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| Ohanes Missirilian （オハネス・ミシリリアン） |
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Managing Director of By-Action Learning, Electronic Engineer, MBA, Mphil - Brazilian |
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More than +500 days of training and cross-functional workshop
facilitation in more than 20 countries, for 50 different nationalities and to a large scope of industries.
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References: Alcan, Air Liquide, Alstom, Arcelor, Aventis, BASF, Bayer, Clariant, Colgate, DuPont, Ericsson, Electrolux, FrieslandFoods, Goodyear, Magnetti Mareli, Nestle, Nexans, Nokia, L’Oreal, PSA, Sanofi, SKF, Siemens, Solvay, Valeo, Volvo, Unilever |
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Teaching and research activities: MBA and Master programs at the European Institute of Purchasing ManagementI (EIPM) ,EM Lyon Business School, HEC Geneva. |
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Topics of expertise: Key Supplier Management, Category Strategy, purchasing best practices, Purchasing Strategy and Organization, Performance indicator |
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| 1 : How to define and formalize a Category Purchasing Strategy - 3 days |
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This session provides the process and tools required to define and formalize the purchasing strategy for a specific category. The purchasing strategy, specific to a category, defines how the company will manage the category in terms of: internal integration level, supplier base and competition process, levers to increase competitiveness, contract policy, and the implementation orientations leading to the purchasing solution.
The strategy must provide a solution which integrates the two dimensions of the category contribution: cost competitiveness and differentiation.
The session is structured around a process and a toolbox for immediate application.
The process, templates and toolbox can be customized or developed specifically to meet the company’s industry, culture, environment and maturity. |
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| 2 : How to implement the Purchasing Strategy - 3 days |
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| This session provides the process and tools required to implement the purchasing strategy defined on Reverse Marketing Part 1 - How to define and formalize a Purchasing Strategy.
The session covers the tactical aspects of purchasing, from defining the Request for Quotation, sourcing suppliers, selection, negotiation, contract implementation, and monitoring.
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| 3 : Negotiation - fundamentals - 3 days |
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The session covers two aspects for effective negotiation: the buyer’s behavior (talent) and the negotiation process (techniques).
The session provides to each participant the opportunity to assess his individual talent to manage a negotiation process. Participants will identify their strengths and improvement opportunities in order to better manage and adapt their behavior during a negotiation.
The session delivers the necessary knowledge and provides the opportunity to practice a basic negotiation process covering the preparation, the face to face and conclusion phases.
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| 4 : Purchasing for KAMs and sales: improving business success by putting yourself in the buyers shoes - 2 days |
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Purchasing has evolved from a traditional price negotiation function to a more strategic one. Understanding what has changed in the purchasing process and the role of buyers become a key factor for successful business development for many sales and KAM professionals.
This module provides the opportunity to sales, KAM and marketing people to put themselves in the buyers’ shoes in order to understand how a buyer “thinks and behave”.
After this module participants will be able to re-think and to adapt their market positioning, business development and relationship approaches when dealing with companies with a mature purchasing function.
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| 5 : How to increase value contribution from your Purchasing organization? - 3 + 2 days |
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Today, companies have identified the impact of supply management to their cost competitiveness and differentiation. Purchasing Executives have the challenge to deliver the contribution to the competitive advantage of companies by managing the evolution of the Purchasing function.
This module brings the latest concepts and tools to manage the development of a Purchasing function in order to become an effective contributor for value creation in the company.
It will give the opportunity to participants to implement part of their learning and present the results to the classmates for feedback and further improvement plans.
After this module participants will be able to set a progress plan to increase Purchasing value contribution and competitive advantage. They will be able to align the strategy, process, organization, skills and the relevant KPIs to drive growth and deliver value through Supply Management.
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（PDFファイル：92KB）
