Meeting/Event Information


January 30, 2019 Seminar

January 30, 2019
8:00 AM to 5:00 PM
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Las Vegas Valley Water District - Mead Conference Room
1001 S. Valley View Blvd
Las Vegas, NV 89107

"Total Cost Analysis for Best Value Decisions"

ISM-Nevada is pleased to have globally recognized negotiations author, consultant, professor, and speaker Omid Ghamami, MBA, CPSCM (“THE Godfather of Negotiation Planning” ~ Intel Corp) back by popular demand.  

Attendees will learn how to develop and leverage data based negotiation skills to drive lowest total costs outcomes in internal business unit and external supplier negotiations.   Supplier expenditure and cost analysis methodologies will be reviewed, and students will analyze and assess the true components of total cost, and use this information to build a rock solid negotiation plan strategy using a variety of cost model and benchmarking approaches.  Special focus will also be on methodologies to drive reduction of embedded costs in the SOW/Spec in advance of negotiations that do not justify the value they deliver. The core concepts and methodologies and rules for building the different types of cost models will be reviewed and these concepts will be solidified in a case study at the end of the course, as well as several smaller case studies along the way. 


  1. Behavioral and Data Based Negotiation Strategies – Why both are needed to build a case with suppliers
  2. Acquisition cost vs total cost – examples and key issues
  3. Defining various procurement cost components
    1. Acquisition related
    2. Post-acquisition related (from the supplier)
    3. Post-acquisition related (coming from internal)
  4. Review of financial cost factors and types in analysis
  5. Defining, measuring, and managing direct savings, indirect/soft savings, and cost avoidance
  6. How/When to do the following types of cost models
    1. Should Cost Models
    2. Must Cost Models
    3. Total Cost Models
    4. Benchmarking Analysis
  7. Rules for cost modeling and critical success factors
  8. Supplier cost structures, economies of scale, and fixed cost distributions
  9. Upstream Design for TCO in the Spec/SOW
    1. Removing supplier costs vs reducing supplier profit
    2. Value engineering & design for TCO strategies
    3. Business models for implementation
  10. In class case study and report out (note: multiple smaller cases will be used along the way)
  11. Call to Action: Top things attendees should do differently after this course

 Note: A central focus in teaching style of this particular seminar will be how to apply these concepts in the simplest manner possible, as it is the instructor’s experience that the more complicated the cost model and financial analysis, the less reliable the output is.  This approach also helps bridge the gap between the learning of seminar concepts and the application of these concepts post-seminar.

Presenter - Omid Ghamami, MBA, CPSCM

Omid is President & Chief Consultant at Purchasing Advantage, a purchasing and supply chain management consulting and training solutions provider. Since 1995, he has performed consulting, training, and executive coaching for thousands of procurement executives and professionals from 23 different countries in 5 continents on topics related to the entire spectrum of purchasing, supply chain management, purchasing contract law, negotiations, and supplier management.

Omid is also the CEO & Chairman of the Board of The Center for Purchasing and Supply Chain Management (PSCM) Excellence, a global purchasing and supply chain management certification institute issuing the CPSCM™ (Certified Purchasing and Supply Chain Manager) certification.

The most respected global authorities have reach out to Omid for his expertise. Omid has the crowning achievements of having trained all 50 Chief Purchasing Officers of the United States on how to achieve breakthrough TCO results against their collective budget, having been sought out and interviewed by Fortune Magazine regarding Fortune 500 strategies for success in the 21st century, being nominated to the Advisory Board of several firms and associations, and also having twice presented to Harvard University’s world famous Supply Chain Management program by request. 

The CPSCM™ Certification program that he has spearheaded has graduates from some of the biggest companies in the world.  In 2017 alone, CPSCM™ graduates have come from Ford, Fujitsu, IBM, Colgate-Palmolive, Roche, Valvoline, Target, Toshiba, Carlsberg, Tata, Phillips, Rolls Royce, Bank of America, Daimler Benz, Target, Cummins, Vodaphone, Daimler, and many others.

Omid has 18 years’ experience with Intel Corp, holding responsibility for $1B + in annual expenditures as a purchasing executive, and also managing Intel’s global purchasing operations.  He was also responsible for the end to end negotiation planning, execution, and training processes for Intel’s entire $16B global procurement organization, whom named him THE Godfather of Negotiation Planning! 

Omid is well known with the Institute for Supply Management, having published a multitude of articles in their global journals & held many highly successful speaking engagements for them. He is the author of 2 purchasing books & has 50+ hours of TV appearances as a purchasing industry expert.

Omid is also the founder, chief architect, and exclusive Adjunct Professor of Purchasing for the only purchasing curriculum and certificate program in the entire California State Community College System.

Attendees receive 7 Continuing Education Hours

Teams of 3 or more will receive a $20 per person discount (Earlybird discount does not apply if team discount is used).  Contact Jim Haining (702) 428-6194 to register a team of 3 or more.


$150.00 Member Ticket
$140.00 Earlybird rate before January 18

$175.00 Guest Ticket
$165.00 Earlybird rate before January 18