Advanced Purchasing Excellence Training Series

The ISM-Sacramento Valley Proudly Presents:

Advanced Purchasing Excellence Training Series

“Negotiation Strategies for Breakthrough TCO”

The ISM-Sacramento Valley is pleased to announce a four part advanced purchasing excellence online training series for purchasing professionals.   

Globally recognized purchasing expert Omid Ghamami will be teaching world class principles to negotiate like the experts, reduce total cost, and – ultimately – boost your purchasing career.

You will receive 6 Continuing Education Hours (CEHs) credit from the ISM for attending this online training series.

This four part series will be 100% online, with powerful presentations and with our speaker Omid Ghamami teaching these principles live. 

Each module in this series will build on the previous one, creating a solid combination of skills. 

You will have the opportunity to ask questions at the end.   Here are the details – and don’t worry if you are booked on these days, we will give limitless online replay rights to everyone who registers by Friday, July 4th

Webinar #1

Negotiation Intelligence Gathering

Tuesday July 15th, 11:30AM – 1:00PM Pacific Time

Webinar #2

Pre-Negotiation Cost Opportunities

Thursday July 17th, 11:30AM – 1:00PM Pacific Time

Webinar #3

Total Cost Analysis for TCO

Tuesday July 22nd, 11:30AM – 1:00 PM Pacific Time

Webinar #4

Planning, Holding & Closing Negotiations

Thursday July 24th, 11:30AM – 1:00PM Pacific Time


You’re Going to Learn:

  • How to use three powerful words that will provide breakthrough results in negotiations 
  • Innovative and easy methods to take costs out of the supply chain for a win/win for you and the supplier
  • How to utilize advanced principles to meet & exceed your TCO objectives while ensuring the supplier feels great about the deal
  • Why most of your cost savings opportunities can be found in SOW/Spec modifications, and why you need to ensure that they are designed for TCO
  • Powerful and proven methodology to “Call a Supplier’s Bluff” when they say they will walk from a deal
  • How to anticipate, recognize, and respond to supplier negotiation tactics such as Nibbling, Value Based Pricing, and Results Exaggeration techniques
  • Get the supplier to be your partner and advocate in delivering greater cost savings and make them excited about reducing price through cost reductions
  • The surprising reasons why negotiations are won and lost before they ever start, and what you need to do differently to make sure you take advantage of this
  • How to use a special trick to get  supplier quotations at much lower cost and with improved specifications
  • Know what positions to open with and what positions to finish with in negotiations
  • How and when to use should cost, must cost, and total cost models – and how to avoid critical mistakes purchasing professionals make every day with these cost models
  • Know when to use benchmarking and when it’s not needed; know which type of cost model to use, every time
  • How to slash negotiation cycle time using a critical purchasing technique that will put hours and hours of free time back on your calendar
  • How to build a total cost case that leaves the supplier no choice but to deliver lowest TCO
  • Have your supplier gather purchasing best practices from other companies on your behalf – without having to take any of your own time to gather the information.
  • Use a lesser known contract clause to answer the constant question from your boss “how do you KNOW you are getting the best price?” and how to prove that you are in fact getting the best price in industry, every time!
  • Take your purchasing results to the next level and boost your results, your career, and your income

BONUS:  When You Register by Friday, July 4th You’re Going to Receive Special Lifetime, Limitless Online Access Viewing Rights to Re-Watch This Online Training Series On-Demand.

Choose Your Membership and Register Now

ISM Members: $197 


Non Members: $247


See What Others Have Said About These Seminars!

“I have used the much of what you taught and passed the information onto others. The response from my supply partners has been outstanding. Thank you very much!” – RSI Home Products

“Omid is a highly skilled and practical teacher/consultant.  We just finished a very successful series of seminars.  The reviews from attendees are among the highest I have seen.” – Institute for Supply Management (ISM) Sacramento  

“Omid is one of our top notch speakers in the area of sales and purchasing negotiations, pre-negotiation planning, and purchasing contract law.  We look to him as one of our best and most experienced speakers when presented with seminars in these areas.”   – Dr. Ron Marquardt, President – MVP Seminars, LLC

“Omid is full of energy and enthusiasm, and has provided our organization important insight to how to gain breakthrough productivity gains and quality improvements in our contract negotiation process.” – Leonardo Couto, L’Oreal Brazil Purchasing General Manager AND President of the Brazilian Council of Purchasing Executives  

“The most useful presentation I’ve seen in 35 years in the business.  Omid has exceptional command of the subject matter and a very fine sense of what to say and when and how. Kudos to you for getting him in front of us, and let’s see more of him, please!” – Teledyne Technologies, Inc.

“Thanks for the excellence presentation, both provocative and informative, the best one I’ve attended in many years. James W. Hays, ISM Northern California Executive Director

“Omid was placid, engaging and kept my attention throughout the entire day. This subject could have easily been stretched out into a three day seminar. Omid easily conveyed the key core variables requiring our closest attention for those of us that engage contract management, refreshing and renewing our knowledge base. Great speaker and obviously a subject matter expert with vast knowledge and a rare ability to articulate his experiences into tangible bit sizes that seized my attention and were relateable to the message.” – Mark NyQuist, Bio-Rad Laboratories

“I am in the middle of working with a key supplier to take out unnecessary costs and processes on a project that seems to be out of control. The information in this series provides just the type of tools and principles I need to bring this under control. This has got to be ‘hands down’ the best and most practical series I have ever participated in.  – Steve McCredie Director of Education for the ISM Sacramento Valley  

“This is one of the highest ratings I have seen and we hope to have you back again next year!” – CJ Nord,  President, Institute for Supply Management (ISM) Los Angeles  

“Omid you are an excellent instructor, able to focus the attention of the audience and maintain direction of the conversation. I paid for this class with my own funds and could not be happier with the experience. I particularly liked the confidence you had in the material.”  – National Association of Purchasing Managers (NAPM) Arizona  

“It’s refreshing to attend a seminar packed with practical tools that can be applied on the job the next day.  Too often we get a lot of theory with little guidance on daily applications. I have never attended such exciting seminars with concepts and tools I can use on the job on a regular basis.  Omid is an adept supply chain practitioner as well as a very engaging teacher.” – Balanced Body, Inc.

“Thank you for your commitment to excellence in purchasing!  You are THE Godfather of Negotiation Planning!”– Keith Erickson, Director of Corporate Purchasing, Intel Corporation

Biography of Omid G ~ “THE Godfather of Negotiation Planning”


President ~ Purchasing Advantage

Omid Ghamami is President & Chief Purchasing Officer at Purchasing Advantage, a purchasing seminar and training solutions provider.  

Since 1995, he has taught thousands of hours of courses, workshops, and seminars in 14 different countries on topics related to the entire spectrum of purchasing, supply chain management, purchasing contract law, negotiations, and supplier management.  

Omid is the author of a multitude of articles in global purchasing journals, as well as two books on purchasing management.

Omid has 18 years’ experience with Intel Corp, holding responsibility for $750 million + (USD) in annual expenditures as a senior purchasing director, and also having managed global purchasing operations with a scope of $2.2B annually. His experience and strength in negotiations earned him the corporate designation of “THE Godfather of Negotiation Planning” at Intel Corp.

He has broad and rich experience in negotiations, total cost analysis, supply chain management, purchasing contract law, purchasing operations, purchasing policies and procedures, controls & risk management, selection and deployment of purchasing systems/tools, purchasing integration of mergers and acquisitions, international purchasing strategies, negotiating with different cultures, and purchasing strategy mapping/execution.  

Omid is also an Adjunct Professor of Purchasing at Folsom Lake College, where he has pioneered an innovative 16 unit Purchasing Certificate Program, the first of its kind in California. Omid is well known with the ISM, having had many ISM publications, as well as having performed many seminars for various ISM chapters. 

Publications and TV appearances


  • Purchasing Advantage – Running a World Class Purchasing Organization.  209 page book, Lulu Publishing, 2010
  •  World Class Purchasing Contract Management – The ULTIMATE Reference Guide for Purchasing Professionals, Lulu Publishing, 2013


•       “Calling the Supplier’s Bluff – 6 questions to determine how much they need  your business”, ISM™eSide Supply Management, Vol. 1, No. 5, Sept/Oct 2008.   

•       “Chemical Sourcing Models for Cost and Risk Optimization”, ISM™ eDigest January 2009

•       “Opening and Bottom Line Positions in Negotiations”, ISM™ eSide Supply Management, July/August 2009, Vol. 2, No. 4 

•       “Win/Win Negotiation Strategies”, ISM™eSide Supply Management, Jan/Feb 2010, Vol. 3, No. 1

•       “Achieving Competitive Advantage Through Supply Chain Management”, co-authored with Farrokh Moshiri, 2010 Global Business Development Institute (GBDI) Conference

•       “New Paradigm for Achieving Sales Negotiation Success”, 2010 Global Business Development Institute (GBDI) Conference

•       “Capturing Soft-Cost Savings”, ISM™ eSide Supply Management, Sep/Oct 2010, Vol. 3, No. 5

•       “Harnessing Supplier Knowledge to Reduce TCO”, ISM™ eSide Supply Management, November/December 2011, Vol. 4, No. 6

•       “Three Steps to Best in Class Contract Negotiations”, ISM™ eSide Supply Management, July/August 2012, Vol. 5, No. 4, co-authored with Michelle Stamnes

  • “Five Strategies to Negotiate Like the Pros”, International Federation for Purchasing & Supply Management (IFPSM), April 1, 2013
  • “World Class Supplier Management Strategies”, ISM™ Inside Supply Management, July/August 2013
  • “7 Deadly Sins of Negotiations”, ISM™ eSide Supply Management, July/August 2013, Vol. 6, No. 4

TV Appearances:

•        Primary guest speaker on acclaimed show “Good Work Now!”, episode #30, October 21, 2009 

50+ hours on public television broadcasted as a purchasing industry expert. 

Claim Your Spot – Register Now & Learn the Secrets

ISM Members: $197 


Non Members: $247


Remember, you get lifetime access to the video recordings of this purchasing training series so that you can watch them as often as you want, whenever you want when you register before the deadline. Register now so that you don’t forget!

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