Workshop: Changing the Perception of Purchasing

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Workshop: Changing the Perception of Purchasing

23 March

How can Purchasing be seen differently?

Purchasing was really born a few decades ago – much after sales, or even marketing departments. We were born to secure the supply, and emerged as a function to master the cost impact of suppliers’ prices. But are we only perceived as price-cutters? Can we be recognized as a lever for innovation, sustainable growth, as a guardian of the total cost model? What can we put in place to be seen as an enhancing value function?

  • Turn our stakeholders in real ‘internal clients’: work differently with the other functions: switch from a reactive mode to a proactive mode; build new processes in which Purchasing brings initiatives.
  • Manage novelty: surprise our internal clients with new relational formats; create events and happenings; innovate in monitoring suppliers.
  • Become a storyteller: build examples and stories that explain and exemplify the Purchasing’ value added. Mobilize such stories in a communication plan built on purpose.
  • Create the right metrics: complete the existing set of KPIs with measurements of added value, as well as indicators constantly measuring and monitoring satisfaction.



We have designed a survey to identify current practices through which the purchasing function is perceived within corporations.

The survey is divided into four themes:

1st Theme: Building the Perception of an “Internal Client”
2nd Theme: New Relational Formats
3rd Theme: Capitalise on Stories to Tell
4th Theme: Metrics to be Created

The outcomes of the survey will be shared with all respondents and further discussed during the workshop. Confidentiality is guaranteed.




Who should attend?

  • CPOs / VPs / Purchasing executives
  • Purchasing team manager with a an interest and experience in the topic
  • HR Purchasing
  • Main purchasing stakeholders with a strong interest in the relationship they have with Purchasing


Benefits for Participants

  • Get inspired by examples / best practices from other companies
  • Build your vision of the development of Purchasing in your company
  • Focus on soft skills : get clear ideas about leadership and the relational dimension of Purchasing
  • Exchange with others on actions to take, levers and obstacles to start the change
  • Develop your network and share ideas with EIPM club affiliates



François Dousset – EIPM Faculty

Thérèse Sliva-Marion – Purchasing Manager for Energy at Lesaffre


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Preliminary Agenda

Time Content
8:00-8.30 Welcome and introduction
8:30-9:30 Sharing the outcomes of the Research project by François Dousset
9:30-10:30 Presentation #1 : building the perception of an ‘internal client’
10:30-11:00 Coffee Break and Networking
11:00-12:00 Presentation #2 : new relational formats
12:00-13:00 Lunch
13:00-14:00 Workshops in small groups  : initiatives to be taken
14:00-15:00 Presentation #3 : capitalise on ‘stories’ to tell
15:00-15:30 Coffee Break and Networking
15:30-16:30 Presentation #4 : metrics to be created
16:30-17:00 What’s next and Closure


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Practical Information

ACCOMODATION: There are two hotels at a walking distance from the Conference venue: Best Western Porte Sud de Genève**** and Ibis Archamps Porte de Genève***.

TAXI: We recommend the taxi company Accord Taxi: or +33 (0)6 08 23 40 00 (contact person is Jimmy).

VENUE: EIPM Archamps Campus (see on the map below).

ARRIVING BY PLANE: The nearest airport is Geneva International Airport, about 20 minutes from the venue.

ARRIVING BY TRAIN: There are two main Railway Stations in Geneva: Gare Cornavin (located in the city centre, about 45 minutes from the venue) and Airport Railway Station (about 20 minutes from the venue).

ARRIVING BY CAR: The venue is by the A40 highway, exit 13.1 “Archamps Technopole”.

GPS COORDINATES IN DEGREES: Latitude: 46.13476578 / Longitude: 6.12278062

GPS COORDINATES IN GMS.s: N 46° 08′ 05.2” / E 6° 07′ 22.0′



23 March
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EIPM Archamps Campus
59, Rue Antoine Redier
Archamps, 74160 France
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+33 4 50 31 56 78