This document provides information on commercial courses offered by Brian Farrington Ltd, including course titles, descriptions, durations, purposes, contents and delivery styles. Some of the course titles include "Planning the Procurement Strategy", "Commercial Acumen for Non-Procurement Specialists", "Sustainable Procurement – Strategies and Practice" and "Managing the Procurement Function". The courses aim to provide knowledge and skills related to procurement, contracting, project management and other commercial topics.
Segmentation is a key challenge for marketers that can increase commercial effectiveness and efficiency. While many companies primarily use basic segmentation methods like firmographics, segmentation aims to identify and quantify customer segments with similar profiles, needs, behaviors and expectations to develop tailored value propositions and go-to-market strategies. There are four main segmentation methods - firmographic, needs-based, usage-based, and value-based - that can be used together based on specific business objectives like sales, marketing, finance, and organization. Benefits of segmentation include higher efficiency and effectiveness of initiatives, enhanced marketing focus and optimal budget allocation.
The document provides an overview of procurement processes, including:
1) Procurement involves acquiring goods, services, or works from external sources through a tendering process to ensure the best price while promoting fair competition and minimizing risks.
2) Key stages of procurement include understanding requirements, engaging the market, packaging works, allocating risks through contracting models, selecting a route to market, and communicating benefits.
3) Evaluation criteria and scoring needs to be clearly defined and agreed upon to fairly assess companies during the pre-qualification and tender stages.
The document outlines a strategic process for selling a company, beginning with evaluating the company and developing a marketing plan, identifying potential buyers, conducting due diligence, and negotiating a final deal to close the transaction while maximizing value for the company and its owners. It also discusses how to value different types of businesses based on factors like profitability, growth, customers, and management, and the role of an advisory firm in assisting with exit planning.
High Performance Through Procurement: The Role of TechnologyEmptoris, Inc
The document discusses how procurement technology can help companies achieve procurement mastery and high performance. It outlines four key ways that technology improves procurement: 1) spend management through increased visibility and tracking of spend activity, 2) supplier performance management, 3) sourcing, and 4) contract management. Leading procurement technology combines data extraction, normalization, and enrichment capabilities to provide a comprehensive view of company spend and identify opportunities for savings. This level of visibility and analysis allows procurement organizations to make better strategic sourcing decisions and quantify the financial benefits of procurement initiatives.
1) C&S Wholesale Grocers uses a multiple tier forecasting approach to optimize and automate its rapid replenishment procurement. This involves enterprise-level collaboration with manufacturers, forecast-driven economic order quantities, and daily forecast realignment.
2) This approach helps solve challenges around product availability, operational costs, and forecast accuracy for rapid replenishment. It has led to improved vendor fill rates, reduced supply chain costs, and more stable inventories.
3) C&S aims to expand this approach to all rapid replenishment vendors and drive further supply chain improvements through forecast-driven processes.
This 3 credit, 33 session course on Industrial Marketing is taught by Manish Parihar. The purpose is to understand concepts of business-to-business marketing and differences from consumer marketing. Students will learn organizational buying processes and latest online B2B marketing trends. The course covers fundamentals of industrial marketing, business buying behaviors, product strategies, pricing, distribution channels, strategic planning, and industrial marketing using online media.
End-of-Term Strategy: Unlocking Hidden Deal ValueEverest Group
The document summarizes a webinar presented by Outsourcing Center on developing an end-of-term strategy for outsourcing contracts. It discusses reviewing the current outsourcing agreement based on four key dimensions: process, solution, supplier, and contract elements. It also examines how market changes like shifts in pricing structures, global sourcing adoption, and supplier consolidation can influence the end-of-term strategy options, which include extending with the current supplier, transferring to a new supplier, or bringing services back in-house. Developing a thorough end-of-term strategy enables organizations to leverage market opportunities and maximize value from supplier relationships.
This document provides an overview of a Collaborative Planning, Forecasting and Replenishment (CPFR) chapter meeting. The agenda includes an introduction to Hain Celestial, a CPFR presentation, polling, and a Q&A session. The objectives are to learn when to use CPFR, how to set up an effective CPFR process, the expected benefits, how to integrate CPFR, and next steps. CPFR is a process where trading partners collaborate on demand planning and operations to improve forecast accuracy, inventory levels, and sales through increased information sharing.
Segmentation is a key challenge for marketers that can increase commercial effectiveness and efficiency. While many companies primarily use basic segmentation methods like firmographics, segmentation aims to identify and quantify customer segments with similar profiles, needs, behaviors and expectations to develop tailored value propositions and go-to-market strategies. There are four main segmentation methods - firmographic, needs-based, usage-based, and value-based - that can be used together based on specific business objectives like sales, marketing, finance, and organization. Benefits of segmentation include higher efficiency and effectiveness of initiatives, enhanced marketing focus and optimal budget allocation.
The document provides an overview of procurement processes, including:
1) Procurement involves acquiring goods, services, or works from external sources through a tendering process to ensure the best price while promoting fair competition and minimizing risks.
2) Key stages of procurement include understanding requirements, engaging the market, packaging works, allocating risks through contracting models, selecting a route to market, and communicating benefits.
3) Evaluation criteria and scoring needs to be clearly defined and agreed upon to fairly assess companies during the pre-qualification and tender stages.
The document outlines a strategic process for selling a company, beginning with evaluating the company and developing a marketing plan, identifying potential buyers, conducting due diligence, and negotiating a final deal to close the transaction while maximizing value for the company and its owners. It also discusses how to value different types of businesses based on factors like profitability, growth, customers, and management, and the role of an advisory firm in assisting with exit planning.
High Performance Through Procurement: The Role of TechnologyEmptoris, Inc
The document discusses how procurement technology can help companies achieve procurement mastery and high performance. It outlines four key ways that technology improves procurement: 1) spend management through increased visibility and tracking of spend activity, 2) supplier performance management, 3) sourcing, and 4) contract management. Leading procurement technology combines data extraction, normalization, and enrichment capabilities to provide a comprehensive view of company spend and identify opportunities for savings. This level of visibility and analysis allows procurement organizations to make better strategic sourcing decisions and quantify the financial benefits of procurement initiatives.
1) C&S Wholesale Grocers uses a multiple tier forecasting approach to optimize and automate its rapid replenishment procurement. This involves enterprise-level collaboration with manufacturers, forecast-driven economic order quantities, and daily forecast realignment.
2) This approach helps solve challenges around product availability, operational costs, and forecast accuracy for rapid replenishment. It has led to improved vendor fill rates, reduced supply chain costs, and more stable inventories.
3) C&S aims to expand this approach to all rapid replenishment vendors and drive further supply chain improvements through forecast-driven processes.
This 3 credit, 33 session course on Industrial Marketing is taught by Manish Parihar. The purpose is to understand concepts of business-to-business marketing and differences from consumer marketing. Students will learn organizational buying processes and latest online B2B marketing trends. The course covers fundamentals of industrial marketing, business buying behaviors, product strategies, pricing, distribution channels, strategic planning, and industrial marketing using online media.
End-of-Term Strategy: Unlocking Hidden Deal ValueEverest Group
The document summarizes a webinar presented by Outsourcing Center on developing an end-of-term strategy for outsourcing contracts. It discusses reviewing the current outsourcing agreement based on four key dimensions: process, solution, supplier, and contract elements. It also examines how market changes like shifts in pricing structures, global sourcing adoption, and supplier consolidation can influence the end-of-term strategy options, which include extending with the current supplier, transferring to a new supplier, or bringing services back in-house. Developing a thorough end-of-term strategy enables organizations to leverage market opportunities and maximize value from supplier relationships.
This document provides an overview of a Collaborative Planning, Forecasting and Replenishment (CPFR) chapter meeting. The agenda includes an introduction to Hain Celestial, a CPFR presentation, polling, and a Q&A session. The objectives are to learn when to use CPFR, how to set up an effective CPFR process, the expected benefits, how to integrate CPFR, and next steps. CPFR is a process where trading partners collaborate on demand planning and operations to improve forecast accuracy, inventory levels, and sales through increased information sharing.
BlinkLane Consulting is an organization that focuses on improving IT capabilities to enhance business performance. They help clients organize IT excellence and enable strategic sourcing by taking a phased approach consisting of strategy & scoping, selection, contracting, transfer, developing sourcing capabilities, and monitoring. Their goal is to define sourcing drivers, select optimal sourcing scenarios, and improve clients' internal sourcing management and capabilities to ensure outsourcing success.
This presentation is prepared to be presented by VP SCM in BTel Internal University.
Brief overview about Supply Chain Management and discuss about TCO when purchase a product.
Procurement Training|Introduction to procurement and best practice procuremen...Sheila Elliott
Procurement Training Course Modules For Those Involved In Procurement Activities. Delivered by www.businessservicessupport.com BSS Management Consultancy. Go to businessservicessupport dot com to find out more about our training courses.
Strategic sourcing is a disciplined process to define appropriate supplier relationships to enhance a company's competitive position. It engages with high spend categories across a company to provide a sourcing perspective, reduce costs, and achieve common objectives. The strategic sourcing team collaborates with business units, assesses processes, understands the market, and proposes solutions to maximize spending effectiveness and leverage scale in negotiations. This results in more effective spending and cost savings for the company.
This document discusses conducting market research and analysis to evaluate the feasibility of bringing a new product or service to market. It outlines several key areas of focus for market research, including market entry strategies, competitive landscape analysis, customer insights, and market sizing and segmentation. Examples of market data that could be collected are also provided, such as information on industries, competitors, products, customer support, and testing. The overall goal of the research is to inform strategic planning and market entry decisions.
Procurement has evolved from a tactical, transactional function focused on short-term savings to a more strategic function focused on total cost of ownership and long-term value. Effective procurement requires categorizing spend, developing category strategies, and managing supplier relationships. Suppliers can engage more effectively with procurement by understanding the maturity level of the function, contributing to category management, building trust, and demonstrating how they can help address procurement's goals and challenges over the long run.
The document discusses factors to consider when designing distribution channels. It outlines a multi-step channel planning and design process that includes: segmenting and positioning target customer groups; defining customer needs; evaluating alternative channels; selecting and training channel partners; motivating partners; and implementing the channel design. Key factors addressed are defining objectives, costs, roles of intermediaries, partner selection criteria, training, and performance management to ensure the channel meets business goals in an efficient and effective manner.
This document discusses the importance of strategic due diligence in mergers and acquisitions. Strategic due diligence goes beyond financial and legal due diligence to test the strategic rationale for a deal and determine if a company has the capabilities to realize targeted value from the acquisition. It involves asking two key questions: is the deal commercially attractive, and is the acquiring company capable of realizing the targeted value? The summary identifies four categories of M&A deals and outlines how the focus of strategic due diligence should vary depending on the type of deal.
This document discusses strategic marketing and becoming a market-driven organization. It emphasizes understanding customers, competitors, and markets to develop a strategy. A strategy is defined as objectives, resource deployment, and interactions with the environment. It discusses becoming customer-focused, acquiring market information, and delivering superior customer value through capabilities like new product development. The goal is to continuously create value that meets customer needs better than competitors.
The document discusses collaborative planning, forecasting and replenishment (CPFR). CPFR is a business practice where trading partners work together on planning and fulfilling customer demand. It aims to increase availability for customers while reducing costs. The key elements of CPFR include joint business planning, sales forecasting, order forecasting, and resolving any exceptions collaboratively. CPFR follows a cyclical process where trading partners jointly create sales forecasts, order forecasts, identify exceptions, and resolve them to continuously improve forecasts.
The document discusses Bid Dynamics' services for improving bidding activities and proposal quality. It offers training workshops and services to help clients set quality standards, explain required proposal tasks, position the importance of bidding, and develop high quality proposals. The services also help clients qualify sales opportunities, develop a bidding strategy, plan proposal content and structure, write compelling documents and presentations, and review bids to learn and improve future proposals. The goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
The document discusses Bid Dynamics' services for improving bidding activities and proposal quality. It offers training workshops and services to help clients set quality standards, explain required proposal tasks, position the importance of bidding, and develop high quality proposals. The services help ensure all bid contributors understand requirements, are effective members of bid teams, and act as agents of change.
The document discusses Bid Dynamics' services for improving bidding activities and proposal quality. It offers training workshops and services to help clients set quality standards, explain required bid tasks, position bidding in their sales strategy, and develop high quality proposals. The services help ensure all bid contributors understand requirements, are effective, and act as agents of change. They also review the bidding process, identify skills gaps, and design customized improvements.
Value based sourcing put into practice_onlineJanus Heie
Value based sourcing aims to maximize value and minimize costs in procurement. Business value can be incorporated into existing sourcing processes through three steps: 1) Understanding how suppliers can create value in different business situations, 2) Defining the business impact and measuring success criteria, 3) Choosing business value tools to work more with value in sourcing. Securing mandate to expand beyond cost savings is important to realizing full impact.
The document provides an overview of the Conduct Procurements process, which involves obtaining seller responses, selecting a seller, and awarding a contract. It lists the key inputs, tools and techniques, and outputs of the process. The inputs include the project management plan, project documents, procurement documentation, seller proposals, enterprise environmental factors, and organizational process assets. The tools and techniques involve expert judgment, advertising, bidder conferences, data analysis, and negotiation. The outputs are selected sellers, agreements, change requests, and updates to project documents and plans.
The document discusses services from Bid Dynamics to help improve bidding activities and proposal quality. It outlines training and workshops that help set ground rules for proposals, explain required tasks, position the importance of bidding, and develop high quality responses. It then details different aspects of bidding strategy the services can help with, including qualifying opportunities, developing strategy, planning proposals, writing content, and reviewing bids. The overall goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
The document discusses services from Bid Dynamics to help improve bidding activities and proposal quality. It outlines training and workshops that help set ground rules for proposals, explain required tasks, position the importance of bidding, and develop high quality responses. It then details different aspects of bidding strategy the services can help with, including qualifying opportunities, developing a strategy, planning proposals, writing content, and reviewing bids. The overall goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
The document discusses services from Bid Dynamics to help improve bidding activities and proposal quality. It outlines training and workshops that help set ground rules for proposals, explain required tasks, position the importance of bidding, and develop high quality responses. It then details different aspects of bidding strategy the services can help with, including qualifying opportunities, developing strategy, planning proposals, writing content, and reviewing bids. The overall goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
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BlinkLane Consulting is an organization that focuses on improving IT capabilities to enhance business performance. They help clients organize IT excellence and enable strategic sourcing by taking a phased approach consisting of strategy & scoping, selection, contracting, transfer, developing sourcing capabilities, and monitoring. Their goal is to define sourcing drivers, select optimal sourcing scenarios, and improve clients' internal sourcing management and capabilities to ensure outsourcing success.
This presentation is prepared to be presented by VP SCM in BTel Internal University.
Brief overview about Supply Chain Management and discuss about TCO when purchase a product.
Procurement Training|Introduction to procurement and best practice procuremen...Sheila Elliott
Procurement Training Course Modules For Those Involved In Procurement Activities. Delivered by www.businessservicessupport.com BSS Management Consultancy. Go to businessservicessupport dot com to find out more about our training courses.
Strategic sourcing is a disciplined process to define appropriate supplier relationships to enhance a company's competitive position. It engages with high spend categories across a company to provide a sourcing perspective, reduce costs, and achieve common objectives. The strategic sourcing team collaborates with business units, assesses processes, understands the market, and proposes solutions to maximize spending effectiveness and leverage scale in negotiations. This results in more effective spending and cost savings for the company.
This document discusses conducting market research and analysis to evaluate the feasibility of bringing a new product or service to market. It outlines several key areas of focus for market research, including market entry strategies, competitive landscape analysis, customer insights, and market sizing and segmentation. Examples of market data that could be collected are also provided, such as information on industries, competitors, products, customer support, and testing. The overall goal of the research is to inform strategic planning and market entry decisions.
Procurement has evolved from a tactical, transactional function focused on short-term savings to a more strategic function focused on total cost of ownership and long-term value. Effective procurement requires categorizing spend, developing category strategies, and managing supplier relationships. Suppliers can engage more effectively with procurement by understanding the maturity level of the function, contributing to category management, building trust, and demonstrating how they can help address procurement's goals and challenges over the long run.
The document discusses factors to consider when designing distribution channels. It outlines a multi-step channel planning and design process that includes: segmenting and positioning target customer groups; defining customer needs; evaluating alternative channels; selecting and training channel partners; motivating partners; and implementing the channel design. Key factors addressed are defining objectives, costs, roles of intermediaries, partner selection criteria, training, and performance management to ensure the channel meets business goals in an efficient and effective manner.
This document discusses the importance of strategic due diligence in mergers and acquisitions. Strategic due diligence goes beyond financial and legal due diligence to test the strategic rationale for a deal and determine if a company has the capabilities to realize targeted value from the acquisition. It involves asking two key questions: is the deal commercially attractive, and is the acquiring company capable of realizing the targeted value? The summary identifies four categories of M&A deals and outlines how the focus of strategic due diligence should vary depending on the type of deal.
This document discusses strategic marketing and becoming a market-driven organization. It emphasizes understanding customers, competitors, and markets to develop a strategy. A strategy is defined as objectives, resource deployment, and interactions with the environment. It discusses becoming customer-focused, acquiring market information, and delivering superior customer value through capabilities like new product development. The goal is to continuously create value that meets customer needs better than competitors.
The document discusses collaborative planning, forecasting and replenishment (CPFR). CPFR is a business practice where trading partners work together on planning and fulfilling customer demand. It aims to increase availability for customers while reducing costs. The key elements of CPFR include joint business planning, sales forecasting, order forecasting, and resolving any exceptions collaboratively. CPFR follows a cyclical process where trading partners jointly create sales forecasts, order forecasts, identify exceptions, and resolve them to continuously improve forecasts.
The document discusses Bid Dynamics' services for improving bidding activities and proposal quality. It offers training workshops and services to help clients set quality standards, explain required proposal tasks, position the importance of bidding, and develop high quality proposals. The services also help clients qualify sales opportunities, develop a bidding strategy, plan proposal content and structure, write compelling documents and presentations, and review bids to learn and improve future proposals. The goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
The document discusses Bid Dynamics' services for improving bidding activities and proposal quality. It offers training workshops and services to help clients set quality standards, explain required proposal tasks, position the importance of bidding, and develop high quality proposals. The services help ensure all bid contributors understand requirements, are effective members of bid teams, and act as agents of change.
The document discusses Bid Dynamics' services for improving bidding activities and proposal quality. It offers training workshops and services to help clients set quality standards, explain required bid tasks, position bidding in their sales strategy, and develop high quality proposals. The services help ensure all bid contributors understand requirements, are effective, and act as agents of change. They also review the bidding process, identify skills gaps, and design customized improvements.
Value based sourcing put into practice_onlineJanus Heie
Value based sourcing aims to maximize value and minimize costs in procurement. Business value can be incorporated into existing sourcing processes through three steps: 1) Understanding how suppliers can create value in different business situations, 2) Defining the business impact and measuring success criteria, 3) Choosing business value tools to work more with value in sourcing. Securing mandate to expand beyond cost savings is important to realizing full impact.
The document provides an overview of the Conduct Procurements process, which involves obtaining seller responses, selecting a seller, and awarding a contract. It lists the key inputs, tools and techniques, and outputs of the process. The inputs include the project management plan, project documents, procurement documentation, seller proposals, enterprise environmental factors, and organizational process assets. The tools and techniques involve expert judgment, advertising, bidder conferences, data analysis, and negotiation. The outputs are selected sellers, agreements, change requests, and updates to project documents and plans.
The document discusses services from Bid Dynamics to help improve bidding activities and proposal quality. It outlines training and workshops that help set ground rules for proposals, explain required tasks, position the importance of bidding, and develop high quality responses. It then details different aspects of bidding strategy the services can help with, including qualifying opportunities, developing strategy, planning proposals, writing content, and reviewing bids. The overall goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
The document discusses services from Bid Dynamics to help improve bidding activities and proposal quality. It outlines training and workshops that help set ground rules for proposals, explain required tasks, position the importance of bidding, and develop high quality responses. It then details different aspects of bidding strategy the services can help with, including qualifying opportunities, developing a strategy, planning proposals, writing content, and reviewing bids. The overall goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
The document discusses services from Bid Dynamics to help improve bidding activities and proposal quality. It outlines training and workshops that help set ground rules for proposals, explain required tasks, position the importance of bidding, and develop high quality responses. It then details different aspects of bidding strategy the services can help with, including qualifying opportunities, developing strategy, planning proposals, writing content, and reviewing bids. The overall goal is to help all those involved in bids understand requirements and contribute effectively to successful proposals.
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