Role based training
mapped to 10 global
competencies.
Best practice procurement competencies
Role based learning plans are created around these
10 competencies and learning is assigned accordingly.
1. Sourcing
The sourcing competence includes: The role of the procurement professional when challenging specifications. How to assess the needs of stakeholders. How to conduct a market analysis. How to run the RFP and RFI processes. How to select and award the best supplier(s). How to manage projects. How to use tools like E-Sourcing.
2. Negotiation
The negotiation competence includes: How to plan and prepare negotiation meetings. How to set objectives for the negotiation meetings. How to conduct the negotiation. How to reach additional savings on top of what has been achieved through the RFP process. How to use cognitive biases, Game Theory and NLP in negotiations.
3. Legal
The legal competence includes: How to implement a legally binding contract once the awarding decision from the RFP process has been taken. Use of legal terms and conditions applicable to procurement. How to manage legal issues. What are the statutory rights of a procurement professional. How to terminate a contract. How to apply the 2010 Incoterms.
4. Finance
The finance competence includes: How to read the balance sheet of a supplier. Understanding the profit and loss account. Use EBIT figures. Understand the importance of cash flow. How a procurement professional can impact the cash flow of an organization. Use ratio’s as ROTA, ROE, Working Capital, etc.
5. Cost Management
The cost management competence includes: How to apply a total cost focus instead of a price focus. How to estimate the TCO figure for purchased goods and services. How to calculate a Cost Breakdown. How to estimate the Should Cost for purchased goods and services. Understand how to execute Value Analysis/Value Engineering.
6. Operational Procurement
The operational procurement competence includes: Understand how the Purchase-to- Pay (P2P) processes work. Achieve compliance targets by taking appropriate actions, such as reducing Maverick buying. Know how to improve the cost per transaction, like the cost per PO. How to use tools like E-Procurement, VMI, Purchase Cards, etc.
7. Contract Management
The contract management competence includes: How to measure and improve supplier performance. How to manage issue resolution. How to manage stakeholders. How to manage risks. How to handle contract administration. How to conduct Supplier Development workshops.
8. Category Management
The category management competence includes: How to conduct spend analysis. How to define categories. How to manage programs. How to set-up a cross-functional team. How to influence and manage stakeholders. How to develop a category strategy. How to implement a category strategy. How to manage change. How to implement continuous improvement activities by category.
9. Strategy
The strategy competence includes: Understand how to develop a vision for the procurement team and the mission to deliver sustainable value. How to translate that vision into a departmental strategy. How to segment a supply base. How to manage supplier relationships (SRM). How to perform Insourcing/Outsourcing.
10. Project Management
The project management competence includes: The role of the project manager in forming the team and setting up project governance. It describes how to create and use a business case. It covers how to build a project time plan including critical path analysis and resource planning. It includes managing stakeholders and building a high performing team. Project management includes the process for managing project risk – both taking advantage of positive risks and reducing negative risks.