Industrial Procurement Fundamentals: Becoming Operationally Effective

This training is aimed at anyone required to carry out occasional purchases. It is particularly suited to:

• occasional buyers
• non-procurement specialists
• assistants, project managers, managers and technicians
• HR, Finance and IT teams
• anyone outside the procurement department who is required to carry out occasional purchases as part of their role.

This training provides an operational overview of the procurement process, from requirements definition to supplier monitoring. Over two days, participants familiarise themselves with the essential methods and tools for analysing their spend, preparing an RFx process, negotiating in a methodical manner and securing their agreements. Risk management, performance monitoring and CSR requirements are covered at an introductory level.

Upon completion of the training, participants will be able to:

• Understand the role and key challenges of the procurement function.
• Analyse spend and formalise a clear requirement.
• Understand procurement strategies suited to the context.
• Prepare an RFx process and compare offers in an objective manner.
• Conduct a negotiation in a methodical manner and secure its key outcomes.
• Recognise the basics of supplier monitoring, risk management and CSR.

Day 1: From Requirements Definition to the RFx Process

• Understanding the challenges of the procurement function: Identifying the purpose of procurement and the role of the buyer.
• Mapping and prioritising spend: Identifying where spend is concentrated (Pareto principle) and distinguishing strategic purchases from routine purchases.
• Formalising the requirement: Converting an internal demand into a clear requirement, writing an actionable specification and involving the right stakeholders.
• Defining the sourcing strategy: Choosing an appropriate sourcing approach and reasoning in terms of Total Cost of Ownership (TCO) rather than the quoted price alone.
• Organising the RFx process: Selecting the appropriate RFx tool (RFI, RFP, RFQ) and shortlisting the relevant suppliers.
• Evaluating and choosing objectively: Setting clear ground rules and comparing offers using a weighted scorecard to formalise a recommendation.

Day 2: Negotiating, Contracting and Monitoring

• Preparing the negotiation: Defining goals, knowing the Zone of Possible Agreement (ZOPA) and the Best Alternative to a Negotiated Agreement (BATNA).
• Conducting the negotiation meeting: Following the key stages of the negotiation while adopting an principled (Win-Win) approach and active listening.
• Negotiating total value: Using levers beyond the quoted price (volumes, lead times, payment terms) and managing difficult situations.
• Securing the agreement and contracting: Confirming agreements in writing and knowing the main contract types and their essential clauses.
• Managing the supplier relationship: Using the contract as a monitoring tool and identifying the main supplier risks.
• Measuring and improving: Tracking a small set of key KPIs and integrating CSR commitments.

À l’issue de la formation, les participants pourront télécharger leur certificat de participation, délivré par la House of Training, depuis leur espace apprenant.