Supplier Performance

Management Skills

6-Week Online Program

Attain 5% to 10% additional cost reductions than originally “sourced” by strategically-managing the supplier relationship. Learn meaningful “metrics” (KPI’s) to apply to supplier performance.

How to Capture Deeper Value and Savings from Suppliers?

Download the PDF Brochure

Here's How Our 3-Step Learning Process Can Help You

Join this asynchronous learning program and attend from anywhere, anytime conveniently.  Our interactive learning platform follows a proven 3-step learning path as outlined below.


Learn Innovative Trends in Strategic Sourcing

We will teach you the latest trends in strategic sourcing and how they are used by leading companies and governmental agencies.


Expand Your Knowledge Through Discussions

You will have the opportunity to interact with your coach through forums and expand your knowledge as you progress with the learning activities.


Do Exercises and Get Feedback from Your Coach 

You will work with our practical exercises and submit to your coach for review to ensure that you are ready to apply the knowledge immediately.

Join as an Individual or a Team and Learn at Your Convenience.

What You Will Learn in 6 Weeks?

Week 1 – Importance of “Supplier Relationship Management” (SRM)

  • SRM in the Strategic Sourcing Process
  • Post-Sourcing Value Creation
  • Criticality of Today’s Supplier Bas

Outcomes of Superior Supplier Performance

  • Supplier Consolidation
  • Increased Value Received
  • Improved Quality
  • Improved Productivity
  • Decreased Cost
  • Minimized Risk
  • The “Rights of Procurement”

Roles & Responsibilities of a Supplier Manager

  • Pre-Contract
  • Contract
  • Close-Out

Week 2 –  Techniques to Capture Greater Value from Suppliers

  • 10 Places to Search for Further Cost Savings
  • Developmental Stages in the Supplier Relationships
  • Progression in Supplier Value (Commodity, Preferred, Strategic, Alliance)
  • Definition of “Relationship”
  • Total Cost of Ownership Principles

Treatment of Suppliers to Incent Superior Performance:

  • Communication Patterns
  • Respect
  • Management Interaction
  • Meaningful Metrics
  • Feedback

Week 3 –  Financial Management of Suppliers

  • Quick Ratios
  • Supplier Stability & Risk
  • Individual Exercise – Case Study for Calculating Quick Ratios

Prevention of Typical Supplier Tricks:

  • “Divide and Conquer”
  • “Around The End Run”
  • “Scope Creep”
  • “That Wasn’t Included in the Price”

Pre-Requisites for Managing Supplier Performance

Week 4 -  Implementation of New Supplier Relationships

  • “Best Practices” in Contract Relationship Roll-Outs
  • Communication Needs & Methods
  • Cost Reduction Identification & Tracking
  • Use of Cross-Functional Teams
  • Organizational Re-Alignment
  • Training Techniques
  • Implementation Project Plan Management

Risk Factors in Supplier Relationships

  • Legal Risk
  • Financial Risk
  • Business Risk

Week 5 - Statement of Work (SOW) Management Techniques

  • Managing Deliverables
  • Documenting Performance Problems
  • Recognizing & Rewarding Extraordinary Performance
  • Individual Exercise – Designing Elements of a SOW

Performance Management Methodology

  • Monitoring vs. Benchmarking
  • Sources for Benchmark Information

Week 6 –  Building a Balanced Supplier Scorecard Rating System:

  • Which Suppliers?
  • How to Rate Performance
  • 5 Rating Components – MISCQ

Conducting Periodic Review Meetings

  • Frequency
  • Agenda
  • Location
  • Key Attendees

Conducting Supplier Site Visits

Our Students Represent World-Class Organizations Around the World

Learn with Mark Trowbridge, CPSM, C.P.M.,  MCIPS

His 35+ years in procurement includes supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually, as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company, where during his last two years with the enterprise, his areas of responsibility delivered $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions.

For the last 20 years, Mark has experienced great success in procurement consulting, exceeding targeted savings objectives on procurement transformation projects in the Oil/Gas, Mining, Telecommunications, Agricultural, Governmental, Food Service, Technology, Chemical, Health Care, Banking, Manufacturing & Insurance sectors. During his decades-long consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions.

He is one of the original founders of Strategic Procurement Solutions, LLC. Mr. Trowbridge holds a Bachelor's Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. Mark has served on the I.S.M. committee that creates and reviews certification questions in the CPSM test modules.

He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations. He has been a featured speaker in nearly all of the last 18 I.S.M. annual conferences. His LinkedIn profile is among the 1% most-viewed out of that organization's 250 Million members. Mr. Trowbridge has written articles for Supply Chain Management Review-Journal, eSide Supply Management, and Inside Supply Management Magazine.


Costs: US$ 995/- US$ 895/- Per Participant

Register now and save US$ 100/- per participant.

Contact us for Group Discounts and Corporate Payments.

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