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                            降低采購成本與供應商談判技巧

                            課程編號:11829
                            培訓心得:
                            ,我們特邀實戰供應鏈管理專家姜宏鋒老師,與我們一同分享《降低采購成本與供應商談判技巧》課程。本課程將結合標桿企業采購成本降低的實戰案例,在思維、策略、實操等方面給出系統方法,此外課堂中老師傳授談判經典話術、實用談判技巧,從實操層面提升您的采購談判技能。讓每一個采購人員都能為企業“采”出競爭力,“購”出利潤,從而讓采購職能部門從成本中心轉為利潤中心!課程大綱模塊一:采購轉型與角色定位一
                            相關專題:
                            相關公開課:
                            關鍵字組:
                            培訓總結:
                              應對需求變化的彈性。 同時,吉利汽車售后服務管理系統是目前吉利公司信息化建設中,涉及面最廣的系統,貫穿了400多家供應、三大制造公司、銷售公司(含服務公司、配件公司)、近600家服務站的整個體系的一套系統,給集團信息化建設積累了難得的經驗。 吉利集團應用采購供應鏈管理系統平臺產生的經濟效益,主要體現在采購成本降低上。通過應用該系統,每年為集團節省采購成本在650萬以上
                            相關近期企業培訓:

                            課程收獲
                            1、明確以利潤視角定位采購成本
                            2、描述從思路到出路,采購成本的創新思維方法
                            3、掌握采購成本分析、成本削、壓、控不同的操作策略
                            4、掌握采購成本降低最佳實踐的10大技法
                            5、繪制采購降本地圖,輸出行動方案
                            6、掌握采購談判模型,運用采購談判的七大實用技巧

                            課程概要
                            讓采購部門輕松成為利潤中心!
                            國內的制造型企業面臨著巨大的壓力,優化經營模式成了迫在眉睫的事情。采購成本是企業經營成本中最大的一部分,控制采購成本對企業意義重大;而采購中的重要環節是供應商管理,與供應商談判的結果將直接決定采購成本的高低。由此,許多管理者對以下問題深感困惑——
                            如何在激烈的行業競爭中有效降低采購成本,獲得發展?
                            如何做出詳細的采購成本分析,采取相應的操作策略?
                            如何借鑒成功企業的采購成本控制方法?
                            可以運用哪些方法與供應商協作把成本降低,形成良性合作?
                            針對以上問題,我們特邀實戰供應鏈管理專家姜宏鋒老師,與我們一同分享《降低采購成本與供應商談判技巧》課程。本課程將結合標桿企業采購成本降低的實戰案例,在思維、策略、實操等方面給出系統方法,此外課堂中老師傳授談判經典話術、實用談判技巧,從實操層面提升您的采購談判技能。讓每一個采購人員都能為企業“采”出競爭力,“購”出利潤,從而讓采購職能部門從成本中心轉為利潤中心!

                            課程大綱
                            模塊一:采購轉型與角色定位
                            一、中國制造型企業宏觀形勢分析
                            二、采購面臨的艱巨挑戰
                            三、采購轉型
                            四、采購部—成本降低的發起人與組織者
                            五、采購成本的削減、管控、壓縮區分
                            六、采購成本杠桿與杠桿率計算
                            七、為何以供應鏈視角做TCO
                            八、如何以利潤視角定位采購成本
                            九、采購成本柔性化

                            模塊二:采購總成本與管理策略
                            一、價格、成本和價值
                            二、何謂采購總成本TCO?
                            三、總成本TCO構成
                            四、生命周期成本(LCC)對TCO的影響
                            五、成本管控的不同境界:無、削、壓、控
                            六、采購物質如何科學分類管理
                            七、供應商定位方法
                            八、采購成本管控四種不同策略

                            模塊三:采購成本分析與分解
                            一、采購成本分解
                            二、MRO類成本與BOM類成本的不同特點
                            三、供應商的定價方法
                            四、“料”的分析與常見陷阱
                            五、“工” 的分析與常見陷阱
                            六、“費” 的分析與常見陷阱
                            七、供應商報價陷阱
                            八、原材料采購成本分解
                            九、案例:設備選型分析
                            十、案例:電子零件采購員對供應商的成本分析
                            十一、案例:某企業采購成本分析管理制度

                            模塊四:采購成本控制技法(上)
                            一、實戰技法一:聯盟合作,價值創造
                            企業實例:天津外企不花錢買到員工工作服,免費更換
                            二、實戰技法二:關掉成本水龍頭-采購需求管理-MRO采購難點突破與解決方案
                            企業實例:跨部門PR全程管控降本(附工具表格)
                            案例解析:500強日企社長如何處理部門辦公桌PR
                            三、實戰技法三:不花冤枉錢
                            ——VE/VA+Tear Down 實現采購性價比
                            企業案例:VE/VA分析及應用(表格)
                            四、實戰技法四:采購四化,整合再整合,集中再集中—CD20%-30%
                            企業案例:海爾一化削減電纜采購成本20%
                            企業案例:豐田二化削減采購成本30%
                            五、實戰技法五:EPI+ESI,改變機制
                            企業實例:德國上市民企引入ESI進行外包裝設計
                            企業實例:涂料供應商為何愿幫主機廠提降本建議?

                            模塊五:采購成本控制技法(下)
                            一、實戰技法六:成本下降不反彈:輸出管理幫供應商降成本
                            企業案例:方太幫扶供應商推精益體系
                            二、實戰技法七:通過電子競價采購壓縮成本
                            企業案例:科龍絞肉機,降成本35%
                            企業案例:國企引入一采通采購管理軟件
                            三、實戰技法八:優化采購過程降成本
                            企業案例:VMI+物流整合
                            四、實戰技法九:防腐敗,保廉潔,規避風險
                            企業案例:安徽某民企集團的陽光采購案例(采購快報文本)
                            五、實戰技法十:組織保證、員工活力、績效激勵
                            企業案例:格蘭仕采購成本降低活動的組織保證
                            企業實例:采購部門目標管理卡(表格)
                            企業案例:美的采購成本降低活動的策劃

                            模塊六:群策群力,行動方案
                            模塊七:雙贏采購談判 
                            一、采購談判對成本降低的影響
                            二、實效的談判新模式與“贏”思維
                            三、成功談判的三個特征 
                            四、談判前的準備
                            五、工具表格:談判策劃與實施工作表
                            六、RP、WOP、ZOPA與BATNA
                            七、 如何布局、造勢、用術
                            八、談判的三個重要因素、三個重要節拍
                            九、采購人員談判常犯的六種錯誤
                            十、開場:采購一招制敵的三個字
                            十一、中場:不斷探究底價的魔力詞匯
                            十二、終局:鎖定成果與備忘
                            十三、降低成本的談判經典話術
                            十四、回歸談判原則

                            專家簡介:姜宏鋒


                            實戰供應鏈管理專家。
                            在世界500強日、美企業擁有超過10年的供應鏈實戰經驗,曾任采購經理、供應鏈總監、總經理等高職,在跨國公司任職期間系統接受了日本和美國專家的專業培訓,數次赴日本、新加坡管理研修,積累了豐富的經驗。他是曾被溫家寶等國家領導人接見會談的中國供應鏈管理專家,也是國際供應鏈與生產運營協會ISOA中國區首席代表。現專職從事供應鏈管理咨詢與培訓,專注于供應鏈全鏈質量創新與降本增效方面的研究與實踐。尤其擅長將精益生產、全面品質管理與供應鏈深度整合,實效解決跨部門的供應鏈體系設計問題,有著企業運作的實戰經驗,一貫堅持“解決方案從企業中來,到企業中去”的教學理念!
                            專業背景:曾經出版《采購過程控制:談判技巧·成本控制·合同管理》、《采購部規范化工作指南》等書籍…..
                            主要課程:降低采購成本與供應商談判技巧、雙贏采購談判、一體化供應鏈協同、采購供應鏈成本管控、全面質量管理……
                            服務對象:阿里巴巴(杭州總部)、中國人保、美的、東風本田、(德國)Bid Dutchman、大眾、中興通訊、格蘭仕、歐派家居、伊利乳業、招商銀行、清華大學……

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