The document outlines a training program conducted by Tommy Seah, focusing on the financial pre-qualification and analysis of suppliers for procurement management. It emphasizes the importance of understanding a supplier's financial health in mitigating fraud risks and enhancing negotiation capabilities. The training targets various professionals in procurement and finance, providing insights into the evaluation and management of supplier qualifications.

1. Knowledge is Empowering
A practical and hands-on training from the
No.1 Fraud Buster in Asia Pacific region :
© ProEdge Global
Advanced Procurement Management Series
Advanced Procurement Management :
The Pre-Qualification
- Financial Analysis of Suppliers
11th & 12th March 2014
Parkroyal Hotel, Kuala Lumpur
INCLUSIVE OF
Tommy Seah’s
New Book on
“Psychology of Fraud”
for registered &
paid participants
before 29th Jan 2014
“ The financial health of a Supplier is important to any procurement situation. The larger the contract, the more
critical the purchase, or the longer term of the agreement, the more important it becomes. “
You might be wondering why we are inviting the Number 1 Fraud Buster on
Procurement Fraud to discuss financial analysis of suppliers, the answer is what you
find in your analysis of the Supplier’s financial health can have a material impact
on your procurement decision. Knowledge of Suppliers financial health may show
the need for additional terms or requirements need to be added to your contract
to protect against the fraud risks you have in using them. It may also provide you
with information that you can use as leverage as part of advanced negotiation to
gain concessions.
In order for the participant to understand the all these issues on procurement, we
have invited ACFE Regent Emeritus Tommy Seah to conduct this premier program
on the financial pre-qualification of suppliers. This is a very fast moving and thoroughly enjoyable presentation. Not a dull moment. There is no pre-requisite of
financial knowledge other than a desire to have a grip on the subject matter.
Participants must not be confused between prequalification and a tender for a
contract. The two are not the same and the difference between the two is explained here. Prequalification is not a form of tendering. Prequalification when
used, precedes the tendering for the actual contract. Prequalification is used to
identify contractors who would be allowed to tender for certain contracts. Therefore an advertisement for prequalification does not amount to an advertisement
of a tender for a contract because all the former does is allow those interested to
express their desire to be eligible to tender. Once a company is pre-qualified for
a particular contract it is then eligible to tender for that contract. A firm applying
for prequalification has no expectation to be awarded any contract on the basis
of the application for prequalification. Its only expectation is that once it has been
approved for prequalification, then it is free to bid for the contract.
Prequalification therefore precedes the tender and an advertisement for prequalification should not be confused with an advertisement inviting tenders for the
award of the substantive contract. Prequalification is not used for all contracts. In
fact, it is only used in certain cases where it is felt necessary to do so.
YOUR COACH :
Tommy Seah
FCPA, FAIA, MSID, ACIB
• Certified Fraud Examiner (CFE)
• Regent Emeritus, ACFE (Texas, USA)
• Vice-Chairman 2006, ACFE
Board of Regents
• Chairperson, CSI World Headquarters
• World Class Financial Mgt. Expert
• Double Firsts in Financial Management
and Accountancy (U.K.)
• Chartered Banker, International
Accountant, Auditor, Investigator
• Member of Advisory Board to SOX
Institute (N.Y.)
Another Event Proudly Organised
by ProEdge Global Sdn. Bhd.
(PSMB Registered
Class C Training Provider)
For registration and enquiries, please contact our Program Manager KENNETH :
Email : kenneth@proedgeglobal.com Tel : +603 2116 5671 Fax : +603 2116 5999 Web : www.proedgeglobal.com

2. Advance Procurement Management
The vast majority of contracts are publicly advertised without the need for prequalification which is often reserved for large contracts and those with requiring highly
technical expertise. One of the advantages of prequalification is to reduce the
need to evaluate unqualified contractors. It is way of narrowing the field to only
those who have the requisite ability to comply with the terms of the contract and
the financial capability to undertake the work.
Thus for certain contracts, particularly large contracts or those involving highly
technical work, a procurement entity will before advertising for bidders for the
contract, first ask for invitations for pre-qualified bidders. Prequalification allows for
unqualified bidders to be weeded out and thus helps to speed up evaluation of
bids since only a limited number of pre-qualified bids have to be examined.
This means that only those firms pre-qualified would be eligible to bid on the contract.
The prequalification is merely for companies to demonstrate that they have the
ability to undertake the work or supply of whatever it has to be sourced.
One of the most common problems with performing financial analysis of Suppliers
is when they are privately held and are simply unwilling to disclose their financial
information. When faced with that we may offer them three choices 1. They can
disclose under confidentiality agreement. 2. The procurement team will provide
them with certain ratios that we need them to have their Certified Public Accountant certify that they are better than all of the individual ratios provided. 3. The
procurement team will either not source from them or will give them very limited
business as the risk cannot be quantified.
The financial health of a Supplier is important to any procurement situation. The
larger the contract, the more critical the purchase, or the longer term of the agreement, the more important it becomes. The reasons for that are simple. The better
the Supplier’s financial health, the more likely the procurement officer will be able
to reduce cost. Financially stable Suppliers will provide committed or improved
performance, and have predictable deliveries and performance. It is critical for
Procurement Officers to invest significantly less time and effort managing financially stable suppliers. Moreover using stable supplier should need fewer requirements to manage against performance risks. For example, with a Supplier that
is financially unstable, as protection you might need to negotiate licenses and
escrow in the event the Supplier starts to fail financially. The procurement officer
might dual source the item, which will cost more because volumes are not maximized and because instead of having to manage one supplier the procurement
officer ended up managing two.
Needless to say, the best suppliers will be profitable and will have sound financial
management. By reviewing the suppliers financial statements it allows the procurement officer to ask questions or learn information that will also be useful in
the negotiation. So like other aspect of prequalification the procurement officer
need to not just look at whether or not they will be qualified but should also be
considering the impact on cost and be looking for information that can use in the
negotiation.
■ Who Should Attend
• Purchasing / Procurement Managers • Supply Chain / Logistic Managers
• Risk Management & Regulatory Managers • Contract Managers
• Buyer / Sourcing Managers • Materials Managers
• Chief Financial Officers • Chief Investigators • Investigators
• In-house General / Legal Counsels • Legal & Compliance Managers
• Internal Auditors & Audit Managers • Finance Managers / Controllers
• Accountants • and Independent / External Auditors
www.proedgeglobal.com
Some of world’s
leading government
linked companies,
banks & financial
institutions staff
trained by Tommy :
• Malaysian Airport Holdings Bhd
• The Government Investment
Corporation of Singapore
• The Stock Exchange of
Singapore
• Deutsche Bank (participants
from 40 countries)
• Westpac Banking Corp
• Monetary Authority of
Singapore (Central Bank)
• United Overseas Bank (UOB)
• BNP Paribas
• Bank of China (China-wide)
• Hong Kong and Shanghai Bank
• OCBC Ltd
• Bank Negara Malaysia
• MayBank
• Bank Islam
• TNB
• Philip Morris
• Bangko Sentral ng Pilipinas
• Bursa Malaysia
• Securities Commission Malaysia
• UMW
• F&N
• and many more...
Some Comments from
Past Delegates :
• “The subject matter was
well presented and at a
suitable pace.” - Manager,
BNP Paribas
• “The way the program
was conducted - Lively Able to keep one’s attention.” - Head of Internal
Audit, Credit Lyonnais
• “Interesting, informative
and lively presentation” Investigation Officer, Inland
Revenue Board (IRB)
■ Course Schedule
0830
0900
1030
1045
1230
1330
1515
1530
1700
Registration & Morning Tea
Workshop Commences
Refreshments & Tea Break
Session Commences
Networking Lunch
Session Commences
Refreshments & Tea Break
Session Commences
Course ends
For registration and enquiries, please contact our Program Manager KENNETH :
Email : kenneth@proedgeglobal.com Tel : +603 2116 5671 Fax : +603 2116 5999 Web : www.proedgeglobal.com

3. Advance Procurement Management
Program Outline
Financial Pre-Qualification of Suppliers
requires a grip on the following :
• Understanding Suppliers financial
statements
• Analyse the financial health of a Supplier
• Determine the financial health of Suppliers
using the structural approach to Balance
Sheet analysis
• Determine the past performance of
Suppliers by understanding the contents in
the Income statement (P&L)
• Calculate critical business performance
indicators and compare them against the
best in their industry and location.
• Understand the limitations of a fully
audited, unqualified financial statement
as of the end of the last fiscal year, CPA
prepared.
• Applying the data in Unaudited interim
financial statements
• Using the Working Capital Cycle to
negotiate for a better term
• Understand The opinion letter from the
CPA.
• Understand the significance of Notes to
the financial statement to determine any
false or exaggerated statements
• Understanding 5 most schemes in
Suppliers Financial Statement Fraud
Disclaimer
“Due to the interactive nature of the learning session, the
sequence and contents of the program maybe vary according to the needs of the participants. The speaker reserves
the right and the privilege to conduct the program in the
manner which he thinks to be in the best interest of the majority of the participants. Please ensure that you understand this completely so as to prevent any form of unrealistic expectation and or
disappointment in a public enrolment program that was not
tailored to your specific need.
Please inform the organizer in advance if you are not agreeable or
do not completely understand the above term and we will review
your enrolment accordingly.”
www.proedgeglobal.com
Your Coach
Tommy Seah, FCPA, FAIA, MSID, ACIB,
• The only Regent Emeritus of the Association
of Certified Fraud Examiners (ACFE) within
the Asia Pacific
• Vice-Chairman 2006, ACFE Board of
Regents, (Texas, USA) World Headquarters
• Chairperson, CSI World Headquarters
Chartered Banker, Accountant, Auditor,
Investigator, Fraud Examiner
Tommy is someone you will want to know in person. Not just
because he is the elected Vice Chairman (2005/07) of The
Association of Certified Fraud Examiners Board of Regents
based in Texas, USA. Or the fact that he being the only Regent Emeritus in Asia is very often referred to as the Number
One Fraud buster.
It is him that you want to know. It can very often be a defining moment for some and a life transforming moment for others. He motivates you to do great thing without even trying.
Somehow your day become so much better just because
he is talking to you. It is not charisma. He is frank to the point
of being blunt. He is able to cut through all the smoke and
see things as it is. But being a practicing CFE which is is a
post graduate professional qualification recognized by the
FBI and USA Central Intelligence Agency in its recruitment of
auditors for combating fraud does not hurt.
His services in providing technical training is much sought after continuously by numerous banks in the region, including
Germany, Singapore, Malaysia, China, Indonesia, Philippines
and Taiwan.
Tommy’s previous experience includes systems based auditing in an American International Bank, where he was the Senior Regional Auditor responsible for the Bank’s audit in the
Asia Pacific region. He has also held the top executive position of Chief of Internal Audit in a prime offshore bank where
his audit duties cover the Singapore and Hong Kong operations of the bank. He covers all areas of the bank’s audit of
operations and IT systems. He also has practical working experience in the Operations Department of a foreign bank.
Tommy is the author of 8 banking books including The Key
to Malaysian Financial Institutions Compliance & Economic
Crime Requirements Published Online by John Wiley : 5 JAN
2012 DOI: 10.1002/9781118269213.ch71. His publications has
received excellent review and first class commendation from
some of the most authoritative professional certification body
& top rated banks in the world. His latest 2014 publication is
The Psychology of Fraud – Understanding Gender Bias.
For the past thirty years, Tommy Seah has trained some of the
top banks and financial institutions in the region. In particular,
his expertise in SOX 404, AML and Basel II systems implementation is much sought after by financial institutions and banks
in Germany, Brunei, China, Indonesia, Malaysia, Philippines,
Singapore, Taiwan and Thailand.
His prolific training career has seen him trained over many
CFOs, Compliance Officers, Auditors, Risk Managers, fraud
investigators, financial analysts, forex managers, IT Professional, legal counsels, private bankers and accountants.
Today, he is still a very much a hands on practitioner doing
Independent Third Party work for audit practice assurance,
compliance review & fraud investigation in the Asia Pacific
Region. He is also a Certified SOX Professional & appointed
as Professor of Economics of the CHINA Institute of Directors.

4. Advance Procurement Management : The Pre-Qualification - Financial Analysis of Suppliers
www.proedgeglobal.com
BOOKING REFERENCE: CFE 3909
Investment
Sales Contract
How To Register
□ RM 3680 for two-day workshop
□
Early Bird Price - RM 3380 (RM 300 off from normal price)
(Payment & registration received before 29th Jan 2014)
□ Premier Group Discount
- 15% off from normal price
for 3rd participant onwards from the same company.
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Parties hereby agree to submit.
Contact ProEdge Global on
Tel: +603 2116 5671 or +6016 338 9783
Fax: +603 2116 5999
Email: kenneth@proedgeglobal.com OR
brenda@proedgeglobal.com
Workshop Information
Date : 11th & 12th March 2014
Venue : Parkroyal Hotel,
Jalan Sultan Ismail,
Kuala Lumpur, Malaysia
Our Address
ProEdge Global Sdn. Bhd.
Suite 33-01, 33rd Floor,
Menara Keck Seng,
203, Jalan Bukit Bintang,
55100 Kuala Lumpur, Malaysia.
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