Stakeholder Relationships (L2M3)

• Identify internal and external stakeholders in procurement and supply.
• Understand key market factors affecting procurement and supply.
• Understand the role of effective communication in stakeholder relationships.
• Develop knowledge of negotiation techniques with suppliers and customers.
• Understand effective team working and communication.
• Identify approaches to conflict resolution with procurement and supply stakeholders.

1. Know the stakeholders in procurement and supply

• Defining and profiling external stakeholders.
• Suppliers, customers, consumers, communities, government and other groups.
• Distinction between customers and consumers.
• Internal stakeholders involved in purchases and supplies.
• Procurement and supply relationships with marketing, sales, production, operations, HR, finance, distribution, facilities and senior management.
• Influence of internal and external stakeholders on procurement and supply activities.

2. Know the key market factors that impact on procurement and supply

• Public, private and third-sector organisations.
• Primary, secondary and tertiary economic sectors.
• Demand and supply and their impact on pricing and availability.
• Competition, including perfect competition, imperfect competition, oligopoly, duopoly and monopolies.
• Market growth and decline.
• Competitive forces affecting organisations.
• Marketing principles and their relevance to purchasers.
• Marketing techniques and sources of competitive advantage.

3. Understand techniques associated with successful and effective communication

• Building rapport with internal and external stakeholders.
• Developing, maintaining and improving stakeholder relationships.
• Negotiation techniques with suppliers and customers.
• Elements of the communication cycle.
• Appropriate and timely communication.
• Written correspondence and electronic procurement documentation.
• Characteristics of effective team working.
• Group cohesiveness, performance and stages of team development.

4. Know approaches for conflict resolution with stakeholders

• Types of information exchanged between purchasers and suppliers.
• Scheduling difficulties, demand forecasts, cost and availability trends, designs, innovations and new product development.
• Causes and sources of workplace conflict.
• Conflict between organisations and personnel.
• Approaches to conflict resolution.
• Clarifying roles and responsibilities.
• Group cohesion and achieving stakeholder buy-in.

5 days

Certification: CIPS Level 2 Certificate – Stakeholder Relationships (L2M3)

Duration: 1 hour

Questions: 36

• Anyone new to the procurement profession.
• Individuals interested in the procurement and supply profession.
• Individuals seeking introductory knowledge of procurement and supply.
• Learners preparing for the CIPS Level 2 examinations.
• Managers, business leaders and entrepreneurs who need to understand how procurement should function and its impact on business success.

No formal requirements.