Module 1: Procurement Strategy and (Internal) Marketing of Purchasing

Module 2: Cost and Supplier Management

Module 3: Managing, Negotiations, Change Management

Module 4: Performance Measurement and Risk Management in Purchasing

Module 5: International Procurement Markets and Suppliers

In this module, participants receive an overview of how the strategic significance of Purchasing can be established and communicated within the company. The development and implementation of procurement strategies from Best Practice companies will be discussed. These so-called sourcing processes are becoming more and more prevalent in practice. An “Evergreen” topic will be discussed on the last day: How can Purchasing internally market itself better? Tried and true concepts and innovative approaches show how some companies have been able to break away from the traditional operative status of simple order processing.

Cost Management encompasses proven and effective concepts, such as Total Cost of Ownership (TCO), Design to Cost, and Value Analysis. Based on these approaches, Supply Management is the main focus, or how to present, evaluate and systemise the supplier portfolio by using examples of other companies. Furthermore, the key points of comprehensive Supplier Relationship Management are presented as a basis for creating precise measures and supplier development programmes.

This triad of topics requires social competence. Participants reflect upon their own management behaviour and efficiency. Language, gestures and other communication elements are analysed within the scope of negotiating, and proven methods and tactics are discussed. These skills are often needed in difficult situations, for example when internal corporate measures are taken which might be controversial. Change Management in Purchasing involves interacting with internal customers and dealing with fears and resistance within the purchasing department.

Performance Measurement focuses on two main topics: the first entails operating figures and performance measurement systems which provide the fundament for operative and strategic procurement; the second concerns various forms of performance measurement, such as cost avoidance, etc., to prove the purchasing department’s performance and its contribution to the overall corporate performance. Furthermore, the participants learn about Risk Management: compiling and assessing different types of risks as well as creating proactive measures, which is particularly important international procurement.

Successful global sourcing requires the capability of assessing international procurement markets not only from a cost perspective but also regarding stability, governance, etc. When purchasing volumes are re-located, companies have to deal with suppliers from other cultures. Therefore, a number of aspects need to be considered with the first contact, negotiations, and also daily business. Such encounters may influence the supply chain, the last topic in this module, which should be adapted and safeguarded to a global context.