This is the presentation of AGM of Qatar CIPS Branch, Dated 4th Dec 2013.

1. Professional
Development
The skills needed by the profession
Richard Posa
PMMS Middle East
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

2. PMMS globally
We offer both global reach and local knowledge with offices
across five continents and the capability to deliver in 10
different languages
PMMS Europe
PMMS North America
UK, France, Germany, Switzerland, Turkey
Toronto
PMMS Asia Pacific
PMMS Middle East
Dubai
Australia,
New Zealand, Hong Kong,
Japan
PMMS Southern Africa
Pretoria
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

3. A sample of the clients we have worked
with recently
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

4. What is procurement?.....
Managing a large – often the
largest – part of the
organisation….
Employees
Sales
Salaries & Fees
Purchases
Suppliers
Taxes
Interest
Dividends
Retained Profit
The Business
Owners
Banks & Lenders
… where most of your income
goes
… staffed by people you don’t
employ
… whose operations you cant
easily see
… with different shareholders
… who have other demanding
customers
And where you may need the
best suppliers more than they
need you
Governments
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

5. What is best practice in procurement?
• It depends
• On what?
•
•
•
•
The category
The situation
The organisational maturity
On how well you have mastered the fundamental principles
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

6. Organisational Maturity:
A 3 Stage Journey
STAGE 1
Basic Procurement
Operations
STAGE 2
Emerging Procurement
Practices
STAGE 3
Procurement Excellence
• Operational/transactional
• Spend Analysis/Risk Mgt.
• Pro-active sourcing
• Efficiency focused
• Supplier Management
• Effectiveness focused
• Local leverage/coordination
• Process Improvement
• Supplier integration
• Contractual protection
• e-commerce/systems focus
• Life cycle costs/TCO
• Low Management Attention
• Competence development
• Differentiated relationships
• Administrative skill set
• Price reductions
• Highly skilled
Business Control
Value Management
Strategic Contribution
ENABLERS
• Policy, Processes & Tools
• People & Structures
• Systems & Technology
PMMS Middle East - Dubai UAE
• Organizational Alignment
• Transactional control
• Stakeholder engagement
www.pmms.me
Qatar Branch
AGM Dec 2013
In association with The Links Group

7. Core
skills
• Behavioural
•
•
•
•
•
•
… a multi dimensional
person
Teamwork, leadership & facilitation
Conflict management
Problem identification & solving……uncertainty and ambiguity
Systems thinking
Focus – on what is important
Flexibility – the right tool and right approach at the right time
• Functional
•
•
•
•
•
•
•
Numbers
Words
Law
Persuasion & negotiation
Whole Process: Planning, Needs, Sourcing, Non-Sourcing Projects, Manage, Close
Project management
Change management
• Business
•
•
•
•
Commercial acumen and value-focus
Speak the language
Strategic – thinking about ‘tomorrow’ not just ‘today’
Align the strategy & tactics
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

8. Mastering the Fundamentals
Category
Management
Contract & Supplier
Performance
Management
Negotiation
Market Analysis
Supply Chain Analysis
End-end Process
Involvement
Positioning
Supplier Relationship
Management
Varied Selection
Process
Preferencing
Longer-term
Collaborative
Relationships
Supplier Appraisal
Cross-functional Team
Working
Risk &
Opportunity
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

9. Our Challenge – mindset change
Procurement is managing the largest part of most
organisations, where most of the income goes…
…and which is staffed by people you don’t employ and
managed to achieve goals you haven’t influenced
It’s just common
sense, anyone
can do it
This is too
important to let
anyone do it
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

10. Our Challenge – CSFs
• Support from the top
• Skilled and motivated professionals
• The right processes & systems
• Show there is skill in our work
• It is not shopping
• It gets better results than “common sense”
• Early success
• Keep progressing
• Move beyond savings
Qatar Branch
AGM Dec 2013
PMMS Middle East - Dubai UAE
www.pmms.me
In association with The Links Group

11. Thank you
For further information on PMMS please contact
Ian Heptinstall, MD PMMS Middle East
Richard Posa, Principal Consultant
ian.heptinstall@pmms-group.com
richard.posa@pmms-group.com
www.pmms.me
PMMS Middle East - Dubai UAE
Qatar Branch
AGM Dec 2013
www.pmms.me
In association with The Links Group