Internal Partnering Program

Level

Mid- to senior-level management (Strategic Buyers, Category Leaders, Purchasing Directors and VP’s))

Days

The Internal Business Partnering Program covers a total of four days.  It has two parts, of two days each.

There is a separate Executive Briefing of one half-day.  It is a summary which presents the essentials of the program to line management and executives.

Overview

The Internal Business Partnering Program shows delegates how to maximise benefits from support services.  Delegates learn how to

  • Identify business requirements, through full engagement with stakeholders
  • Evaluate the component parts of goods and services and align these with business requirements
  • Ensure that value is delivered over the life of the service
  • Create networks and relationships that support top performance
  • Build sustainable competitive advantage for the client organisation

Part of the program focuses directly on commercial value, with guidance, good practice and tools; and part develops interpersonal skills that are essential in addressing the different issues with stakeholders at all levels.

What business issues are addressed?

The Internal Business Partnering Program recognises that cost reduction is one of several commercial objectives when engaging suppliers of goods and services, and that it may not be the most important.

It shows how networks of stakeholders create value in their own right.  Traditional Stakeholder analysis stops at getting others to do something for me

Delegates learn how to become trustworthy and how to win the confidence and respect of all stakeholders.

The Internal Business Partnering Program ensures that implementation, delivery and operation are considered at the time of the contract and that they are monitored and managed throughout the life-cycle of the goods or services.

In the future, Procurement will increasingly empower internal clients to develop their own purchase contracts.  Success will be less reliant on control and compliance The Internal Business Partnering Program enables delegates to see the benefits of this and gives them the skills to manage it.

Who is the Internal Business Partnering Program for?

Mid- to senior-level managers who purchase, provide or manage services to internal clients will improve the effectiveness and efficiency of these services as a result of this program.  They will achieve this by aligning the services with their clients’ real needs and by supporting them throughout the service lifecycle.

Delegates are most likely to be from support functions which are accountable for the delivery and performance of a portfolio of services from internal and external providers.

The Internal Business Partnering Program gives these staff the ability to leverage their existing business experience and insights for the benefit of the business and their own careers.

What will delegates take away from the Internal Business Partnering Program?

The Internal Business Partnering Program gives delegates two sets of essential capabilities for their current roles and their future careers.

Business insights, tools and practices build on delegates’ experience and so that they

  • Identify business improvement opportunities,
  • Become trusted business partners
  • Influence across the organisation
  • Deliver results through the whole of the service life-cycle

From the Process Communication Model, delegates are able to

  • Create introductions and successful contacts
  • Build sustainable, positive relationships with different personality types
  • Deal effectively with stressful business situations
  • Negotiate successful outcomes
  • Value chain analysis and the creation of sustainable competitive advantage from purchased services
  • Managing stakeholders and creating value-adding networks
  • Creation of complex and evolving supplier relationships
  • Improved communication via PCM
  • Developing supplier relationship capabilities
  • Establishing and maintaining trust
  • The evolution of procurement from savings to value; and from control to delegation.
  • Interpersonal skills
  • Personality types and behaviours

What topics and areas are covered during the Internal Business Partnering Program?

  • Value chain analysis and the creation of sustainable competitive advantage from purchased services
  • Managing stakeholders and creating value-adding networks
  • Creation of complex and evolving supplier relationships
  • Improved communication via PCM
  • Developing supplier relationship capabilities
  • Establishing and maintaining trust
  • The evolution of procurement from savings to value; and from control to delegation.
  • Interpersonal skills
  • Personality types and behaviours

Internal Business Partnering Program – Information

The Internal Business Partnering Program is a customisable four-day program which is delivered in two, separate two day events.

It has two components, one on interpersonal skills and the other on delivering business value, are combined to enhance the impact of the program.  The program is built around alternating units from each skill-set.   They complement each other and maximise the impact and enjoyment of the event.

An Executive Briefing is also available.  This is a three hour summary of the elements of the program, so that executives and line managers can anticipate the improved business performance that will result from the program

Program

Days Four  (2 + 2)  
Level Mid- to senior-level management

 

Executive Briefing (Optional)

Days Half 
Level Executives and delegates’ line managers

Pedigree

The Internal Business Partnering Program is the result of intensive collaboration to create a unique fusion of knowledge and skills in:

  • Procurement
  • Supplier Relationship Management
  • Sales & Marketing and
  • Business Psychology

The content is designed to meet the needs of organisations that need to break down functional silos in order to build teams that deliver total life-cycle performance at every link in their supply chains

It is delivered only by experts who can coach and guide delegates through their current, real-life issues.

Phil Allen

To be completed

Thomas Puschmann

To be completed

Bill Young

Bill Young is an consultant and coach who specialises in Procurement.   He facilitates international Procurement events, leads management development programs, and coaches senior managers.    He also advises service providers on account management and client relationships.

He has senior level, international leadership experience in pharmaceuticals, engineering, finance, utilities, agriculture, chemicals and government sectors

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