1

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.

2

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.

3

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.

4

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.

5

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.

6

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.