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Purchasing for Non-Purchasing People Training

Hands-on course
Duration : 2 days
Ref : APA
Price  2021 : Contact us
  • Program
  • Participants / Prerequisite
  • Intra/Tailored

This hands-on course will show you the methods and main tools used by purchasers. You'll learn how to write specifications, analyze and select bids from suppliers, improve the efficiency of your negotiations, and assess the quality of the services delivered.


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.

Participants / Prerequisite

» Participants

Occasional purchasers, personnel managers, functional managers, and technicians who sometimes handle procurement themselves.

» Prerequisite

No particular knowledge.

Contact Informations

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Time schedule

Generally, courses take place from 9:00 to 12:30 and from 14:00 to 17:30.
However, on the first day attendees are welcomed from 8:45, and there is a presentation of the session between 9:15 and 9:30.
The course itself begins at 9:30. For the 4- or 5-day hands-on courses, the sessions finish at 15:30 on the last day
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