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Supplier Relationship Management Practitioner
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Course Overview
Businesses are increasingly reliant on their supply partners. Learn how to focus on the suppliers who can help your organization move into the future. Take advantage of this extensive learning program, delving deep into the ‘source-to-exit’ relationship governance of your supply base. Learn about tools that will develop your skills and enhance your capabilities. Be able to make greater contributions to drive forward your corporate goals and objectives and drive smarter behaviors from your internal clients. Learn how to create an atmosphere where your suppliers become more than just a supplier; where they develop the ability to be a ‘responsible supplier’ treating you as a ‘customer of choice’; where they become a true business partner and a strategic asset to your organization focused on long term mutual goals. This course is a mix of both theory and practice. There are short lectures, group discussions and numerous interactive exercises, all designed to develop new ideas and gain full understanding of how and where we can choose to drive better supplier relationships.
Key Takeaways
Understand your supply chain and how to measure and manage different supplier segments.
Learn methodologies to improve stakeholder engagement and deliver great communications.
Be able to implement tools that bring effective governance to your organisation.
Deliver effective exit processes for underperforming suppliers.
Understand the contract lifecycle and how relationship management fits within it.
Certifications From
World Commerce And Contracting Assn.
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World Commerce & Contracting is an assn. dedicated to helping our members from all around the world, achieve high performing and trusted trading relationships. We are committed to researching, advocating, improving capabilities and helping our members to connect to share knowledge and leading practice. We address the growing need across all private and public organizations for everyone to be able to prepare, understand and manage contracts, and be skilled at managing commercial relationships. Get ready to embrace change and innovation.

Course Outline

Day 1
Networking with the people next to you. Why should you know them?
This course is about relationships and you will start by creating relationships within the group that will last long beyond the end of the five days. Long-term networking is essential to successful careers and this course will start by helping you to create great networking opportunities with the professionals present, including the expert trainer Martin Chalkley.
Understanding IACCM
Why is there an organization interested in supplier relationships? IACCM’s importance in the world of commercial trading and relations?
Foundation principles of SRM and the challenge of contracting
Defining Supplier Relationship Management and its meaning to your organization The value added of supplier management to your company SRM’s development: mastering SRM skills and knowledge The five drivers behind successful SRM and their meaning for your organization Understanding your company’s strategy The result of managing stakeholders successfully Building trust across the organization Ways of gaining collaborative confidence with your strategic suppliers Getting senior management involved.
Becoming the customer of choice
The participants evaluate and elaborate on few statistics on SRM implementations. Becoming a customer of choice through successful implementation of these statistics Practical application Work in small groups: practical use of the five key attributes in becoming a customer of choice. How will it drive competitive advantage to your company? Learning ways to impact your organization’s development.
Suppliers as a source of value
Recognizing our suppliers as a corporate asset and manage them as if they are part of the balance sheet Breaking down of the cultural silos that exists in our organization The value outcomes brought by the supply chain
The basics of contracting
Understanding of what a contract is, who can enter into it and form a contract, how a Supplier Relationship Manager can exploit the benefits of our contracting relationships. The four basic elements of a contract: what are they, how to use them to our mutual benefit, why do contractual relationships fail; how to reduce failure and enhance success. Becoming more collaborative in the contracting world Negotiating for success: what does success look like Focus on the right negotiation points Practical application Delegates will work in small groups to look at the effect of relationship management in a real world example from the USA. They will learn and discuss why the example studied was considered an unsuccessful project.
Day 2
Understanding the supply base
The exact value of SRM. Investigation of SRM: providing mutual benefit and the value it brings beyond the related disciplines of contracts, procurement and
Value erosion: do our suppliers suffer from our own organizational culture?
Factors we need to recognize and be aware of in order to maintain strong relationships with the supply base. How far outside the organization one needs to look? Four of the top five value eroding concerns are internal issues. Coordination and cultural realignment: suppliers prefer a united organization, but they often face discordant entity. Benefits acquired by a culturally realigned organization Key internal principles one must be aware of when implementing a move towards SRM
Approaches to sourcing relationships with our suppliers
Not all suppliers are created equal and not all relationships run the same course. Understanding the principles of our sourcing options is fundamental to the future nature of the relationship. The principles of Full Outsourcing and when should they be used The principles behind Equity Joint Ventures and how do we manage them when our own joint venture delivers to us The consortium requires careful management, why would we use them as a methodology to deliver to us? The role of SRM in coordinating a selectively outsourced approach which requires a high degree of customer oversight. Key facts for SRM to understand an implement for the unique challenges given by prime contractors
Segmenting the supply chain. Which suppliers are more important to you?
Determining supplier’s importance: which ones deserve your focus, which ones should I keep an eye on and who is likely to grow or lose business with me? Different segmentation models available: from the legacy and developing suppliers to the niche, commodity and strategic suppliers. Measuring and managing different suppliers: tips, tricks and tactics one can employ to make the company’s role more streamlined and support the company’s mission

Who Should Attend?

This highly practical and interactive course has been specifically designed for
Supplier Relationship Managers
Contract Managers / Engineers / Specialists
Local Content Development Managers
Procurement Managers / Coordinators
Business Relationship Managers
Business Unit Managers
Anybody directly interfacing with the supply chain


What language will the course be taught in and what level of English do I need to take part in an LEORON training program?
Most of our public courses are delivered in English language. You need to be proficient in English to be able to fully participate in the workshop and network with other delegates. For in-house courses we have the capability to train in Arabic, Dutch, German and Portuguese.
Are LEORON Public courses certified by an official body/organization?
LEORON Institute partners with 20+ international bodies and associations.We also award continuing professional development credits (CPE/PDUs) for:1. NASBA (National Association of State Boards of Accountancy) 2. Project Management Institute PDUs 3. CISI credits 4. GARP credits 5. HRCI recertification credits 6. SHRM recertification credits
What is the deadline for registering to a public course?
The deadline to register for a public course is 14 days before the course starts. Kindly note that occasionally we do accept late registrations as well, but this needs to be confirmed with the project manager of the training program or with our registration desk that can be reached at +971 4 4152 5711 or
What does the course fee cover?
The course fee covers a premium training experience in a 5-star hotel, learning materials, lunches & refreshments, and for some courses, the certification fee and membership with the accrediting bodies.
Does LEORON give discounts?
Yes, we can provide discounts for group bookings. If you would like to discuss a discount on a corporate level, we will be happy to talk to you.


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