Procurement and Supplier Management

Area of Interest: Government and Leadership, Business and Project Management

Course Summary

Suppliers and vendors are often seen as a source of cost for an organisation, but they don’t have to be. With the right approaches to procurement, contract and relationship management, they can become partners, providing additional value to your organisations.

In this introductory course, you will learn how to transform supplier relationships from transactional exchanges to value-adding partnerships. We will begin by identifying what a supplier relationship is and how this relates to the purchase/ procurement, before delving into the factors that determine the profile of supplier relationships, the social dynamics that characterise them, and how to shape them to maximise value.

On completion of the course, you will have a toolkit that will help you strategically procure, manage and enhance relationships with your vendors and suppliers.

Duration: 2 Days

Delivery Mode: In-person

Course Content

This course is broken into the following core learning topics:

• What are supplier relationships and why are they important?
• What makes a ‘good’ versus ‘bad’ supplier relationship.
• The purchase situation and how it affects supplier relationships.
• Supplier relationship portfolio analysis and strategic decision-making.
• Supplier relationship management option # 1: identifying and attracting the ‘right’ suppliers.
• Supplier relationship management option # 2: maintaining and developing the ‘right’ supplier relationships.
• Supplier relationship management option # 3: terminating bad supplier relationships.
• Value co-creation (and co-destruction) with suppliers.
• How social dynamics affect value co-creation with suppliers and what you can do about it.

Learning Outcomes

By completing this course, you will be able to:

• Define a supplier relationship and explain how supplier relationships differ depending on purchase situation.
• Profile supplier relationships according to a range of parameters most relevant to an organisation.
• Recommend approaches to attracting, maintaining, developing and/ or terminating supplier relationships.
• Explain how social dynamics shape supplier relationships and determine the extent and format of value co-creation.

Who should attend

This course is for professionals with procurement and supply chain management responsibilities from all levels of government (APS 5 – EL2) or private industry.

Prerequisites

There are no prerequisites for this course.

Facilitator

Associate Professor Daniel Prior

Associate Professor Daniel D Prior FAMI CPM SFHEA is the Director of the Supply Chain Sustainment Research Group at UNSW Canberra. Daniel has spent the past twenty five years researching, consulting and working in roles that involve buyer-supplier management.

Daniel is the author of ‘Organisational Buying: A Multidisciplinary Perspective’ (Palgrave, 2021). Daniel’s research appears in academic journals like Industrial Marketing Management, Enterprise Information Systems, Knowledge-Based Systems, IEEE Transactions on Soft Computing, the Journal of Business and Industrial Marketing as well as other outlets.