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Course description |
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The process of Buyer Opportunities being identified and developed and giving potential suppliers access in a structured methodology to these opportunities |
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Objectives |
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The Learners will attain a firm knowledge and understanding of the process (sequence and dynamics) of Buyer Opportunity Development and how to use it in actualising Buyer Supplier Matchmaking and in doing so, contributing to Investment Promotion in their Country |
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Program |
Introduction/Background of SPX Programme
Identifying Opportunities
Acquiring these opportunities
Developing the Opportunities
Sending out opportunity alerts to suppliers and receiving responses
Short listing of suppliers
Sharing the short list with supporting documents with the buyer
Initial Request for Proposal process
Final Buyer qualification of final shortlist |
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Exercises |
What learners think of statements being made and to add to it
Desktop searches
To design scenarios around certain topics Learners to investigate and comment on scenarios sketched |
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Videolesson List |
Lesson n. 1: Introduction of SPX Program
SPX Rationale
Objectives
The specific role of the SPX programme in Opportunity Development and Matchmaking
General
Benefits to Suppliers
Enabling Environment and Stakeholders
Stakeholders |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 2: Buyer Identification |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 3: Acquiring opportunities
Defining an opportunity
Rhythm meetings
Inititial Bill of Materials(BOM)
Process for Refining Opportunities
Preparing a Business Case
Requests for Information (RFI's)
After the initial contact
Response management |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 4: Developing and prioritizing opportunities
Analyzing buyer needs
Buyer Development' Stages
Quantifying opportunities – value and volume
Matchmaking Tracking
Prioritizing buyer opportunities
Prioritizing instrument(Tool)
Further investigation of Opportunities
Hubs and Task Teams |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 5: Sending out opportunity alerts to suppliers and receiving responses
Fair Process: Provide everybody with an opportunity to respond
Opportunity alerts
Develop a processs to receive and capture responses effectively
Process to receive and capture responses |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 6: Short listing of suppliers
Linking Suppliers to Specific Opportunities
Profiling and Benchmarking
Additional search for suppliers where no responses were received
Initial shortlist (Delete obvious non-starters)
Suppliers linked to possible Opportunity
Further evaluation of suppliers and final shortlist e.g. |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 7: Sharing the short list with supporting documents with the buyer
Meet buyers to share responses (Regular Updates)
Profiles
Sharing additional information
Confirm the way forward
Short RFQ process (Parts list finalized)
Buyer qualification process
Pre shipping |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 8: Initial RFQ process
Role of SPX
NDAs in place
Role of Buyers
Opportunity specs. clarified
Receipt of Quotes
SPX receive and analyze the quotes (reasons for unrealistic quotes)
Management of Quotes
Analyze situation
In conjunction with Buyer - Supplier development could take place |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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Lesson n. 9: Final Buyer qualification of final shortlist
Process at a Glance
Final supplier shortlist generated
Negotiation of contract
Obligations of Buyer in contracting process
Companies are informed that buyer on boarding and qualification will start
Obligations of Supplier in contracting process(towards the Buyer
SPX Obligations
Summary of the Module |
Prof. Henning Viljoen
University of Pretoria (South Africa)
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