essentials eipm offering
TRANSCRIPT
© EIPM 2014Page 1
SOURCING COMPETENCE DEVELOPMENT PLAN
EIPM CREATION IN DEC-1990Please visit us at www.eipm.org
The European Commission (DG XXII)
The Rhone Alpes Region The Haute Savoie Department
Founding Members
Sponsors
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The EIPM worldwide footprint
EIPM representationsEIPM Branches EIPM to be opened
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PURCHASING CERTIFICATION AT OUR CAMPUSES
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EIPM SOURCING MODULESThey are the basis of our training programs
CONTENT
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OBJECTIVESMETHODOLOGYEIPM OFFERING - TOOLSWHY EIPM & WHOMPRICES
TRAINING MODULE FRAME
P 7P 8 - 10P 11 - 24P 25 - 28P 29 - 30
P 31 - 32
OBJECTIVES
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DEVELOP PEOPLE TO CREATE VALUE
Competence Development Project
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Competence assessment
Development Plan
Competence acquisition
Project performance
*Administration done by EIPM
Warm upBusiness project
Coaching
Sourcing culture
P 9 P 10 P 25 P 11 - 17
P 14 P 16
P 19 P 20
Sourcing Team
Building
P 24
Sourcing tools
P 18
Supplier’s survey
Individual coaching
P 22
Organization maturity
assessment
P 21
10 20 30 40 50 60 70 80 90 100
COMPETENCE ASSESSMENT
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Buyer Group Target Market top 25
Skill “A”
Skill “A”
Average Top 25 From 0 - 20
From 20 - 40
From 40 - 60
From 60 - 80
From 80 - 100
65 78 0% 50% 10% 40% 0
Distribution
Activity “B”Activity “C”
10 20 30 40 50 60 70 80 90 100
Assessment
Time per activity
Activity “B”Reason
No time
No skill
Not al-lowed
BACK
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-10 -8 -6 -4 -2 0 2 4 6 8
IncotermsTotal Value Optimization
Functional analysisBusiness plan
Supplier performance managementCost / Price Breakdown
NegotiationsPurchasing levers
Bids analysisCommercial contracts
Market intelligencePortfolio analysis
Sourcing e-SourcingSupplier Relationship Management
AuditsProblem Solving / Quality tools
Design to Cost / Value AnalysisMicro & Macro Economy
Demand managementInnovationPurchasing process
Internal Partner relationshipRisk management
Strategy deployment and executionKey-Supplier Account manager
Strategy definitionStakeholders
Leading without AuthoritySupplier selection
Spend analysis
DEVELOPMENT PLANGap analysis with market top 25%
Competence gap
BACK
EIPM’S OFFERING
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SRM
Value contribution
Negotiation techniques
Advanced cost reduction
Fundamentals of purchasing
BUYERS BUYERSCFT CFT CFT
Pre-learning Face-to-Face
Business Project
StrategyData RFQ Evaluation SRM
THE ACADEMY
TARGETED SKILL (S)
LIVE PROGRAM
16 TRAINING MODULES
Financial skills
1
2
3
BACK
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PURCHASER
Advanced Cost Reduction 2 days
Fundamentals of Purchasing 2 days
Hard & soft skills in Negotiation 2 days
LEAD BUYER
Strategic portfolio management 3 days
SRM / value contribution 3 days
Financial risk 2 days
Quarters
THE ACADEMY (example)
HEAD OF PURCHASING
Leadership and change management 3 days
Business strategy & global economy 2 days
PURCHASER
LEAD BUYER
TEAM LEADER
HEAD
TEAM LEADER
Strategy and organization 3 days
Skills and performance indicators 2 days
Supply chain optimization 2 days
1BACK
TARGETED SKILL; TRAINING MODULE
THE “3PHASES” METHODOLOGY
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Pre-learning
Face-to-Face
Business project
Administration done by EIPM
2BACK
TRAINING MODULE; PRE-LEARNING (Optional)
Participants click a link and access our web platform
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E-modules
Inter-action / videos / exercises
Readings
Articles / essaysOR
BACK
Their goals
Their input
Using Tools
Business input; case - stakeholder
Coaching mind-set
Their goals
Their input
Using Tools
Business input; case - stakeholder
Coaching mind-set
Their goals
Their input
Using Tools
Business input; case - stakeholder
Coaching mind-set
Their goals
Their input
Using Tools
Business input; case - stakeholder
Coaching mind-set
TRAINING MODULE; THE FACE TO FACE
Involvement Interaction Individual
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BACK
TRAINING MODULE; THE BUSINESS PROJECT (Optional)
Jury presentation
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Participant Chooses a project
Coach for Executing
Tools Value
Practice
BACK
THE LIVE PROGRAM
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BUYERS BUYERSCFT CFT CFT
Input
Output
Duration
Spend & market analysis
Ideas,Category strategy
ContractSupplier
evaluation procedure
Value contribution
Analysis toolsKey Data,
goals, innovation,
RFQ – negotiation techniques
Supplier classification
SRM techniques
2 days 3 days 3 days 2 days 3 days
3BACK
THE TOOLS
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RFQ – Negotiation - Supply development
Innovation workshopStrategy template
Spend analysis – TCO - Market intelligence
The sourcing process
Period 1 Plan actual % done Actual over the plan % done over the plan
PLAN PLAN START DURATION %
Activities START DURATION ACTUAL ACTUAL DONE PERIOD1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43
PROJECT LAUNCH 1 6 1 6 100%Kick off meeting 1 6 1 6 100%Activity 03 2 4 2 5 35%Activity 04 4 8 4 6 10%ANALYSIS 4 3 4 6 85%Supply market analysis 4 3 4 6 85%Spend analysis 5 4 5 3 50%Functional guarantees 5 4 5 3 50%Activity 08 5 2 5 5 60%STRATEGY 6 5 6 7 100%Strategy meeting 6 5 6 7 100%Category strategy validated 6 1 5 8 60%Activity (innovation workshop) 9 3 9 3 0%Activity (innovation workshop) 9 3 9 3 0%Activity (innovation workshop) 9 3 9 3 0%Activity (innovation workshop) 9 3 9 3 0%REQUEST FOR SOLUTION 9 3 9 3 0%RFQ approval (including th e bid table) 9 3 9 1 0%Send RFQ 9 4 8 5 1%Bids collection and analysis 9 4 8 5 1%Activity 15 9 4 8 5 1%Activity 16 10 5 10 3 80%COMMERCIAL 10 5 10 3 80%Negotiation preparation validation 12 6 12 7 0%Negotiation 12 1 12 5 0%Signed contract 14 5 14 6 0%Activity 21 14 8 14 2 44%SUPPLY PERFORMANCE 14 8 14 2 44%Contract deployment 15 4 15 8 12%Business plan 15 5 15 3 5%Activity 25 15 8 15 5 0%Activity 26 16 28 16 30 50%
Project plannerCategory
CFT Kick off agendaProject management
Demand OfferSame industry 1 2
1 2
3 3
Others industries 2 1
2 1
1 1
Others 2 1
3 3
3 3
Average 2,0 Average 1,9
Factory Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
ABCDE 0 0 0 0 0 0 0 0 0 0 0 0Total 0 0 0 0 0 0 0 0 0 0 0 0
Factory Supplier A Supplier BSupplier CSupplier D Supplier ASupplier BSupplier CSupplier D Supplier ASupplier BSupplier CSupplier D
ABCDE
Group 0 0 0 0 0 0 0
A cont B cont A cont B cont A cont B contsub total Asub total Bsub total CTotal sup 0 0 0 0
2015
2013 2014 2015
2013 2014 2015
Évaluation fournisseur / solution proposée
Attributs à évaluer % Score Commentaires Score Commentaires
1. Commercial 40% #DIV/0! #DIV/0!Compétitivité du prixAccepter les CGAAccepter clauses particulièresFournir plan de préventionPolitique sécuritéPolitique propreté chantierPoltique communication pendant chantier2. Alignement des business 20% #DIV/0! #DIV/0!Stratégie du fournisseur alignée avec FE stratégieRetour client final
3. Coût Total d'Acquisition (TCA) 5% #DIV/0! #DIV/0!Réponse aux cahier des chargesCoût administratifRéactivité administrativeFlexibilité administrativeCoût chaine logistiqueNiveau de stockGestion des déchets
projet inspirantQuel projet Rappeler la stratégie et ses ojectifsEnsemble C'est en travaillant ensemble que l'on atteindra les objectifs
CompétitionSolutions L'exigence d'un marché fournisseur concurrentiel est la garantie d'excellence
Qu'elles sont nos solutions
ExpertiseTCO des fournisseurs Comparer et trouver des leviers de négociationTCO cible Si on prend le meilleur de chaque fournisseur quel le TCO optimumOjectifs; max et mini Objectifs quantifiables avec un maximun escompté et un minimum en dessous dequel ce n'est pas tolérable
être capable de mesurer ce que l'on peut gagner et ce que l'on peut perdreConduite de la négociation Inviter les parties prenantes qui peuvent influencer la négociation
Se mettre d'accord sur les objectifs et le rôle de chacunDéfinir son approche; être dans l'attente, être pro-actif, être directifSimuler le déroulement de la négociationMettre sur Flip chart les objecifs et données critiques de la négociationJouer avec des breaks pour se réajuster avec ses partenairesRechercher un maximum d'informations; écouter le fournisseurêtre prêt à faire des concessions; la réciprocité est essentielleFaire memo et le faire valider à la fin par les 2 parties
Influencer le fournisseur
BACK
SOURCING CULTURETRAINING FOR INTERNAL STAKEHOLDERS
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A 1 day program with the goal to bring up a sourcing culture within main non sourcing stakeholders to facilitate mutual comprehension and therefore spur the collaboration
What is at stake? How is the
spend vs. revenue Sourcing upstream positioning
Source to contract /
Request to pay
Added value and
measurement
BACK
THE SUPPLIER’S SURVEY
We ask your suppliers how do they see your company
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Excellent17%
Very good29%Good
41%
Fair8%
Poor5%
CooperationExcellent
8%
Very good16%
Good46%
Fair23%
Poor7%
COMMUNICATION
Excellent9%
Very good14%
Good27%
Fair50%
PERFORMANCEFar better
5%Better12%
Similar23%Worst
60%
INNOVATION
BACK
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Organization Maturity Assessment 9 criteria, 32 sub-criteria
Leadership
Strategy
People development
Partnership & resources
ProcessesInternal clients
People engagement
Corporate responsibility
Management chart
2
7
Top 25% You
BACK
INDIVIDUAL COACHING; The frame
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Business Goals
Individual goals
Coaching
Assessment
The line manager oversees the coaching process
BACK
INDIVIDUAL COACHINGCorner stones of the dialogue
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STIMULATE
Listen / get current patternsSet direction and its rationaleChallenge / new perspective / visualise / self impact awareness
TURN ON
The coachee will find out her own plans to acquire a new skill or to behave differently
ACHIEVEMENTS
The coachee applies the news skills and the new behaviours, and she and her colleagues are able to notice it
INDIVIDUAL GOALS
What are the individual goals, where is she today, how to measure the results (360). Assess the results.
BACK
TEAM BUILDINGCreate a sourcing community
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BACK
Company management
Demand owner Method;Collect stakeholders needs. Team creates activities to address them
Sourcing team
Individual
Supp
liers
Needs Activity Action plan
PROGRAM PERFORMANCE
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SOURCING MANAGERStrategic Category Management 3 days
SRM / supplier development 3 days
Financial advanced skills 2 days
Soft skills in hard negotiations 2 days
Mister XX; training path
Jan-16 Oct-16 Mar-17 Oct-17
Totally disagree
Disagree
Agree
Totally agree
0 0.1 0.2 0.3 0.4 0.5 0.6 0.7
0
0
0.66
0.34
Satisfaction
Idea 1
Idea 2
Idea 3
Idea 4
0 20 40 60 80 100 120 140
55
79
92
123
Business project; coaching
BACK
EIPM’S OFFERING SUCCESS FACTORS
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EXPERTISE
PARTICIPANT RESPONSIBILITY
CONCRETE PRACTICE
WHY EIPM
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GLOBAL
BACKGROUND
52 TRAINERS
RESEARCH
Some references across industries
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YOUR PROJECT LEADERBernard Arrateig
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Bernard has a master degree in biology and purchasing from MAI KEDGE Bordeaux.
He has spent the major part of his career in different purchasing positions within UPM. He is a member of EIPM and responsible for the Nordic region.In addition he is a teacher at INSA-Rouen.
PRICES; The “4 phases”To be tailor made according to the selected solution
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Competence assessment Pre-learning Face-to-Face Business project
Platform set-upPer language – per type – per year
1990 €
Cost per person
399 €
Platform set-upPer year
1990 €
Cost per person
150 €
1 day course16 participants maximum
2850 €
1 hour coaching
375 €
Diploma (academy);
cost per person
200 €
Prices (excl VAT) do not
include travel expenses
E-module
0 €Articles
1 day of customization 1900 €Supplier survey
4800 €0 €Maturity assessment
PRICES; THE TOOLS
To be tailor made according to the selected solution
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9990 €TOOLS SET
Prices (excl VAT) do not include travel expenses
1900 €ONE DAY TRAINING
TOOLS SET; Project management (2) – TCO (1)– Market analysis (1) – Spend analysis (1) – Category strategy (1) – Innovation workshop (1) – Negotiation preparation (1) – RFQ (1) - Supplier Assessment (2)
Example of a training module; Set-upFundamentals of Purchasing
Objectives
This module will introduce participants to the role of purchasing in the company and covers the fundamental purchasing process and Tools.
Methods & tools
Frequent Case studies, workshops and discussions are organized in order to exchange experience between participants and the EIPM experts. The workshops are a key approach to practice the tools presented, using participants own environments’.
E- modules• Fundamentals of Economy• Sourcing Process & tools• Diagnosis of Process
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DAY 1 DAY 2
Each participant writes her goals and input of the topic
Diagnosis of Purchasing Portfolio: Identify the main segments on which we will have to concentrate.Buying Centre: how to identify the key stakeholders in the company and their needs in order to satisfy them and influence their future decisionsFunctional definition of requirements: how to challenge internal customer needs using a structured approach to identify the “right need” in terms of functions desired and not solutions.Consolidation of needs and suppliers (supplier base optimization) and standardization as common best practices to obtain cost reduction.
Prospecting potential supplier: participants will learn how to:
• define selection criteria for potential suppliers
• search potential suppliers• pre-qualify potential suppliers using a
specific Request for Information – participants will learn how to create one to their purchasing family
• visit suppliers – participants will learn how to prepare, to carry on and report a supplier visit
Supplier selection: participants will learn how to:
• Prepare a Request for Quotation – participants will know what are the main content of a RFQ and develop one to their business
Implement a supplier selection process – participants will learn how to formalize a selection grid and how to implement it though active involvement of the buying center.
Cost breakdown analysis: use price breakdown analysis to prepare negotiation with suppliers and discuss improvement actions – participants will learn how to build a cost breakdown structure to their own purchasing needs, how to obtain detailed information from suppliers and analyse the them for future negotiations
Total cost of ownership: participants will learn how to build a TCO model adapted to their specific need in order to select suppliers or to identify cost improvement opportunities
. Participant’s goal matching with
commitment front of the others and give them to another participant who will have to follow them up
DAY 3
Example of a training module; AgendaFundamentals of Purchasing
