Soft Skills Development Seminars

Negotiation Skills (4 days)

Negotiation skills are an essential competency for any manager, and especially those responsible for supply chain management. This Workshop provides you with a roadmap for leading or participating in successful negotiations. You will focus on the entire negotiation process, and learn the activities and techniques to be used from the preparation stage to the actual face-to-face negotiations. It covers understanding the other negotiator, responding to power imbalances, as well as looking beyond the deal to building longer-term relationships. Interactive activities, including negotiation simulations and role-playing exercises, feature prominently and allow opportunities to fine-tune your own negotiating skills. 

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Communication and Relational Skills (2 days)

Essential to the successful supply chain professional are the competencies of listening skills, spoken and written communication, persuasiveness and the ability to explain complex issues up and down the organization and around the supply chain. Another critical ability is building effective inter-organizational supply chain relationships. This Workshop covers how to create and deliver strong presentations and how to be professional in your spoken communications by looking at steak, sizzle and style. Non-verbal communication such as appearance and body language are also explored. The Workshop offers guidance on producing clear, concise and compelling reports and written communication, and examines do's and don'ts in electronic communication today. 

To register, click here.

 

Competitive Bidding, Contract Preparation and Contract Management (2 days)

Competitive bidding and contract management, if not handled properly, can lead to serious legal and financial consequences for any organization. This Workshop seeks to equip you with the tools required to turn this into a competitive advantage for your enterprise. The Workshop looks at the conditions for successful competitive bidding and the elements of the bidding process, including RFPs and RFQs. Electronic tendering is also addressed. The Workshop moves on to examine types of contracts and contract law. Candidates also gain an understanding of writing contract terms and how to manage a contract from performance review to dispute resolution and termination. 

To register, click here.

 

Business Management Knowledge Seminars

SMT - Accounting and Finance

This seminar provides a comprehensive overview of how finance impacts supply management. Basic terminology used in finance and accounting are defined. Participants learn how to read financial statements and understand how decisions are taken. They will be introduced to using key ratios to interpret financial information. The principles of accounting and budgeting will be presented. Participants will gain an understanding of how supply management practitioners make a business case for an investment and evaluate investment opportunities.

Objectives: Upon completion of this seminar candidates should be able to:

  1. Describe the content that is found in the major sections of each of the statements.
  2. Assemble appropriate accounts to create a simple Income Statement and Balance Sheet for a business.
  3. Use examples to illustrate the concept of liquidity and be able to describe the relationship of The Cash Flow Statement to the other three statements.
  4. Relate financial, investing and operating decisions to financial statements.
  5. Have a general understanding of the accounting process.
  6. Use basic accounting terms correctly.
  7. Trace the flow of accounting information from the Income Statement through the Statement of Retained Earnings and into the Balance Sheet.

SMT - Marketing

Participants will learn the role and purpose of marketing with a special emphasis on how marketing affects supply management. The differences between marketing and sales, marketing products and services, as well as B2B and B2C marketing will be addressed. Market research, understanding your competition, market segmentation and market selection are key topics covered. Among the other subjects discussed are the marketing mix: the “4 Ps” of product, pricing, place and promotion. Strategies for market leaders and market followers will also be outlined.

Objectives: Upon completion of this seminar candidates should be able to:

  • Understand the role and importance of marketing in a business organization.
  • Identify opportunities and challenges for an organization in the business environment.
  • Identify potential markets for a business’s offering.
  • Understand how the marketing mix is applied to target market segments.
  • Create and present an abbreviated marketing plan.

SMT - Business Planning

Every department has a critical role to play in delivering on an organization’s strategy. This seminar provides an overview of strategic planning in an organization and the basic elements of a strategic analysis (SWOT). The Porter 5-forces model for analyzing the competitive environment will be introduced. Topics covered include critical success factors, strategic maps and company positioning, and strategic models (low-cost, differentiation, niche). Participants will discuss how to develop a strategic plan in a supply management role and the linkages between the strategic plan and a budget.

Objectives: Upon completion of this seminar candidates should be able to:

  • Define strategy.
  • List and describe the role of strategy relative to the organizational hierarchy and alignment through the hierarchy.
  • Discuss two models used to describe business level strategy.
  • List and describe the steps within strategy formulation including situational analysis tools such as SWOT and Porter’s 5.
  • Identify the critical success factors of the implementation plan including financial budgeting.
  • Describe supply management’s role within the strategic process.