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    Module title       Objectives   Contents
    BUYING CENTER ANALYSIS       This module aims at :
- identifying the various stakeholders of the needs' definition
- approaching the most reluctant stakeholders
- prioritizing the needs and the people to be served first
  1. Purchasing process
2. Definition of stakeholders
3. Scope of authorities
4. Difference of attitudes between stakeholders.


    SUPPLIER RELATIONSHIP MANAGEMENT (SRM)       This module aims at :
- defining SRM and partnerships with suppliers
- understanding the reasons for which a company may benefit from a SRM policy.
  1. Why SRM?
2. The industry context
3. Which suppliers?

    MARKET ANALYSIS       This module aims at :
- understanding the market's dynamics
- defining the main forces
- identifying the main market drivers and factors
  1. Market trends
2. Market drivers : supply & demand, geography
3. Market forces : suppliers, customers, 2nd tier suppliers, substitute, new entrants.

    COST BREAKDOWN ANALYSIS       This module aims at :
- unveiling the various costs which make a price
- detecting the factors of the cost reduction
  1. Game : discover the price components of a biscuit.
2. From the price components to the cost drivers
3. The impact of volumes on fixed costs and variable costs
4. The cost impact of the supplier's process
5. the cost impact of our specifications

    NEGOTIATION       This module aims at :
- structuring the negotiation face-to-face process,
- identifying the main levers and key success factors at each step.
  1. the contact phase
2. the definition of negotiation objectives and negotiation points
3. the argumentation of negotiation points
4. The concession and counterparts
5. The closing phase

      This module aims at :
- understanding the scope of all costs carried when buying a product
- understanding the relations between these costs and factors of influence
- structuring the rcost reduction
  1. The variety of costs throughout a product/service lifecycle
2. TCO effects : the price/TCO plasticity, cost compensation...
3. The structure of a TCO team
4. Triggering and communicating TCO throughout the company

    LEGAL & CONTRACT       This module aims at :
- outlining the key-elements defining a contract
- understand a contract in its environment
- mastering the key-clauses to be inserted.
  1. definition of a contract
2. Rules to formulate a contract
3. Governing laws
4. Breech of a contract, force majeure, penalities, damages

    COMPANY STRATEGY DEFINITION       This module aims at :
- defining what a strategy is
- ensuring its feasibility by its compatibility with the company's objectives, and the market opportunities
- providing clear schemes on 4 types of strategies
- manage the strategy chosen and its costs consequences, in the middle of market moves.
  1. The strategy definition within the Purchasing process
2. The alignment with the company strategy
3. The adequation with the potential business models to get from the suppliers
4. Typology of strategies
5. Changing market positioning, changing strategies.
6. Different ways of managing the Total Cost according to the strategy chosen.

    SPEND MANAGEMENT       This module aims at defining a category of purchases within a spend portfolio.   1. Processing the company spend
2. Defining a category
3. Setting actions for a category

    KEY SUPPLIER MANAGEMENT       This module aims at :
- Understanding the priorities of our suppliers when they manage their clients' portfolio
- Classifying levels of relationships and integration between the buying company and their vendor
- Understanding the link between the integration level and the lifecycle of a product
  1. Business models of suppliers and potential relationships
2. Types of interface with the suppliers
3. Supplier integration
4. Supplier intimacy, sharing value between buyer and vendor

      This module aims at
- understanding the interest of using KPIs
- preparing their implementation and their measurement
- steering the supplier through KPIs.
  1. Managing efficiency and managing effectiveness
2. The Supplier Management Process
3. Types and relationships and types of KPis
4. Types of actions to be taken
5. Types of contracts according to the performance to be managed.

    PURCHASING PROCESS       This module aims defining the process the Procurement function should be structured around.   1. Needs definition
2. market analysis
3. Strategy definition
4. Supplier selection
5. Negotiation and contracting
6. Supplier follow-up

    SUPPLIER PERFORMANCE MANAGEMENT       This module aims at :
- adopting a process to develop and follow a supplier
- covering the various measurements needed to follow a supplier
  1. Managing efficiency and effectiveness
2. Types of relationships and types of indicators
3. Types of contracts necessary
4. Define the areas of knowledge necessary
5. Types of actions to be taken.


This module describes the "Sourcing Process" of identifying, selecting, and qualifying new suppliers (or maintaining the qualification of existing suppliers)



1- Defining needs and related search criteria
2- Finding source of information and issuing request for information 
3- Analyzing information and selecting potential suppliers
4- Performing supplier visits
5- Qualifying supplier
6- Updating the supplier database


    PURCHASING ORGANIZATION       This module aims at positioning an organization in the general evolution of Procurement practices.   1. he link between company strategy and procurement strategy.
2. The concept of upstream and downstream.
3. The role of procurement in each context. As a project buyer when working upstream. As a team lead buyer when working downstream, different configurations depending on the type of supply market.

    PURCHASING STRATEGIES, ORGANIZATIONS & PRACTICES       This module aims at setting the priorities of Procurement today.   1. Teaser (Video)
2. Buy in low Cost Countries
3. The right moment to involve the Procurement
4. Can buyers negotiate all categories?
5. What makes a good buyer?

    PURCHASING MATURITY       This module aims at presenting the Purchasing objectives to new comers.   1. What is Value contribution?
2. The Procurement Contribution to value Creation
3. The Procurement Maturity Model

    FUNDAMENTALS OF PURCHASING       This module aims at introducing the Purchasing function to new comers.   1. Which future for Purchasing?
2. Definitions
3. Which roles for Purchasing and Sourcing

    STRATEGY EXECUTION       This module aims at :
- preparing the internal and external implementation of strategic actions
- deploying the strategy within the context of your environment.
  1. Involvement and alignement of stakeholders and internal clients
2. Selection and use of the right tool
3. Supplier readiness and acceptance
4. Measuring the result of a strategy

    SUPPLIER FIT       This module aims at helping the buyer to check the compatibilty of the siupplier with our company and our strategy.   1. Checking the financial compatibility with the perfomance required .
2. Checking the market compatibility
2. Checking the compatibility of long term buying / selling category strategy.
3. Checking the compatibility of organizations and create the right interface.

      This module aims at :
- demonstrating how the TVO approach can influence choice of suppliers.
- identifying all the opportunities to be dtected at your suppliers, within internal operations, or with internal customers.
  1. the full scope of the costs of the purchased items (including lifecycle costs and costs items that may not be immediately obvious).
2. Other value elements linked to the suplier performance : product quality, flexibility, time-to-customer.
3. The value of risk reduction and cost avoidance
4. The value of innovation and sustainable development.

    TARGET SETTING       This module aims at helping buyers to formailze and communicate targets and objectives.

  1. Targets definition and total value analysis
2. Targets and category strategy
3. Leveraging targets in the supplier relationship.
4. Communicating targets to stakeholders and internal clients.

    BENCHMARKING       This module aims at benchmarking our Procurement organization and performance.

  1. Purchasing maturity
2. Assessment of Purchasing practices
3. Improvment plan.

    PURCHASING LEVERS       This module aims at classifying Purcahsing plans and actions according to the category strategy.

  1. Tools and strategies to make us agile towards competitive suppliers.
2. Tools and strategies to engage in the long-term a supplier in mutualization.
3. Tools and strategies to manage a dependency.
4. Tools and processes to manage commodities.

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