Big Fish Academy provides procurement training programs to build professional procurement teams. It offers four main academies for procurement leaders, experts, juniors, and soft skills. The document outlines Big Fish's mission, history, programs, and processes. Key programs include category management, savings generation, contract management, negotiations, and change leadership. Big Fish takes a holistic approach to skills development through modules, diagnosis, and follow up.
Adopting Education Strategy to Jump-Start Member EngagementEvent Garde LLC
Aaron delivered this presentation as part of The New World of Member Engagement Webinar Series sponsored by Young Association Professionals, Aggregage, Association Universe and Infinite Conferencing on Wednesday, Jan. 16, 2013.
Partnering HR to creatively align organisational, team & individual interests.
Our four core competency sets include:
• assessment for selection and development
• executive, virtual & team coaching, mentoring and blended-learning solutions
• structured interviews, focus groups and surveys for staff / team assimilation and engagement and
• career management consultancy including career review, redeployment and outplacement support at all levels, (with our outplacement support available in the following formats: senior one-to-one, one-to-one, group, and 24/7 virtual; often delivered internationally on a multi-country basis)
Adopting Education Strategy to Jump-Start Member EngagementEvent Garde LLC
Aaron delivered this presentation as part of The New World of Member Engagement Webinar Series sponsored by Young Association Professionals, Aggregage, Association Universe and Infinite Conferencing on Wednesday, Jan. 16, 2013.
Partnering HR to creatively align organisational, team & individual interests.
Our four core competency sets include:
• assessment for selection and development
• executive, virtual & team coaching, mentoring and blended-learning solutions
• structured interviews, focus groups and surveys for staff / team assimilation and engagement and
• career management consultancy including career review, redeployment and outplacement support at all levels, (with our outplacement support available in the following formats: senior one-to-one, one-to-one, group, and 24/7 virtual; often delivered internationally on a multi-country basis)
The Center for Executive Education at Belmont University Overview PresentationGene Mage
An overview of the services of the Center for Executive Education at Belmont University. Leadership Development, Workshops, Executive Learning Networks, Executive Coaching, and much more.
By aligning Marketing & Sales, increased ROI is show. This presentation describes how to nurture stale leads into sales-ready leads through marketing automation and lead nurturing.
10 recession-beating digital marketing tactics for business growthSmart Insights
Marketing agility and smarter use of digital marketing are more important than ever to future success because of the changes in consumer and business demand for services prompted by the COVID-19 pandemic and ensuing recession.
Join Dr Dave Chaffey in our free members' webinar to learn techniques to improve lead generation and sales. Dave will cover:
- Examples of practical ideas to improve digital interactions with consumers through the customer journey
- Recommendations on how to plan and prioritize these ideas
- A data-driven approach to identify and test new opportunities
Knowledge Management (KM) developed by Valio Competitive Intelligence is a very important tool to preserve the knowledge of the organization in a structured platform.
The Center for Executive Education at Belmont University Overview PresentationGene Mage
An overview of the services of the Center for Executive Education at Belmont University. Leadership Development, Workshops, Executive Learning Networks, Executive Coaching, and much more.
By aligning Marketing & Sales, increased ROI is show. This presentation describes how to nurture stale leads into sales-ready leads through marketing automation and lead nurturing.
10 recession-beating digital marketing tactics for business growthSmart Insights
Marketing agility and smarter use of digital marketing are more important than ever to future success because of the changes in consumer and business demand for services prompted by the COVID-19 pandemic and ensuing recession.
Join Dr Dave Chaffey in our free members' webinar to learn techniques to improve lead generation and sales. Dave will cover:
- Examples of practical ideas to improve digital interactions with consumers through the customer journey
- Recommendations on how to plan and prioritize these ideas
- A data-driven approach to identify and test new opportunities
Knowledge Management (KM) developed by Valio Competitive Intelligence is a very important tool to preserve the knowledge of the organization in a structured platform.
Similar to Big fish people development procurement_eng (20)
Efektywny proces rekrutacyjny w zakupach - na co zwrócić uwagę?
Ocena kandydatów - przykłady pytań rekrutacyjnych
Employer branding - wyzwania dla Liderów zakupów
Jak zarządzać własną karierą w organizacji?
narzędzia do zarządzania karierą
koncepcja kariery projektowej
Budowanie własnej profesjonalnej marki w organizacji i poza nią
kontakty wewnątrz firmowe, a nasza kariera
moja profesjonalna sieć kontaktów – dlaczego jej potrzebuję?
social media, a budowanie profesjonalnej marki
efektywna komunikacja wewnątrz organizacji kluczem do budowania pozytywnych relacji (efektywna komunikacja z różnych stanów „Ja” na postawie teorii o Organizacyjnej Analizie Transakcyjnej)
Kariery przyszłości – jakie kompetencje warto rozwijać już dziś?
czym są kompetencje transferowalne i dlaczego warto je rozwijać?
jakie kompetencje posiadam? Jakie kompetencje chciałbym/ chciałabym rozwijać?
moje naturalne talenty (wg instytutu Gallupa)
Czym są zakupy – czym się zajmują (KPI’s) ?
Jakie umiejętności są potrzebne w tym zawodzie?
Ścieżki karier
Kariera w zakupach – co warto wziąć pod uwagę?
Proces rekrutacyjny
Zarządzanie karierą – podstawowe narzędzia
Wynagrodzenia
Ready to Jump jest firmą doradczą specjalizującą się w obszarze rozwoju zasobów ludzkich.
Wspieramy naszych klientów w zdobywaniu przewagi konkurencyjnej poprzez rozwój ich zasobów ludzkich m.in.: dzięki realizacji kompleksowych programów doradczych.
Ready to Jump jest firmą doradczą specjalizującą się w obszarze rozwoju zasobów ludzkich.
Oferujemy kompleksowe usługi dedykowane firmom, organizacjom (R2J Business) oraz klientom indywidualnym
(R2JCareer).
► Wspieramy rozwój liderów i przyszłych liderów.
► Oceniamy, tworzymy i rozwijamy zaangażowane zespoły naszych klientów wspierając budowanie ich przewagi
konkurencyjnej.
► Pomagamy działom HR we wdrażaniu strategicznych programów.
► Budujemy i wdrażamy sprzyjającą i dostosowaną do celów strategicznych kulturę organizacyjną.
Nasz zespół składa się z wysokiej klasy ekspertów posiadających wieloletnie doświadczenie w dziedzinach
szeroko pojętego HR, praktyków biznesu, przywództwa, coachingu, budowania i rozwijania zespołów.
Łączymy skuteczne przekazywanie wiedzy z ciekawą, stymulującą i wymagającą refleksji formą.
Rola zakupów w organizacji
Ewolucja profili zakupowych
Kompetencje współczesnego kupca
Ścieżki karier
Jak kupcy poszukują pracy
Proces rekrutacyjny
Przykłady pytań rekrutacyjnych
"Empoloyer branding"
Wynagrodzenia
Jak ewoluuje funkcja HR w organizacjach?
Sukces organizacji a cele strategiczne HR.
Główne trendy w HR – „o czym się mówi”?
Główne zmiany ekonomiczne mające wpływ na organizacje i rynek pracy.
Strategie HR odpowiadające na główne wyzwania biznesowe.
Największe wyzwania dla funkcji HR.
Oczekiwania zarządów względem HR.
Priorytety Menedżerów HR.
Kompetencje, które warto rozwijać w obszarze HR.
Badanie efektywności działań HR.
Warsztat został przeprowadzony przez Ready to Jump przy współpracy z fundacją
Atalaya w ramach programu „Trampolina: program rozwoju ścieżki zawodowej”.
Program jest skierowany do wychowanków domów dziecka w wieku od 15 do 18 lat.
Jego celem jest przeciwdziałanie alkoholizmowi poprzez wspieranie
młodzieży w planowaniu własnej przyszłości.
Uczestnicy wzięli udział w warsztatach i indywidualnych konsultacjach, wspomogły ich w rozwoju szeregu postaw i kompetencji ułatwiających zaprojektowanie i realizację własnej ścieżki rozwoju.
Realizowane działania objęły m.in. warsztat planowania własnej ścieżki zawodowej, trening
z autoprezentacji i warsztat praktycznych umiejętności poruszania się po rynku pracy.
„Professional/ Personal Branding” w mediach społecznościowo – biznesowych – co to jest?
Zasady funkcjonowania na LinkedIn.
Jak tworzyć skuteczny profil na LinkedIn?
Jak poruszać się po LinkedIn?
Publikowanie treści na LinkedIn.
Jak rozwijać swoją osobistą markę poprzez LinkedIn?
Główne typy rozmów rekrutacyjnych.
Skype/ Phone interview.
Skuteczna komunikacja podczas interview.
Etapy procesu rekrutacyjnego.
Rozmowa rekrutacyjna z headhunterem.
Rozmowa rekrutacyjna z HR.
Rozmowa rekrutacyjna z potencjalnym bezpośrednim przełożonym („Hiring Manager”).
Po rozmowie rekrutacyjnej – najlepsze praktyki.
Analiza rozmowy rekrutacyjnej/ autorefleksja.
Często popełniane błędy.
R2J application support ważne elementy dokumentów aplikacyjnychAgnieszka Piatkowska
CV podstawowe wskazówki
list motywacyny - co powinien zawierać
project portfolio
model star - wsparcie w efektywnej komunikacji
jak opracować dokumenty aplikacyjne pod konkretne stanowisko?
Firma Ready to Jump powstała z myślą o osobach poszukujących nowego wyzwania zawodowego
bądź zainteresowanych rozwojem zawodowym. Wieloletnie doświadczenie związane z rekrutacją,
oceną i selekcją na różnych poziomach organizacyjnych (dyrektorzy/menedżerowie/specjaliści) w
regionie Europy Centralno Wschodniej pozwala nam na skuteczne wspieranie naszych klientów w
efektywnym procesie zmiany pracy.
Wsparliśmy wielu klientów w:
definicji efektywnych strategii poszukiwania pracy
skutecznym przygotowaniu do rozmów rekrutacyjnych
budowaniu swojej marki w social media
przygotowaniu efektywnych dokumentów aplikacyjnych
skutecznym poruszaniu się po rynku pracy
Jeśli czujesz, że Twoja kariera utknęła w martwym punkcie, poszukujesz nowej perspektywicznej pracy, a metody z jakich korzystasz nie przynoszą zamierzonego efektu – skontaktuj się z nami.
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
Instructions for Submissions thorugh G- Classroom.pptxJheel Barad
This presentation provides a briefing on how to upload submissions and documents in Google Classroom. It was prepared as part of an orientation for new Sainik School in-service teacher trainees. As a training officer, my goal is to ensure that you are comfortable and proficient with this essential tool for managing assignments and fostering student engagement.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
We all have good and bad thoughts from time to time and situation to situation. We are bombarded daily with spiraling thoughts(both negative and positive) creating all-consuming feel , making us difficult to manage with associated suffering. Good thoughts are like our Mob Signal (Positive thought) amidst noise(negative thought) in the atmosphere. Negative thoughts like noise outweigh positive thoughts. These thoughts often create unwanted confusion, trouble, stress and frustration in our mind as well as chaos in our physical world. Negative thoughts are also known as “distorted thinking”.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
The Indian economy is classified into different sectors to simplify the analysis and understanding of economic activities. For Class 10, it's essential to grasp the sectors of the Indian economy, understand their characteristics, and recognize their importance. This guide will provide detailed notes on the Sectors of the Indian Economy Class 10, using specific long-tail keywords to enhance comprehension.
For more information, visit-www.vavaclasses.com
How to Create Map Views in the Odoo 17 ERPCeline George
The map views are useful for providing a geographical representation of data. They allow users to visualize and analyze the data in a more intuitive manner.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
The Roman Empire A Historical Colossus.pdfkaushalkr1407
The Roman Empire, a vast and enduring power, stands as one of history's most remarkable civilizations, leaving an indelible imprint on the world. It emerged from the Roman Republic, transitioning into an imperial powerhouse under the leadership of Augustus Caesar in 27 BCE. This transformation marked the beginning of an era defined by unprecedented territorial expansion, architectural marvels, and profound cultural influence.
The empire's roots lie in the city of Rome, founded, according to legend, by Romulus in 753 BCE. Over centuries, Rome evolved from a small settlement to a formidable republic, characterized by a complex political system with elected officials and checks on power. However, internal strife, class conflicts, and military ambitions paved the way for the end of the Republic. Julius Caesar’s dictatorship and subsequent assassination in 44 BCE created a power vacuum, leading to a civil war. Octavian, later Augustus, emerged victorious, heralding the Roman Empire’s birth.
Under Augustus, the empire experienced the Pax Romana, a 200-year period of relative peace and stability. Augustus reformed the military, established efficient administrative systems, and initiated grand construction projects. The empire's borders expanded, encompassing territories from Britain to Egypt and from Spain to the Euphrates. Roman legions, renowned for their discipline and engineering prowess, secured and maintained these vast territories, building roads, fortifications, and cities that facilitated control and integration.
The Roman Empire’s society was hierarchical, with a rigid class system. At the top were the patricians, wealthy elites who held significant political power. Below them were the plebeians, free citizens with limited political influence, and the vast numbers of slaves who formed the backbone of the economy. The family unit was central, governed by the paterfamilias, the male head who held absolute authority.
Culturally, the Romans were eclectic, absorbing and adapting elements from the civilizations they encountered, particularly the Greeks. Roman art, literature, and philosophy reflected this synthesis, creating a rich cultural tapestry. Latin, the Roman language, became the lingua franca of the Western world, influencing numerous modern languages.
Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
1. Big Fish Academy
Big Fish in international leader in
Assessment
Recruitment
And Training
of procurement and supply chain teams
1www.e-bigfish.com.pl
Procurement
Leaders
Academy
Procurement
Experts Academy
Junior
Procurement
Experts Academy
Procurement Soft
Skills Academy
2. Big Fish Mission
To build and develop professional teams, that will
ensure achievement of expected business results at
any time and in any context.
About Big Fish
• Big Fish with its HQ in Paris was set up in 2002 by the team of
procurement, supply chain and HR experts.
• We build, transform and develop state of the art Purchasing & Supply
Chain teams and capabilities in line with short and mid term business
objectives of our clients.
• We help achieve defined business results via focusing on the ability of
Purchasing & Supply Chain organizations by using an integrated
People Development approach that addresses the needs of all layers
in the organization.
• We are recognized for our expertise in both Purchasing & Supply
Chain and People Development, our constant search for innovative
and customized solutions for our clients, the practical impact of our
contributions, and the truly global approach of our firm.
• International core team of > 60 people and expert network of > 300
senior professionals.
• Private organization, wholly owned by its associates.
• Client list: 50 large multinational companies across all sectors.
• 80% of our projects are follow-on contracts or referrals.
3. Agenda
• About Big Fish page 3
• Skills development process page 4
• Procurement Leaders Academy – programs page 6 - 13
• Procurement Experts Academy – programs page 15 - 20
• Junior Procurement Academy – programs page 22 - 25
• Procurement Soft Skills Academy – programs page 27 -30
• Knowledge transfer methods page 31
• Examples of Clients page 32
• Contact page 33
Procurement
Academy
by Big Fish
3www.e-bigfish.com.pl
4. Skills development process
Procurement
Academy
by Big Fish
4www.e-bigfish.com.pl
Training needs diagnosis:
- interview with the manager
- individual questionnaires for participants
Training modules definition:
-fine tuning the training program and case studies
Training program delivery:
-2 days for max. 12 participants
„Follow up” – optional
- additional meeting and workshop with participants (1/2 day) to discuss the progress of knowledge implementation,
setbacks and difficulties, provide additional knowledge if needed, provide feedback.
5. Why Big Fish
Procurement Leaders
Academy
by Big Fish
5www.e-bigfish.com.pl
Procurement Strategy Development
Procurement Policy
Suppliers Relations Management (SRM)
Supply Chain Risk Management
Leadership in Procurement
Building Effective Procurement Teams
Motivating Procurement Team Through Coaching
Procurement Change Management Leadership
6. Procurement Strategy Development
Frame program
• Category strategy vs procurement function strategy
• Category development stages
• 5 procurement strategies:
- Developing suppliers base strategy
- Demand management, procurement standardization and volume concentration
- Price model change
- TCO and value calculation
- Suppliers relations management
• Strategy introduction
• Coordination of strategy development for given procurement categories
Duration: 1 day
Mastered competences:
Data analysis Procurement process Procurement category management Business acumen Strategic agility
www.e-bigfish.com.pl 6
Procurement Leaders
Academy
by Big Fish
7. Procurement Policy
Frame program
• Procurement process elements
• Procurement authorization (who should have an authorization and why?)
• Procurement documentation
• Post procurement audits
• Key stakeholders
• Introduction of procurement policy – key steps
• Advantages from procurement policy
• Measuring savings for direct and indirect procurement categories
• Automation and tolls (ex. using workflow)
Duration: 1 day
Mastered competences:
Data analysis Procurement process Procurement category management Business acumen Strategic agility Work organization
www.e-bigfish.com.pl 7
Procurement Leaders
Academy
by Big Fish
8. Suppliers Relations Management
(SRM)
Frame program
• SRM tolls
• Suppliers positioning (Kraljic Matrix)
• Our position at the supplier
• Developing strategy for each category
• Risk and Contingency plans
• Alternative suppliers
• Suppliers evaluation
• Effective communication with suppliers
• Communication with difficult supplier: conflict situations, dealing with manipulation and socio techniques, spotting a lie
• Influencing skills: rules and tolls
• Effective argumentation: rational and emotional
• Somatic construction of the statement
Duration: 2 days
Mastered competences:
Data analysis Procurement category management Business acumen SRM Risk management Negotiations Supplier assessment
Problem solving Conflict management Critical thinking Communication Assertiveness Results orientation Collaboration
www.e-bigfish.com.pl 8
Procurement Leaders
Academy
by Big Fish
9. Supply Chain Risk Management
(SCRM)
Frame program
• SCRM (Supply Chain Risk Management) as a new approach to SRM (Supplier Relationship Management)
• Sources and types of risks in the supply chain – risks list
• Complex risk management programs
• Procurement strategy dilemma : savings or security?
• Supplier relation impact on risk
• Suppliers segmentation
• Mutual attractiveness matrix
• Category strategy development
• Methods: Value – at - Risk , supplier evaluation, risk record, risk mitigation costs quotation
Duration: 1 day
Mastered competences:
Data analysis Procurement category management Business acumen SRM Risk management Supplier assessment
Problem solving Critical thinking Analytical thinking Results orientation Strategic agility
www.e-bigfish.com.pl 9
Procurement Leaders
Academy
by Big Fish
10. Leadership in Procurement
Frame program
• Procurement team competences (procurement function development vs skills in the team, procurement role vs skills in the team,
procurement competences of the future)
• Building procurement leader authority (development of leadership skills, making decisions, controlling emotions, reaction to resistance)
• Leadership styles (according to Blanchard, effectiveness of each style and diagnosis of personal preferences toward each style)
• Building and developing the team (evolving rules of effective team work, building positive atmosphere in the team – collaboration and
knowledge sharing)
• Engagement in the procurement team (motivation DNA, motivation factors, leader role in motivating procurement team)
• Recruitment of procurement team members
• Effective communication and conflict management in the procurement team
• Work evaluation and skills development in the procurement team
Duration: 2 days
Mastered competences:
Leadership Managerial courage Building effective teams People development Conflict management Self control Results
orientation Self awareness
www.e-bigfish.com.pl 10
Procurement Leaders
Academy
by Big Fish
11. Building Effective Procurement Teams
Frame program
• Rules of effective team functioning
• Communication in the procurement team
• Effective communication between the leader and procurement team members
• Information flow in the procurement team
• Collaboration in the procurement team
• Providing feedback (managerial feedback/ peer feedback)
• Communication challanges
• Recognizing resources in the procurement team
• Group processes and their consequences for procurement team functioning
• Roles in the group and their significance for procurement team functioning
• Making group decisions
• Rules of team functioning that are approved by all members
Duration: 2 days
Mastered competences:
Leadership Managerial courage Building effective teams People development Conflict management Self control Results
orientation Self awareness
www.e-bigfish.com.pl 11
Procurement Leaders
Academy
by Big Fish
12. Motivating Procurement Team Through Coaching
Frame program
• Motivation as a prime management function – learning about personal skills towards team motivation
• Motivation factors
• Motivations through goals in the procurement department
• Motivation through values and collaboration
• Motivation vs manipulation
• Motivation concepts and techniques based on different approaches (classical, according to transactional analysis, motivation DNA concept)
• Sources of de motivation in the team
• Feedback as a key tool for team motivation
• Coaching as a tool to turn on the resources
- coaching styles and definitions
- role, skills and personality of the coach
- subordinates engagement in the coaching process
- coaching techniques
Duration: 2 days
Mastered competences:
Leadership Managerial courage Building effective teams People motivation People development Conflict management Self control
Results orientation Self awareness Influencing skills Diversity and inclusion Communication Interpersonal agility
www.e-bigfish.com.pl 12
Procurement Leaders
Academy
by Big Fish
13. Procurement Change Management Leadership
Frame program
• Leadership in change introduction
• Tolls to build authority and decision making
• Undertaking responsibility
• Communication in strategy introduction and change management
• Role and responsibilities of the leader in change introduction
• 4 ways of reaction to change
• Psychology of motivation – universal and effective models of people activation
• How to delegate responsibility?
• How to encourage others for taking risk and responsibility?
• Change management
• Key reasons of change
• Basic change barriers and how to overcome them
Duration: 2 days
Mastered competences:
Leadership Managerial courage Building effective teams People motivation People development Conflict management Self control
Results orientation Self awareness Influencing skills Diversity and inclusion Communication Interpersonal agility
www.e-bigfish.com.pl 13
Procurement Leaders
Academy
by Big Fish
14. Why Big Fish
Procurement Experts
Academy
by Big Fish
14www.e-bigfish.com.pl
Procurement Category Management
Savings Generation
Contract Management Workshop
SRM
SCRM
Procurement Negotiations
15. Procurement Category Management
Frame program
• Procurement strategy fundamentals
• STP analysis
• Internal stakeholders map
• Business requirements – AQSCI Model
• Internal environment analysis (Pareto, ABC method, TCO, cost models, VCA)
• External environment analysis (PESTLE, technology map, buyers and sellers analysis, suppliers matrix, Porter 5 Forces , SWOT)
• Preparation of category strategy (Kralijc Matrix, optimization strategies)
• Building relations with suppliers (suppliers mapping)
• Evaluation and proposal of strategic options
• Procurement strategy presentation
• Savings communication
• Risk plan
• Strategy introduction – savings monitoring
Duration: 2 days
Mastered competences:
Data analysis Category management Business acumen Procurement process Risk management Strategic souring Supplier evaluation Critical
thinking Results orientation Communication Strategic agility
www.e-bigfish.com.pl 15
Procurement Experts
Academy
by Big Fish
16. Savings Generation
Frame program
• Suppliers classification according to Kralijc Matrix
• Suppliers map – preparation of the strategy
• Cost analysis (cost models, TCO, value chain analysis)
• Suppliers base analysis (Porter 5 Forces , PESTLE, SWOT)
• Lean Sourcing
• Setting procurement goals
• Quick wins generation
• Cooperation with internal stakeholder
• Savings communication
• Risk management
• Procurement project management
Duration: 2 days
Mastered competences:
Data analysis Category management Business acumen Procurement process Strategic souring Supplier evaluation Critical
thinking Results orientation Communication Analytical thinking
www.e-bigfish.com.pl 16
Procurement Experts
Academy
by Big Fish
17. Contracts Management Workshop
Frame program
• Contract role and definition
• Contract forms
• Crucial elements of the contract
• Types of contracts
• Most important tips for buyers
• Cost management (TCO, cost breakdown, prices indexation in the contract)
• Corporate clauses
• Details of contracts for chosen categories depending on the Client needs
• Risk management
• Internal stakeholders management
• Suppliers choice and evaluation
Duration: 2 days
Mastered competences:
Data analysis Business acumen Supplier evaluation Critical thinking Results orientation Communication Analytical thinking Internal stakeholder
management SRM Risk management Contract management
www.e-bigfish.com.pl 17
Procurement Experts
Academy
by Big Fish
18. Suppliers Relations Management
(SRM)
Frame program
• SRM tolls
• Suppliers positioning (Kraljic Matrix)
• Our position at the supplier
• Developing strategy for each category
• Risk and Contingency plans
• Alternative suppliers
• Suppliers evaluation
• Effective communication with suppliers
• Communication with difficult supplier: conflict situations, dealing with manipulation and socio techniques, spotting a lie
• Influencing skills: rules and tolls
• Effective argumentation: rational and emotional
• Somatic construction of the statement
Duration: 2 days
Mastered competences:
Data analysis Procurement category management Business acumen SRM Risk management Negotiations Supplier assessment
Problem solving Conflict management Critical thinking Communication Assertiveness Results orientation Collaboration
www.e-bigfish.com.pl 18
Procurement Experts
Academy
by Big Fish
19. Supply Chain Risk Management
(SCRM)
Frame program
• SCRM (Supply Chain Risk Management) as a new approach to SRM (Supplier Relationship Management)
• Sources and types of risks in the supply chain – risks list
• Complex risk management programs
• Procurement strategy dilemma : savings or security?
• Supplier relation impact on risk
• Suppliers segmentation
• Mutual attractiveness matrix
• Category strategy development
• Methods: Value – at - Risk , supplier evaluation, risk record, risk mitigation costs quotation
Duration: 1 day
Mastered competences:
Data analysis Procurement category management Business acumen SRM Risk management Supplier assessment
Problem solving Critical thinking Analytical thinking Results orientation Strategic agility
www.e-bigfish.com.pl 19
Procurement Experts
Academy
by Big Fish
20. Procurement Negotiations
Frame program
• Key rules of effective negotiations
• Negotiation process
• Preparation for negotiation (BATNA, ZOPA, supplier information, 5W, specification, TCO, cost break down, Rfx, Kraljic Matrix, bundling)
• Preparation to negotiation – check list
• Psychology of negotiations: communication during the negotiation process
• Conflict as a staring point to the negotiations
• Diagnosis of personal negotiation style
• Negotiations with difficult supplier – analysis of resistance
• 5 ways to overcome resistance
• Negotiation pitfalls
• Group negotiations
• Negotiation with internal client
• Mastering influencing skills
Duration: 2 days
Mastered competences:
Data analysis SRM Negotiations Critical thinking Business acumen Conflict management Results orientation Communication
Analytical thinking Composure
www.e-bigfish.com.pl 20
Procurement Experts
Academy
by Big Fish
21. Why Big Fish
Junior Procurement Experts
Academy
by Big Fish
21www.e-bigfish.com.pl
Quick Step into Procurement World
Contract Management Workshop
Tender Process
Procurement Negotiations
22. Quick Step into Procurement World
Frame program
• Procurement role, procurement areas, procurement typology
• Procurement process stages
• Needs analysis
• Market analysis
• Procurement tools
• TCO, cost models, specification
• Rfx process
• Negotiations
• Suppliers selection and contracting
• Cooperation with internal stakeholders
• Supplier relationship management elements
Duration: 2 days
Mastered competences:
Data analysis Negotiations Procurement process Business acumen Results orientation Communication Analytical thinking
www.e-bigfish.com.pl 22
Junior Procurement Experts
Academy
by Big Fish
23. Contracts Management Workshop
Frame program
• Contract role and definition
• Contract forms
• Crucial elements of the contract
• Types of contracts
• Most important tips for buyers
• Cost management (TCO, cost breakdown, process indexation in the contract)
• Corporate clauses
• Details of contracts for chosen categories depending on the Client needs
• Risk management
• Internal stakeholders management
• Suppliers choice and evaluation
Duration: 2 days
Mastered competences:
Data analysis Business acumen Supplier evaluation Critical thinking Results orientation Communication Analytical thinking Internal stakeholder
management SRM Risk management Contract management
www.e-bigfish.com.pl 23
Junior Procurement Experts
Academy
by Big Fish
24. Tender Process
Frame program
• Roles and responsibilities of procurement vs other functions in the organization during the tender process
• Types of Rfx – when you should and when you should not go through the process
• Code of conduct
• Best practices of Rfx
• Setting tender goals
• Communication tolls with suppliers and internal stakeholders
• Suppliers offers evaluation criteria
• Methods: internal needs analysis, suppliers market analysis, specification development, tender key rules, SRM, internal stakeholders
relations management
Duration: 1 day
Mastered competences:
Data analysis SRM Negotiations Critical thinking Business acumen Results orientation Communication
Analytical thinking Internal stakeholder relations management Suppliers assessment
www.e-bigfish.com.pl 24
Junior Procurement Experts
Academy
by Big Fish
25. Procurement Negotiations
Frame program
• Key rules of effective negotiations
• Negotiation process
• Preparation for negotiation (BATNA, ZOPA, supplier information, 5W, specification, TCO, cost break down, Rfx, Kraljic Matrix, bundling)
• Preparation to negotiation – check list
• Psychology of negotiations: communication during the negotiation process
• Conflict as a staring point to the negotiations
• Diagnosis of personal negotiation style
• Negotiations with difficult supplier – analysis of resistance
• 5 ways to overcome resistance
• Negotiation pitfalls
• Group negotiations
• Negotiation with internal client
• Mastering influencing skills
Duration: 2 days
Mastered competences:
Data analysis SRM Negotiations Critical thinking Business acumen Conflict management Results orientation Communication
Analytical thinking Composure
www.e-bigfish.com.pl 25
Junior Procurement Experts
Academy
by Big Fish
26. Why Big Fish
Procurement Soft Skills
Academy
by Big Fish
26www.e-bigfish.com.pl
Building Relations with Internal
Stakeholders
Dealing with Change
Getting Things Done
Conflict Management
27. Building Relations with Internal Stakeholders
Frame program
• Internal stakeholders mapping – RACI model
• Business requirements – 5W technique
• Communication in building satisfactory relations with internal client
• Effective argumentation, looking for common ground, managing conversation
• Persuasion
• Non verbal communication analysis
• Rational and emotional communication
• Communication barriers
• Significance of feedback
• Identification of most common attitudes and reactions: analysis of strong or weak personality points of interlocutor
• Dealing with difficult partner: conflict situations, socio- techniques, manipulation, resisting allegations
• Stimulating and reducing conflict, conflict management
• Rules and tolls for influencing others
Duration: 2 days
Mastered competences:
Negotiations Critical thinking Business acumen Conflict management Results orientation Communication Stakeholders management
Listening Composure Pro activeness Assertiveness
www.e-bigfish.com.pl 27
Procurement Soft Skills
Academy
by Big Fish
28. Dealing with Change
Frame program
• Change in the organization (change indicators, change types)
• Change process model
• Change dynamics – K. Lewin concept
• Building common vision, engagement, change plan, overcoming resistance, change consolidation and reinforcement
• Change introduction structure – Kotter model
• Me during the change process – personal „pros and cons” (finding resources to facilitate change, recognizing factors that handicap changes,
change introduction and realization)
• Most common reasons of change resistance in procurement department and during cooperation with internal clients
• Overcoming change resistance
• Communication during change process
• Formal and informal communication
• Creating constructive, supporting attitude in the team when facing new situations
• Providing effective feedback during change process
• Presenting benefits of the change
Duration: 2 days
Mastered competences:
Adaptation Critical thinking Business acumen Conflict management Results orientation Communication Dealing with ambiguity
Communication Stakeholders management Pro activeness Listening Composure
www.e-bigfish.com.pl 28
Procurement Soft Skills
Academy
by Big Fish
29. Getting Things Done
Frame program
• Simulation game „Your Time”
• Managing energy
• Fundamental techniques of time planning
• Analysis of daily agendas of the participants
• Time management techniques
• Dealing with distractor
Thanks to the simulation game, the participants will experience real effects of different approaches towards time management and
they will learn about the differences in the results. Training bases on the holistic approach towards time management. The participants will
prepare their daily agendas before and after the first day of training. They will observe their time management habits and they will correct them
with trainer’s help.
Duration: 2 days
Mastered competences:
Results orientation Work organization Assertiveness Perseverance
www.e-bigfish.com.pl 29
Procurement Soft Skills
Academy
by Big Fish
30. Conflict Management
Frame program
• Types of conflicts in the procurement department and within the organization
• Conflict dynamics
• Conflicts that can be negotiated and conflict dead-ends
• Constructive and destructive energy of the conflict
• Conflict that inspires to change
• Sources and mechanism of conflicts, managing conflict
• Mediations during conflict situation – rules and techniques
• Conflict between procurement team and the rest of organization
• Stimulating and reducing conflict, conflict management
• Personality and conflict – individual style of acting during conflict situation – auto diagnosis
• Influence of tension on conflict
- Recognizing emotions and identifying its significance
- Stress and emotions control
- Beliefs and stereotypes that enhance conflict
Duration: 2 days
Mastered competences:
Adaptation Results orientation Assertiveness Collaboration Critical thinking Composure Conflict management Communication
Stakeholders management Listening www.e-bigfish.com.pl 30
Procurement Soft Skills
Academy
by Big Fish
31. Knowledge transfer methods by Big Fish
► We believe that - creating awareness and willingness to learn AND Learning by doing – are the most efficient methods in the learning process
by/for adults (andragogy) to help develop skills in a complex environment.
► To learn effectively, a person needs to be willing to learn, meaning he/she has to accept that there is something he/she can still improve. A
good part of our material is dedicated to simulations, cases, role plays to allow participants to evolve in an interactive mode and to
continually practice.
► Our experts are all experienced senior professionals with international, practical experience in Purchasing & Supply Chain and Psychology,
both on an operational and a strategic level. Their implication allows to address ad hoc any concrete cases and issues that might arise during the
sessions and/or be the concrete concern of the participants.
► Cases and role plays come from “real situations” either provided by us or designed based on client specific environments. They are constantly
refreshed and updated to include both “classical” and “atypical” approaches.
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Big Fish Academy