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Skills and Techniques: Selling, Leading, Communicating, and Managing since 1987

Personality Assessment Tools from Inscape Publishing (DiSC products) - Authorized Distributor

Major focus :

• Describe and match the buyer's e-sourcing preparation process.
• Develop e-sourcing supplier strategies:
  • Prepare for the sourcing using the auction strategy checklist.
  • Use the ETC Bid Tool to craft a price bidding strategy.
  • Equip the e-sourcing "war room" to monitor the auction and have the right people on hand.
  • Know what tradeoffs are reasonable and when to walk-away from a deal.
  • Deal with the emotional "rush" of e-sourcing online bidding.
  • Develop an after auction strategy.
  • Explain close of auction price vs. close of transaction price.
• Differentiate during the bidding process with value added deliverables and options; know when to withdraw from bidding.
• Experience an e-sourcing bidding opportunity in a role play situation.
• Present an action plan: apply principles to a current supplier e-sourcing opportunity.

"No economic change has been more pervasive than the subtle shift in economic power from the producer to the customer." Peter Drucker, 1995

And this was when e-sourcing auctions were still a glint in Jack Welsh's eye. The advent of Internet-based auctions that allow buyers to employ market pricing to drive down the cost of a sourcing decision has added a new dynamic to the trading partner relationship. As a result suppliers are even more challenged to develop e-sourcing strategies that avoid relying on price to differentiate their product or service; instead to be more creative in developing options and understanding the dynamics of the e-sourcing Internet auction as a tool in the sourcing process. The mission of this training workshop is to equip suppliers with insights to the e-sourcing process and strategies to use before, during, and after the online auction to maximize the supplier's results. By using the tools provided in this workshop suppliers will have the best chance of success in the e-sourcing auction environment.

We have experience with: auto suppliers (Tier I & II) and industries involving: health care, building materials, sound damping, protective covering, machinery, tool & die, monomers, etc.

Delivery methods:

• One-on-one coaching
• National / annual Associate meeting topics with break out sessions
• Classroom instruction emphasizing technique practice with role-plays and case studies