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Strategic Procurement And Effective Vendor Negotiation Skills

Date: 11 & 12 November 2020, Wednesday - Thursday
Time: 9.00 am – 12.30 pm (3.5 hours/day)
Venue: Join us from your home / office and be trained in our Virtual Classroom


Purchasing is a process. Purchasers should be exposed to the necessary specific steps taken at each stage to ensure the maximum benefit for their organization. This course will focus on the important challenge faced by those responsible for making purchases that is establishing and maintaining their reputation as a strong and experienced buyer. Buyers will also discover skillful ways to make suppliers appreciate their business and reduce the burden of administrative paperwork. This course will also help participants learn masterful negotiating and purchasing techniques used by the most sophisticated and effective buyers in the business. Finally as a buyer you will sound like a professional no matter what you are buying.


At the end of this training, participants will be able to:

  • improve your negotiating skills to get the price, quality and service you want.
  • learn the key factors in an effective purchasing system.
  • learn criteria for finding suppliers who will best serve your needs.
  • identify ways to turn a supplier problem into a financial advantage for your company.

    Purchasing Executives/ Officer, professional buyers, administration / finance officers


  • Good Internet / wifi connectivity
  • Laptop with webcam / smartphone
  • Headset with mic

    Module Title
    DAY 1 (3.5 Hours)
    Module 1 Introduction to Procurement

  • Define the 5 objective of procurement
  • The procurement process
  • Single sourcing and multi sourcing
  • The purchasing cycle time
  • Types of purchase
  • Group discussion
  • Module 2 Effective Purchasing System

  • 7 key elements of an effective purchasing system
  • Inspect shipments
  • How to resolve deviations to your satisfaction
  • Purchasing techniques to improve company’s profitability
  • Reduce organization’s cost of doing business
  • Price and cost analysis methods
  • How to avoid problem areas that can raise the true cost of inventory
  • Identifying your BATNA
  • Case study
  • DAY 2 (3.5 Hours)
    Module 3 Vendor Development program

  • Effective vendor development program
  • Vendor qualification
  • Vendor selection
  • Vendor evaluation
  • Vendor development
  • Vendor certification
  • Listing of supplier sources
  • Techniques and procedures for locating and evaluating new suppliers
  • Module 4 Negotiate Optimum Price, Quality and Service

  • 6 questions to ask after receiving a price quote
  • Negotiating techniques
  • How to increase your buying power?
  • 4 negotiating advantages by dealing on the phone
  • When to make concessions
  • Avoid being intimidated by technical salespeople
  • Role Play
  • Module 5 Strategies & Tactics for Skillful Negotiation

  • Ensuring best price and service
  • How to be a good negotiator
  • Discover the most powerful negotiating tool
  • Strategies for negotiating on the telephone
  • Active and passive bargaining tactics

    Dr Thanabalan Vellloo

    Santhanasamy Subbiah has more than 30 years of experience in corporate world on accounting and finance practices. His experiences in various industries include that of Banking, Manufacturing, Education, Insurance, Security, Plantation, Shipping, Shared Services and Freight Forwarding. He was also with the Ministry of Works engaged in special projects funded by the World Bank.

    Besides being in the corporate world he has lectured MBA programmes for the following Universities:- Open University Malaysia, University of New Castle Australia, Herriot Watt University UK, Asia Pacific International University and was a Dean for the School of Accounting and Finance with a local University.

    As a self-starter with his vast experience in numerous industries he is today a trainer and a principal consultant on GST for numerous of companies. He is no novice to GST. He has worked closely with Price WaterHouse Coopers on matters pertaining to GST since 2005 and contributed valuable inputs during the meeting with Ministry of Finance on matters pertaining to the implementation of GST in Malaysia.

    His specializes on the Understanding, Implementation and Hands-On training programs on Goods and Services Tax for numerous industries such as manufacturing, oil and gas, construction, logistic, retail, airlines, IPTA and many others. He is a GST trainer of Malaysian Institute of Accountants, Malaysian Institute of Insurance and Malaysia Institute of Corporate Governance.

    Santhanasamy holds an MBA majoring in Finance from University Putra Malaysia. He is a member of the Chartered Accountant of Malaysia, Chartered Management Accountant of UK, and an Associate Member of the Malaysian Institute of Management. He is a Certified Trainer of HRDF. He is a certified GST Tax Agent of Ministry of Finance


    RM470 per person (fee is subjected to 6% SST)
    # Fee inclusive of Course Notes and Digital Certificate of Participation


    Malaysian Export Academy
    No. 86, Jalan BP 7/8,
    Bandar Bukit Puchong,
    47120 Puchong, Selangor.

    Tel : 03 8066 3107
    Fax: 03 8066 6152

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