PACE has got an entire suite of learning modules for the consumption of young procurement professionals The topics cover the entire spectrum of Spend Analytics, Diagnostics, RFx management, Negotiations, Contract Management, Inventory management, and a few soft skills as well We live with a desire to coach/train people and organizations through online webinars/zoom sessions or classroom sessions face to face The prime aim is not to make money but to give back to the young brigade what we have learned through invaluable experiences in the last 25+ years through the structured and defined curriculum and milestones in the 'learning could be fun' journey

1. 1
Partners in Accelerated Cost Efficiency
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…Engaged In Developing Deep Knowledge and Expertise around
Strategic Sourcing, Supply Chain Management
In Procurement Professionals…
…Through its Learning Modules

2. • PACE has got an entire suite of learning modules for
the consumption of young procurement professionals
• The topics cover the entire spectrum of Spend
analytics, Diagnostics, RFx management, Negotiations,
Contract management, Inventory management and a
few soft skills as well
• We live with a desire to coach/train people and
organizations through online webinars/zoom sessions
or classroom sessions face to face
• The prime aim is not to make money but to give back
to the young brigade what we have learnt through
invaluable experiences in last 25+ years through
structured and defined curriculum and milestones in
the fun journey
2
WHAT WE DO?
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3. SUMMARY OF COURSES OFFERED
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9-Step Sourcing Process
Master Data Management : Defining, Cleansing &
Classifying Item Master
Opportunity Assessment : A scientific methodology for
Category Positioning and Prioritization
Sourcing Project Assessment and Data Collection – Phase 1 :
The assessment helps to prepare for success by systematic
evaluation of project’s boundary conditions
RFI / RFP Scoring & Ranking Suppliers Based on RFI
Responses
Essentials of Writing an RFP / RFQ
Cost Structure / Cost Driver Analysis : Understanding the
difference and importance
Sourcing Levers & Sourcing Strategies : A cutting edge
understanding to achieve cost saving objectives
Auction Strategies and Preparation Guidelines for a
Successful e-negotiation : A proven methodology gaining
adoption as a highly compliant, time-saving and efficient
way to price discovery through online competition
eAuction : The Efficient Negotiation Tool - Busting a few
myths
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4. SUMMARY OF COURSES OFFERED
4
Steps in Supplier Site Assessment
Supplier Performance Management : It is much
beyond the ratings on quality, cost and delivery
Change Management : Science of Managing Change
As A Complex Transition Project Involving Human
Behavior That Is Naturally Attuned to Resist
Inventory Management : Understanding the
methodology and importance
And many more…
The courses can be customized to any topic of importance
to you within the entire chain of
Source to Procure
Courses on Softer Skills
8D Problem Solving
Time Management
Best Shop Floor Practices
And many more…
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5. 9 STEP SOURCING PROCESS
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 AN ACTION-ORIENTED AND PROVEN PROCESS THAT
HAS DELIVERED HUGE SAVINGS SUCCESSFULLY
ALONG WITH GREATER DEGREE OF STAKEHOLDER
SATISFACTION
 THE COURSE COVERS 9 ESSENTIAL STEPS WITH
CLEARLY DEFINED MILESTONES AND CRITICAL
DECISION POINTS
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6. MASTER DATA MANAGEMENT : DEFINING, CLEANSING & CLASSIFYING ITEM
MASTER
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By the end of the course, you would know…
 THE IMPORTANT ATTRIBUTES OF A PURCHASED ITEM IN THE
ERP SYSTEM
 IMPORTANT CONSIDERATIONS WHILE DEFINING THISE
ATTRIBUTES
 THE COMMON ANOMALIES IN AN ITEM MASTER LEADING
TO BAD DATA
 THE STEPS OF CLEANSING AND CLASSIFYING THE ITEM
MASTER
 HOW TO MAINTAIN THE ITEM MASTER THROUGH
ADEQUATE TRAINING, COMMUNICATION AND,
GOVERNANCE
 A SHORT NOTE ON THE SERVICE CODES AND THEIR
IMPORTANCE
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7. OPPORTUNITY ASSESSMENT : A SCIENTIFIC METHODOLOGY FOR CATEGORY
POSITIONING AND PRIORITIZATION
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By the end of the course, you would know…
 THE ESSENTIAL PARAMETERS AROUND WHICH THE
DIAGNOSTIC EXERCISE WOULD RUN
 THE QUESTIONS THAT ARE REQUIRED TO BE PUT THROUGH
TO THE PROCUREMENT MANAGERS / CPO TO ARRIVE AT A
CONSOLIDATED SCORE IN RESPECT OF ESSENTIAL
PARAMETERS
 THE 2 BY 2 MATRIX WHERE THE SPEND CATEGORIES SHALL
BE PLOTTED IN A CATEGORY POSITIONING MATRIX AND A
CATEGORY PRIORITIZATION MATRIX USING THE ESSENTIAL
PARAMETERS
 HOW TO CREATE A WAVE PLAN LOOKING AT THE TWO
CATEGORY PLOTS – 1. THE CATEGORY POSITIONING MATRIX
AND 2. THE CATEGORY PRIORITIZATION MATRIX
 HOW TO USE THE CATEGORY WAVE PLAN AND FAST-TRACK
SAVINGS. A FEW EARLY WINS CAN HELP ESTABLISH THE
PROOF OF THE CONCEPT AND ACT AS A CATALYST TO DRIVE
THE CHANGE ACROSS THE CATEGORIES AND ORGANIZATION
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8. SOURCING PROJECT ASSESSMENT AND DATA COLLECTION – PHASE 1 :THE
ASSESSMENT HELPSTO PREPARE FOR SUCCESSTHRU’ SYSTEMATIC EVALUATION
OF PROJECT’S BOUNDARY CONDITIONS
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By the end of the course, you would know…
 THE IMPORTANT PREPARATORY STEPS THAT NEED TO BE
UNDERTAKEN BEFORE LAUNCHING A SOURCING PROJECT
 ALL THE ASPECTS OF PREPARING FOR A SUCCESSFUL
SOURCING OUTCOME MEETING STAKEHOLDER
EXPECTATIONS
 THE PROCESS OF CONDUCTING THE ASSESSMENT THAT CAN
BE APPLIED AS A STANDARD OPERATING PROCEDURE FOR
ALMOST ALL THE CATEGORIES
 HOW TO ARM YOURSELF BEFOREHAND AGAINST ALL THE
POTENTIAL PITFALLS DURING THE COURSE OF THE PROJECT
 THE ASSESSMENT CAN BE EFFECTIVELY USED TO LAUNCH OR
SHELVE A PROJECT-BASED ON THE FINDINGS
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9. RFI / RFP SCORING & RANKING SUPPLIERS BASED ON RFI RESPONSES
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By the end of the course, you would know…
 HOW TO DEFINE MINIMUM QUALIFICATION CRITERIA
 WHAT ARE THE IMPORTANT ASPECTS OF SUPPLIER
SELECTION
 WHAT ARE THE STEPS INVOLVED IN SUPPLIER SELECTION
 HOW TO DO THE SUPPLIER SCORING WITH THE HELP OF AN
ILLUSTRATIVE EXAMPLE
 HOW TO SHOW THE RESULTS OF SUPPLIER SCORING IN A
CXO DASHBOARD
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10. ESSENTIALS OFWRITING AN RFP / RFQ
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By the end of the course, you would know…
 ABOUT THE SALIENT FEATURES OF AN RFP/ RFQ DOCUMENT
 THE IMPORTANCE OF WRITING A COMPREHENSIVE RFP/RFQ
DOCUMENT
 HOW A TOTAL COST RFP / RFQ LOOKS LIKE
 THE IMPORTANCE OF SMARTLY DRAFTED CLAUSES IN AN RFP
/ RFQ
 THE FACTORS AFFECTING THE RFP / RFQ CLAUSES TO MEET
THE END OBJECTIVE
 OTHER IMPORTANT CONSIDERATIONS THAT MAY TAKE YOU
CLOSER TO SUCCESS IN A NEGOTIATION PROCESS
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11. COST STRUCTURE / COST DRIVER ANALYSIS : UNDERSTANDINGTHE DIFFERENCE
AND IMPORTANCE
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By the end of the course, you would know…
 THE ELEMENTS OF COST THAT BUILD-UP THE TOTAL COST OF
ANY GOOD OR SERVICE,...WITH THE EXAMPLES GIVEN ON
HOW TO COMPARE COST PROPOSALS FROM TWO OR MORE
SUPPLIERS
 THE ELEMENTS OF COST THAT MAJORLY DRIVE THE TOTAL
COST AND HOW ANY FLUCTUATION IN THESE ELEMENTS
DIRECTLY AFFECTS THE TOTAL COST
 THE IMPORTANCE OF COST DRIVERS THAT REQUIRES
RESEARCH AND KNOWLEDGE TO BE ABLE TO DEVISE
STRATEGIES TO CONTAIN OR DRIVE THE COST DOWN
HOW TO ESTIMATE THE SAVINGS’ POTENTIAL BASED ON THE
KNOWLEDGE OF COST DRIVERS AND THEIR COST TRENDS
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12. SOURCING LEVERS & SOURCING STRATEGIES : A CUTTING EDGE UNDERSTANDING
TO ACHIEVE COST SAVING OBJECTIVES
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By the end of the course, you would know…
 SOME OF THE OBJECTIVES THAT NECESSISATATES A
SOURCING INTERVENTION
 IMPORTANT SOURCING LEVERS THAT CAN BE USED TO
ACHIEVE THE SOURCING OBJECTIVES
 THE COMMON SOURCING STRATEGIES THAT FIND
APPLICATION IN DIFFERENT MARKET CONDITIONS
 THE SOURCING STRATEGIES THAT CAN BE GAINFULLY
APPLIED USING A 2 BY 2 MATRIX, PLOTTING THE KEY
MARKET CONDITIONS ON THE TWO AXES
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By the end of the course, you would know…
 WHAT ARE THE DIFFERENT AUCTION STRATEGIES AVAILABLE
IN THE MARKET PLACE?
 HOW TO APPROPRIATELY USE DIFFERENT AUCTION
STRATEGIES TO REAP MAXIMUM BENEFITS
…THAT AS A PART OF A SOURCING METHODOLOGY, E-
AUCTIONS SUPPORT THE GOAL OF STRATEGIC SOURCING TO
SIGNIFICANTLY REDUCE THE COST OF PURCHASES WITHOUT
SACRIFICING QUALITY AND SERVICE
 ABOUT SOME OF THE DO’S AND DON’TS FOR A SUCCESSFUL
ONLINE NEGOTIATION
 AND FINALLY, THE IMPORTANT PREPARATIONS BEFORE THE
AUCTION AGAIN TO DE-RISK THE SUCCESS
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AUCTION STRATEGIES AND PREPARATION GUIDELINES FOR A SUCCESSFUL E-
NEGOTIATION : A PROVEN METHODOLOGY GAINING ADOPTION AS A HIGHLY
COMPLIANT, TIME-SAVING AND EFFICIENTWAYTO PRICE DISCOVERYTHROUGH
ONLINE COMPETITION

14. EAUCTION :THE EFFICIENT NEGOTIATIONTOOL - BUSTING A FEW MYTHS
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AUCTIONS SHOULD BE SEEN AS AN EFFICIENT TOOL IN THE
PROCUREMENT PROCESS TO PERFORM NEGOTIATIONS WITH
MULTIPLE SUPPLIERS ALLOWING TO SAVE TIME (FOR THE BUYER
AS WELL AS SUPPLIERS) AND, IF DRIVEN SERIOUSLY, CAN
GENERATE SAVINGS (THE FINAL PRICE IS A GOOD PICTURE OF
THE “MARKET PRICE” DIFFICULT TO MEET WITH A “CLASSIC”
NEGOTIATION METHOD).
HOWEVER, SINCE THE YEAR 2000, ABUSES HAVE BEEN DONE
AND REVERSE AUCTIONS SUFFERED A “BAD PRESS”
THIS COURSE EFFECTIVELY BUSTS A FEW MYTHS AROUND
ONLINE NEGOTIATIONS AND CONDUCTING AUCTIONS
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15. STEPS IN SUPPLIER SITE ASSESSMENT
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By the end of the course, you would know…
 THE PREPARATIONS THAT ARE REQUIRED TO BE MADE
BEFORE EMBARKING UPON ANY SUPPLIER SITE ASSESSMENT
 SALIENT PARAMETERS/HEADS/TOPICS THAT ARE REQUIRED
TO BE VISITED/COVERED FOR AN ALL-ROUND ASSESSMENT
 QUESTIONS THAT NEED TO BE ANSWERED IN THE SELECTED
HEADS AND METHODOLOGY OF RATING BASED ON THE
FINDINGS IN RESPECT OF THE QUESTIONS
 CONSOLIDATION OF RATINGS IN VARIOUS HEADS TO COME
TO A SINGLE SCORE THAT REFLECTS THE SUPPLIER’S
CREDENTIALS, HIGHLIGHTS THE STRONG AND WEAK AREAS
AND ASSIST PROCUREMENT MANAGERS TO TAKE AN
INFORMED DECISION ON THE AWARD OF BUSINESS
 MAKING A FINAL RECOMMENDATION ABOUT THE
ASSESSMENT AS A SUBJECT MATTER EXPERT
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16. SUPPLIER PERFORMANCE MANAGEMENT : IT IS MUCH BEYONDTHE RATINGS ON
QUALITY, COST AND DELIVERY
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By the end of the course, you would know…
 THE IMPORTANT PARAMETERS THAT NEED TO BE
MONITORED PERIODICALLY TO EVALUATE A SUPPLIER’S
PERFORMANCE
 HOW TO CALCULATE A SCORE FOR ALL SUCH PARAMETERS
AND ARRIVE AT A CONSOLIDATED SCORE THAT CAN REFLECT
OVERALL PERFORMANCE OF THE SUPPLIER
 HOW THESE PERFORMANCE SCORES CAN BE USED TO
CHURN THE LOW PERFORMING SUPPLIERS AND CLASSIFY
HIGH PERFORMING ONES INTO PREFERRED, APPROVED OR
POTENTIAL SUPPLIERS TO BID FOR YOUR FUTURE
REQUIREMENTS
 HOW THE PERFORMANCE SCORES CAN BE USED TO REWARD
BEST PERFORMING SUPPLIERS IN ANNUAL SUPPLIERS’ MEET
AND KEEP A HEALTHY COMPETITION AMONG THE SUPPLIERS
TO OUTPERFORM EACH OTHER AND EARN THE PRESTIGE IN
THE HALL OF FAME
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17. CHANGE MANAGEMENT : SCIENCE OF MANAGING CHANGE AS A COMPLEX
TRANSITION PROJECT INVOLVING HUMAN BEHAVIORTHAT IS NATURALLY
ATTUNEDTO RESIST
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By the end of the course, you would know…
 WHY THE CHANGE IS THE ONLY CONSTANT PHENOMENA
CUTTING ACROSS INDUSTRY AND GEOGRAPHICAL
BOUNDARIES
 ABOUT THE POTENTIAL CHANGE MANAGEMENT OBSTACLES
TO GUARD AGAINST
 HOW TO SET UP THE TEAM WITH PROPERLY DEFINED ROLES
AND RESPONSIBILITIES AND HOW TO ALLOCATE RESOURCES
TO ADEQUATELY DRIVE THE CHANGE
 ABOUT THE TOOLS AND TECHNIQUES TO MANAGE THE
PEOPLE-SIDE OF CHANGE TO ACHIEVE THE REQUIRED
BUSINESS OBJECTIVES
 THE SCIENCE OF MANAGING CHANGE WITH AN OBJECTIVE
OF DOING IT FIRST TIME RIGHT
 HOW TO MEASURE THE CHANGE MANAGEMENT
EFFECTIVENESS THROUGH THE TRANSITION AND
IMPLEMENTATION STAGE
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18. INVENTORY MANAGEMENT : UNDERSTANDINGTHE METHODOLOGY AND
IMPORTANCE
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By the end of the course, you would know…
 WHY INVENTORY MANAGEMENT IS ONE OF THE KEY
PERFORMANCE INDICATORS FOR A BUYER
 HOW INVENTORIES HIDE THE IMPERFECTIONS THEREBY
PUTTING PRESSURE ON WORKING CAPITAL THROUGH
LOCKED PAYABLES AND OBSOLESCENCE
 ABOUT THE IMPORTANT TERMS ASSOCIATED WITH
INVENTORY MANAGEMENT
 THE ORDERING AND STORAGE METHODS TO OPTIMIZE
INVENTORY, THE 80:20 PRINCIPLE AND CLASSIFICATION OF
PRODUCTS THAT HELP IN CONTROLLING INVENTORIES
 THE CONCEPTS OF MRP, JIT, KANBAN AND SYNCHRO-
ORDERING, ALL AIMED AT REDUCING INVENTORY CARRYING
COSTS THAT COULD BE MOST IMPORTANT KRA FOR A BUYER
TO KEEP A CHECK ON
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19. 8D PROBLEM SOLVING : A STEP BY STEP APPROACHTO SOLVE ANY PROBLEM
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PURPOSE :
The objective of this document is to define the steps to be
followed whenever any problem is faced, with the objective to
systematically attend to the problem so that once attended,
problem doesn’t reoccur.
SCOPE :
Applicable to any kind of problems faced in any function
RESPONSIBILITY :
The responsibility of establishing, and the updation of this
procedure particularly lies with QA and the responsibility of
compliance lies with all employees
DEFINITIONS :
Problem : Any deviation from the standard/ specifications is a
“PROBLEM”. If standards/ specifications are not set or existing,
it becomes the most primary activity to set the standards/
specifications and compare the symptoms/ situations suspected
or perceived as deviations against them
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20. THANK YOU
https://www.linkedin.com/in/ajay-garg-s2p-pace/
Ajay Garg
(Founder)
+91 9818686704 ajay.garg@s2p-pace.com Noida, India
Companies Served
Ajay Garg Experience : 25+ Years
Clients Served
Partners in Accelerated Cost Efficiency