The financial skills of supplier management

A major retailer recognised that members of its buying team needed to enhance their technical financial skills in order to negotiate more effectively with long-term suppliers.

To ensure that the programme was relevant and practical, our training team shadowed a number of buyers in meetings with the organisation’s suppliers.  This allowed us to identify opportunities to improve the commercial aspects of negotiations, and develop a highly tailored training programme that included meetings with potential suppliers, role-played by professional actors.