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Description

Procurement Marketing: Segmenting the Portfolio, Analysing Markets and Setting Priorities

Knowing where to focus effort when the portfolio holds hundreds of supplier references

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

A procurement portfolio is rarely managed category by category: requests are answered, whatever surfaces is renegotiated and the rest is left untouched. Effort is concentrated where it is demanded rather than where it pays off, while entire categories go unreviewed for long periods.

Two days to build an overall view: grouping spend into coherent categories, analysing supplier markets and balances of power, positioning each category on a priority matrix and deriving a differentiated sourcing strategy from it. Participants leave with a map of their own portfolio and a sequenced action plan.

Learning objectives

  • Group spend into coherent procurement categories
  • Analyse a supplier market and its balance of power
  • Position each category on a priority and risk matrix
  • Derive a sourcing strategy suited to each segment
  • Build a prioritised action plan across the portfolio

What makes this programme different

Segmentation is carried out on the participant's own actual spend data
Market analysis is conducted on a procurement category chosen by the group
The action plan is estimated in workload terms and then scheduled

Programme

1Segmenting spend

Building categories that make sense

  • Making use of the available accounting and supplier data
  • Grouping spend by supplier market rather than by department
  • Identifying spend scattered across several entities
  • Making the category structure reliable and maintaining it over time

2Analysing the supplier market

Understanding the ground before acting

  • Identifying the structure of supply and the credible players
  • Identifying price drivers and how they are moving
  • Assessing how attractive the company is to its suppliers
  • Researching the substitution options available

3Positioning and making trade-offs

Concentrating effort where it counts

  • Cross-referencing spend weight with supply risk
  • Placing each category on a portfolio matrix
  • Choosing between competitive tendering, partnership and securing supply
  • Weighing quick wins against longer-term groundwork

4Building the action plan

Moving from analysis to decision

  • Defining a strategy and its levers for each category
  • Estimating the workload and the expected gains
  • Sequencing actions across the coming financial year
  • Presenting the plan to internal stakeholders and senior management

Who is it for

Buyers and procurement managers, together with management controllers involved in spend analysis and priority setting.

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.