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From: "Rajeev Gupta" <indiatradeglob@gmail.com>
To: <info@kohli.cards>
Subject: Webinar on Improving Purchasing Negotiation Skills
Date: Sat, 25 Jul 2020 06:58:50 -0700
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Content preview: Webinar on Improving Purchasing Negotiation Skills 29th July
2020
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Webinar on
Improving Purchasing Negotiation Skills
29th July 2020
(11:00am to 4.30pm)
By
Mr. Dinesh D.I
Business Mentor, Consultant & Trainer
Overview
Strategic procurement is one of the important modern-day approaches of a
cost-effective supply chain. It looks at a proactive approach to procurement
along with Best Practices in Negotiation Skills and aims at reducing overall
procurement costs and indirectly improving the bottom line. A paradigm shift
in dealing with vendors helps in moving the supply chain operations to a
world-class level.
Negotiation is an indispensable part of the purchasing function. As a buyer,
you play a critical role in the financial success or failure of your
organization; therefore, the more skillfully you negotiate, the better your
organization's chances for turning a profit.
One of your major functions is to negotiate the best terms and price for the
materials and services your organization needs to operate. This complex task
requires knowledge, tact, superior communication skills, and a solid Games
plan! Negotiation is a process to resolve any issue. Those who master the
skill of negotiation will Saves money, time & achieve a high degree of
satisfaction considering that the Supplier\Vendor with whom you are
negotiating has contradicting interests & effectively you do not have any
influence\control on him.
Price is not the only variable in negotiation. Other considerations include
Interest rate, delivery date\period, size, quantity, quality, payment terms,
warranty, service etc to name a few. All above is to be achieved by
maintaining cordial, professional, long lasting, effective & successful
relationship with your Vendors\Suppliers.
Improving Purchasing negotiations skills addresses these issues &
effectively helps in developing a strategic content which creates a win-win
situation with your suppliers \vendors without affecting your organization
interests\objectives on the long-term basis.
Contents
* Preliminaries
- Present Day Challenges
- Importance of Negotiation
* Negotiation - Definition & Goals
- Identifying opportunities -Setting Goals
- Disagreements & conflicts
* Approach to Negotiations
- Pre- negotiation Check-list
- Planning & Preparation
- Know your limits
- Negotiation Skill-sets
* Know your supplier
- Supplier evaluation. Approval
- Know what they want
- Strengths & weaknesses
- Integrated costing principals
- Quality, Cost, Delivery
* The Paradigm Shift in Negotiations
- Moving from Transactional to Strategic Approach
- Dealing with Monopoly Suppliers
- The balance of power in Negotiations
* The best practices in Negotiation
- Win Win approach and Partnering
- Joint problem solving
- Developing partnerships (SRM)
- Working on TCO
- Adopt a Structured approach
- Leverage your strengths
- Early involvement with Suppliers
- Play to each-others' goals
- Analyse the Cost drivers
* Summarizing, Closing, Confirming
Profile of Faculty
Mr. Dinesh D.I - Business Mentor, Consultant & Trainer
Mr Dinesh D.I is versatile in the field of training and management
consulting. His multifarious activities include writing articles, designing
case studies and guiding juniors through various online forums.
He has handled the training and consulting across the spectrum of
industries. Taking benefit of the exposure that he gets through his training
and consulting, he conducts research through his participants. Based on his
research, he has designed unique programmes like Effective Selling Skills
for B2B Market, KAM, Sales and Customer Strategy for B2B Markets, Strategies
for Product Pricing etc.
In addition to the training programmes in the field of sales and marketing,
Mr Dines also conducts training programmes in the field of business strategy
like Strategic Analysis of the Enterprise, Strategy for Supply Chain
Management etc.
Course's time structure:
Session - (11:00am to 4.30pm) 30mins Break Included
Pre-requisites
You should have good internet connection and good quality headphone/speaker
set with Laptop / Desktop.
You should have notepad/pen to note down important points.
How to Register:
Fees: per person
Rs. 7000 /-
USD $ 120
18 % GST is applicable
> Please write to gcmseminars@yahoo.com
> Call Mr. Rajeev Gupta- 9711114779 / 9540012349
> Mode of Payment: NEFT /Paytm / Credit Card
> Cheque favouring GCM Worldwide payable at New Delhi.
> Our GSTN. No. : 07AECPA0806Q1ZO
> Fees include certificate of participation & Course Material.
*Terms & Condition Apply.
GCM Worldwide
To keep receiving our regular Mailers in inbox.
Add us to your address book.
Reply with Subject Remove to unsubscribe from the mailing list
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font-weight:bold;font-style:italic'>Webinar =
on</span></font></i></b><font
size=3D2 face=3DCalibri><span =
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<p class=3DMsoNormal align=3Dcenter =
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Black"><span
style=3D'font-size:25.0pt;font-family:"Bodoni MT Black";color:#943634;
font-weight:bold'>Improving Purchasing Negotiation =
Skills</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
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<tr height=3D47 style=3D'height:35.25pt'>
<td width=3D728 colspan=3D2 height=3D47 =
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face=3DEbrima><span
=
style=3D'font-size:24.0pt;font-family:Ebrima;color:#943634;font-weight:bo=
ld'>29<sup>th</sup> July
2020</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
font-family:Calibri'><o:p></o:p></span></font></p>
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text-indent:-8.5pt'><b><font size=3D5 color=3D"#943634" =
face=3DEbrima><span
=
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ld'>(11:00am
to 4.30pm)</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
</td>
</tr>
<tr height=3D47 style=3D'height:35.25pt'>
<td width=3D728 colspan=3D2 height=3D47 bgcolor=3D"#B6DDE8" =
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style=3D'font-size:
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15.0pt;font-family:Cambria;color:#943634;font-weight:bold'>By</span></fon=
t></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D5
color=3D"#943634" face=3DCambria><span =
style=3D'font-size:18.0pt;font-family:Cambria;
color:#943634;font-weight:bold'>Mr. Dinesh D.I</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><i><font size=3D2
color=3D"#943634" face=3DCambria><span =
style=3D'font-size:11.0pt;font-family:Cambria;
color:#943634;font-weight:bold;font-style:italic'>Business <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Mentor</st1:place></st1:City>, Consultant & =
Trainer</span></font></i></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
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</tr>
<tr height=3D3 style=3D'height:2.5pt'>
<td width=3D728 colspan=3D2 height=3D3 bgcolor=3D"#B6DDE8" =
style=3D'width:545.8pt;
background:#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:2.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt'><b><font =
size=3D3
face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria;font-weight:
bold'>Overview</span></font></b><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria'>Strategic
procurement is one of the important modern-day approaches of a =
cost-effective
supply chain. It looks at a proactive approach to procurement along =
with Best
Practices in Negotiation Skills and aims at reducing overall =
procurement
costs and indirectly improving the bottom line. A paradigm shift in =
dealing
with vendors helps in moving the supply chain operations to a =
world-class
level.</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria'>Negotiation
is an indispensable part of the purchasing function. As a buyer, you =
play a
critical role in the financial success or failure of your =
organization;
therefore, the more skillfully you negotiate, the better your =
organization's
chances for turning a profit.</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria'>One of
your major functions is to negotiate the best terms and price for the
materials and services your organization needs to operate. This =
complex task
requires knowledge, tact, superior communication skills, and a solid =
Games
plan! Negotiation is a process to resolve any issue. Those who master =
the
skill of negotiation will Saves money, time & achieve a high =
degree of
satisfaction considering that the Supplier\Vendor with whom you are
negotiating has contradicting interests & effectively you do not =
have any
influence\control on him.</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria'>Price
is not the only variable in negotiation. Other considerations include
Interest rate, delivery date\period, size, quantity, quality, payment =
terms,
warranty, service etc to name a few. All above is to be achieved by
maintaining cordial, professional, long lasting, effective & =
successful
relationship with your Vendors\Suppliers.</span></font><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:1.7pt;
=
margin-bottom:0in;margin-left:4.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:Cambria'>Improving
Purchasing negotiations skills addresses these issues & =
effectively helps
in developing a strategic content which creates a win-win situation =
with your
suppliers \vendors without affecting your organization =
interests\objectives
on the long-term basis.</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter =
style=3D'mso-margin-top-alt:0in;margin-right:
=
1.75pt;margin-bottom:0in;margin-left:39.5pt;margin-bottom:.0001pt;text-al=
ign:
center;text-indent:-7.1pt'><b><font size=3D6 color=3D"#e36c0a" =
face=3DEbrima><span
=
style=3D'font-size:22.0pt;font-family:Ebrima;color:#E36C0A;font-weight:bo=
ld'>Contents</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D40 style=3D'height:30.1pt'>
<td width=3D363 height=3D40 bgcolor=3D"#B6DDE8" =
style=3D'width:272.55pt;background:
#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:30.1pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:4.05pt;
=
margin-bottom:0in;margin-left:14.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-8.5pt'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>* =
Preliminaries</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Present Day Challenges</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Importance of Negotiation</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:4.05pt;
=
margin-bottom:0in;margin-left:14.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-8.5pt'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>* Negotiation – Definition =
&
Goals</span></font></b><font size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;
font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Identifying opportunities –Setting Goals</span></font><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Disagreements & conflicts</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:4.05pt;
=
margin-bottom:0in;margin-left:14.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-8.5pt'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>* Approach to =
Negotiations</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Pre-
negotiation Check-list</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Planning & Preparation</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Know
your limits</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Negotiation Skill-sets</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:4.05pt;
=
margin-bottom:0in;margin-left:14.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-8.5pt'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>* Know your =
supplier</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Supplier evaluation. Approval</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Know
what they want</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Strengths & weaknesses</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Integrated costing principals</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Quality, Cost, Delivery</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
<td width=3D363 height=3D40 bgcolor=3D"#B6DDE8" =
style=3D'width:272.55pt;background:
#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:30.1pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:4.05pt;
=
margin-bottom:0in;margin-left:14.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-8.5pt'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>* The Paradigm Shift in =
Negotiations</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Moving
from Transactional to Strategic Approach</span></font><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Dealing with Monopoly Suppliers</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- The
balance of power in Negotiations</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:4.05pt;
=
margin-bottom:0in;margin-left:14.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-8.5pt'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>* The best practices in =
Negotiation</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Win
Win approach and Partnering</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Joint
problem solving</span></font><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Developing partnerships (SRM)</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Working on TCO</span></font><font size=3D2 face=3DCalibri><span =
style=3D'font-size:
11.0pt;font-family:Calibri'><o:p></o:p></span></font></p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Adopt
a Structured approach</span></font><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Leverage your strengths</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Early
involvement with Suppliers</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>- Play
to each-others’ goals</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:20.6pt;text-align:justify'><font
size=3D3 face=3DEbrima><span =
style=3D'font-size:12.0pt;font-family:Ebrima'>-
Analyse the Cost drivers</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:4.05pt;
=
margin-bottom:0in;margin-left:14.2pt;margin-bottom:.0001pt;text-align:jus=
tify;
text-indent:-8.5pt'><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>* Summarizing, Closing, =
Confirming</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D3 style=3D'height:2.5pt'>
<td width=3D728 colspan=3D2 height=3D3 bgcolor=3D"#B6DDE8" =
style=3D'width:545.8pt;
background:#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:2.5pt'>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
Cambria;color:black;font-weight:bold'>Profile of =
Faculty</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-right:1.7pt;text-align:justify'><b><font
size=3D4 color=3Dblack face=3DCambria><span =
style=3D'font-size:14.0pt;font-family:
Cambria;color:black;font-weight:bold'>Mr. Dinesh D.I - Business =
<st1:City
w:st=3D"on"><st1:place w:st=3D"on">Mentor</st1:place></st1:City>, =
Consultant
& Trainer</span></font></b><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.4pt;
=
margin-bottom:0in;margin-left:9.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 color=3Dblack face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
Cambria;color:black'>Mr Dinesh D.I is versatile in the field of =
training and
management consulting. His multifarious activities include writing =
articles,
designing case studies and guiding juniors through various online =
forums.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:-.4pt;
=
margin-bottom:0in;margin-left:9.05pt;margin-bottom:.0001pt;text-align:jus=
tify'><font
size=3D3 color=3Dblack face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
Cambria;color:black'>He has handled the training and consulting across =
the
spectrum of industries. Taking benefit of the exposure that he gets =
through
his training and consulting, he conducts research through his =
participants.
Based on his research, he has designed unique programmes like =
Effective
Selling Skills for B2B Market, KAM, Sales and Customer Strategy for =
B2B
Markets, Strategies for Product Pricing etc.</span></font><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:11.05pt;text-align:justify'><font
size=3D3 color=3Dblack face=3DCambria><span =
style=3D'font-size:12.0pt;font-family:
Cambria;color:black'>In addition to the training programmes in the =
field of
sales and marketing, Mr Dines also conducts training programmes in the =
field
of business strategy like Strategic Analysis of the <st1:City =
w:st=3D"on"><st1:place
w:st=3D"on">Enterprise</st1:place></st1:City>, Strategy for Supply =
Chain
Management etc.</span></font><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D3 style=3D'height:2.5pt'>
<td width=3D728 colspan=3D2 height=3D3 bgcolor=3D"#B6DDE8" =
style=3D'width:545.8pt;
background:#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:2.5pt'>
<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:0in;margin-right:.05in;
=
margin-bottom:0in;margin-left:14.15pt;margin-bottom:.0001pt;text-align:ju=
stify;
text-indent:-8.5pt'><b><font size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;
font-family:Ebrima;font-weight:bold'>Course’s time =
structure:</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><b><font size=3D5 face=3DEbrima><span =
style=3D'font-size:16.0pt;font-family:
Ebrima;font-weight:bold'>Session – <font =
color=3Dblack><span
style=3D'color:black'>(11:00am to =
4.30pm) </span></font></span></font></b><b><font
size=3D4 face=3DEbrima><span =
style=3D'font-size:13.0pt;font-family:Ebrima;
font-weight:bold'>30mins Break Included</span></font></b><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><b><font size=3D5 color=3D"#1f497d" face=3DEbrima><span =
style=3D'font-size:
=
16.0pt;font-family:Ebrima;color:#1F497D;font-weight:bold'>Pre-requisites<=
/span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><font size=3D2 color=3D"#1f497d" face=3DEbrima><span =
style=3D'font-size:11.0pt;
font-family:Ebrima;color:#1F497D'>You should have good internet =
connection
and good quality headphone/speaker set with Laptop / =
Desktop.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal =
style=3D'margin-left:14.15pt;text-align:justify;text-indent:
-8.5pt'><font size=3D2 color=3D"#1f497d" face=3DEbrima><span =
style=3D'font-size:11.0pt;
font-family:Ebrima;color:#1F497D'>You should have notepad/pen to note =
down
important points.</span></font><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D72 style=3D'height:53.75pt'>
<td width=3D728 colspan=3D2 height=3D72 bgcolor=3D"#B6DDE8" =
style=3D'width:545.8pt;
background:#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:53.75pt'>
<p class=3DMsoNormal><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>How to =
Register:</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<table class=3DMsoNormalTable border=3D0 cellspacing=3D0 =
cellpadding=3D0
style=3D'margin-left:88.05pt;border-collapse:collapse'>
<tr height=3D28 style=3D'height:20.9pt'>
<td width=3D198 height=3D28 style=3D'width:148.85pt;border:solid =
black 1.0pt;
padding:0in 5.4pt 0in 5.4pt;height:20.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:
bold'>Fees: </span></font></b><font size=3D4 =
face=3DEbrima><span
style=3D'font-size:14.0pt;font-family:Ebrima'>per =
person</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
<td width=3D170 height=3D28 style=3D'width:127.55pt;border:solid =
black 1.0pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt;height:20.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:
bold'>Rs. 7000 /-</span></font></b><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
<td width=3D175 height=3D28 style=3D'width:131.55pt;border:solid =
black 1.0pt;
border-left:none;padding:0in 5.4pt 0in 5.4pt;height:20.9pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><font size=3D4
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;font-weight:
bold'>USD $ 120</span></font></b><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
</table>
<p class=3DMsoNormal><b><font size=3D4 face=3DEbrima><span =
style=3D'font-size:14.0pt;
font-family:Ebrima;font-weight:bold'>18 % GST is =
applicable</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>Please
write to <st1:PersonName w:st=3D"on"><b><span =
style=3D'font-weight:bold'>gcmseminars@yahoo.com</span></b></st1:PersonNa=
me><b><span
style=3D'font-weight:bold'> </span></b></span></font><font =
size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>> <b><s=
pan
style=3D'font-weight:bold'>Call Mr. Rajeev Gupta- 9711114779 / =
9540012349</span></b></span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>Mode
of Payment: NEFT /Paytm / Credit Card</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>Cheque
favouring <b><span style=3D'font-weight:bold'>GCM =
Worldwide</span></b> payable
at <st1:City w:st=3D"on"><st1:place w:st=3D"on"><b><span =
style=3D'font-weight:
bold'>New =
Delhi</span></b></st1:place></st1:City>.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> Our GSTN. No. : =
07AECPA0806Q1ZO</span></font></b><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black;
font-weight:bold'>> </span></font></b><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>Fees
include certificate of participation & Course =
Material.</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal style=3D'margin-left:24.55pt'><font size=3D4 =
color=3Dblack
face=3DEbrima><span =
style=3D'font-size:14.0pt;font-family:Ebrima;color:black'>*Terms
& Condition Apply.</span></font><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
</td>
</tr>
<tr height=3D72 style=3D'height:53.75pt'>
<td width=3D728 colspan=3D2 height=3D72 bgcolor=3D"#B6DDE8" =
style=3D'width:545.8pt;
background:#B6DDE8;padding:.75pt .75pt .75pt .75pt;height:53.75pt'>
<p class=3DMsoNormal align=3Dcenter =
style=3D'text-align:center'><b><u><font size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia;font-weight:
bold'>GCM Worldwide</span></font></u></b><font size=3D2 =
face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia'>To keep
receiving our regular Mailers in inbox.</span></font><font size=3D2
face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia'>Add us to
your address book.</span></font><font size=3D2 face=3DCalibri><span
=
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
/p>
<p class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3DGeorgia><span =
style=3D'font-size:12.0pt;font-family:Georgia'>Reply with
Subject Remove to unsubscribe from the mailing list</span></font><font
size=3D2 face=3DCalibri><span =
style=3D'font-size:11.0pt;font-family:Calibri'><o:p></o:p></span></font><=
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Roman"><span
style=3D'font-size:11.0pt;color:black'> </span></font><font =
size=3D2
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style=3D'font-size:11.0pt;font-family:Calibri;
color:black'><o:p></o:p></span></font></p>
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