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Description

Procurement: Analysing Costs, Negotiating with Suppliers and Managing Performance

Deliver lasting savings across your procurement portfolio without weakening supplier relationships

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Cost reduction is too often limited to a year-end discount that is wiped out by the following year's price increase. The price paid is never broken down, the supplier panel never changes, and the buyer negotiates with no understanding of the cost structure on the other side of the table.

Two days to build savings that hold. The programme starts with portfolio analysis and the breakdown of total cost, prepares the negotiation through an assessment of the real balance of power, then addresses the conduct of the meeting itself and the monitoring of supplier performance. All exercises are based on procurement categories brought by the participants.

Learning objectives

  • Segment a procurement portfolio according to business stakes and risks
  • Break down the total cost of a purchase beyond the invoiced price
  • Analyse the supplier market and the real balance of power
  • Prepare a negotiation with defined objectives and room for manoeuvre
  • Conduct a negotiation meeting and handle counterpart tactics
  • Monitor supplier performance and secure the savings achieved

What makes this programme different

Each participant prepares the negotiation of one procurement category from their own organisation
Negotiation meetings are role-played then reviewed against the concessions actually granted
The total cost breakdown is carried out on real invoices brought to the session

Programme

1Portfolio and Cost Analysis

Knowing where the savings are

  • Segment purchases by spend weight and risk level
  • Break down the total cost of ownership of a purchase
  • Identify hidden costs linked to quality and lead times
  • Prioritise the procurement categories to be addressed first

2Supplier Market and Balance of Power

Negotiating from an informed position

  • Analyse the structure of the supplier market and its constraints
  • Assess the mutual dependency between both parties
  • Reconstruct the supplier's cost structure
  • Identify levers other than a price discount

3Preparing and Conducting the Negotiation

What is decided before the meeting

  • Set objectives and walk-away points for each variable
  • Prepare the trade-offs to request in exchange for a concession
  • Open the meeting and frame how it will unfold
  • Handle pressure tactics and last-minute demands

4Contracting and Supplier Performance

Turning the agreement into real savings

  • Formalise the agreement and its conditions of application
  • Put in place monitoring indicators shared with the supplier
  • Run performance reviews and address deviations
  • Measure the savings achieved and have them recognised internally

Who is it for

Buyers · supply planners · department heads and business owners who negotiate with their suppliers.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.