THE PROGRAM

WHO IS IT FOR?

This training program has been created for employees new to purchasing, but is also recommended for operative purchasers without experience in a strategic approach. It combines dynamic presentations, real examples from my professional life and interactive business cases to be worked out by the participants.

METHODOLOGY

This program is not just another training, offering fancy ‘advanced’ purchasing techniques which claim to solve all purchasing challenges. Nor does it showcase unusual business cases, that may be very interesting, but not what regular purchasers will likely face in their professional life.

The program is a personal project, aimed at sharing how I have come to understand and interpret purchasing, with transparency and competition as the pillars of optimum performance. There are surely other ways to understand purchasing, this is mine. I am not a professional consultant. I am just an experienced purchaser, actively managing a purchasing team in my company, with a love for purchasing who realized the need for this type of training in unexperienced purchasers who were joining my own team.

With this training I offer my knowledge and experience in a real and simple step-by-step approach to regular purchasing, based on a realistic and pragmatic understanding, deep analysis and open communication.

Purchasing skills will be improved for a complete range of purchasing activities, from basic processes such as RfQ and TCO comparison, to more advance activities such as strategy definition and negotiation, cost analysis, target definition and supplier management.

The results have already been shown, with almost 20 years of professional experience managing several teams remotely in different countries.

STRUCTURE OF THE TRAINING

We will go through all the main processes of purchasing following six separate courses, from the very beginning like purchasing principles and KPI’s, to the final purchasing steps, such as strategy definition and supplier negotiation.

Through these 6 courses you will learn everything you need to know to be a good strategic purchaser. But keep in mind that a good purchaser is not an excellent purchaser. Therefore I also offer an additional course where we will explore excellence: the connection between using your personal strengths, enjoying what you do, and being successful.

The 6 courses are structured in 2 training blocks: STRATEGIC PURCHASING 1 and STRATEGIC PURCHASING 2 each of them with 20 learning hours over the course of two and a half days.

3 COURSES // 20 HOURS // 2,5 DAYS

Strategic Purchasing 1

1. 1 Basic Procurement // Welcome to purchasing

Different types of purchasing & procurement.
Purchasing principle & main KPI’s.
Policies & standards.
Introduction to basic concepts & processes.

Oftentimes we make the mistake of assuming that basic topics are already understood by beginners, realizing later on that nobody has explained these topics to them, or their importance.

This course includes the introduction to the different types of purchasing organizations from the perspective of the purchaser, but also according to the market, company philosophy and expectations from the supplier portfolio. I will explain purchasing principles, common with all companies, and also introduce procurement policies & standards.

Last but not least, we will go through basic concepts and processes such as main KPI’s in procurement, RfQ process, supplier analysis and cost structure.

Duration: 4 hours

1. 2 Systematic Approach // Where we are: point A, and where we want to be: point B

Transparency & cost analysis.
Capacity check.
Project pipeline.
Target calculation & benchmarking.

Through a simple and pragmatic approach, you will learn how to bring transparency into your material group, the main pillar of purchasing, and use it to guarantee needed capacities and to define target prices for further activities such as new sources and negotiations.

In this course I will first explain to you how to collect and cluster internal data. You will learn the ways to define the right cost break down and how to calculate target prices using tools such as CVE, VSM and LPP. We will continue with the creation of benchmarking to identify main potentials and priorities. I will also show you how to check the installed capacity assuring needed demands.

Lastly, you will learn to be ready for upcoming projects with available suppliers and technologies.

In addition to the explanation, there will be several business case examples to support your learning.

Duration: 8 hours

1. 3 Supplier Management // Find the right supplier to achieve point B

Supply market analysis.
Supplier phase in and phase out.
Supplier performance evaluation and supplier development activities.
Supplier risk management, company risk mitigation.
Introduction to main purchasing contracts.

Selection of the right supplier is one of the most important steps in procurement. I will show you how to scout and analyze the supply market and create business opportunities. And later how to evaluate, select and phase in the right supplier. Supplier performance evaluation and risk management will follow, explaining different strategies to mitigate the risk for your company. I will also introduce you to the main procurement contracts.

This course includes supplier development activities and how to proceed with a proper phase out once a supplier is no longer of interest.

In addition to the explanation, there will be a business case example to support your learning.

Duration: 8 hours