STRATEGIC PURCHASING 2
- WHO IS IT FOR?
This training program is designed primarily for employees who are new to purchasing, but it is also highly recommended for operational purchasers who lack experience in a strategic approach.
The program combines dynamic presentations, real-life examples from my professional experience, and interactive business cases that participants will actively work through. This ensures a practical, engaging, and results-oriented learning experience
- METHODOLOGY
This program is not just another training course offering “advanced” purchasing techniques that promise to solve every challenge. Nor does it focus on exceptional or unusual business cases that, while interesting, are rarely relevant to the day-to-day reality of most purchasers.
Instead, this program is a personal initiative—built on my own experience and perspective on purchasing—where transparency and competition are the fundamental drivers of optimal performance. There are many ways to approach purchasing; this is mine.
I am not a traditional consultant. I am an experienced purchaser who actively leads a purchasing team, with a genuine passion for the profession. This program was created after recognizing a clear gap: the need to effectively train and support inexperienced purchasers joining my own teams.
Through this training, I share practical knowledge and real-world experience using a clear, structured, step-by-step methodology. The focus is on everyday purchasing—approached with realism, pragmatism, thorough analysis, and open communication.
Participants develop and strengthen skills across the full spectrum of purchasing activities—from fundamental processes such as RFQ management and total cost of ownership (TCO) comparison, to more advanced areas including strategy definition, negotiation, cost analysis, target setting, and supplier management.
This approach is not theoretical—it is proven. It is built on nearly 20 years of professional experience managing multiple purchasing teams across different countries and working effectively in remote, international environments.
- STRUCTURE OF THE TRAINING
Across five core courses, we cover all key purchasing processes—from the fundamentals, such as purchasing principles and KPIs, to more advanced stages including strategy definition and supplier negotiation.
By completing these five modules, participants will gain the knowledge and tools required to become strong strategic purchasers. However, being a good purchaser is not the same as being an excellent one. For this reason, I also offer an additional course focused on achieving excellence—exploring the connection between leveraging your personal strengths, enjoying your work, and achieving outstanding results.
The full program consists of six courses, structured into two training blocks. Each block includes 20 learning hours delivered over two and a half days.
3 COURSES // 20 HOURS // 2,5 DAYS
2. 1 Optimisms & Success // The path to the excellence
- A short introduction to the human brain.
- Meaning and basic concepts of happiness & success.
- 5 key points for success.
STRATEGIC PURCHASING 1 covers the core knowledge required to become a solid purchaser. Building on this foundation, STRATEGIC PURCHASING 2 focuses on how to apply that knowledge to develop effective strategies and achieve optimal results in sourcing and negotiations.
The goal of this course is to bridge the gap between STRATEGIC PURCHASING 1 and STRATEGIC PURCHASING 2—highlighting what is needed beyond technical knowledge to move from being a good purchaser to an excellent one. It is not only about what you know, but also about adopting the right mindset.
In this course, I will introduce what I call the “well-known secret” to achieving outstanding results and creating a lasting impact within your material group. This is based on five simple and practical key principles that are easy to follow and highly effective.
These principles are not limited to purchasing—they can also contribute to your overall professional success and personal development.
Duration: 4 hours
2. 2 Material strategy // How to go from point A to point B
- Systematic step by step approach to generate a material group strategy.
- Creation of competition.
- Alignment process with a cross functional team.
The goal of this course is to demonstrate how to create competition by defining an effective material strategy, building on the transparency and supplier management foundations established in STRATEGIC PURCHASING 1.
You will learn a structured, step-by-step approach that begins with analysing the current situation and defining requirements. From there, we will move on to setting clear targets across four key areas: risk management, capacity, supplier performance, and cost-saving activities.
The next step focuses on translating these targets into a coherent strategy—in other words, how to actively create competition to achieve your objectives. I will also share practical advice on how to align this strategy with key internal stakeholders to ensure successful implementation.
To reinforce the learning, the course includes a comprehensive business case in which you will develop a material strategy from start to finish, applying all the concepts covered.
Duration: 8 hours
2. 3 Negotiation & Sourcing // The final step to arrive to point B
- Negotiator’s profiles.
- Preparation for negotiation.
- Principled negotiation.
- Some negotiation tactics.
- Closure of negotiation.
The goal of this course is to help you optimize negotiation results—often the final and decisive step in achieving the targets defined by your material strategy.
You will learn how to thoroughly prepare for negotiations, the most critical factor in achieving successful outcomes. The course also covers how to conduct yourself during negotiations to maximize results and increase the likelihood of reaching a solid agreement.
In addition, we will explore how and when to close a negotiation—often the most challenging stage of the process. You will also be introduced to a range of negotiation tactics, enabling you not only to apply them effectively, but also to recognize and counter them when used by others.
This training is based on the principles of principled negotiation, an approach developed by Harvard University, centered on achieving sustainable win-win outcomes.
To reinforce the learning experience, participants will engage in multiple negotiation business cases, allowing them to apply concepts in realistic and practical scenarios.
Duration: 8 hours
