Description

General Services today occupy an increasingly strategic place in the company. At the heart of this activity, the Manager of General Services and the working environment is at the same time manager, manager, organizer and also buyer, negotiator. A generalist in technical fields, he is the unifier of all internal and external stakeholders. This training gives them a complete answer to manage their teams and open up to related activities (project management, facility and property management).

Who is this training for ?

Training objectives

Succeed in the transformation of general services in the company.
Develop the relationship with the internal customer.
Optimize internal skills and external resources.
Acquire the tools for managing the relationship with service providers.
Contribute to the preparation and monitoring of the budget.

Training program

PART 1: Master the fundamentals of the function (3 days)

• 1 - Implement diagnostic tools for the function
• List the activities and take stock of the different professions.
• Take stock of the skills to be acquired and to develop.
• Scenario
• 2 - Increase the added value of the function
• Measure the impact of changes in the environment: economic, technical, regulatory.
• Take into account the major issues:
• environmental requirements;
• potential sources of savings;
• changes in the working environment;
• regulatory constraints.
• 3 - Make the right choices with external service providers
• Evaluate the different modes of organization:
• organization in separate batches;
• multi technical;
• multi service;
• facility management.
• 4 - Master the communication of general services
• Maintain communication with
• Prioritize the difficulties encountered with customers and deal with dysfunctions.
• Master the rules for developing a satisfaction survey.
• Use the traceability tools of customer relations.
• Successful communication on a project.
• Highlight your arguments.
• Scenario
• Study practical application

PART 2: Managing the general services team and external service providers (3 days)

• 1 - Organize your management
• Establish a resource diagnosis
• The manager's know-how
• 2 - Manage external service providers
• Identify the risks attached to subcontracting.
• Identify the key points of a service contract.
• Implement monitoring and reporting tools 'evaluation of service providers.
• Initiate a progress plan process.
• 3 - Manage the team: strengthen the efficiency of employees in the daily life of general services
• Act on their motivations.
• Strengthen their skills.
• Foster communication within the team.
• 4 - Manage yourself
• Develop your personal effectiveness as soon as you take up your position.
• Foster delegation and focus on “added value” activities.
• Scenario
• Practical application

PART 3: Construct a budget highlighting the performance of general services (3 days)

• 1 - Identify costs
• Identify the company's economic constraints and their impact on General Services.
• Identify its main cost indicators.
• Use external databases to benchmark yourself.
• 2 - Establish the budget for general services
• Structure and develop your budget: define operational objectives:
• build your action plan.
• Know how to optimize your budget.
• Study the profitability of an energy investment.
• Scenario
• 3 - Manage the expected performance of general services
• Summary of the cycle, explain your commitments to improve:
• the quality of service;
• monitoring and optimizing costs;
• the safety of people and buildings;
• the effectiveness of your environmental action plan.

Description

The instability of the price of fossil fuels such as oil and the preponderant share of nuclear power in national electricity production is leading companies to rethink their energy supply. The purchasing process is always the same in a company, from the statement of needs to the performance dashboard, including market study, sourcing and transactions. All dimensions of purchases must be taken into account in current and future energy purchases, in a complex technical context, an extremely competitive economic context and a very restrictive legal context. Energy supply becomes a purchasing strategy, guaranteeing quality and continuity of service and a commercial argument in the era of sustainable development. This training allows you to take charge, promote and optimize your energy purchases in industry.

Who is this training for ?

Training objectives

• Understand the context and challenges of purchasing energy in an industrial environment
  
• Identify optimization levers according to your own constraints
  
• Apprehend energy supply as a purchasing strategy
  

Training program

Measuring the challenges of purchasing energy in an industrial environment

• - Geopolitics and market research.

List energy purchasing strategies

• Know the trends in energy markets.
• Understand the current evolution of regulations:
• The Nome law.
• Analyze consumption and measure the impact on forecasts.
• Analyze the risks of fluctuations depending on energy.
• Define an energy transition policy and an energy efficiency program.

Monitor the evolution of energy sources

• Link energy mix and consumption reduction.
• List the opportunities and new levers on the energy market.
• Find a compromise between renewable energies and fossil fuels.

Understand the negotiation levers for energy purchases.

• Analyze the energy supplier market.
• Analyze negotiation levers.
• Write consultation documents.
• Edit the comparison slip and calculate the total TCO cost.

Description

Purchasing and supply are two distinct and complementary functions of the Company, even if they both have the same purpose, that of satisfying the needs of the Company in raw materials, consumables, spare parts , equipment... In the context of SMEs, these two functions are very often carried out by one and the same person. For the Buyer-Supplier, it is therefore necessary to master the tools and techniques of these two professions. The objective of this training is to provide the purchasing and supply manager with the tools to carry out these two essential missions simultaneously in the specific context of an SME.

Who is this training for ?

Training objectives

Reduce purchasing costs for SMEs.
Increase the customer satisfaction rate of SMEs.
Facilitate the tracking of orders and contracts.
Determine the level of inventory just necessary.

Training program

Position Purchasing and Approvals missions in relation to customer needs

• The Procurement function in the Supply Chain.
• The role of buyers and suppliers.

Explain the elements of a purchasing policy

• The purchasing process.
• The buyer's contacts.
• The operating rules.

Preparing for negotiations The ABCs of purchasing families.

• The market analysis matrices.
• The market price.
• Drafting the functional specifications.
• Requests for information about suppliers.
• Offer comparison tables.

Choose the most suitable supply and storage methods

• The framework contract and open orders.
• The exploitation of the calculation of needs and the order point.
• The anticipation of the vagaries of customer requests and supplier deadlines.
• The calculation of safety stock according to product families for a requested service rate.

Manage the relationship with suppliers

• Logistics specifications.
• Evaluate suppliers with simple indicators.

Description

New products, new businesses, engineering projects, developments in project mode are expanding. The ability of teams to collaborate in order to achieve objectives (quality, innovation, cost control and time to market or availability) is decisive in the success of these projects. Furthermore, the part entrusted to external partners is increasingly important and spread out over time. This training allows the Purchasing function to equip itself with appropriate operational tools and to provide the project with best purchasing practices.

Who is this training for ?

Training objectives

Position and promote the project buyer within purchasing and project organizations.
Carry out and coordinate purchases in projects.
Guarantee compliance with project requirements.
Promote the purchasing policy within a project.
Integrate selected suppliers into projects.

Training program

Discover the fundamentals of project management

• Define operation in project mode.
• Describe the phasing and key tools of a project.
• Locate the place of the different actors in a project.
• Evaluate the purchasing contribution expected by the project manager.
• Position family buyers and project buyers.

Promote upstream involvement in purchasing

• Use the contributions of purchasing marketing.
• Anticipate risks and take advantage of opportunities.
• Pre-select suppliers: method and specific criteria.
• Communicate your choices and obtain the support of key contacts.
• Use the contributions of purchasing marketing.
• Anticipate risks and take advantage of opportunities.
• Preselect of suppliers: method and specific criteria.
• Communicate your choices and obtain the support of key contacts.

Express a need and choose suppliers

• Practice functional analysis and make it an impactful and communicative purchasing tool.
• Evaluate a partner.
• Reason in complete cost over the entire production cycle life.
• Establish a lasting collaborative relationship with your contacts.

Manage supplier performance

• Measure using simple and relevant indicators.
• Formalize and lock in commitments.
• Negotiate progress and supplier development plans.

Description

Excellent knowledge of the product or service you wish to acquire constitutes an element of the success of a purchase. In the absence of a buyer, mastering a few fundamental professional practices is enough to secure the process economically and legally within the allotted time. This training equips non-purchasers with professional purchasing methodologies.

Who is this training for ?

Training objectives

Acquire a simple and rigorous purchasing method.
Objectively analyze supplier offers.
Develop optimum know-how in terms of one-off purchases.
Better control your budget.
Be comfortable dealing with salespeople experienced.
Benefit from the know-how of the supplier or service provider.

Training program

First key: express an explicit need

• Issues and impact of a 'good' purchase.
• Anticipate certain risks.
• List the expectations of the product/service.
• Impose just what is necessary.
• Formalize specifications.
• Scenario Practical workshop: the key steps to purchasing well.

Second key: organize a rigorous open consultation

• Solicit all existing suppliers.
• Search for new service providers.
• Formally interview the best ones.
• evaluate the proposed price and compare.
• Objectively select one or more proposals.
• Scenario Practical workshop: 'the price iceberg'.

Third key: formalize clear commitments

• Take into account the true balance of customer/supplier power.
• Negotiate safely with a professional seller.
• Decipher the essential elements of an order or a contract.
• Scenario Practical workshop: the reflexes of the negotiator.

Fourth key: ensure precise monitoring of the purchase and establish inventory. Secure delivery and/or service.

• Measure the results obtained.
• Follow up with a supplier.
• Ensure effective administrative follow-up.
• Scenario Practical workshop: benchmarks to sustain your purchase.

Description

In all sectors (services, distribution and industry), companies want to skillfully take advantage of opportunities emanating from local and international supplier markets. It is very quickly a question of differentiating itself with its end customers. Purchasing marketing and sales marketing are closely linked. Furthermore, suppliers are joining forces and the numerous opportunities encourage the buyer to carry out global sourcing. Cost modeling and anticipation of purchasing risks are a priority. This purchasing training thus makes it possible to professionalize the process of analyzing the purchasing portfolio entrusted to the buyer with a view to obtaining a perfect match between current needs and the offer on the supplier markets.

Who is this training for ?

Training objectives

• methodically study a global supplier market
  
• Objectify your vision of the market and suppliers
  
• Perform a diagnosis on a purchasing portfolio
  
• Choose purchasing strategies that are relevant and consistent with overall objectives
  

Training program

Identify the needs to be served

• Quantify the importance of your purchasing portfolio for the company: strategic and operational aspects.
• The notion of family, category and segment.
• The techniques to skilfully classify your purchases.

Analyze the supplier market

• The components of supply and demand.
• Marketing monitoring and market studies.
• The means to understand the market.
• Supplier market typologies.
• Take advantage of resources accessible via the Internet.
• Consider opening up to other markets.
• Take inspiration from the best with benchmarking.

Analyze costs

• Distinguish between prices and costs.
• Build simple and explicit cost models.
• Quantify room for maneuver.

Determine the risks and opportunities of the purchasing portfolio The definition of purchasing marketing risk.

• Quantify a risk.
• Determine gains from purchasing.
• The consequences in terms of strategies.

Define action plans: operational marketing establish priorities with the right tools. Consequences on costs and supplier relationships.

• Prepare sourcing actions.
• Make 'the right tactical choices'.
• Objectively present your choices.

Remote activities

• Illustrate a contribution of knowledge: a video 'Situating the Purchasing function today'.

Description

This complete professional course allows you to practice all of the key activities of the function, such as analyzing expenses and negotiating with suppliers. Personal application work during inter-sessions allows you to anchor your learning in the field. This reference training for the purchasing profession will make you a responsible, efficient, recognized and communicative professional.

Who is this training for ?

Training objectives

Acquire the methods, tools and behaviors of the professional buyer.
Master all the components of the profession.
Take charge of a purchasing portfolio from the analysis of expenses to that of performance.
Act as a Responsible Buyer.

Training program

Determine purchasing missions and their impact on profitability

• Prioritize the buyer's objectives.
• Organize the steps linked to a purchasing act.
• Adopt the ethics of the Responsible Buyer.

Analyze the company's purchasing needs

• Map functions in relation to purchasing.
• Identify business needs.
• Quantify expenses: practice Pareto analyses.
• Classify the purchasing portfolio.

Analyze supplier markets to study a market in its entirety.

• Use the numerous sources of information including the Internet.
• Identify the notions of risks and expected gains.
• Focus on what makes the added value of the buyer.

Build your purchasing strategy

• Synthesize risks and opportunities by family.
• Identify priorities.
• Present action plans.

Remote activity

• To apply good practices and training acquired: an e-learning module 'Mastering the Purchasing process'.

Meet a purchasing need

• Obtain the description of the need from the internal customer.
• Formalize a Specification.
• Discover Functional Analysis and value analysis.
• Rationalize needs.

Carry out sourcing and develop preliminary evaluation questionnaires.

• Objectively assess supplier performance.
• Manage responsible supplier relationships.

Place and manage a call for tenders

• Select relevant criteria.
• Prepare the consultation letter.
• Identify the different prices.
• Obtain the breakdown of the price of a supplier.
• Use price variation levers.
• Act on costs.
• Oppose the price to the full cost of a purchase.
• Control the final decision with the counting grid.

Remote activity

• To apply good practices and training learning: an e-learning module 'Analyze the needs in a Purchasing project'.

Become familiar with the foundations of purchasing law

• The Law, the Law, the Courts, ethics.
• The mandatory and supplementary rules.
• The reciprocal obligations of the seller and the buyer.
• Obligations of means and results.

Master the fundamentals of contracts

• The agreement.
• The apparent mandate.
• Conflicts between General Conditions of Sale/Purchase.
• The essential clauses of the purchase contract.
• Penalties: advantages and disadvantages.

Secure the financial aspects of the contract

• Prices and revision formulas: avoid excesses.
• Regulations relating to payment (methods, deadlines, discount).
• Case of judicial recovery.

Identify the specificities of certain contracts

• The offense of bargaining.
• The 75 law on subcontracting.
• Key principles of international contracts.
• Incoterms.

Prepare and prepare for a negotiation

• Create a complete negotiation file.
• Anticipate the seller's reactions.
• Set realistic objectives.
• Plan for concessions.
• establish an effective strategy.

Lead the negotiation

• Manage the balance of power.
• Take care of contact with your interlocutor.
• Question skillfully.
• listen actively.
• Remain in control of the interview.
• Use a solid argument.
• Improve your communication. :

Conclude favorably

• Get to the objective quickly.
• Summarize before concluding.
• Choose the right moment to end the interview.
• Put in situation Scenarios: filmed negotiation interviews with feedback.
• assessment of acquired knowledge

Description

The ability to negotiate purchases is essential to guarantee the economic prosperity of a company. It involves the ability to negotiate effectively and benefit from an advantageous price offer. In addition, negotiation ensures that the company purchases products or services adapted to its economic and qualitative needs.

Training in purchasing negotiation and purchasing tools allows professionals to strengthen their ability to negotiate effectively to achieve better results. Trainees will learn techniques for preparing and conducting negotiations, as well as proven communication techniques for structuring their sales pitch.

Who is this training for ?

Training objectives

Explain the difficulties encountered in carrying out purchases.
Acquire a method of approaching difficult negotiations.
Explain the negotiator skills of a purchasing actor.
Appropriate and implement methods of professional purchasing.

Training program

Before the purchase: The concept of purchasing policy in a company, understanding the purchasing structure

• Identify the difficulties encountered in company purchasing
• Assimilate the principle of division into purchasing families
• Presentation of a strategic analysis method of the purchasing portfolio
• The definition of a purchasing policy in a company

Mastery of complex tools within the framework of the purchasing concept

• The breakdown of purchasing prices, a step towards a structured strategy
• Using technologies to facilitate national and international purchases
• Conduct an evaluation visit from a supplier

Knowing how to negotiate in a complex situation: purchase negotiation

• Identify the different purchasing negotiation strategies with a supplier
• Identify a maximum purchasing objective
• Capitalize on volume and frequency
• Determine your fallback solutions
• Review of the negotiator's skills
• Evaluate a negotiation strategy based on the context and the product or service
• Know how to negotiate on positions other than price
• Evaluate your skills as a purchase negotiator
• Focus on the strengths and weaknesses of your interlocutor
• Progress in the art of negotiate: identify tips and tricks to negotiate better

Conducting your negotiation interview: the stages of a negotiation

• From preparation for the visit, prepare your interview by setting objectives
• Return to the fundamentals of questioning, listening and reformulation
• Give sense and rhythm to your interview, work on your negotiation
• Know how to respond to objections methodically and implement your techniques as a good negotiator
• Problem-solving methods and tools
• Commit your supplier to a common agreement, work on its closing and formalize the agreement

Description

The performance of large companies is directly correlated to that of their purchasing function. Implementing and developing best purchasing practices are therefore a guarantee of success. After taking up the position, the buyer is expected to be operational very quickly and thus be able to generate lasting profits. This purchasing training allows you to decode and master the tools and practices of operational excellence in responsible purchasing. Faced with very concrete purchasing situations, you will train yourself in the efficient management of a purchasing category while mastering the stages of the process and using the associated tools.

Who is this training for ?

Training objectives

Acquire the reflexes of the best buyers: analyze the purchasing need and express it clearly.
Select and monitor your suppliers.
Optimize purchasing costs.
Satisfy internal customers.
Manage purchasing performance.
Demonstrate the added value of purchases.

Training program

Identify the key stages in purchasing

• Organize your purchasing function from need to follow-up.
• Identify purchasing contacts.
• Practical workshop scenario

Identify all purchasing needs

• Identify the needs of internal customers.
• Classify products, services, suppliers and subcontractors.
• Practical workshop scenario

Analyze a purchasing need

• Obtain the description of the need from an internal client.
• Formalize it in the form of specifications.
• Scenario Simulation.

Analyze the market to carry out supplier sourcing

• Find relevant sources of purchasing information.
• Use a market analysis table.
• Discover the concepts of risks and opportunities.
• Practical workshop scenario.

Launch a supplier consultation

• Prepare a comparison grid for technical and commercial offers from suppliers.
• Break down a price into cost items.
• Reason in total cost.
• Training scenario.

Prepare for contract negotiation

• Structure an interview using the purchasing negotiation grid.
• Distinguish between one-off orders, open orders and framework contracts.
• Identify the essential points of a purchasing contract 'purchase.
• Practical workshop setting.

Manage purchasing performance

• Optimize the purchasing dashboard.
• Discover the concepts of 'responsible supplier relations' and 'sustainable purchasing'.
• Practical workshop scenario.

Description

International purchasing and global sourcing are accelerated by web technologies. This training allows you to secure your operations, control the risks of international purchases and respect a responsible purchasing approach even at the international level.

Who is this training for ?

Training objectives

Exercise control over import mechanisms: international supply, customs, transport, insurance

Management of international supplier risks and reduction of overall purchasing costs

Training program

Identify your international purchasing market

• Evaluate country risks and opportunities.
• Search for suppliers and prepare your prospecting.
• Build your specifications and make yourself understood.
• Take the intercultural dimension into account.

Securing product risks and assuming importer responsibilities

• Solicit international quality control service providers.
• Guarantee the conformity of the product in relation to the needs and applicable regulations.
• Understand the legal responsibilities of the importer.
• Have a supplier's social risk assessed.

Manage financial and contractual risks internationally

• Secure the exchange risk.
• Use Incoterms® 2020
• Making it more reliable thanks to documentary credit.
• Identify the different categories of rights and key international conventions.
• Managing international conflicts: mediation, arbitration,...

Optimize international transport

• Identify the chain of transport stakeholders.
• Secure logistics risks.
• Ensure your transport.

Master the fundamentals of customs clearance

• Discover the tools and missions of the customs administration.
• Classify your product: customs nomenclature.
• Define origin and customs value.

Summary: risks and costs

• Finalize the risk analysis.
• establish the full cost of your import.
• Validate your international purchasing operation.

Description

The share of intellectual services managed by purchasing is growing considerably and represents a new strategic axis that is a source of gains. Within demanding projects, buyers will be able, thanks to this training, to assert their good practices in the face of the expertise of internal clients and the professionalism of service providers.

Who is this training for ?

Training objectives

• Adapt the process and effective purchasing techniques to the particularities of intellectual services
  
• Collaborate skillfully with prescribers
  
• Increase internal customer satisfaction
  
• Control specific legal risks
  

Training program

Position purchases of intellectual services

• The particularities of this purchasing segment.
• The market and purchasing specificities of certain intellectual services.
• The essential role of buyers and prescribers.

Master the purchasing process for intellectual services

• Characterize the needs for services.
• Choose criteria for selecting providers.
• The cost structure of a service provider.
• Identify sources of gain.
• develop specifications, mission objectives, expected results and deliverables.
• Formalize calls for tenders.
• Use framework contracts.
• Adopt the behavior of an internal consultant.

Control legal risks and secure negotiations

• Contractual obligations.
• The principle of co-production.
• The economic dependence of a service provider.
• Obligations of means and results.
• Confidentiality and liability clauses.
• Intellectual property law.
• Eviction by third parties.
• Use levers specific to intellectual services to convince.

Monitor and control the proper execution of the service Joint definition of relevant evaluation criteria.

• Cost control.
• Receipt of a service, user feedback.
• Supplier performance measurements.
• Communicate and promote your role internally.

Description

Companies which have already largely exploited the sources of savings on direct purchases are now focusing on operating or non-production purchases: provision of services and overhead costs contributing to the improvement of the environment of work. Many areas of gain remain to be exploited in these areas provided that practices are professionalized throughout the purchasing process. This is what we offer you to acquire in this training on general purchasing.

Who is this training for ?

Training objectives

Anticipate risks and optimize general, non-production, indirect or operating purchases
Identify the legal particularities of contracts
Enhance results in terms of costs and level of service
Increase the quality of services and stakeholders.< /p>

Training program

Analyze overhead needs

• Identify users, volumes, deadlines.
• Take inventory of priority services.
• Evaluate the specificities and similarities of the main families of services. general purchases: cleaning; travel; real estate; office supplies; ...
• Collaborate with the company's general services.

Consult and select service providers

• Prepare the functional specifications for a supply or service.
• Take into account the requirements linked to responsible purchasing.
• Quantify the level of service acceptable to the user.
• Compare offers with market prices.
• Consult service providers or subcontractors: factual criteria and analysis grids.

Secure service purchase contracts Identify important contractual clauses. Write in obligations of means or results.

• Prevent the crime of bargaining and the illicit lending of labor.
• Identify the negotiable points: quality and expected level of service.

Ensure monitoring and improvement of service providers

• Organize the rating and the monitoring sheet.
• Control the cost components.
• Anticipate abuses and disputes.
• Ensure monitoring using the dashboard.
• Set up a progress plan.

Description

Global sourcing requires expanding your geographic purchasing scope. How can we deal with the increase in uncertainties and the increase in risks that it entails, particularly in countries where the contractual relationship is based on a different scale of value? It is absolutely necessary to legally secure your international purchasing transactions. This purchasing training allows buyers to control the risks linked to contracts, payment methods and taxation.

Who is this training for ?

Training objectives

Master the key points of developing international orders and purchasing contracts

Become familiar with different payment methods and taxation

Integrate the specificities of the different types of law in relation to the culture of the country

Cover the main financial risks

Respect and benefit from international regulations

Training program

Comparative sources and foundations of purchasing contracts

• The main current developments in contractual relationships depending on the country.
• The preminence of Anglo-Saxon law, its specificities compared to French law, points of vigilance for the buyer.

The different contractual forms Memorandum of understanding,

• Heads of agreement...
• Cooperation agreement, sale contract...
• License agreement, know-how transfer contract, technical assistance...
• Consortium agreement, joint venture agreement.

The essential clauses to negotiate well

• Incoterms, the transfer of properties and risks.
• Mastering and using financial elements.
• Milestones.
• Quality control in LCC and remedies.
• Intellectual property.
• Purchasing and the Internet.
• Suspensive clauses.
• The law applicable and the place of settlement of conflicts.

Control the risks and their consequences

• The notion of liability in Anglo-Saxon law.
• Controlling financial risk: bank guarantees.
• Analyzing foreign tax risk.
• Manage and resolve a dispute with a supplier.
• Amicable, arbitration.

Description

It’s often the result that counts! Therefore, to be fully appreciated, the best purchasing policies must be expressed effectively on the ground. The deployment phases therefore require mastery of management tools and the fundamentals of responsible operational purchasing. This is the purpose of this management and purchasing management training.

Who is this training for ?

Training objectives

Establish or adapt a clear organization.
Manage the results of your purchasing department.
Motivate all those involved in the function in the implementation of purchasing tools.
Commit towards responsible purchasing.

Training program

Set up your purchasing organization

• Analyze expenses and establish a diagnosis.
• Give the department's orientations: prepare the purchasing policy.
• Distinguish between calculation of purchasing gains, savings and measurement of performance.
• Define flowchart.

Manage teams and your network

• Management styles.
• Purchasing skills.
• Management and delegation: listening, empowering, motivating, advancing.
• Managing hierarchical or functional relationships.
• Maintain cooperative relationships.
• Effectively advise and support an operational buyer.
• Manage difficult situations.
• Set ethical rules.

Manage contract negotiations

• The key legal points for the purchasing manager in France and internationally.
• Purchasing risks.
• Delimiting the power of personal commitment of those involved in the the function.
• Identify the balance of power.
• The role and postures to adopt in negotiation.

Manage supplier relationships

• Supplier risk management.
• Contracts and legal points of vigilance.
• Capturing innovation.
• Supplier development.
• Helping suppliers succeed: Quality, Cost, Delay, Service improvers.
• Performance of the panel.
• Code of ethics and purchasing charter.

Description

Negotiation is at the heart of the purchasing process. For the buyer, it often represents their first and last opportunity to achieve their objectives, particularly cost reduction. The purchasing negotiator is thus entrusted with a high-stakes mission. Its organization, posture and tools must be professional to be effective. The result obtained from the supplier or service provider is certainly fundamental, however the way to achieve it is just as important. This training for the purchasing negotiator makes it possible to link performance and purchasing ethics which are inseparable today.

Who is this training for ?

Training objectives

• Master the 5 typical contexts to succeed
  
• Achieve your goals, particularly earnings, in a sustainable and responsible manner
  
• Analyze your performance to progress
  
• Be comfortable dealing with experienced salespeople
  

Training program

1. Negotiate in simple situations Become aware of the impact of emotions. Carry out a simple situational diagnosis to define your negotiation strategies.

• Days of classroom training Organize the negotiation process: the C principle.
• Identify the modes of perception.

2. negotiate in unforeseen situations Reduce the influence of limiting beliefs and judgments.

• Take advantage of informal exchanges.
• Question and argue effectively.
• Practice targeted communication.

3. Negotiate under pressure Use mental preparation. objectively assess the situation.

• Strengthen your argument.
• Develop assertive reflexes.

4. Negotiating in a conflict situation Controlling an emotion linked to a sudden reaction.

• Investigate real motivations and intentions.
• Tools to unlock a negotiation interview.
• Defuse an aggressive climate.

5. Negotiate in an international environment Take into account the place of emotions in a culture.

• Analyze the major components of a culture.
• Take into account the methodological specificities of international negotiation.
• Develop your flexibility and shift your benchmarks .
• 0' e-learning modules The situational diagnosis of purchasing negotiation Defining situational intelligence.
• Becoming aware of your emotions.
• establish your situational diagnosis.
• Build complementary negotiation power.
• Understand the seller to start the negotiation Decipher the preferential mode of perception of your suppliers.
• Obtain the right information.
• Check understanding of the messages received.
• Conflicts in purchasing situations Understand the phenomenon of conflict.
• Evaluate the clauses to anticipate a breakdown in negotiations.
• Use the DESC method to manage conflicts.
• Intervene at the right level to 'get the seller moving.'}

Description

This training course answers all questions relating to the 'method' and 'tools' of purchase negotiation. Through training, it will above all help you discover simple and proven techniques for adopting the posture that makes a good buyer an excellent negotiator. Mastering the fundamentals of communication is a key to success, efficiency the ultimate goal.

Who is this training for ?

Training objectives

• Prepare and conduct the purchasing negotiation interview
  
• Acquire and practice a safe and proven method to achieve your objectives, particularly reducing purchasing costs
  
• Adopt the postures of efficient professional buyers
  
• Be more comfortable dealing with an experienced salesperson while respecting ethics
  

Training program

Prepare your purchase negotiation

• Anticipate your negotiations at each stage of the purchasing process.
• Target your objectives.
• Organize the points to negotiate.
• Evaluate the report of buyer/seller strength and the issue.
• Refine your strategies.
• Scenario Practical workshop: analyze the negotiation stages and the purchasing process.

Use the purchasing negotiator tools

• The clausier.
• The purchasing argument.
• The objectives and limits matrix.
• The negotiation grid.
• Scenario Practical workshop: confronting your negotiation grid.

Use purchasing negotiator techniques

• The questioning.
• The reformulation.
• Concessions - Counterparties.
• The interview report.
• The 7 golden rules of the purchasing negotiator.
• Scenario training: use the techniques on micro-cases.

Start the interview effectively

• Assert your position as a purchasing negotiator vis-à-vis internal contacts.
• Manage the balance of power.
• Create a climate conducive to achieving the objectives.
• Manage detachment and anticipation when dealing with the seller.
• Dose your resources.
• Scenario scenarios: carry out filmed negotiation interviews.

Lead and conclude favorably listen actively.

• Know how to resist and concede at the right time.
• Practice empathy and assertiveness.
• Remain structured and creative.
• Take time to save time.
• Know when to stop.
• Share the future with the supplier.
• Scenarios: carry out tests. interviews with cross-feedback.

Certification assessment of skills to be certified via an online questionnaire incorporating role-playing scenarios (40 minutes).

• To learn more about remote activities A training module 'Practice active listening'.

Description

This purchasing negotiation training works on the 3 dimensions of negotiation and offers you more chances of achieving your negotiation objectives.

Who is this training for ?

Training objectives

• Achieve your negotiation goals by improving your communication
  
• Better understand the intentions of your interlocutors
  
• Improve collaboration with internal customers and suppliers
  
• Continue to be effective in high-stakes or tense situations
  
• Increase your room for maneuver while maintaining integrity
  

Training program

Organize your purchasing negotiation

• Locate the crucial points at each stage of the negotiation.
• Take into account the real issues from the start.
• Gauge the buyer's room for maneuver and the seller.
• Benefit from the results of the Skills Campus 'purchase negotiator' self-diagnosis
• Scenario Practical workshop: develop and improve your purchasing negotiation grid.

Observe and adapt to your negotiating partners

• Practice spotting the non-verbal behavior of the seller: calibration.
• Improve your synchronization techniques: use them in a purchase negotiation situation.
• Adapt your negotiator style: choice of communication style and arguments adapted to each style.
• Practice to develop your 'mental flexibility': the 3 modes of perception
• Identify the signs of conclusion of the negotiation.
• Scenario Training: develop your techniques on commented micro cases.

Managing your emotions to defend your interests in negotiation

• Recognize the link between emotions, beliefs and behaviors.
• Overcome your beliefs and limitations.
• Prepare yourself mentally for your future negotiation.
• Analyze tense situations.
• Take advantage of your emotions during negotiations.
• Scenario Training: carry out challenging negotiation interviews.

Develop your power of persuasion

• Target the argument on the interests of the seller and the internal customer.
• Use persuasion techniques. Develop assertiveness.
• Counter manipulation techniques.
• Use breaks in negotiation.
• Take into account the strengths and limitations linked to your negotiator style
• Scenario Training: confronting several behaviors. in a negotiation interview.

Certification

• assessment of skills to be certified via an online questionnaire integrating scenarios (40 minutes).
• To find out more about remote activities Two training modules: 'Develop assertiveness - Level 1'; 'Develop your assertiveness - Level 2'.

Description

Buyers have to manage conflicts both within their company and externally. Their intermediate position between internal customers and suppliers accentuates the difficulty. The interests of buyers and sellers are very different, sometimes even opposing. Finding an agreement that satisfies both parties requires an excellent level of expertise and finesse. To move from a conflict situation to a dialogue situation, it is necessary for a buyer to have better knowledge of themselves and those around them; the objective being for him to reach a fair agreement which is long-term. The originality of this training is that it meets this objective by offering a dual approach: that of self-knowledge thanks to the Schutz ® method and that of the strategy of 'Interest-Based Negotiation'. p>

Who is this training for ?

Training objectives

Take stock of all the interests present during the negotiation
Maintain relationships with suppliers
Manage high-stakes disputes
Build a lasting relationship based on trust
Resolve blockages internally
Get out of difficult dialogue situations
Know yourself better and acquire new tools to better negotiate and cooperate in difficult situations

Training program

Before the face-to-face

• A self-diagnosis and a video to identify conflict situations that concern you.

Get out of the impasses of the confrontation in purchasing negotiations and avoid the major risks and pitfalls. Manage buyer/seller distrust.

• Overcoming face-to-face stress.

Build alternative strategies to successfully assess stakeholder interests.

• Consider a backup solution to secure your purchase.
• Find and select solutions that are satisfactory for the buyer and seller.

Communicate constructively in conflict situations

• Identify and overcome personal apprehensions.
• Develop effective listening and openness in negotiation.
• React to aggressiveness, threats, or bad faith.

Resolve problems and conflicts in a concerted manner Establish appropriate relationships.

• Involve the seller in the search for solutions.
• Overcome defenses, rigidities and fears.

Practice negotiating in complex contexts Lead the cooperation process. Gradually adopt the 'interest method'. After face-to-face, implementation in a work situation

• A new tool to prepare you for your next high-stakes negotiation and weekly tips to implement your action plan.
• To learn more about remote activities A video 'What's the problem?'.
• Two training modules: 'Develop your assertiveness - Level'; 'Develop your assertiveness - Level'.

Description

Company management expects a lot from buyers in terms of value creation. Advanced purchasing cost reduction methods and tools are concrete ways to meet these expectations. Given the risks and direct impact on business outcomes, implementation should be driven by experienced buyers. This training intended for experienced buyers allows them to acquire the expertise necessary to secure a cost reduction approach. Control is reinforced by taking into account the increasingly broad scope managed by the buyer.

Who is this training for ?

Training objectives

Discover methods and tools for reducing costs in purchasing.
Revisit classic cost reduction techniques to exploit their full power.
Identify the buyer's scope of economic action.

Training program

Increase the contribution of purchasing to economic performance

• Leeway for the confirmed buyer.
• Purchasing process and value creation.
• Calculation of savings and buyer performance: qu 'is a 'reference price'? Internal valuation of the contribution of purchases.

Explore all cost reduction levers and tools

• Optimization of the purchasing process.
• Portfolio review: families and suppliers with potential.
• Global sourcing (emerging countries...).
• Operational purchasing marketing.
• Organization of synergy with prescribers (consolidation of large-scale needs, functional analysis/value analysis, re-design to cost...).
• Cost models: breakdown of costs and cost drivers.
• Mastery of a productivity plan.
• Improvement or development of suppliers.
• e-Purchasing: advantages, limits and risks in terms of price reduction.

Deploy your cost reduction strategy Integration of internal and external stakeholders in the process.

• Internal negotiation of cost reduction objectives.
• Taking into account supplier risk: financial aspects.
• Definition of priorities and action plan.

Description

Who can imagine for a moment that your best customer would be put in difficulty because your own supplier did not keep its commitments? From global sourcing to evaluation, what are the detailed selection processes from a simple temporary subcontractor to a supplier co-developer of large projects? How to justify your choice and according to what criteria when faced with a start-up or a multinational? Why consider sourcing in Low Cost Countries? What are the supplier risks? Purchasing has a role to play in the face of pressure from its internal customers. This sourcing training provides a proven method and relevant tools to answer all these questions.

Who is this training for ?

Training objectives

Integrate technical and economic factors in the selection of suppliers.
Rationalize the supplier portfolio.
Methodically make sources reliable.
Build a supplier evaluation guide.
Secure and balance exchanges with suppliers.

Training program

Globally analyze current suppliers

• Point out the risks and opportunities of the company's external resources.
• Synthesize in the form of supplier rankings.

Target and choose new suppliers: global sourcing

• Identify sources of purchasing information.
• Choose between producers and distributors, developers and subcontractors.
• Prospect effectively via the Internet: methods, sites and service providers the most relevant for a specific need.
• Precise effectively based on key criteria.
• Build appropriate standard questionnaires.

Evaluate suppliers: supplier risk analysis Collaborate with experts

• Collaborate with quality experts.
• Qualification, certification and approval: establish a living panel of suppliers.
• Factually assess the technical and organizational performance of a supplier .
• Simply use economic and financial analyses: ratios and scoring methods.

Manage the supplier relationship

• Ethics and professional conduct.
• Perfect field visit techniques and tools.
• Innovation and supplier development.
• Treat the case of suppliers versus performers.

Description

The job of public buyer has its particularities. This complete cycle allows participants to have a clear vision of the profession by integrating very recent regulatory texts. Thus, participants will be able to carry out appropriate actions until a contract is awarded. The final goal of this Public Purchasing training cycle is to have the keys to carrying out public purchases with as little risk as possible. This training is organized based on the regulatory texts relating to public procurement to continue with the call for tenders, the functional specifications and end with negotiation when this is possible within the framework of the public procurement procedure used.

Who is this training for ?

Training objectives

• Understand all the issues of public purchasing in relation to the regulations including the new provisions (December 2016 and dematerialization of public procurement from October 2018)
  
• Know the requirements of public procurement and make efficient purchases in accordance with them
  establish your specifications collaboratively
  
• Select your suppliers or service providers who have applied
  Negotiate
  

Training program

Know the main guiding principles of public procurement

• Identify texts of interest to public procurement.
• Measure the importance of the principles of equality, transparency and free access to public procurement.
• The unification of public procurement contracts.
• Integrating the strengthening of responsible purchasing (CSR criteria).
• The generalization of the dematerialization of public purchasing

Arrange a consultation

• Know the sources of assistance in defining the need and drafting a public contract.
• Define a purchasing strategy integrating sourcing.
• Choose a procedure and a form of market.
• Assess the procedural thresholds.

Master public procurement procedures

• Manage contracts with an adapted procedure.
• Respect the formalism of the open/restricted call for tenders.
• Use special or derogatory procedures.
• Making advertising and competition obligations more reliable.

Select candidates and choose the winner of a public contract

• Receive the offers.
• Select the candidates.
• Express the criteria for choosing offers and their weighting.
• Write a report analysis of offers and information from unsuccessful companies

Develop a business consultation file

• Write an advertising notice and rules for the consultation.
• Clarify the important clauses of the specifications.
• Control the clauses with financial implications.
• Scenario Scenario: 'The key stages of a market'.

Distinguish regulatory documents from contractual documents

• Define the function and normative content of the different documents.
• Develop a list of questions related to the drafting of the advertising notice and the rules of the consultation.
• The key points of drafting files

Think about the organization of your consultation

• Present the different phases of the purchasing process.
• Express and formulate your need on a technical level.
• Define a duration, an allotment and a form of market.
• Express and weigh your offer selection criteria

Write a Notebook of specific administrative clauses

• Draft mandatory clauses.
• Establish a framework of standard clauses.
• Clauses guaranteeing proper execution.
• Identify the regime of price clauses and other financial clauses

Choose a Book of general administrative clauses (CCAG)

• Delimit the scope of each CCAG.
• Study the main plans provided.
• Know how to deviate from general documents.
• Implementation in situation Exercise on case

Translate needs into functions and performance level

• The main functions and secondary functions.
• Transcribe each need into functions.
• Establish the tree structure of functions.
• The functional analysis.

Organize and prioritize functions to organize the selection

• Define function performance levels.
• Prioritize functions and identify interactions.
• Function validity check.

Build functional specifications

• The organization of the specifications.
• Use a standard plan and adapt it to the context.
• The CDCF in an iterative way: tool for consultation and validation.
• The organization and framework of the response.
• Scenario Exercise on a real case proposed

The forms of negotiation offered by the Public Procurement Code

• Write a report analyzing the offers and letters to the unsuccessful companies.
• Procedures open to negotiation.
• Use of a negotiated procedure.
• Regulatory limits to negotiation.

Negotiation in the field of purchasing

• Forms of negotiation.
• The difference between negotiation, information and development.
• The negotiation system.

Preparing for the negotiation

• Possible negotiation points.
• Negotiation strategy.
• Drafting market documents to negotiate.
• The argument writing.

The course of the negotiation

• The material conditions.
• The conduct of the negotiation.

The conclusion of a negotiated agreement

• Stopping a negotiation.
• The advantages, the considerations, the concessions.
• The summary.
• Adjusting the offer initial and contractualization of concessions.

The outcome of the negotiation

• Compliance with the planned terms of the negotiation.
• Validation of the negotiated contract (PRM, control body).
• Control.
• Face-to-face interview simulations.
• Evaluation of acquired knowledge

Description

What are the modalities you need to know in order to be able to manage a procurement procedure that complies with the requirements of public procurement regulations? How to organize a purchasing consultation and choose a strategy adapted to your needs and your establishment? What are the different documents constituting the consultation file for candidate companies? What are the main acts relevant to the execution of public contracts? These are the questions that this training on the fundamentals of public purchasing answers.

Who is this training for ?

Training objectives

Understand all the issues of public purchasing in relation to the regulations including the new provisions (2015 ordinance, 2016 decree).
Choose the most suitable procedure.
Place contracts in complete safety.

Training program

Know the main guiding principles of public procurement

• Identify texts of interest to public procurement.
• Measure the importance of the principles of equality, transparency and free access to public procurement.
• Integrate the strengthening of CSR criteria.
• The dematerialization of public procurement

Arrange a consultation

• Know the sources to help define the need and draw up a contract.
• Define a purchasing strategy integrating sourcing.
• Choose a procedure and a form of market.
• Assess the procedure thresholds

Master public procurement procedures

• Manage contracts with an adapted procedure.
• Respect the formalism of the open/restricted call for tenders.
• Use special or derogatory procedures.
• Making advertising and competition obligations more reliable.

Select candidates and choose the winner of a public contract

• Receive the offers.
• Select the candidates.
• Express the criteria for choosing offers and their weighting.
• Write a report analysis of offers and information from unsuccessful companies

Develop a business consultation file

• Write an advertising notice and rules for the consultation.
• Clarify the important clauses of the specifications.
• Master the clauses with financial implications.

Description

The passage of public contracts requires a good mastery of the regulatory texts on public contracts, following in particular the significant modifications that occurred in 2016 and 2018. Beyond this knowledge and the practice which follows, certain markets can be complex. You must then have a good knowledge of the provisions specific to these situations and the applicable legal aspects. What to do in the event of co-contracting or subcontracting? What procedures should be applied in the event of a multi-awardee framework agreement? This training will provide you with the elements that will help you deal with these public contracts.

Who is this training for ?

Training objectives

Integrate new regulations (2015 ordinance, 2016 decree, dematerialization in 2018)

Master specific procedures: subcontracting; co-contracting; framework agreements; endorsements

Training program

Focus on some key regulatory requirements for public purchasing

• Responsible purchasing.
• Sourcing.
• Using dematerialization gradually.
• Allotments.
• Order groups.
• Contracts.
• Tender commissions.
• Selection of offers. The partnership for innovation.
• The dematerialization of public procurement

Analyze offers

• Identify cases of exclusion of economic operators.
• Take into account conflicts of interest.
• The methods for analyzing an offer.

Manage subcontracting and co-contracting

• What is the difference?
• Identify the respective responsibilities.
• The subcontractor's declaration of approval obligation.

Use framework agreements

• When to use them?
• The points of the framework agreement.
• The procedure for signing framework agreements.
• Consultation in the event of a multi-awardee framework agreement.
• Selection criteria in the event of a multi-awardee.

Manage market amendments

• Cases for awarding amendments.
• Using the procedure for awarding amendments in the context of public procurement.

Criminal liability and some elements of case law

• Possible offenses and offenses.
• Provisions to protect yourself from these dangers.
• Take note of case law on the points mentioned above.

Description

This training will allow you to identify the parameters which contribute to the formation of costs and prices. You will be able to master the cost decomposition tool and strengthen your negotiation levers during consultations.

Who is this training for ?

Training objectives

• Implement cost optimization levers
• Master the pricing structure
• Optimize the supplier consultation framework
• Strengthen negotiation levers

Training program

Levers of cost optimization

• Optimization of the purchasing process.
• Needs-oriented levers.
• Market-oriented levers.
• Managing relationships with suppliers.

Cost and price structures

• The compositional elements of a cost price and a selling price.
• Sales prices in a market economy and the supplier pricing strategy.
• The objectives of savings and gains on purchases.
• The objectives of cost decomposition.
• Methods for obtaining the breakdown of supplier costs.
• Critical analysis of cost determinants.
• Case studyrnCost structure of a industrial product and service provision, objective purchasing costs (critical analysis of cost determinants).

Optimization of supplier consultation

• Forms of expressing needs.
• Techniques for competitive bidding between suppliers.
• Establishing a cost model (Cost Model ).
• The definition of a relevant call for tenders grid.
• The grid for examining and comparing offers.
• The levers of contractualization.
• Exercise: Based on the cost structures obtained previously, the participants establish the foundations of a solid and effective supplier consultation.
• Collective debriefing.

Purchasing negotiation with the support of cost reduction tools

• The levers of purchasing negotiation.
• The choice of constituents and cost elements to negotiate.
• The levers of contractualization.
• Determining the negotiation strategy adapted to the levers used.
• Effective negotiation techniques.
• Exercise: Purchase negotiation situation with use of the chosen levers and cost reduction tools.

Description

Managing purchasing risks is now a key strategic challenge for companies.
How can you implement a structured risk management approach? How can you build a culture of anticipation, risk mapping, and mitigation within the procurement function?
This hands-on training provides the tools and methods you need to effectively meet these new challenges.

Who is this training for ?

Training objectives

• Identify, evaluate, address purchasing risks
  
• Control purchasing risks
  
• Establish risk management
  
• Take perspective on the situation
  

Training program

Integrate company expectations

• Analyze the maturity of the purchasing process.
• Evaluate the issues: supplier relationships, internal customer satisfaction.
• Know your scope of action; the six criteria of purchase.

Understand the risk management process

• Distinguish risks, hazards, uncertainties, unforeseen events.
• Specify the typologies of risks.
• Establish the stages of the overall risk management process.
• Analyze risks: FMEA.
• Practical work Practice an FMEA grid.

Control supplier risks

• Manage supplier risks

Control the risks linked to the purchase contract

• Determine the value of the documents exchanged.
• Identify the Buyer/Seller's obligations; transfer of ownership and risks.
• Protect yourself against the risks linked to the law of work.
• Manage the duration, transferability and renewal of the contract.
• Manage the financial terms.
• Prevent risks linked to changes in the content of the service .
• Focus on incoterms.
• Collective reflection Analyze a contract from the perspective of the risks involved.

Control financial and political risks

• Find out about the supplier dependency rate.
• Check the financial stability of suppliers.
• Focus on the application of the LME law.
• Integrate change: legal-political, financial, technical, international.
• Modeling decision-making: the Kraljic matrix.
• Case study TP fil red.

Integrate structural and human risks

• anticipate consumer and supplier behavior.
• Adopt a supply-chain vision: from supplier to customer.
• Guarantee ethics: image and reputation of the company.
• Guarantee the archiving and security of data.
• Involve the purchasing policy in the company's CSR approach.
• Strengthen know-how be associated.
• Practical work PDCA: structural and human risks of an organization.

Integrate structural and human risks

• anticipate consumer and supplier behavior.
• Adopt a supply-chain vision: from supplier to customer.
• Guarantee ethics: image and reputation of the company.
• Guarantee the archiving and security of data.
• Involve the purchasing policy in the company's CSR approach.
• Strengthen know-how be associated.
• Practical work PDCA: structural and human risks of an organization.

Description

This practical course will allow you to master the best purchasing techniques. Based on very concrete situations, you will discover the key stages of a successful purchasing process. You will implement the main operational tools and identify the indicators for measuring purchasing performance.

Who is this training for ?

Training objectives

Understand the challenge of the purchasing function in the company

Define the right need and write the specifications

Identify and select the right suppliers

Mastering the negotiation interview

Know the essential contractual clauses

Manage performance

Training program

Purchasing function and buyer skills

• Locate the purchasing function in the company.
• Discover the mission of purchasing and the impacts on profitability.
• Understand the role of the buyer, the issues and risks to which it must respond.
• Identify the buyer's skills in the current context (SD, CSR.
• ) Implement the 5 stages of the purchasing process.
• Exercise: Scenario: discover the different dimensions of the purchasing function.

Step 1: Define and analyze the need

• Learn to classify and segment different purchases.
• Identify the characteristics to analyze.
• Identify the issues and risks.
• Define the right need with the ACDE matrix.
• Express the need: use the technical specifications or the functional specifications.
• Exercise: Construct a Pareto chart and classify product families.
• Write technical/functional specifications for the purchase of a current product.

Step 2: Suppliers

• Understand the dynamics of a market with Porter's forces.
• Implement effective sourcing.
• The different sources of information.
• Collect and analyze information: RFI, RFP, RFQ.
• Analyze and select suppliers: the main criteria.
• Exercise: Build a questionnaire preselection.

Step 3: Consult and analyze the offers

• Prepare a comparison grid for offers.
• Reason in terms of overall cost.
• Exercise: Establish a comparison grid and determine the choice criteria to from a purchase of simple products or services.

Step 4: Negotiate

• Prepare the negotiation.
• Identify the issues of the negotiation.
• Determine the clauses to negotiate.
• Set the objectives.
• Exercise: Prepare the negotiation matrix.

Step 5: Contract

• The different types of contracts and orders.
• The essential clauses of a purchase contract.
• Exercise: rnWrite the essential clauses of 'a common purchase.'}

Description

You are responsible for providing assistance to the project manager: planning, writing reports of steering meetings, documentary classification of the project, etc. This training will allow you to understand the components and constraints of a project in order to 'effectively assist your manager.

Who is this training for ?

Training objectives

Understand the project approach
Define your mission framework
Position yourself in the project
Follow the project

Training program

What is a project ?

• What a project is and is not, when to switch to project mode?
• The objectives and constraints of a project.
• Collective reflection Exchanges experiences and difficulties encountered.

Understanding the project approach

• The three complementary cycles of a project.
• The phasing of a project (stages, tasks and deliverables).
• The different levels of decision-making in a project: comitology.
• Collective reflection Different project life cycle strategies.

The missions of the project manager and his assistant

• The missions of the technical project manager and the project manager manager.
• The different forms of positioning of the assistant, their limits of intervention.
• Case study Delineate your role as assistant: mission letter.

Prepare the project management plan

• The framework note: objectives, issues, risks.
• The breakdown of work and the "product": WBS/PBS.
• The identification of project risks: action plans.
• Scheduling (PERT) and planning of tasks and resources (GANTT).
• The project budget (concept of Earned Value).
• Example of a project plan in MS Project.
• Examples of assistant interventions in the development of the project management plan (PMP).
• Case study Propose two planning and budget scenarios to the project manager.

Control the progress of a project

• Know the progress as well as the trends: the follow-up meeting.
• Integrate discrepancies, readjust the management plan (schedule, budget).
• Create the summary management dashboard: key indicators.
• The organization and running of management meetings: role of the assistant.
• Case study rnDevelop a progress report on a GANTT schedule then establish the dashboard for the steering committee.

Organize and control the documentary classification of the project

• The main deliverables, positioning in the RACI responsibilities matrix.
• Management of documentary changes and traceability.
• Example of classification methods.
• Project capitalization: the project report.
• Collective reflection Analysis of the main project documents.

Description

This training will introduce you to the main provisions of the Public Procurement Code and the associated procedures. It will show you how to ensure preparation and monitoring, and how to identify the obligations of buyers and holders.

Who is this training for ?

Training objectives

• Prepare a contract and choose the most suitable procurement procedure
• Draft the various documents constituting the market and respect their formalities
• Analyze and select offers
• Award a contract and monitor its execution
• Identify the obligations of buyers and holders of a public contract

Training program

Market preparation

• The definition of needs and the financial estimate.
• The allotment of the market.
• The social and environmental clauses.
• The case of reserved markets.
• The duration of the market.
• The choice of the CCAG and the deliberation.
• Practical work Exercise: on the study and practical analysis of CCAG supplies and services.

The formalism to respect

• Deadlines and advertising.
• The tender commission.
• The ban on bidding.
• Practical work Obligations relating to the dematerialization of procedures and the organization of electronic auctions.

Public procurement procedures

• The adapted procedure, the call for tenders procedure.
• The negotiated market.
• The competitive dialogue.

The constituent documents of the market

• The notice of public call for competition.
• The rules of the consultation.
• The list of administrative and technical clauses.
• The act of commitment.
• Practical work Simplified drafting of a Specification of Special Administrative Clauses (CCAP).

The selection of offers

• The selection of candidates based on the information provided.
• The examination of the offers and the weighting of the criteria.
• The abnormally low offer.
• Writing the offers analysis report.
• Exercise: Build an offers analysis table, in a group.

The award of the market

• The role of the contracting authority.
• The role of the CAO and its president.
• Writing the presentation report.
• Information to be communicated to unsuccessful candidates.
• The role and opinion of the CADA.
• Notification of the contract and the award notice.
• Legality control.
• Practical work Interactive exchanges.
• How to effectively motivate the letter of rejection of offers?

Market execution

• The financial regulations of the market.
• Payment deadlines and default interest.
• Late penalties.
• Amendments.
• Amicable settlement of disputes.
• Appeals and litigation.
• Practical work Workshop on pre-contractual and contractual summary proceedings in public procurement.

Description

The performance of large companies is directly correlated to that of their purchasing function. Implementing and developing best purchasing practices are therefore a guarantee of success. After taking up the position, the buyer is expected to be operational very quickly and thus be able to generate lasting profits. This purchasing training allows you to decode and master the tools and practices of operational excellence in responsible purchasing. Faced with very concrete purchasing situations, you will train yourself in the efficient management of a purchasing category while mastering the stages of the process and using the associated tools.

Who is this training for ?

Training objectives

• At the end of the training, participants will be able to master Purchasing Strategy
  
• Principles and scope of purchasing
  The challenges of the purchasing function
  
• Role of the buyer and supplier
  
• Purchasing process
  
• Different cost optimization leversLean Purchasing / MUDA
  Define the need (Supply Mode)
  
• Development of specifications
  
• Sourcing & Choice of supplier to receive
  
• Negotiation
• Characteristics and purchase contract clauses
• Supplier Evaluation
  
• KRALJIC matrix
  
• Sustainable purchasing ISO 20400 standardPurchasing dashboard & KPI

Training program

Understand the role and function of buyer

• The place of the buyer in the company
• The missions, objectives and responsibilities of the buyer
• Relationships with external partners and internal collaborators
• The key skills of the buyer
• The stages of the purchasing process.

Analyze the purchasing need

• Identify the needs of internal customers
• Classify the products, services, suppliers and subcontractors
• Obtain the description of the need from an internal customer .
• Formalize in the form of specifications.

Analyze the market to carry out supplier sourcing

• Find relevant sources of purchasing information
• Use a market analysis table
• Discover the concepts of risks and opportunities.

Make your purchases

• Carry out sourcing
• Place and manage a call for tenders
• Master the basics of purchasing law
• Know the different types of contracts, as well as fundamental legal issues
• Mastering the financial aspects of contracts

Prepare for contract negotiation

• Structure an interview using the purchasing negotiation grid
• Distinguish between one-off orders, open orders and framework contracts.
• Identify the essential points of a procurement contract purchase.

Negotiate your purchases

• Master the key stages of negotiation.
• Learn the methods and techniques to purchase well and obtain the best from your suppliers: o Prepare your negotiation in advance and develop a strategy. o Conduct the negotiation effectively by moving forward methodically. o Find a way out of difficult situations. o Finalize your negotiation at the right time.

Managing purchasing risks

• Know the different types of risks: critical, high and moderate.
• Identify and quantify the risk factors in purchasing: probability/impact/criticality.

Track your purchases and performance

• Know and follow the stages of executing a contract.
• Manage your suppliers
• Handle disputes
• Build and follow its dashboards to improve its buyer performance.

Manage purchasing performance

• Optimize the purchasing dashboard
• Discover the concepts of

Make your purchases

• Carry out sourcing.
• Place and manage a call for tenders
• Master the basics of purchasing law
• Know the different types contracts, as well as fundamental legal issues
• Master the financial aspects of contracts.

Description

ISO 20400 Lead Manager training develops the capabilities needed to help an organization integrate the responsible procurement guidelines of ISO 20400. It also provides information regarding prioritization of sustainability issues and planning and integrating sustainability into purchasing processes and practices and throughout the supply chain by applying widely recognized responsible purchasing principles, procedures and techniques.

Who is this training for ?

Training objectives

• Understand the responsible purchasing guidelines based on ISO 20400
• Recognize the correlation between ISO 20400 and other sustainability-related standards, such as ISO 26000 and ISO 14001
• Learn to interpret the ISO 20400 standard in the specific context of the organization
• Learn how to help an organization effectively plan, integrate, manage, monitor and review responsible purchasing practices
• Acquire the skills necessary to advise an organization on responsible purchasing based on good practices

Training program

Introduction to ISO 20400 and key considerations

Organize and integrate responsible purchasing

Plan and integrate sustainability into the purchasing process

Contract management and continuous improvement

Certification exam

Description

The performance of large companies is directly correlated to that of their purchasing function. Implementing and developing best purchasing practices are therefore a guarantee of success. After taking up the position, the buyer is expected to be operational very quickly and thus be able to generate lasting profits. This purchasing training allows you to decode and master the tools and practices of operational excellence in responsible purchasing. Faced with very concrete purchasing situations, you will train yourself in the efficient management of a purchasing category while mastering the stages of the process and using the associated tools.

Who is this training for ?

Training objectives

Define purchasing performance and measure their impact

Identify and choose the most relevant indicators

Set up your purchasing dashboards to measure performance

Training program

Identify dashboard issues

• The defining elements: performance, dashboards and indicators
• The triangle and square of performance
• The different levels of dashboards of the function purchasing
• The contributions of dashboards

Design and choose purchasing indicators and dashboards

• Typologies of indicators.
• The method of developing and selecting indicators.
• The indicator characterization sheet.
• The choice of suitable graphic representations.
• PRACTICAL WORKSHOP: Building indicators

Managing economic performance

• Determine the areas of challenge, identify the levers and set purchasing savings objectives
• Measure purchasing savings
• Keep a table of board to manage the purchasing savings process
• CASE STUDY: Maintain a dashboard to manage the purchasing savings process

Manage process performance and put risks under control

• Identify the advantages and limitations of the dashboard
• Develop a purchasing process management dashboard
• Measure the performance gains of the process
• Analyze the risks of the purchasing function
• Measure and control the risks

Increase the value created for the benefit of internal customers of the purchasing department

• Measure the quality of service provided to internal customers
• Analyze the results
• CASE STUDY: Analysis of a questionnaire aimed at collecting the expectations of internal customers and to measure their level of satisfaction

Develop the performance of human resources in the purchasing department

• Combine atmosphere indicators and behavioral measurements
• Manage the alignment of your resources with the initiatives undertaken

Develop a dashboard aligned with the strategy

• Establish a diagnosis of the purchasing function
• Diagnostic tools: the SWOT matrix, the Ishikawa diagram and the 5 whys
• Define strategic and decline them
• Identify the key success factors
• Determine the key performance indicators
• The pitfalls to avoid

PRACTICAL WORKSHOP

• Diagnosis and definition of strategic orientations
• Identification of key success factors
• Development of a purchasing department dashboard

Assess the maturity of the purchasing department

• Use a maturity matrix
• Define a synthetic maturity indicator
• CASE STUDY: Analysis of an 11-axis purchasing function maturity matrix

Description

In a global supply chain environment, this course covers the fundamentals of supplier relationship management, including selection, evaluation, segmentation, performance monitoring, risk management, and sustainable partnerships — with a focus on CSR and innovation.

Who is this training for ?

Training objectives

• Understand the strategic importance of supplier relationship management in a globalized logistics context
  
• Know how to select, evaluate, segment, and collaborate with suppliers effectively
  
• Master tools and techniques for managing supplier risks, performance, and long-term relationships
  
• Integrate CSR (Corporate Social Responsibility) and innovation into supplier strategies
  

Training program

Introduction & Strategic Challenges of SRM

• The global supply chain landscape and the strategic role of suppliers.
• SRM as a key driver of competitiveness, agility, and innovation.
• The impact of SRM on overall business performance.
• Real-world examples and case studies.

Supplier Selection & Evaluation

• Key selection criteria: quality, cost, delivery, compliance.
• Supplier evaluation techniques: audits, scorecards, performance reviews.
• Aligning supplier selection with performance and quality objectives.
• Practical workshop: building an evaluation grid.

Supplier Segmentation

• Why and how to segment suppliers.
• Segmentation tools and methods (e.g., Kraljic Matrix, risk/value grid).
• Criteria: criticality, strategic value, spend.
• Case study: segmenting a supplier portfolio.

Communication & Negotiation with Suppliers

• Best practices in communication: transparency, active listening, conflict management.
• Effective and ethical negotiation techniques.
• Managing intercultural and remote supplier relationships.
• Role-playing and negotiation simulations.

Communication & Negotiation with Suppliers

• Best practices in communication: transparency, active listening, conflict management.
• Effective and ethical negotiation techniques.
• Managing intercultural and remote supplier relationships.
• Role-playing and negotiation simulations.

Monitoring Performance – KPIs

• Importance of KPIs in SRM.
• Examples: compliance rate, on-time delivery, cost performance, satisfaction.
• Tools for monitoring and reporting supplier performance.
• Workshop: designing a supplier performance dashboard.

Supplier Risk Management

• Identifying supplier risks: quality, delay, financial, legal, geopolitical.
• Risk prevention techniques and contingency planning.
• Dispute management and conflict resolution.
• Developing a supplier continuity plan.
• Case study: managing a supplier crisis.

Building Long-Term Collaborative Partnerships

• Difference between transactional and strategic relationships.
• Continuous improvement and co-development with suppliers.
• Collaborative tools and shared objectives.
• Real-life examples of successful partnerships.

CSR & Innovation in Supplier Strategy

• The role of CSR in supplier management.
• Selecting and supporting responsible suppliers.
• Fostering supplier-led innovation: co-development, open innovation.
• Case studies and best practices.

Description

A supplier panel for a purchasing family is not a simple list of suppliers in a sector. It must meet your needs.

To do this, this training will help you structure your panel, but above all to define a purchasing strategy by proceeding step by step in an area for which you are responsible.

Who is this training for ?

Training objectives

Understand the benefit of the purchasing function in supplier management.
Implement appropriate supplier performance indicators.
Motivate your suppliers in the process of progress.

Training program

Introduction

• Presentation of each participant
• Expectations and objectives of each participant
• Presentation of the training

The contribution of purchasing to company objectives

• Collaborate on cost control
• Control deadlines
• Ensure the requested quality
• Define progress objectives and learn how to manage them

Set goals

• Definition of objectives
• Implement indicators adapted to suppliers
• Set commitments to be achieved

Measure performance and make necessary corrections

• Organize supplier reviews
• Measure the results obtained
• Adapt the objectives accordingly
• Help suppliers to progress
• Rate suppliers

Encourage and help suppliers to progress

• Innovation
• Co-development
• Partnership

Set up a purchasing dashboard to define objectives

• Define relevant indicators
• Set up a realistic dashboard
• Ensure compatibility with existing reporting systems
• Determine the levels of action-triggering indicators

Summary of the session

• Reflection on the concrete applications that everyone can implement in their environment
• Personalized advice given by the facilitator to each participant
• Oral assessment and on-the-spot evaluation

Description

Who is this training for ?

Training objectives

Training program

Description

In a constantly evolving global economy, the procurement function is a key driver of competitiveness and business resilience. This training program equips professionals with the skills required to manage procurement performance from all angles: cost analysis, supplier evaluation, strategic negotiation, supply chain optimization, and integration of ethical and sustainable practices. Through a practical and hands-on approach, participants will learn how to measure, monitor, and enhance the impact of procurement on overall business performance.

Who is this training for ?

Training objectives

• Develop a strategic understanding of the procurement function and its impact on overall business performance
  

• Master key tools and performance indicators (KPIs) to analyze cost, supplier quality, and compliance
  

• Integrate ethical, sustainable, and cross-functional practices into procurement performance management
  

Training program

The Strategic Role of Procurement in Business Competitiveness

• Evolution of the procurement function: from support role to strategic performance driver.
• Positioning procurement within the company’s global strategy.
• Direct and indirect impacts on business outcomes (cost, lead time, innovation, brand image).
• Global benchmark: how top-performing organizations structure their procurement teams.
• Current challenges: inflation, supply chain disruptions, digital transformation, sustainability.

Defining and Monitoring Procurement Performance KPIs

• Identifying the right KPIs: TCO, cost savings, delivery rate, quality, compliance, etc.
• Designing a procurement performance dashboard.
• Data sources: ERP, SRM, supplier reports.
• Calculation methods: Total Cost of Ownership, ABC analysis, Supplier ROI.
• Hands-on workshop: building and analyzing performance indicators using real cases.

Supplier Evaluation and Performance Management

• Supplier selection process: key evaluation criteria (cost, quality, reliability, CSR).
• Tools: evaluation grids, scorecards, supplier audits.
• Managing the supplier portfolio: consolidation, dual/multi-sourcing, global vs local strategy.
• Identifying and managing supplier risks (logistics, compliance, reputation).
• Case study: analyzing a supplier panel and proposing performance improvements.

Negotiation, Contract Management, and Cost Reduction

• Preparing and leading value-driven negotiations (techniques, posture, BATNA, concession strategy).
• Defining negotiation objectives aligned with KPIs (price, quality, lead times, innovation).
• Contract lifecycle management: key clauses, risk mitigation, performance tracking.
• Sustainable cost reduction methods: reengineering, standardization, framework agreements.
• Role-play: complex negotiation simulation with performance targets to defend.

Supply Chain Optimization and Cross-Functional Collaboration

• Mapping the supply chain to identify performance and synergy levers.
• Collaboration with key departments: production, finance, legal, R&D, quality.
• Procurement/logistics coordination: inventory, lead time, transport, replenishment.
• Managing procurement projects: stakeholder engagement, conflict resolution, communication.
• Interactive workshop: solving a procurement-related cross-functional challenge.

Responsible Procurement and Long-Term Strategy

• Introduction to sustainable and responsible procurement (ISO 20400, ESG, vigilance laws).
• Building a responsible sourcing policy (ethics, inclusion, environmental impact).
• Embedding CSR criteria into RFQs and performance evaluations.
• Change management: engaging stakeholders and transforming procurement culture.
• Action plan workshop: creating a personal or team roadmap for responsible procurement.