The theme of the IMPA 2002 conference this year (11- 12 September in London) will be “Rising to Challenges in Marine Purchasing Strategy”. The dynamics of marine purchasing continues to change with new ways of transacting business. Improving methods and processes is the means to reducing costs and improving profits. Exploiting these ways is a challenge to any purchasing professional. The seminars and new conference workshops address strategic purchasing issues and explore ways of adding value to the purchasing function. In addition to the high profile keynote speakers, IMPA has established a series of workshops to provide greater interaction and learning qualities to the conference.

The IMPA Workshops will provide the opportunity to listen to industry experts and then contribute and discuss various points of view. The working groups will address the following:

• Analysing and Overcoming Obstacles to e-Commerce
• Creating a Win-Win Supplier/Buyer Partnership
• Successful Negotiation Skills
• How to use Influencing Skills in e-Commerce Transactions

Participants will challenge opinions that e-Commerce lacks the personal touch so is only useful for aspects of procurement that don't require relationship management. Sourcing tools, knowledge management, CRM and ERP are seamlessly linked to e-commerce engines, supporting rich relationships between buyers and sellers. E-commerce is pervasive: bilateral interpersonal skills can be leveraged into supplier community management.