• This module is part of the EIPM Certifying Courses Level 1. The module will introduce participants to the role of purchasing in the company and coversthe fundamental purchasing process and tools.

• The module is designed for new recruits in the purchasing department. Buyers with few weeks to less than 2 years experience in the purchasing function but with previous experiences in other functions.It is also suitable to provide a purchasing culture to Purchasing Assistants as well as to “Internal customers”.

• 3 days                                                                                                                                                       

•  Frequent Case studies, workshops and discussions will be organised 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 examples and portfolios.

2.1   Objectives

• This module is giving to participants the fundamentals to manage both the physical flows of products or services and the corresponding information and financial flows to optimize the different inventories and their associated costs.
• The session will reassess the basics of a MRP (Material Requirement Planning) and structure the deployment of advanced inventory management tools and techniques.
• It will help to draw the main lines of an integrated Supply Chain strategy.

At the end of this module, the participants shall be able to:

•  Identify the key players and the main parameters of the supply chain
• Define the priorities of management of all stake holders in the process
• Choose the best optimization techniques to improve cash flows, stock reduction, cycle times, forecasting process, ordering strategy
• Draft their own supply chain commodity strategy within the company’s environment

2.2    Target group

Buyers who need:

• To conduct negotiations with suppliers in line with a defined purchasing strategy,
• To service procurement requirements,
• To optimize inventory costs and risks.

Purchasing professionals, supply chain managers, procurement managers, warehouse managers, inventory managers who want:

• To understand the basics and key success factors of suppliers-customers multiple flows.

2.3    Duration

• 2 days

2.4    Content

2.5     Methods and tools

• Main presentation of inventory management principles and parameters
• Several interactive workshops with implementation of techniques, concepts and application to participants’ business cases
• Feedback and discussions on examples of individual cases or scenarios
• Dynamic of the animation will help the group to leverage each other experience to bring supply chain culture into purchasing functions
• Final quiz to summarize the course impacts on participants practice

This module is part of the EIPM Certifying Courses Level 1. The module aims to ensure a basic knowledge of business finance in order to:

• Optimise our sourcing strategy to improve our business performance
• Monitor the financial health of current and potential suppliers

Following this module, buyers will be capable of:

• Knowing the contents and purposes of the 3 financial statements
• Using sourcing levers to either reduce cost or free up cash
• Applying  ratios to obtain a picture of the financial health of a supplier
• Asking questions to existing or potential suppliers to gain an insight into the financial situation

• Buyers, lead buyers and commodity managers, who need to evaluate the financial health of their suppliers or develop strategies to improve the financial performance of their own companies.

•  3 days              

• Business simulation
• Video
• 3 Financial Statements
• Supplier assessment sheets
• Working capital sheet
• Performance measures                                                                                                                             

This module is part of the EIPM Certifying Courses Level 1. This module explores the ways as to how to deal effectively with various types of national/international sourcing situations. Reference is made throughout the module to “real life” examples and appropriate conditions of standard contracts.

It uses a logical framework, tackling major problems areas in turn and offering practical advice on how best to handle them.

Following this module, participants shall be able to:

• To provide an overview of the contractual and legal framework
• Understanding the mutual obligations and their effect
• To understand risks and possible ways of covering them

• This course is suitable for buyers and sourcing staff at all levels.

• 2 days

• A two-day programme using lectures, visual aids and case study to give participants a substantial body of information and the opportunity to discuss matters with which they are particularly concerned.
• The seminar explores the numerous practices and conceptual developments in international operations, as well as risk allocation, constraints and opportunities in the contractual and legal areas.

This module is part of the EIPM Certifying Courses Level 1. This is a fundamental training. The objective of this module is to provide participants with the basic knowledge to understand how suppliers calculate their costs and their selling price.  The following topics will be discussed:

• Supplier’s fixed and variable costs
• How suppliers allocate fixed costs
• How to justify investment in fixed costs
• How to calculate depreciation impact on costs
• Margin and Profit calculation
• Productivity opportunities and impact on cost
• TCO analysis

Following this module, participants will be able to:

• Understand the use of suppliers’ cost breakdown
• Appreciate how suppliers calculate their cost when pricing their product or service
• Build-up the cost structure of a supplier, on condition that they obtain the assumptions
• Calculate cost impacts on change of specification, volumes, operations, etc.
• Determine strategies to negotiate a fair price
• Understand the Total Cost of Ownership approach and its use in purchasing

• Buyers at any level who wish to learn how to use cost breakdown and TCO decision-making tool to better negotiate price reductions with suppliers.

• 2 days

The first part of the two-day session will be based on a series of exercises to understand how suppliers build up their cost to generate their price to customers.  This fundamental knowledge will provide buyers with the background to build-up the cost structure of a supplier. We will explore the following concepts:

• Fixed and variable costs
• Allocation of fixed costs
• Investment and depreciation
• Margin and profit calculation
• Productivity opportunities

Second, we will present a TCO model which is a decision-making tool to help buyers to identify cost improvement opportunities which go beyond supplier price.

• A business case study is used
• Enables participants to analyse each major category of cost.
• Participants constantly challenge the current paradigms and take innovative decisions
• The participants work in small teams of 3
• They share experiences
• They learn by making smart decisions and some errors

6   Practising Advanced Negotiationand Techniques

6.1     Objectives

6.2    Target group

6.3   Duration

6.4     Content

6.5    Methods and tools

This module is part of the EIPM Certifying Courses Level 2. This is a fundamental training to provide the process and tools for strategic management of a purchasing portfolio. This module provides the tools that can help buyers to structure and formalise a purchasing strategy of a category.

Following this module, participants shall be able to:

• Define a purchasing strategy based on in-depth knowledge of the company needs and market trends
• share with the internal teams the process and tools to define a purchasing strategy
• understand the fundamental steps of a strategic process to manage a portfolio
• Understand how this process can be implemented in terms of global/local organisation (for example within a Lead buyer or Key Commodity Management type organisations).

• This course targets purchasing staff with a few years experience as a buyer or extensive experience in other functions and aiming to assume regional or global purchasing category management responsibility, particularly Key Commodity Managers and Senior Buyers in charge of commodity teams.

• 3 days       

• Workshops will be used to provide participants with the opportunity to apply the tools presented.
• Participants will be asked to apply the methodology to their own commodities
• Extensive discussions among participants will facilitate a dynamic and interactive learning environment

This module is part of the EIPM Certifying Courses Level 2. This is an advanced module to understand the process and tools to implement SRM and Key Supplier Management. The session will provide structured process and tools to implement KSM through the following steps:

• Identify the Key Suppliers in the company
• Analyze the relationship with the Key Supplier
• Understand the Key Suppliers strategy and its fit to our company
• Set-up objectives to a Key Supplier
• Identify the organization and the process to manage the key suppliers

Following this module, participants shall be able to:

• understand the benefits, risks and key success factors to implement SRM
• set-up a structured process to identify, to analyse and to manage Key Suppliers
• understand the function of a Key Supplier Manager

• All purchasing staff involved in the management of a Key Supplier

• 2 days

• Workshops will be used to provide participants with the opportunity to apply the tools presented.
• Participants will be asked to apply the methodology to their own commodities
• Extensive discussions among participants will facilitate a dynamic and interactive learning environment

This module is part of the EIPM Certifying Courses Level 2. The objective of this module is to provide practical tools for cost reduction actions which go beyond price negotiation. This is a quite advanced module for buyers willing to apply structured approaches to identify cost reduction opportunities.

It features credible tools such as functional analysis, value analysis, cost breakdown analysis, process optimization techniques and TCO – Total Cost of Ownership analysis. The tools presented shall help the buyers to challenge the technical content of what the company is buying, review cost with suppliers, and identify improvement opportunities in the supplier’s operations. This training is particularly adapted to buyers of products and components.

Following the training participants shall be able to:

• Review the design or specification of a product or component in order to reduce cost while maintaining the functions required
• Use cost breakdown analysis to challenge supplier pricing and identify cost reduction opportunities
•  Identify cost improvement opportunities within the supplier process/operations
• Use a TCO approach to identify cost reduction opportunities

• Technical buyers with engineering background involved in leading cost reduction activities.

• 3 days

3.5  Methods and tools

• Each trainee will be given a handbook containing reusable templates used for the different tools. 
• Besides, a master document will present each technique as seen during the training session.
• All tools and techniques are presented in a simplified and reusable way and illustrated by real application examples taken from various industries including the most demanding ones (automotive, food, household, ..)

This module is part of the EIPM Certifying Courses Level 2. This training provides an overview on how to implement supplier improvement programmes.

Following this module, participants shall be able to:

• Detect the opportunity for, organise, facilitate and manage a supplier’s performance improvement project.
• Understand the levers that can be used to improve the supplier’s performance.

• Engineers in Supplier Production, Logistics Sourcing and Sourcing Quality Assurance; Key Commodity Managers; Local Sourcing Agents; and all Buyers involved in supplier productivity improvement.

•  2 days                     

• Different examples and demonstrations of modelling, assessment and measurement tools will be presented.

This module is part of the EIPM Certifying Courses Level 2

• This Value Contribution is about: finding innovation, new design, stakeholders’ satisfaction… to sustain sales, profit and/or market growth.
• The challenge Purchasing is facing for the next decade is not any longer only about savings, but about value contribution to the Company’s excellence. It is about finding ways to measure this Value Contribution and to sell it to the stakeholders.

• Expert Buyers.

• 2 days

• Workshops and extensive discussions based on personal examples.

“Communicating/negotiating/managing in a global environment”

This module is part of the EIPM Certifying Courses Level 2

• Gain awareness of your negotiation style, your strengths, your reference frame and areas of improvements
• Recognize and learn to manage the intercultural component in negotiations
• Clear understanding of the communication process (verbal/nonverbal)
• Improve  self management through better self awareness
• Optimise preparation for the negotiation (psychological, technical, etc.)
• Define a personalized “action plan” to optimize my success as purchaser in the international environment “What will I do differently tomorrow?”

Following this module, participants shall be able to:

• Recognize their personal strengths and areas of development
• Better impact in negotiations through optimised soft skills
• Understand and manage the intercultural factors

•  Key Commodity Managers, International sourcing officers, Senior Buyers, Sourcing Quality Assurance Engineers.

• Negotiation experience at an international level and good level of English

• 3 days    

6.5  Content

6.6      Methods and tools

This module is part of the EIPM Certifying Courses Level 3.

• The course focuses mainly on management capabilities as well as the organisational aspects of purchasing. Among the management issues covered are strategy definition, organisation and team management.

• The module is dedicated to purchasing executives with solid purchasing background who are leading a team of buyers or to senior buyers accessing to executive position.

• 3 days                                                                                                                                                             

• Workshops and discussions will be organised in order to exchange experience between participants and the EIPM experts

This module is part of the EIPM Certifying Courses Level 3

The course focuses mainly on management and organisational aspects of purchasing. Among the management issues covered are Skills profiles within purchasing organisations and setting up performance indicators concerning your Purchasing organisation.

The module is dedicated to purchasing executives with solid purchasing background who are leading a team of buyers or to senior buyers accessing to executive position.

• 2 days                                                                                                                                                                   

Workshops and discussions will be organised in order to exchange experience between participants and the EIPM experts.

3   Supply Chain Optimization Management

This module is part of the EIPM Certifying Courses Level 3.

Participants will learn how business processes are enabled through the deployment of decision support tools and will understand the essentials of supply chain management and improvement.

• Purchasing and Supply practitioners who:
• Purchasing managers who wish to leverage an integrated supply chain strategy
• Supply chain practitioners who would like to enhance their knowledge of purchasing execution.
• Wish to develop a greater understanding of how purchasing and supply should integrate with planning and logistics processes
• All who are involved in the extended supply chain, in quality management, Supplier development, operations or finance.

• 2 days        

• Presentation of supply chain management concepts
• Workshops around examples and cases
• Plenary discussions
• Simulation exercises to demonstrate supply chain dynamics

4      Leadership & Change Management

4.1      Objectives

4.2    Target group

4.3     Duration

4.4     Content

4.5     Methods and tools