TCO Academy
Procurement training and coaching, grounded in the field
Off-the-shelf procurement training often stays theoretical. Buyers return to their desks with no idea how to apply what they heard in the room.
I pass on what I used myself on assignment, not what I read in textbooks.
All my teaching cases are real situations, anonymized.
All my modules build on real indirect industrial procurement cases: MGA negotiation under pressure, building defensible price-revision formulas, category strategy on complex portfolios, debriefing lost tenders. I give tools buyers use the very Monday after the training.
5 off-the-shelf modules + a needs audit included
Principled negotiation
Training in Mutual Gains Approach negotiation from the Harvard Negotiation Project, completed at the Centre Européen de la Négociation in Paris. BATNA preparation, identifying interests, generating options, objective criteria.
Buyer / supplier teaching game
Immersive simulation: your team plays both buyer AND supplier on the same tender. It reveals each side’s blind spots. Structured debrief on the behaviours observed.
Price-revision formulas
Technical module: understanding the relevant indices by family, building a defensible formula, anticipating the caps (ceiling, floor, neutralization). Practical cases in chemicals, energy, transport.
Category strategy
A complete method for building a category strategy: spend analysis, Kraljic, supplier profile, TCO, 3-year action plan. Introduction (1 day) or advanced (2-3 days).
Coaching for senior buyers
Individual support on real tenders: preparation, debriefing, adjusting the stance. 1h every two weeks over 3 to 6 months.
Needs audit
Before any training: assessment of current skills, identifying the gaps, calibrating a bespoke programme. Avoids off-the-shelf, off-topic training.
Procurement training often stays theoretical. I pass on what I used.
Let’s talk about your context.
First conversation free, reply within 48h. No commitment.