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