Sourcing & negotiation

Running tenders, comparing offers on total cost, managing categories and preparing negotiations.

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  Category management in procurement: the Kraljic matrix and a category plan

  What category management is, how to define categories, the Kraljic portfolio matrix and its four quadrants, how to write a category strategy, and how to run the cycle with stakeholders.

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  Procurement negotiation basics: preparation, BATNA and trading concessions

  Negotiation basics for buyers: how to prepare, BATNA, reservation price and ZOPA, competitive versus collaborative approaches, structuring the meeting, trading concessions and recording agreements.

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  RFI vs RFP vs RFQ: which request to use, and how to write it

  The difference between a request for information, a request for proposal and a request for quotation, when to use each, what each document should contain, and common mistakes in sourcing events.

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  Total cost of ownership (TCO): how to compare offers beyond the price

  What total cost of ownership means in procurement, which costs to include before, during and after the purchase, a step-by-step method, discounting, and common pitfalls when comparing supplier offers.