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The KEY to Negotiation

The KEYto be a Buyer not a Shopper

The KEY to the Buying Process

Switching Energy Suppliers

The Key to Cut Energy Costs

The Key to cut WATER bills

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BUYER - Someone wishing to obtain goods or services from another - usually for a financial consideration.
SELLER - Someone that provides a product or service - usually for a financial consideration.
BUYING, PURCHASING or PROCUREMENT - for all practical purposes can be take to mean the same thing
SUPPLY CHAIN - Used to describe the whole process from raw material preparation to customer delivery e.g. from a farmer in Kenya planting a coffee bean to a housewife paying for a jar of instant coffee at a supermarket checkout.
TERMS & CONDITIONS - A list of standard conditions that both buyers and suppliers seek to impose on each other. For more information see our Buying process page.
SOURCING - Similar to buying but with the emphasis on the supply chain and finding the right supplier
RFI - Request for information from a seller
SPECIFICATION - A document to set out exactly the quality and service levels that the buyer expects the seller to supply
ESTIMATE - can be a ball park figure of price, delivery date etc.
QUOTATION (QUOTE) - Sellers offer to supply detailing price, quality, service, delivery date etc. Best to insist that quotes are always supplied in writing, signed and dated by someone in authority at the Seller.
RFQ - Request for a quotation
A TENDER - A much more detailed quote to cover every aspect of complicated work usually to take place over a longer period of time
RFT - Invitation to tender
LEAD TIME - The time it takes to deliver from receipt of Order
CONTRACT or PURCHASE ORDER - A document to record an agreement between a buyer and seller to supply goods and services. In law this can be a legally binding document, even if it is only verbal. Better therefore to get this document right by way of specifying exactly what you want and expect. Imprecise instructions at the outset to sellers is the biggest source of trouble later.
CALL OFF CONTRACTS - Where the supplier holds a large order for a customer and delivers small quantities as they are required.
LOGISTICS - Pertaining to the supply chain and delivery details
VENDOR or SUPPLIER RATING - Methods of measuring and scoring supplier performance
INVOICE - Specifies how much payment is due for goods or services delivered
PAYMENT TERMS - Specifies how payment will be made. e.g. strictly within 30 days of delivery
DELIVERY NOTE - Paperwork that acknowledges that ordered goods have been received by the buyer.
PENALTY CLAUSES - Payments to be made for late delivery or poor quality
MRP - Materials resource planning
ECONOMIES OF SCALE - To signify that the unit price should be lower the more units that are ordered
OUTSOURCING - Where goods or services are no longer handled in-house but are passed to an outside supplier
QUALITY CONTROLS - The processes and measurements installed to ensure that the desired quality standards are maintained
QUALITY ASSURANCE - Up front planning of quality policies and procedures to prove that the desired quality will be achieived

We could go on but this is probably enough for starters!

FOR PROCUREMENT PROFESSIONALS - If you work in buying you probably have problems dealing with rogue buying by some amateur members of the organisation. My book explores the subject further and provides practical solutions to solve the problem by marketing & selling the purchasing function properly. Buying Skills also provide professional Purchasing training courses for career buyers & procurement managers. Interested? then go to our buyer training page.

PURCHASING PERFORMANCE MEASURING, MARKETING & SELLING THE PURCHASING FUNCTION A Book by Derek Roylance, MCIPS, MIP3. Published by Gower Press
For more information or to purchase click on either book cover	Amazon	or the Publisher

You can also buy the book from CIPS (The Chartered Institute of Purchasing & Supply).So shop around to get yourself the best deal. Firstly however you may like to read a sample chapter by going to Google books - Purchasing Performance.

Reviews
'The practical advice provided throughout this book is presented in a no-frills, snappy style that ensures the essential information is not lost in a clutter of unnecessary detail. ...This is an excellent volume that in every sense is a handbook for procurement specialists and beginners alike.' Economic Outlook and Business Review'

'An ideal guide for any buyer that aspires to be a procurement manager. It goes beyond the mere process manual and explains purchasing’s role at the heart of a successful organisation. I particularly approve of the way that Roylance stressed the need for purchasing to act as an example of good practice in business ethics. It distills a lifetime of experience in purchasing into an easily digestible read full of wisdom.'
Trevor Kitching, Director, ACS Supply Chain Consultancy Ltd

'Written in Roylance's humorously dictatorial style, the book condenses a year's worth of instruction into one handy volume. It covers everything you need to know and consider when engaging your internal customers on procurement's offer to your company. ...Well done.' Supply Management (CIPS Members magazine)'.

Contents
Introduction; The management role; The profit and loss measurement system; Measuring and improving buyer performance; Measuring supplier performance; Marketing theory; Presentation and selling skills; The practical application of marketing and sales theory; Market research questionnaire - sample questions; Reverse marketing; Body language (non verbal communication); Technology comes to our aid; Ethics; Conclusions; Appendices; Index.

Useful reference links for purchasing professionals

Horizon Supply Chain Associates Ltd	Helping financial and professional service organizations become more profitable through better purchasing
PSL Consulting Solutions Limited	Practical consulting advice and project management solutions for the purchasing and supply community
Purchasing Job Board	Specialist recruitment site exclusively focused on purchasing jobs
ACS Supply Chain Consultancy	Our aim is to add value to interesting projects. Over 20 years experience in procurement & supply chain consultancy
CIPS	The Chartered Institute of Purchasing & Supply. A global leading body for purchasing & supply chain management.

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