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DR MANOHARAN MURUGESON has more than 21 years of practical work experience in contracts administration, supplier management, procurement, project management, supply chain and logistics, etc. He specializes in training, facilitation and consulting to both the public and private sector in areas like Procurement Efficiencies including addressing issues of contracts administration, fraud, cost management and product life cycle management, Warehouse Management, Operations Management, Total Cost Management, Supply Chain Management, Total Logistics management, Stock Taking and Auditing,

His landmark consulting experience was designing of materials part numbering and coding systems, preparation of standards, policies and procedures for a large rail network. He was also involved as a consultant for the development of an automated business solution for a wholesale/ retail stationery business with off shore branches where he was instrumental in business process analysis, process improvement, project management and eventual successful completion and commission of the system.

Dr Manoharan’s sample of illustrious clients list for training include Shell, UMW Toyota Motor, Celcom, Samsung, Proton, Colgate-Palmolive, Eon Finance, Philips, Hicom- Yamaha, Malaysian Oxygen, NEC, Petronas, General Electrics, Gamuda, Johnson & Johnson Medical, JVC, Kontena Nasional, Glaxo Wellcome, Hitachi, Hong Leong Lurssen Shipyard, National Heart Institute (IJN), Kenwood, Macfood Service, Nestle, Mattel, Matsushita Industrial Corporation, Maybank, Minolta Precision Engineering, MISC, Perwaja Steel, Seagate, Canon, BASF and UPS, Petronas Carigali, Sidel, Western Digital, Perodua, Sharp, Panasonic

He holds a Doctorate In Business Administration (Ph.D.) from (OUM) and a Masters In Business Administration (MBA) from the USA

Venue Details

Remote Online Training - Public

Contact us

FOR COURSE DETAILS

Juliany,

Office: 03 2283 6109

Mobile: +60 122281247

juliany@ipa.com.my

Phoebe,

Office: 03 2283 6100

Mobile: +60 193637822

phoebe@ipa.com.my

Bee Teng,

Office: 03 2282 6112

Mobile: +60 172566121

beeteng@ipa.com.my

FOR CUSTOMISED IN-HOUSE TRAINING

Jane,

Office: 03 2283 6101

Mobile: +60 129418251

jane@ipa.com.my

Keith,

Office: 03 2283 0000

Mobile: +60 162272735

keith@ipa.com.my

ADDRESS

A-28-5, 28th Floor, Menara UOA Bangsar,
No.5, Jalan Bangsar Utama 1,
59000 Kuala Lumpur

FOCUSING ON

Module 1: Analyzing the Procurement Process
Module 2: Strategic Sourcing & Supplier Selection
Module 3: Supplier Risk Analysis
Module 4: Life Cycle Costing, Total Cost of Ownership & Cost Analysis
Module 5: Components Of A Successful Negotiation
Module 6: Let The Rubber Meet The Road – Get Down To The Job At Hand
Module 7: You Are Dealing With People – Are You Communicating?
Module 8: Understanding The Fundamentals Of Procurement Contracts
Module 9: The Contract Drafting

INTRODUCTION

Strategic Procurement aligns sourcing decisions with organisational objectives to achieve sustainable value beyond short-term cost savings. It encompasses supplier selection, risk analysis, category management, cost analysis, and effective supplier relationships. Increasingly, data analytics and AI-assisted tools support these activities by improving analysis and strengthening decision-making.

Negotiation is an essential procurement function involving price, quality, delivery, specifications, and commercial terms. Successful negotiation requires solid preparation, reliable information, clear communication, and sound commercial judgement. AI-enabled tools can further support cost comparisons, negotiation planning, and evaluating alternative strategies.

Effective Negotiation culminates in contracts that clearly define the rights, responsibilities, and obligations of the parties involved. Sound contract management ensures clarity, manages risks, prevents disputes, and safeguards organisational interests. Digital and AI-assisted tools can support contract review and risk identification while leaving professional judgement and accountability with the people responsible.

OBJECTIVES

This 2-day course is designed to provide participants with a deeper understanding of:

Strategic Procurement Functions: Aligning procurement strategies, sourcing decisions, supplier management, and risk considerations with organisational objectives.
Cost Data, Analytical Tools and AI-Assisted Techniques for Better Negotiation: Applying cost analysis, commercial intelligence, and selected AI-assisted techniques to strengthen negotiation preparation, evaluate alternatives, and improve outcomes.
Contracting for the Overall Management of Strategic Procurement: Develop, administer, and manage contracts to ensure performance, mitigate risks, safeguard organisational interests, and support long-term value creation.

WHO SHOULD ATTEND

Procurement Managers & Executives
Contract & Client Managers & Executives
Project Managers/Leaders
Finance & Admin Officers
GLC And Government Contract Officers
Entrepreneurs, etc.

METHODOLOGY

Interactive lectures
Group discussions
Exercises with AI
Questions & Answers

DAY 1

9:00

MODULE 1: ANALYZING THE PROCUREMENT PROCESS

Understanding – Procurement, Buying And Sourcing
Process Analysis – The Purchasing Cycle
Company Policies On Procurement – Single Source Or Multiple Suppliers, Price Or Cost Based, Supplier Relationship, Probity, Supplier Selection, Quality, And Price Related
Procurement Constraints – Policies, Customers, And Suppliers
AI-Assisted Spend Analysis And Identification Of Purchasing Patterns

10.45

MODULE 2: STRATEGIC SOURCING & SUPPLIER SELECTION

Understanding Strategic Sourcing
Supplier Selection Process – Setting Selection Criteria
Objective Evaluation Of Suppliers – Desk Research And Field Research
Supplier Database – Approved, Qualified And Preferred Suppliers
AI-Assisted Supplier Research And Evaluation
Monitoring Supplier Performance To Ensure Unbiased Supplier Ratings
Supplier Development – Relationship Building Effort

1:00

Lunch

2:00

MODULE 3: SUPPLIER RISK ANALYSIS

Supplier Risk Analysis Using The Kraljic Matrix
Supplier Risk Profile – Mitigating Risks Using Risk Matrix, AI Supported Supplier Risk Profiling And Early Warning Indicators
Skills Set Required To Manage Suppliers And Risks
Risks And Service Levels – Minimizing Risk Exposure In Critical Areas
Dealing With Sole Source Suppliers – How To Minimize Risks

Exercise on Life Cycle Costing & Cost Analysis

3:45

MODULE 4: LIFE CYCLE COSTING, TOTAL COST OF OWNERSHIP & COST ANALYSIS

Supplier Rationalization & Reduction
Internal Cost Drivers – Company Related
External Cost Drivers – Supplier And Supply Chain Related
How LCC & TCO Will Help In Strategic Sourcing?
Price/Cost Analysis
Saving Purchasing Costs – Process Improvements, Technology – EDI, E-Procurement etc.
Inventory Management Constraints – Costs And Options

5:00	End of Day 1

DAY 2

9:00

MODULE 5: COMPONENTS OF A SUCCESSFUL NEGOTIATION

The Different Faces Of Negotiation – Styles And Techniques
A Different Approach To Negotiation – The PICO Method
The Components And How It Works
The Fundamental Requirements – A Level Playing Field
The Negotiation Matrix That Emphasis On Long Term Relationship Building

10.45

MODULE 6: LET THE RUBBER MEET THE ROAD – GET DOWN TO THE JOB AT HAND

Planning Your Negotiation – The Planning Model
Preparation – Knowing Your Limits; Your WATNA & BATNA
Keeping Your Objectives Focused – Reality Of Targets
The Negotiation Steps And Missteps
Problems Commonly Encountered In Highly Stressed Negotiations
Dealing With Hardball Negotiators (Dealing With Difficult Issues)

12.00

MODULE 7: YOU ARE DEALING WITH PEOPLE – ARE YOU COMMUNICATING?

The Difference Between Written And Oral Communications – How It Works And Why You Must Be Good At Both?
Do You Listen Or Do You Hear? – Active Listening Or Astral Travelling?
Verbal And Non-Verbal Communication – Body Language May Give You The Hint
People Are Emotional Beings – How Do We Take This Into Consideration?
Being Aggressive Or Assertive? – How Others View Your Approach?