Build the right sourcing strategy — and negotiate the commercial outcome it is designed to achieve
Successful sourcing requires more than running a competitive exercise or negotiating the lowest price. Procurement professionals must understand demand, supply markets, cost drivers, supplier leverage and business risk before deciding how to approach the market and negotiate value.
This highly practical two-day workshop equips participants to develop evidence-based sourcing strategies and convert them into focused supplier negotiations. Participants will analyse spend and market data, compare sourcing options, define negotiation objectives and prepare tradeable packages.
Case exercises and role-plays allow participants to test sourcing decisions, respond to supplier tactics, manage different behaviours and close agreements that can be implemented successfully.
Reserve a place on the next run
Full outline, dates and fees
What you will take away
- A sourcing strategy canvas
- A supplier-positioning assessment
- A negotiation-planning pack
- Structured simulation feedback
Working documents built during the two days, ready to apply in your organisation.
Two days, built for practice
- Frame the Sourcing Requirement
Clarify business needs, category scope, demand, specifications, stakeholders, constraints and intended outcomes.
- Analyse Spend, Cost and Supply Markets
Use spend data, cost drivers, supplier intelligence and market conditions to identify leverage and risk.
- Evaluate Sourcing Options
Compare consolidation, competition, alternative supply, partnerships, localisation, standardisation and make-or-buy choices.
- Build the Sourcing and Supplier Strategy
Define market approach, evaluation priorities, supplier positioning, risk treatment and the route to negotiation.
- Set the Negotiation Agenda
Establish objectives, priorities, BATNA, reservation points, bargaining range, issues and decision authority.
- Plan Tactics and Tradeable Packages
Develop openings, questions, sequencing, concessions, triggers, counter-tactics and value-based packages.
- Manage Behaviour and Difficult Moments
Use listening, framing and influence techniques to address resistance, pressure, deadlock and difficult conduct.
- Simulate, Close and Implement
Conduct a supplier negotiation, recognise closing signals, document outcomes and confirm responsibilities and next steps.
For those who source and negotiate with suppliers
Procurement, purchasing, category, commodity and strategic sourcing managers, together with experienced procurement executives responsible for sourcing and supplier negotiations. Also relevant to operations, engineering, project and supply chain professionals who help define requirements or negotiate commercial outcomes.
Deliver this programme in-house
Run it for your team at your premises — in Singapore or overseas — tailored to your organisation's categories and operations, or go further with a fully customised engagement.
You may also consider: Negotiation Strategies for Procurement · Procurement Category Planning & Execution