Understanding the importance of procurement quality
- Identifying the role and fundamental tasks of procurement.
- Understanding the procurement value chain.
- Understanding the value added by the purchaser.
- Detecting the potential foreseeable gains.
Hands-on work
In subgroups, the participants create a table for a new procurement process.
Analyzing the need and expressing it clearly
- Organizing the procurement approach.
- Classifying and segmenting the needs.
- Writing up specifications.
- Applying the Functional Needs Analysis (FNA) method.
Hands-on work
Write up functional and technical specifications based on a product/service procurement need. Listing the expected functions.
Organizing the consultation of suppliers
- Targeting suppliers and creating a preselected panel of potential suppliers.
- Preparing the call for tenders and the consultation.
- Determining the supplier selection criteria.
- Evaluating the suppliers' responses.
- Creating an analysis grid.
- Selecting one or more proposals.
Hands-on work
Case study Produce an analysis grid.
Preparing for negotiations
- Preparing the procurement document: The order documents, the form of the contract, etc.
- Conducting a financial analysis of a supplier.
- Identifying the negotiation issues.
- Mastering the steps of negotiation.
- Preparing the file from a technical standpoint
- Setting the goals for the meeting.
- Determining which clauses need negotiating. Persuading.
Hands-on work
Case study Prepare a complete negotiation based on an analysis of suppliers' bids. Make a persuasive case.
Practice negotiations
- Knowing the components of negotiations: Issues, protagonists, relationships. Client/supplier power games.
- Mastering the phases of the negotiation meeting.
- Effectively communicating during the negotiation.
- Responding to objections.
- Identifying different types of negotiators.
- Effectively concluding the negotiation meeting.
Hands-on work
Hands-on work Negotiation meeting scenarios. Group debriefing on habits put to use.
Closely monitoring the contract
- Monitoring the performance of the contract Assessing suppliers' services based on predefined criteria.
- Measuring the differences. Defining a progress approach.
- Supplier quality assurance.
Hands-on work
Categorize two suppliers into sub-groups based on quality, price, timeframe, and service criteria.
2d
- 14h00 
