Who should attend

Specialists from acquisitions and commodity managers in companies producing small and big series, companies that are producing raw materials, construction companies, and/or industrial assembling, aviation, marine, road, oil industry companies, service companies or persons who will be active in acquisitions. This course it is not addressed to buyers from retail companies and purchasers in the public sector

Why should you choose this course

In the age of globalization, acquisitions represent over 60% of the costs of companies and contributes significantly to the company's profit growth and competitiveness of the products. This course offers competences for assessing and organizing a portfolio of acquisitions, develop an inquiry and analyzing it, understanding the purchase price, approval of suppliers and products.


What is the structure of this course?


Chapter 1: History, evolution and importance of acquisitions in the industrial and service companies
The main roles entrusted to acquisitions
Chapter 2: Types of organizations in acquisitions

Functions and roles

Advantages and disadvantages for each type of organization
Chapter 3:  International Acquisitions - organization, markets and suppliers
Chapter 4: Purchasing Fundamentals
Acquisition portfolio, Kraljic matrix - the segmentation method of products purchased

Consolidation and standardization of products and services purchased

Analysis techniques of the acquisitions portfolio (Pareto and ABC method)


Chapter 5: Offer request
Expressing the requirements of products purchased in order to draw the offer request (ACDE matrix)
Identify and analyze the internal risks related to the offer request
Analyzing the suppliers’ offers and risk management related to the offers
Chapter 6: Analysis of prices
Suppliers’ Strategy in preparing offer prices
Rating prices: global and analytical methods
Decomposition of prices in basic elements
Formula to update prices
Total Cost of Ownership (total acquisition cost)


Chapter 7: The search process and finding new suppliers
The process and methods of analyzing the provider markets/product
Research techniques for new providers and their utility
The request for information and primary assessment of potential suppliers
Classification of suppliers using key criteria (quality, organization, production capabilities, customers)
Chapter 8: Supplier’s certification and approval of new products
Stages: audit provider, auditing manufacturing process
The differences between productions produced in large and small /unique series
Follow-up supplier
Techniques to improve suppliers and production process (Kaizen or improved / continuous development of suppliers)

Chapter 9: Current Trends in Acquisitions
E-Auction, Procurement, Market Place
Sustainable Procurement / Sustainable Purchasing
Chapter 10: Purchases and Supply
The notion of Supply Chain
JIT, Kanban, consignment stock


Course date: 

Commercial conditions

Additional information on tel: 0726268256, 0727336314

For a group of 10-14 participants we can run an in-house course that can be delivered at your headquarter or in any location of your choice, on a mutually agreed date.


"The only course that explains the acquisitions process in a comprehensive way."
Adriana Constantin, Inginer, Antibiotice S.A.

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