Building the client's internal category management capability through train-the-trainer workshops

Business Situation

Solution Implemented

Benefits Delivered

• Category management process developed and documented.
• Initial training completed on the sourcing tools.
• New materials needed on SRM and gaps to fill on sourcing.
• First train-the-trainer programme successfully completed.
• Large global procurement organisation – 1000+ people.

• Category management toolkit enhanced with new materials.
• SRM tools given specific focus to launch supplier management.
• Client materials blended with Future Purchasing’s IP.
• Train-the-trainer workshops run globally for procurement trainers.
• Client continues the training of the large procurement team.

• 50+ client trainers able to run the new workshop internally.
• Full transfer of skills and knowledge from Future Purchasing to the client.
• 600 procurement people to be trained without extra external costs.
• SRM established as a key focus area for procurement globally.
• Blueprint established for future skills development programmes.

Development of the Workshops

• Design team established.
• Key workshop content agreed.

• Detailed agenda developed.
• Didactics agreed for each session

• Slides and handouts.
• Workbook layout and content.

• Validate materials.
• Fine-tune agenda and flow.

• Amend agendas and content.
• Finalise and print materials.

• Agenda, Objectives, Introductions
• Step 1 - Planning Cycles

• Step 3 - Value Levers
• Practice Session

• Step 7 - Supplier Development
• Practice Session

• Step 1 - TCO
• Practice Session

• Step 4 - Consultative Selling
  

• Step 7 - Supplier Development
  Continued

• Step 2 - Supplier Risk Profile
  

• Step 4 - Conflict Management
• Practice Session

• Step 7 - Supplier Development Continued

• Step 2 - Supplier Segmentation

• Step 5 - eSourcing Criteria
• Step 7 - Supplier Performance Management
• Practice Session
  

• Practice Session
• Workshop Review & Action Planning
  

• Review of day & action planning

• Review of day & action planning

• Conflict Management

• Preparation for day 3