal factors limiting stock level
• External factors limiting stock level
• What is Lead Time?

3.30PM - 3.45PM Break

3.45PM - 5.00PM 
MODULE 5 – VENDOR DEVELOPMENT PROGRAM

• Vendor qualification
• Vendor Selection Criteria
• Vendor Evaluation
• Vendor Development
• Vendor Certification

DAY 2:
9.00AM - 10.30AM 
MODULE 6 – STRATEGIC RELATIONSHIP MANAGEMENT

• Managing Relationship - Purchaser and Supplier
• Partnership Sourcing
• Supplier Cost Reduction Effort
• Operational Impact

10.30AM - 10.45AM Break

10.45AM - 1.00PM
MODULE 7 – PURCHASING POLICY

• Purchasing Objectives
• Legal Impact
• Revision and Exemptions
• Organization / delegation of Purchasing authority
• Purchasing responsibilities
• Development of long/short Purchasing Strategies
• Determination of Contract Development strategies
• Issuance of contract
• Contract review, extension, modification
• Principles and Standards of Purchasing practise
• Responsibilities and Documentation
• Standard terms and conditions
• Purchasing flow charts 

1.00PM - 2.00PM Lunch

2.00PM - 3.30PM 
MODULE 8 – SUPPLIER SOURCING

• Supplier Relationship
• Adversary
• Partnership        

MODULE 9 - PURCHASING STRATEGIES

• Rate Sourcing Flexibility
• Strategy Alternatives
• Spot buy strategy
• Blanket purchase order
• Pricing contract
• Long term Contract
• Strategic Partnership
• Joint Venture

3.30PM - 3.45PM Break

3.45PM - 5.00PM 
MODULE 10 – NEGOTATION IN PURCHASING

• Vendor Negotiation
• What makes a good negotiator?
• Buyer and Seller strengths
• Planning Negotiation
• Types and Tips of negotiations
• Goals
• Negotiating Strategies

MODULE 11 – IMPROVING EFFECTIVENESS IN DEALING WITH SUPPLIERS

• Negotiating more than price
• Various areas to negotiate
• Creative Negotiating
• Negotiate the “Full Meal Deal”                    

This training will involve the following:

• Power point presentations.
• Case studies & Brain storming session.
• Q&A sessions.
• Facilitating by trainer to enhance understanding of subject matter.

DR. DUGLAS FERNANDES
Certified HRD Corp Trainer
Corporate Trainer & Consultant
Doctorate in Business Administration, Riviera University, France

PROFILE SUMMARY
Dr. Duglas Fernandes is a seasoned corporate trainer and consultant with extensive global exposure in Quality Management, Business Process Improvement, and Leadership Development. With over three decades of experience in multinational corporations, consulting firms, and government initiatives, Dr. Duglas combines technical expertise with real-world leadership insights to deliver impactful and results-driven training.

His corporate journey spans quality-focused leadership roles, global consulting assignments, and high-level facilitation for senior leaders, government agencies, and corporate clients. Known for his engaging and practical approach, Dr. Duglas equips participants with actionable strategies that can be immediately applied in their workplace.

CORPORATE EXPERIENCE
Before transitioning full-time into training and consultancy, Dr. Duglas served as Regional Quality Control Manager for a leading European investment group. In this role, he conducted quality control audits for companies targeted for acquisition or investment worldwide, while spearheading re-engineering and restructuring initiatives to enhance product and process reliability across global operations.

From 2007 to 2013, Dr. Duglas worked with an international headhunting firm, travelling extensively across Asia, the Middle East, Africa, Europe, and North America — including Thailand, Philippines, Laos, Indonesia, Korea, Japan, China, Hong Kong, Dubai, India, Sri Lanka, Canada, Germany, France, and Switzerland — adapting to diverse business cultures and environments.

Prior to his global consultancy career, Dr. Duglas spent 23 years with Panasonic Malaysia, progressing to the role of Quality Control Manager. His tenure established his solid foundation in quality operations, leadership, and continuous improvement practices.

ACADEMIC BACKGROUND
Doctorate in Business Administration (DBA), Riviera University, France
Research Focus: Incorporating Total Quality Management to Innovate, Manage Change, and Enhance Customer Satisfaction

GOVERNMENT TRAINING EXPERIENCE
Dr. Duglas has been actively engaged in training programs for various government agencies, delivering impactful initiatives such as:

• Conducting entrepreneurship programs for over 50 participants on how to start businesses post-COVID-19, organised by the Government.
• Delivering life transition and retirement programs for senior high-ranking government officials, focusing on retiring happily and moving forward in life.
• Facilitating rehabilitation and reintegration programs for prisoners prior to their release, equipping them with strategies for success in their second chance at life.

TRAINING EXPERTISE
Dr. Duglas delivers a wide range of technical, quality, and leadership programs, including:

• ISO 9001 (Awareness, Consulting, Auditing to Accreditation)
• Understanding & Implementing KPAs and KPIs Effectively
• Lean Management incorporating Toyota Production System
• Achieving Customer Satisfaction & Increasing Profit through Best Manufacturing Practices
• Professional Technical Report Writing & Presentation Skills
• Situational Motivation for Executives & Managers
• Innovation, Business Design Thinking & Decision Making
• Effective Leadership Skills Development
• Quality & Manufacturing-related programs

SELECTED CLIENTS
Corporate & Industry Leaders:
Proton • Perodua • Volvo International Iran • Sapura Holdings • Sime Darby • Petronas (and subsidiaries) • Unitar International University • Binary International University • Astro • Maxis • Panasonic Malaysia • And many more

TRAINING STYLE
Dr. Duglas is known for his interactive, practical, and results-oriented delivery style. His sessions blend global corporate experience with local context, ensuring learning is both relevant and actionable. By integrating real-world case studies, hands-on activities, and proven strategies, he enables participants — from executives to senior leaders — to achieve measurable improvements in performance and productivity.

Some of the comment from the participants from Accenture Consulting above…..”Practical, must attend, fun and recommended, eye opener, proven and solid, practical, energetic delivery, good and practical and guaranteed to make you learn”

Upon successful completion of this program, you will receive a Certificate of Achievement.

Payment mode:

1. Online Payment by Credit card: You can opt to register and pay online with our latest payment integration system through
our website.

2. Bank Transfer- You can also opt to use GIRO or telegraphic transfer of payment via international banks.

3. HRD Corp Claimable Courses Skim Bantuan Latihan Khas - Applicable to Malaysian Employer Only

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