1

Purchasing function and purchaser skills

• Situating the purchasing function within the company.
• Discovering the purchasing mission and its impacts on profitability.
• Understanding the purchaser’s role and challenges and risks that person faces.
• Identifying the purchaser’s skills: Knowledge, hard skills, soft skills.
• Setting up the 5 steps of the purchasing approach.

2

Step 1: Defining and analyzing the need

• Classifying and segmenting the various purchases.
• Identifying the characteristics to be analyzed.
• Identifying challenges and risks.
• Defining accurate needs with the procurement matrix.
• Express the need: Use technical specifications or functional specifications.

3

Step 2: Identifying and selecting suppliers

• Understanding the dynamics of a market with Porter's forces.
• Identifying the right supplier: The funnel principle.
• Collecting and analyzing information: RFI, RFP, RFQ.
• Analyzing and selecting suppliers: The most important criteria.
• Implementing effective sourcing to find new suppliers.

4

Step 3: Perusing and analyzing the bids

• Knowing the contents of a consultation and an RFP.
• Building bid analysis tools.
• Thinking in terms of total cost.

5

Step 4: Negotiating

• Implementing the negotiation process.
• Establishing the interest/power matrix and determining your strategy.
• Setting goals and preparing your arguments.
• Mastering the steps of the meeting.

6

Step 5: Getting into contract

• The features of a purchasing contract.
• The essential clauses to master in order to cover major risks.

7

Tracking and improving performance.

• Knowing the key measurement indicators.
• Understanding the notion of continual improvement: PDCA, progress plan.
• Implementing the Responsible Supplier Relations Charter.