Building Procurement Excellence: A 5-Step Development Framework

This training programme enables participants to master the fundamentals of procurement with the goal of sustainably improving organisational performance. It covers the entire procurement process, from requirements definition through to supplier management. Participants gain a structured, operational overview of all key stages. The pedagogical approach draws on methods, tools and best practices that can be applied immediately. It enables better spend analysis and prioritisation of high-value-adding actions. Participants will learn to build procurement strategies tailored to internal and external challenges. The programme places particular emphasis on structured negotiation and contractual risk mitigation, two essential pillars for ensuring the durability of agreements. Supplier risk management and performance monitoring are central themes throughout, with systematic integration of CSR requirements and the regulatory framework. The applied approach adopted throughout the training fosters effective collaboration with all stakeholders and suppliers. Finally, an outlook is offered on the contribution of artificial intelligence to optimise and strengthen procurement processes.
The 5 modules enable participants to develop procurement expertise step by step.
This programme is modular. Participants may enrol in all or some of the modules.

Upon completion of the certification programme, participants will be able to:

• Understand the challenges and strategic role of the procurement function in overall performance.
• Analyse spend and structure needs in a clear and actionable manner.
• Define and deploy a procurement strategy suited to the context and the supplier market.
• Run RFx processes and evaluate offers in an objective and structured manner.
• Conduct effective negotiations and secure contractual commitments.
• Monitor supplier performance and manage associated risks.
• Integrate CSR and regulatory requirements.

Module 1: Structuring Procurement Needs and Analysing Spend

At the end of this module, participants will be able to analyse and structure procurement needs, identify priorities and improve the effectiveness of procurement actions.
Content

• Understanding procurement challenges and the strategic role of procurement
• Mapping and classifying spend using Pareto, ABC/XYZ and the Kraljic matrix
• Clarifying and defining procurement requirements
• Writing actionable specifications using the MoSCoW method and defining SLAs
• Identifying and aligning stakeholders using the RACI method
• Prioritising procurement actions using the Impact/Effort matrix

Module 2: Developing the Procurement Strategy and Preparing Its Implementation

At the end of this module, participants will be able to define and implement a procurement strategy suited to the company’s challenges and supplier market.
Content

• Determining the appropriate strategic sourcing levers
• Evaluating sourcing options through the Total Cost of Ownership (TCO) approach
• Analysing supplier market dynamics and negotiating power
• Structuring the operational deployment plan
• Anticipating and mitigating procurement risks
• Integrating CSR and regulatory requirements into the procurement strategy
• Monitoring performance through KPIs and dashboards

Module 3: Running RFx Processes and Evaluating Offers

At the end of this module, participants will be able to organise RFx processes, evaluate supplier offers objectively and formalise clear recommendations for decision-making.
Content

• Selecting the appropriate RFx process: RFI, RFP and RFQ
• Building a relevant supplier shortlist
• Setting the ground rules and evaluation criteria
• Managing the sourcing process, exchanges and clarifications
• Analysing offers using the Total Cost of Ownership (TCO) approach
• Formalising supplier recommendations and comparative evaluations

Module 4: Negotiating and Contracting Effectively

At the end of this module, participants will be able to prepare and conduct effective negotiations, negotiate total value and secure reliable contractual agreements.
Content

• Structuring a methodical negotiation approach
• Adapting the strategy to different negotiation contexts
• Preparing negotiations using objectives, ZOPA and BATNA
• Using persuasion and assertive communication techniques
• Negotiating total value beyond the quoted price
• Formalising agreements and securing commitments
• Understanding contract types and essential protective clauses

Module 5: Monitoring Supplier Performance and Measuring Procurement Impact

At the end of this module, participants will be able to manage supplier performance, identify and mitigate supplier risks, and measure procurement value creation.
Content

• Using the contract as an operational management tool
• Monitoring commitments and supplier performance through KPIs
• Managing the supplier lifecycle
• Mapping and addressing supplier risks
• Integrating ethical and CSR requirements into supplier relationships
• Measuring procurement impact and value creation
• Exploring the contribution of artificial intelligence to procurement management

Upon completion of the training, participants will receive a certificate of participation issued by the House of Training.

Public cible:

This training is aimed at anyone involved in procurement (purchasing) as part of their role, whether as a professional buyer or as a non-buyer responsible for managing service providers and suppliers. It is particularly suited to:

• Procurement professionals at the beginning of their careers (junior buyers, category buyers, project buyers, contract managers, procurement officers),
• HR, Finance, IT, and Operations teams, often directly involved in high-value procurement (e.g. recruitment agencies, payroll tools, IT services, external services),
• Project managers, managers, assistants and technicians involved in sourcing suppliers, comparing offers, negotiating and contracting, who wish to acquire concrete tools.

Autres informations:

Structuring Procurement Needs and Analysing Spend
Developing the Procurement Strategy and Preparing Its Implementation
Running RFx Processes and Evaluating Offers
Negotiating and Contracting Effectively
Monitoring Supplier Performance and Measuring Procurement Impact