Philips Purchasing University
Flexible
Tailored
Principled
Our training packages are tailored to the specific needs of our clients. They are not 'off the peg' solutions. However, while we are flexible, we are also principled. We only do work that is in the best interests of our clients, and we also only do work that stimulates and nurtures cooperative relationships and practices.
In 2000 JCP were approached by the Philips Purchasing University to provide a negotiation course for their senior buyers. Philips wanted a course that focused not only on the hands-on mechanics of negotiation but also covered the development of a wider, more long term cooperative relationship with their supply chain partners. With our approach of offering bespoke rather than off the peg solutions we were happy to build a product together with Philips to meet their requirements. Following a successful pilot the course was rolled out as the Managing Supplier Relationships Module.
Philips then approached us to look to widen our work with them to other levels of their Purchasing Function. They wanted a shorter course for new and junior buyers which not only gave a solid grounding in negotiation basics but also highlighted the desirability of a win/win business relationships where possible. We put together a new two day module for them which was attended by delegates from Philips purchasing divisions worldwide.
A third product Philips were interested in was a traditional negotiation tactics course - something concerning the tricks and traps used by negotiators. This was something that we felt did not fit with our commitment to cooperative working so we suggested, designed and carried out a module that while recognising that these tricks are used, did not encourage delegates to use them - but to recognise them for what they were and through that nullify them - and still kept the emphasis on cooperative relationship building. After all, these people weren't selling used cars, but rather building supplier relationships!
Since our relationship with Philips Purchasing University began we have also worked with some of their other partners and clients including Heineken and Unilever.
