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2015PROCUREMENT & CONTRACTS

BANGKOK, THAILAND

STRATEGIC SOURCING7 Step Process to Successful

Strategic Sourcing3 – 4 August 2015

IMPROVING SUPPLIER

SELECTION &

PERFORMANCE5 – 6 August 2015

GLOBAL BEST

PRACTICES IN

PROCUREMENT24 - 25 August 2015

TRAINING CALENDARThe PANEL of PRACTITIONER

& SEASONED SENIOR CONSULTANTS &

INSTRUCTORS

ROBI BENDORF“True Guru of Purchasing”

Celcom Axiata

MICHAEL GOZZO“Who’s Who in American

Manufacturing”

DANIEL FEIMAN“CMC Award – The Top 1%”

Institute of Management

Consultants

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1. NO OTHER TRAININGS OR WORKSHOPS COME CLOSETO PURCHASING & PROCUREMENT CENTER’S:

I thought …. This program [7 step strategic sourcing] is not going tohelp much. But I’m absolutely thrilled with the training given. I havegained much that I least expected.

Alba Procurement Services Sdn. Bhd - Malaysia

This course is an eye opener. Most of the contents are mostly inplace. This course has guide the appropriate steps towars world classprocurement.

Procurement Manager, Besi Apac Sdn. Bhd - Malaysia

I am fully satisfied with knowledge and guidance provided. Relevantand world class.

Head of Procurement and Inventory, Teras Technology Malaysia

Outcome of the seminar course was more in beyond expectation. Procurement Manager, Petron Corporation Manila.

2. ONLY KNOWLEDGEABLE & PRACTICAL SENIOR CONSULTANTS & INSTRUCTORS WITH REAL LIFE EXPERIENCE

The trainer [Robi Bendorf] has a lot of knowledge and experience inprocurement and can relate with real life situation.

Procurement Executive, Boustead Penang Shipyard Malaysia

Rob Thompson is tremendously well informed and has provided awealth of knowledge. I was wary before attending but I’m beginningto see the big picture.

Assistant Manager-Legal , Deleum Berhad Malaysia

Ok.Wonderful, best Trainer for Procurement. 90% meet myexpectation.

Vice President, PT. Bank UOB Indonesia.

Full of good info, very beneficial to me and the company. Robi is veryknowledgeable and experience on the topic presented.

Material Sourcing Analyst, CPOC (Carigali-PTTEPI Operating Company , Malaysia

Interaction with trainer and his presentation skills inside the coursehighly valuable and efficient. Content is rich and highly efficiently.

GM Supply Chain, Siemens Saudi Arabia

Michael was very accommodating, attended to all questions, veryknowledgeable.Provided practical example. He also delivered in manner that wouldwake you up- keep you active. He shared limitless experience.

Procurement Manager, Petron Corporation Manila

3. IT’S WORTH YOUR MONEY

At beginning I thought it is worth coming …, but nowafter attending I am damn sure it is worth every penny.

Head of Contracts, Oman Airports Management

I could not give more praises to your course. Believe me Ihave attended 2 procurement courses, and it is nothingcompared to yours.I would say it is money well spend for your course.Purchasing Manager, Sanyan Wood Industries, Malaysia

4. YOU & YOUR PEOPLE WILL COME BACK FOR MORE

As Arnold Schwarzenegger said in the Terminator “I’ll Be Back” .

I will … send my subordinate for next year.Head of Procurement

Malaysia Marine Heavy Engineering - ATB

… see Mr.Robi in the next training.Procurement Executive, Boustead Penag Shipyard.

I would … participate for other topics available.Contract Executive , GOM Resources Sdn. Bhd

5. IF ALL THE ABOVE WAS NOT ENOUGH!?

We’re so confident that you’ll benefit and come back for more thatwe promise you this:

If you find that you did not benefit from any of our courses afterattending, just tell us and you’ll get 100% your money back - Noquestions asked, No justifications required, No ifs and No buts. Wedo this because we know that at the end you’ll say “I’ll Be Back”

Why You Really Need to Attend?

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Strategic Sourcing 3 – 4 August 2015, Bangkok - Thailand

PROGRAM SUMMARY

The development and implementation of carefully crafted strategies for

the acquisition of all goods, equipment, materials, and services has

become a critical issue in all organizations wishing to reduce operating

cost while improving quality and productivity.

This program explores 7 key areas considered critical to the future

success of Procurement Organizations and moves today’s supply

management activities from its typical tactical focus to the strategic

focus needed to successfully implement the processes and methods

needed to reach world-class performance now and maintain it in the

future.

PROGRAM PAYBACK

• 7 Areas Critical To Future Procurement Success

• 4 Stages To World Class Supply Management

• Many Increased Skill Sets In Supply Management

• Category Models And Their Strategies

• 3 Categories For Organizing The Spend Profile

• Steps In Improving Internal And External Collaboration

• How To Develop A “Purchasing Coding System”

• How To Get More Time To Work On Strategic Issues

• The Important Sections To Include In A Strategic Sourcing Plan

TRAINING METHODOLOGY

Participants will increase competencies through a variety of

instructional methods including lecture by an experienced practitioner

and consultant, individual and team cases, and group discussions

covering the many topics presented in the program.

WHO SHOULD ATTEND?

• Managers and Professionals in Purchasing, Procurement, and

Supply Management

• Materials, Contracts, Projects, Maintenance, Operations, and

Financial Managers and,

• All other Managers and Professionals focused on strategic sourcing.

Day 2

PROGRAM SUMMARY

Step 1: Developing Category Strategies

Step 1 reviews the elements essential to becoming more strategic and

adding real value to the organization.

• 4 Stages To World Class Supply Management

• 7 Areas Critical to Future Procurement Success

• Change And Becoming More Strategic

• Developing The Spend Profile & Creating Time To Be Strategic

• Material/Services Purchasing Code Development

• Segmentation/Category Management Models

Step 2: Developing and Managing Suppliers

Step 2 recognizes that an organization can perform no better than its

suppliers.

• Bidder Qualification And Selection

• Objectives of Supplier Performance Measurement

• Supplier Performance Measurement Key Points

• Reducing the Supplier Base

Step 3: Designing and Operating Multiple Supply Networks

Step 3 focuses on the understanding that the best way to increase profit is

reducing the Total Cost of Ownership for every member of the entire supply

chain.

• Supply Management and Supply Chain Management

• Supply Chain Mapping & Reducing Waste in the Supply Chain

• Trends Leading to Greater Supply Chain Risk

• Supplier Risk Management

• Total Cost of Ownership

Step 4: Leveraging Technology Enablers

Step 4 recognizes that world-class organizations no longer talk about

whether or not they should improve their processes, but how fast can they

improve them.

• Reengineering The Processes

• SRM and Integration

• Supply Chain Integration Framework

• E-tool Advantages & Exception Management

Step 5: Collaborating Internally and Externally

Step 5 identifies many best practices that contribute to improving both buyer

and supplier performance.

• Supplier Relationship Management Maturity Model

• Being an “A” Customer

• Transforming the Supplier Relationship

• Developing Trust & Increased Supplier Involvement

Step 6: Attracting and Retaining Supply Management Talent

Step 6 focuses on the fact that Supply Management skill sets are a predictor

of the supplier’s responsiveness to the buying organization’s requirements

and are positively related to a firm’s financial performance.

• Supply Management Competencies

• Key to Success in Supply Management Departments

• New Job Descriptions For Purchasing

• Training Programs

• Categories for Personal Development & Competency Profiling

Step 7: Managing and enabling the Future Supply Management

Organization

Step 7 brings to conclusion many of the important issues covered in previous

steps and adds some practical implementation approaches to show

Procurements contributions to the organization

• Purchasing Impact On The Bottom Line

• Supply Management Mission and Vision

• Centralization vs Decentralization

• How does Executive Management Measure Procurement Performance

• Savings Reporting Procedure

• Strategic Sourcing Plans

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Improving Supplier Selection & Performance5 - 6 August 2015, Bangkok - Thailand

PROGRAM SUMMARY

In this age of global interaction, the success of an enterprise will depend onthe ability to positively interact with the supplier community no matter wherein the world they are. The effort behind business growth and success comesfrom a search to achieve competitive advantage.

The competitive advantage factors of price, quality, availability and flexibilityare the focus for improvement. This program will address these factors bydemonstrating how to apply techniques like Lead Time Reduction in concertwith business concepts Strategic Sourcing, Lean Thinking, Six Sigma andSupplier Development.

All these methodologies coupled with results demonstrated will providepowerful tools to improve supplier performance quickly.

PROGRAM PAYBACK

•How supplier relationship changes will improve business performance?•The importance of cost of quality and how to determine it•What are the steps of Supplier Development and what needs to be done tobe a success?•How to determine the cost of carrying inventory?•What happens when we tie together Strategic Sourcing, ISO, TQM, and SixSigma?•How and where to employ SPC (Statistical Process Control)?•How to develop and organize a symposium for suppliers?•Why supplier evaluation criteria is important and how to value each?•What is the PACE Framework and how to employ it?•How to change purchasing practices to improve supplier performance?

TRAINING METHODOLOGY

Participants will increase competencies through a variety of instructionalmethods including lecture by an experienced practitioner and consultant,individual and team cases, and group discussions covering the many topicspresented in the program.

WHO SHOULD ATTEND?

•General Managers, Directors, Managers and Professionals involved inSupplier & Vendor Management & Development, Purchasing, Procurement,and Supply Management•Materials, Contracts, Projects, Maintenance, Operations, and FinancialManagers and all other Managers and Professionals dealing with Suppliers

Day 2

PROGRAM SUMMARY

Strategic Sourcing …… A Company Strategy• A current definition• The top driving factors in Best in Class• Challenges facing application of this practice

Who are the Suppliers to Consider?• Understanding supplier relationships• What it takes to sustain partnerships• Management involvement• What is supplier development and why do it?

Criteria for a Rating System• Criteria definition• Establishing a scoring mechanism and importance structure

Establishing the Methodology• Building the format of reporting• Who is to use what and why

Employing the Results• Selecting Suppliers for special situations• Reading the meaning of the numbers• Creating a competitive environment

The Impact of Suppliers on Total Company Costs• Purchased materials impact on inventory and cost• What happens when too much inventory is obtained• What is the cost of carrying inventory• How are the suppliers linked to reducing inventory and cost

Steps to Supplier Development• Creating a Board• Actions for creating policy• Developing an implementation strategy• Analyzing & reducing the supply base

Beginning the Process with Supplier Symposium• What is its purpose• Who needs to participate• Value of an agenda in achieving success

Keys to Evaluating Supplier Performance and Capabilities• How to determine evaluation criteria• Integrating ISO and other tools • Prioritizing critical criteria• What is the purpose of a supplier self evaluation

Case Study - Applying what has been learned

He is very effective. Outcome of the seminar course was more in

beyond expectation. Michael was very accommodating, attended to all

questions, very knowledgeable. Provided practical example. He also

delivered in manner that would wake you up- keep you active. He

shared limitless experience.

Procurement Manager, Petron Corporation Manila.

Clear picture of what is the important criteria to tackle toward changes

improvement.

Procurement Executive, Thunder Cranes Sdn. Bhd.Malaysia

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5

Global Best Practices in Procurement24 – 25 August 2015, Bangkok - Thailand

PROGRAM SUMMARY

Most Procurement Operations have the objective of becoming or maintainingWorld-Class status. World-Class Purchasing operations target significantannual cost improvement, bringing significant strategic value to theirorganizations and strong recognition to the function and those in it. Yetaccording to many studies most organizations must significantly improve theirsupply management operations in order to provide the continuousimprovements needed to win and earn profits in today’s very competitivemarket place.This program is designed to explore the practices generally viewed as leadingto World-Class performance in purchasing so that participants can determinewhere they are now and begin immediate implementation of the stepsneeded to create maximum total value for their organization. This programcombined with Procurement Gap Analysis II present excellent skill sets fordramatic improvement in Supply Management.

PROGRAM PAYBACK

• Discuss the importance of performing purchasing gap analysis.• Review best practices in key areas of organization and performance

measurements,.• Explore methods of evaluating prices• Discuss how to use purchase price indexes• Learn best practices in supplier relations, planning and specifying,

procurement process, and supplier performance• Be able to develop a purchasing strategic plan• Reduce total cost of ownership for purchased materials, equipment, and

services• Improved productivity of the entire organization by better on time delivery

of high quality goods and services

TRAINING METHODOLOGY

This seminar will combine a variety of instructional methods including lectureby an experienced practitioner and consultant, exercises, and groupdiscussions covering current practices and their relationship to theimplementation of new concepts.

WHO SHOULD ATTEND?

• Purchasing, Procurement, and Supply Chain Managers and professionals,• Materials, Contracts, Projects, Maintenance, Operations, and Financial

Managers and,• All other Managers and Professionals interested in lowering total cost and

increasing productivity and profit contributions from better purchasingoperations.

PROGRAM OUTLINE

Session 1: Setting the Direction for World Class PurchasingSession 1 establishes the importance of the function and the need for it to emerge as a core competency of the organization.

• Procurement as a core competency• Change and becoming more strategic• Purchasing impact on the bottom line• Determining the Gap• Developing the Strategic Plan for the Procurement Activity• Defining the Procurement Mission & Vision• Relations with other functions

Group Exercise: Establishing the Procurement Mission.

Session 2: Purchasing Skill SetsSession 2 is focused of the realization that functions cannot perform better than their people and that world class performance in procurement activities requires highly trained competent professionals with high ethical standards.

• Purchasing personnel required skill sets• Skill Set assessment process, Training programs & Professionalism• Standards Of Ethics In Purchasing And Contracting Conduct

Group Exercise: The group will discuss a case related to an ethics issue and formulate a recommendation.

Session 3: Measuring our PerformanceSession 3 is in recognition of the often quoted fact that it is difficult to improve what is not measured.

• Measuring purchasing performance• How does Senior Management measure Purchasing & Benchmarks• Using published Commodity Price Indexes• Developing a Purchase Price Index

Individual Exercise: Develop a company Purchased Price Index.

Session 4: Strategic SourcingSession 4 identifies that purchasing personnel must move from the tactical focus of most purchasing operations to a much more strategic focus that brings continuous improvement to the bottom line of the organization.

• Commodity Coding• Developing Spend Profiles & ABC analysis• Using Excel in Spend Analysis & Time Spent on Various Tasks• Strategic Planning for Repetitive Purchases

Group Discussion: How to better structure your time so that you grow from just being a “Getter” to a true procurement expert.

Session 5: Advancing Supplier RelationshipsSession 6 explores the best practices in supplier selection, performance measurement, and developing and maintaining good supplier relationships.

• Supplier categories & Strategic alliances• Early Supplier Involvement• Supplier performance measurement• Supplier qualification and supplier recognition

Group Discussion: We will discuss the various ways the attendees currently measure supplier performance.

Session 6: Best practices in Procurement Process Session 6 looks at many of the steps in the procurement process and identifies the practices that generally lead to world class performance.

• Tendering & Contract Administration• Degree of automation• eProcurement & Price Justification• Supplier reduction programs & Inventory reduction programs• Total Cost of Ownership

Group Discussion: Where to go from here?—how to make it happen.

Robi is an excellent trainer. After attending course, I feel excited and can’t wait to go to office and start work.

Contract Management, Petronas Lubricants International Sdn. Bhd..

Day 2

Day 1

Lot of ideas and new knowledge gain throughout the course. Robi is a well experience trainer who shares knowledge with participants.

Senior Manager, Pharmaniaga Logistics Sdn. Bhd.

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Robi Bendorf (“True Guru of Purchasing” Celcom Axiata )

Robi Bendorf (CPSM, MCIPS, C.P.M., M.ED) has over 35 years of purchasing and sales experience, involving domestic and

international activities, for a broad range of manufacturing and service businesses. He has extensive experience in consulting & training inpurchasing, contracts, reengineering the supply management process, the management of procurement functions, global sourcing ofmaterials and components, reducing cost of purchased materials and services, and negotiation of complex transactions and contracts.

He has held purchasing and contracts management positions in high volume manufacturing, subcontract, job shop, and service operations, involving gasturbine manufacturing, power generation, nuclear and fossil power plants, electrical distribution and control, air conditioning equipment and global sourcingservices.

Prior to becoming a full-time consultant in 1994, he served as Manager of Customer and Supplier Development for the Westinghouse Trading Company. Hehas given presentations on numerous purchasing and contract management topics to the Institute for Supply Management (ISM/NAPM), major universities,and numerous in-house seminars for industrial & services clients in the US and over 170 public seminars internationally.

He was selected to present seminars at the last 17 Institute for Supply Management International Conferences and is the contributor of numerous articlespublished in Purchasing Today and Inside Supply Management. Robi was selected as ISM’s National Person of the Year in both Global Resources and inEducation/Learning.

Some of this numerous clients include:Clients include Ethicon Endo Surgery (Division of J&J), Knoll Furniture, Florida State University, Duquesne University, American Air Filter, Tippins Steel,Dormont Manufacturing, Medrad Medical, Westinghouse Electric Corporation, The Elliot Company, IDEX, Blue Cross Blue Shield of Minnesota, SAEInternational, Bettis Atomic Power, Industrial Scientific, C-COR Electronics, Allegheny Teledyne, Duquesne Power & Light, Ferno-Washington, Johnson &Johnson Medical, Human-I-Tees, Sony, American Video Glass, Stanley Furniture, Mannesmann Rexroth, Atlantic Packaging Company, First Energy Corp.,Corning, The Walt Disney Company, Total Safety Inc, Calgon Carbon, Argo-Tech, Piper Aircraft, Vistakon (Div of J&J), NCS Pearson, Ohio Wholesale Company,Schering-Plough, Curtiss-Wright Electro Mechanical Corp., DePuy Orthopaedics, Alcon Labs, Graco, Cordis (Div of J&J), Chevron Texaco, the Institute forSupply Management, U.S. Fuel Division of Westinghouse Electric Company, the Russell Corporation, JC Penney Company, Centocor (Div. of J & J), GKNAerospace, IDL Merchandising Solutions, Creative Technology, Allegheny Energy, Bre Properties the American Society of Materials, Animal Rescue League,Petronas, International Paper, A T&T, Gulfstream, US Postal Service, Hewitt, Sunoco, Exxon Mobile, TJ Maxx, Apple Computer, Mosebach Mfg, Lexmark(China), Proton, Busch Mfg.

Robi is a lifetime C.P.M., and has received ISM’s new certification, the CPSM, and also holds the MCIPS Certification as awarded by CIPS. He has anundergraduate degree from the University of Texas, and a Masters Degree from Penn State University

His energetic and enthusiastic style, combined with extensive functional experience, makes him an excellent consultant, trainer, and facilitator of change.

6

Senior Consultants’ Profile

Michael W. Gozzo ( “Who’s Who in American Manufacturing”)

Michael W. Gozzo has over 30 years experience in Supply Chain, Demand Flow Technology, Just-In-Time, Total Quality Control,

Inventory Control and Production/Operations Management. His experience as a practitioner concluded after completing seven years asDirector of Operations at a division of Allied-Signal. He subsequently became a consultant and guided manufacturers and computerOEM’s (Apple) in the planning and interface with their suppliers.

He has traveled and worked extensively in Canada, England, Hong Kong, Ireland, Scotland, Germany, Japan, Korea, Mexico, Indonesia, etc.

Mr. Gozzo has been selected to Who's Who in American Manufacturing and is one of the best in his field as can be seen from his Certifications,Memberships, Publications, Clients and

Certifications & Memberships• Certified in Production and Inventory Management (CPIM) & Certified Supply Chain Professional (CSCP) by the Association for Operations Management(APICS),• Member of the American Society for Quality (ASQ),• Member of the Institute for Supply Management (ISM formerly NAPM),• Member of Society for Manufacturing Engineers (SME),• Member of International Service Quality Association (ISQA).

Books PublishedMr. Gozzo is a successful and established author of many books. He is the co-author of "Made In America - The Total Business Concept", "Just-In-TimePurchasing", "Supplier Certification", "Behind Bars: Bar Coding Principles and Applications", and his latest "People Empowerment - Success Through

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Partial List of Testimonials from our Clients

I felt great. I learned in-depth exposure to negotiation. Different from what i read from books.

Purchasing Manager , Sanyan Wood Sdn. Bhd.

Very interesting clear, thought provoking and comprehensive coverage.

Assistant Manager-Legal , Deleum Berhad.

Interaction with trainer and his presentation skills inside the course highly valuable and efficient. Content is rich and highly

efficiently.

GM Supply Chain, Siemens Limited.

… very effective. Outcome of the course was more in beyond expectation. … Provided practical example. He also delivered

in manner that would wake you up- keep you active. He shared limitless experience.

Procurement Manager, Petron Corporation Manila.

Robi is an excellent trainer. After attending course, I feel excited and can’t wait to go to office and start work.

Contract Management, Petronas Lubricants International Sdn. Bhd.

I am fully satisfied with knowledge and guidance provided. Relevant and world class.

Head of Procurement and Inventory, Teras Technology.

This training has opened up new perspective on looking at procurement from a strategic point of view to benefit an

organization bottom line directly.

Siemens Malaysia Sdn. Bhd.

… superb! I got many ideas to enhance our contact management practice.

Procurement Executive, Institut Jantung Negara.

I gained a great deal of understanding that is practical and not simply from books. I would be very interested in any of

Robi’s Programmes.

Sub Contracts Manager, Leighton Offshore.

The course has given me a different perspective of contracts management/administration and made me think out of box.

Manager - Contracts Administration, Contraves Advanced Devices Sdn. Bhd.

Mike has excellent knowledge about the subject, we enjoyed the course.

Purchase Supervisor, National Marine.

I find the course very interesting and changed my mindset not only about my job scope but procurement as a career. Now,

I’m looking forward to a productive and more creative job as buyer.

Procurement Associate, Petron Fuel Intl. Sdn. Bhd.

Lot of ideas and new knowledge gain throughout the course. Robi is a well experience trainer who shares knowledge with

participants.

Senior Manager, Pharmaniaga Logistics Sdn. Bhd.

The knowledge I got is remarkable, the tools and techniques were also new for me.

Director, IT Planning & Business Management, EtisalatUAE.

Mr.Gozzo has great knowledge and experience.

Manager , Products & Services, Etisalat

Very practical training course that provides more insights on carrying out an effective procurement price / cost analysis.

Procurement Project Specialist , Xyratex (M) Sdn. Bhd.

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+603 7665 2035REGISTRATION FORM

Strategic Sourcing3 - 4 August 2015,

Bangkok, Thailand

Improving Supplier Selection

& Performance5 - 6 August 2015,

Bangkok, Thailand

Global Best Practices in

Procurement24 - 25 August 2015,

Bangkok, Thailand

Confirmation detailsJoining details confirming your participation will be sent, once a registration has been received. After receiving payment, a receipt will be issued.

Cancellations/SubstitutionsSubstitutions are welcome at any time. Please notify us at least 2working days prior to the event. All cancellations will carry a 100%cancellation fee, once a registration form is received. All cancellationsmust be in writing by fax or email at least 3 weeks before the eventdate. You will be entitled to attend any of our other courses at a laterdate.

PAYMENT POLICY: Payment is required within 5 days upon receipt of the invoice.

BANK TRANSFER

Bank Name: STANDARD CHARTERED BANK MALAYSIA BERHADBank Address: Menara Standard Chartered , No. 36 Jalan Sultan Ismail,

50250 Kuala Lumpur, Malaysia.

Bank Account Name: Kavaq Business Intelligence (M) Sdn BhdBank Account No: 8971-7002-6165 (USD)Swift Code: SCBLMYKXXXX

All payments must be received prior to the event date.

CREDIT CARD (if ticked, credit card authorization form will be sent separately)

NOTE: The investment fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course. Compliance with the local tax laws is the responsibility of the client.

P A Y M E N T D E T A I L S

REGISTRATION FORMREGISTRATION FORM

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FOR ATTENDING: Tick/Check your preferred PACKAGE:TOTAL FEE

Single Pack 1 Participant for 1 program USD 2,195

Silver Pack 2 Participants for 1 program USD 4,295

Gold Pack Send 5 Participants – the 6th is FREE (1 FOC) USD 10,975

Special Note:

•Refer us to any of your colleagues involve in

procurement and contracts to avail

USD 500.00 off on your next booking.

•Terms & Conditions applies.