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 ?

For whom ?

• Procurement, supply chain, and management professionals aiming to master procurement performance management.
• Managers and buyers with basic experience looking to optimize costs, quality, and supplier relationships.

Prerequisites

• Solid knowledge of cost management and basic data analysis (Excel, ERP, dashboards).
• Familiarity with project management and cross-department collaboration.

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.