Processus AchatsQualité des Achats (ERE)

The purpose of this module is to appropriate analytical tools and methodologies to understand purchasing principles in order to participate in the drafting of a specification. Know: • The different purchasing policies and the place of purchasing in the enterprise • Large-scale industrial purchases of services, public services and intellectual services • The role of marketplaces and reverse auctions in the procurement process • Mastering • The definition of a procurement strategy • Schematicisation of a purchasing process and identification of blocking points • Key steps in a procurement process and its contribution to value creation • Negotiation and contracting

1. The buyer's role in tomorrow's business • Evolution of the purchasing function yesterday, today and tomorrow o The different types of purchases o Select suppliers o Integrate user value chain into purchase o The 3 methodological tools of the buyer • Global analysis of internal problems, clients, users in order to establish a specification • The "functional cross" relationship of the buyer o The relationship with the company's main functions o Purchasing at the heart of innovation: technological intelligence, services, use; search for service innovations; supplier co-innovation; o From cost reduction to global value creation: cost price calculation, definition of a selling price o Distribution of functions Procurement and Supply/Logistic/R&D
2. Procurement strategy • Composters of the purchasing strategy • Risk management and challenges • Purchasing tools
3. Management of the negotiation process • Timing of negotiation: time pressure • Agenda for negotiation • The phase of negotiation • The supensions of negotiation • Team negotiation • Argument system o Content Management o The argumentary systems under negotiation o What is an argument? o The argument groups
4. Procurement techniques • Technical preparation of the negotiation: the purchasing trades, the four areas of the procurement negotiations • The 2 components of a negotiating objective • The 3 profitability objectives • Trade negotiations, cooperation agreement • Scale of applications and concession o Mirrors and Trajectories o The 5 types of concession o Negotiating structures o Graduated structure o Structure in lures o Globalized structure o Conditional structure • The 6 tactics of negotiation o Offensive Tactics o Defensive Tactics o Tactical Arbitration o Merchandising Tactics o Tactical Opening o Tactical partnership
5. Supply linkage • Supply function missions • Definition of the procurement process • Supply strategies o Standard Procurement o Physical transfer o The recording o Subcontracting o External services o Electronic Procurement Strategy

Table Control (Duration 1h30)

• Buying maintenance – Trading tactics. Roger PERROTIN – Organisational editions – 1998 6th edition • Procurement function – Internal control and management. Frédéric BERNARD and Eric SALVIAC – Maxima – 2009. • Buy with profit. Roger PERROTIN and Pierre HEUSSCHEN – Organizational editions – 1999 2nd edition