Training and Education - QP Group and Procurement Academy were jointly selected via a global RFP process to support this company with online, webinar and classroom training for multiple hard and soft skill Procurement competencies. The design and development began in 2015 with the global rollout beginning in 2016 to over 250 procurement resources. Both off-the-shelf and custom developed webinars are being delivered to learners in N. and S. America, EMEA and APAC. Classroom training has been tailored to meet the client’s needs and is being delivered in the same geographies. QP Group is managing and accountable for all of the workshops and webinars, with delivery of the workshops/webinars for hard skills (which are fully aligned with Procurement Academy’s online eLearning courses). QP Group is managing a third-party training company for delivery of the soft skills training.

Training and Education - QP Group was engaged to provide full Procurement transformation support including organization analysis and design, category sourcing support and to develop a full training and education program. The initial training program including conducting a needs analysis, then developing a full classroom training program to over 500 procurement and business management professionals over a five year period. After bringing the training in-house and then on-line, the client determined that the quality of the training had deteriorated significantly, therefore in 2014 they re-engaged QP Group. Since our re-engagement in late 2014 we have delivered and instructed 300+ learners through more than fifteen face-to-face workshops (in N. America, S. America, Europe and Asia) and multiple webinars series'.

Training and Education - QP Group was engaged by a European based Global supplier for process technology, equipment and systems with over 600 procurement personnel to develop and deliver Category Management workshops to multiple global locations. The material was tailored to meet their specific content needs and fully aligned with Procurement Academy e-learning modules. To date, workshops have been delivered to over 75+ learners located in China, Germany and the US.

Opportunity Analysis – The Client was using a third party aggregator to leverage spend and negotiate contracts in some category groups. Many contract had long renewal terms calling for price increases in industries where pricing trends were stable or downward. QP Group was engaged to conduct a detailed spend analysis by sub-category, supplier and market basket line items. We also analyzed and dissected the current processes to identify waste and inefficiency. The Stakeholders were involved in the process and priorities established based on market trends and facts and data. Recommendation included a phased approach with Phase 1 Quick Win plan targeting $50 million in savings and Phase 2 and 3 initiatives identified path to deliver over $300 million in savings over a three year period.

Procurement Transformation – One of the world’s largest pharmaceutical companies had already improved its procurement capability but realized further benefits could be delivered through a more focused program of improvements. QP Group helped the client create a master plan for the next level of organization improvement. A master plan was developed and an approach was taken to ensure business involvement was focused on where it was needed most and a Sourcing Management Process was tailored to ensure effective deployment of resources. This reduced the involvement of the business on non-critical projects and helped deliver benefits on average 50% quicker than before and the procurement team felt more engaged and valued.

Legal Services – Global Pharma client was spending in excess of $200 million per year on legal services utilizing over 100 providers and increasing each year. Previous attempts to optimize spend were unsuccessful because of lack of resources and inability of internal organizations to collaborate. QP Group’s approach included rigorous market and benchmark data collections, work flow analysis and assessment of cost drivers for each category of spend. Proof of concept strategy implemented for Paralegal Services delivering over 40% savings within four months of engagement. Legal Associate spend was then addressed delivering over 30% in savings. An additional 15% was saved through better management and Legal gained greater confidence that spend optimization would not impair the execution of the company’s legal strategy.

Meetings and Events – Our client was spending over $150 million per year on meetings and events with less than half flowing through a centralized department. We helped lead a cross functional global team formed from over 14 functional areas, conducted marketplace and industry analysis and peer company benchmarking. Strategy developed resulted in savings of almost 15%, consolidating suppliers and leveraging global spend and allowed the client to reallocate internal resources from operational to strategic business activities.

Lab Supplies – Client’s annual spend on lab supplies was in excess of $100 million with over 1,000 suppliers but one supplier accounted for 40% of the spend. Due to prior relationships, many suppliers were successful in removing procurement’s involvement and end users liked having total freedom to order how they wanted. The cost of change fears prevented the client from challenging the marketplace. QP Group was engaged and led a cross functional team to develop business requirements and a complete market analysis. Existing contracts were re-negotiated and new web technologies were utilized to make it easier for stakeholders to procure preferred products. Additionally, new SLA’s were developed to meet stakeholder expectations and savings were delivered in excess of 11%.

Capital Equipment – A Global Biotech was undertaking a multi-million global equipment program supporting a larger overall Capital Building program and engaged QP Group to lead the cross functional team. We led the efforts to develop global business requirements, complete market analysis, negotiate global MSA’s and implement vendor management practices. Overall savings delivered averaged 15 -20% or over $20 million on the subcategories addressed by our team, along with mitigating risks associated with incumbent supplier decisions.

Procurement Transformation – The Client did not have a Global Procurement function but did have resources performing tactical sourcing within the IT department and a good purchasing program covering approximately 80 hotels in Europe. Client CPO brought in QP Group to assist with a comprehensive global Opportunity Analysis. The findings were presented to Executive Team and establishment of a Global Procurement function and a comprehensive Change Management Plan were part of the overall approved recommendation.

Initial QP Group team helped drive year one savings of over 15% and over the length of the engagement, QP Group resources drove the development of sourcing strategies, revised procurement processes and policies, and enhanced supplier management in spend areas across the organization including Marketing, IT, Corporate Services, Hotels and New Brand Development. The organization was built with a mixed blend of client employees, direct contractors and QP Group resources delivering savings in excess of $300 million over a four year period.

Procurement Systems and Processes - The Client did not have a centralized Global Procurement function and therefore had limited use of tools and processes. Once the centralized organization was being formed, QP Group led the establishment of key systems and processes including a global spend analysis, eRFx/Auction and contract management tool, savings definitions and tracking process, Purchase Order system. In addition, QP Group imbedded the Sourcing Management Process (SMP) with its tools and templates as the common process and language across the new procurement organization. Collectively the implementation of all these new tools/processes provided greater spend visibility, greater control prior to purchase, reduced risk to the business and increased efficiency and overall engagement with key stakeholder groups.

Print Services – the Client’s global print needs were managed locally/regionally without Brand requirements to use designated print service providers. Additionally, flexibility was further reduced by existing contract with a group purchasing organization in the US. QP Group helped the client, fully understand business needs, source and select a new multi-regional print service provider resulting in leveraged volumes across brands, deploying a new technology platform and standardized specifications. The selected service provider also provided an onsite print manager at no additional cost. Savings delivered were in excess of 28%.

Food Services – the Client wanted to expand the Food Services offering to managed and franchisee brand hotels in the US and Canada. The current GPO contract was up for renewal and they were not interested in expanding the program to additional locations. Additionally, there was no transparency to multiple levels of pricing and this was important to be able to expand the program to include franchisee hotels. A strategic sourcing team led by QP Group personnel was formed with key stakeholders from Operations, Marketing, Legal and Finance. Alternate GPO’s and distributors were actively solicited, extensive facts and data was gathered and business requirements were revised to include the franchisee needs. End result was a new GPO and food distributor was selected and a new Food Services offering devised to include full transparency, greater control of product selection and savings on food pricing. To gain even greater visibility and efficiency, an online P2P platform was implemented.

Social Media Strategy – The Client had varying levels of development in its Social Media presence and processes among its multiple Brands with differing assets, budgets, objectives, positioning and strategies. QP Group led a multifunctional team to assess and review appropriate agencies selecting one agency to complete an inventory assessment, develop an overall strategy and specific strategies for each Brand. Results included reductions in rate cards, reductions in account management staffing and overall cost savings of 20%. Additionally, this was used as a model for subsequent campaigns helping to reduce other future costs.

Merchant Card Services - QP Group led a joint strategic sourcing team for Client Merchant Services across the Americas and Europe engaging finance and treasury business functions. Volumes were not effectively leveraged and existing agreements contained many obscure and bundled transaction fees, limited visibility and access to spend and did not contain hotel level data and franchised transaction invoices. The end result was to secure economies of scale pricing, web based and transparent reporting, developing a global process and average savings of 60%.

Procurement Transformation -Our International client after a large acquisition found themselves with two solid traditional procurement organizations that favored an engineering orientated approach to procurement and wanted to deliver value to its business to help offset rising operating costs. They had many suppliers doing business with multiple client locations and a supply base resistant to commercial leverage. QP Group’s recommended solution included implementing a global initiative with an intensive education program with cross functional team on multiple continents, provided facilitation, project management and coaching to the teams to ensure breakthrough results. Savings delivered exceeded 10%, strategic relationships with suppliers yielded significant quality improvements and skill sets of the procurement team were improved to match business requirements.

Supplier Relationship Management – Our Client was one of the world’s largest companies in its industry, providing services in numerous countries. One key supplier provided different solutions in many countries and this restricted our client’s ability to work effectively with the supplier to deliver value to the end user customers. QP Group’s solution involved gathering full relationship needs from both companies (sales, marketing and operations), helped establish appropriate governance structure and set up internal workshops to work through all issues. Numerous benefits were derived, including savings of 10% of total spend with this supplier and both organizations’ sales departments are jointly pursuing new customers as a major work stream.

Folding Cartons – Global Medical Technology Company had 700 specifications for folding cartons across eleven manufacturing sites. QP Group was engaged to help the client deliver savings and optimize the use and capabilities of their suppliers. Some of the solutions included establishing a cross functional team and working with team leaders, packaging designers and engineers to simplify the buying process, standardize cartons, and allow for the use of e-Auctions and leveraged buying opportunities. Savings delivered exceeded 18% and number of suppliers was reduced significantly.

Energy – Client engaged QP Group to help identify and implement an energy strategy across their nine mills in four different European countries to address the rising cost of energy. Solution included a three year strategy with multiple elements including creating market powers by cooperating with large users, demand management, inclusion of green and renewable sources, and investment in higher efficiency equipment along with proper purchasing practices. Annual savings were almost 10% and all capital investment was paid back within three years. Additional benefits included reduction in carbon dioxide emissions, reduction in market exposure and reduced equipment failure risks.

Opportunity Analysis – Global Services provider has done initial high level assessment indicating triple digit million dollar savings opportunity on their $2 billion Indirect Spend but had limited resources to and engaged QP Group to help develop the plan and roadmap to capture the savings. QP Group utilized the data collected and sanitized by the client, collected additional data, conducted stakeholder interviews, analyzed external governance and business risks and created multiple analytical outputs. The output included a spend analysis with stratification of each category, savings opportunities and actions to achieve along with identifying the appropriate sourcing approach within each supply sector. We also produced a summary of the voice of the stakeholders and created a two year Sourcing Wave Plan and recommendation of organizational model to adopt.

Improve Procurement Capability – A Global Insurance Company with general consumer and business-to-business clients used a significant number of local contractors to assist with insurance claims. As a result, the large number of firms used led to difficulty in managing the business both in terms of cost and in delivery of consistent service levels. QP Group was engaged to identify opportunities for improving procurement capabilities across the organization. Key solutions delivered included identification of gaps in skills and knowledge in client procurement teams, which were then filled by training and recruitment, new process put in place to introduce best practices into the organization and a Quick Wins program led to double digit $million savings within the first five months and longer term savings of triple digit $million.

Procurement Transformation – As a result of deregulation and new competition, a large multi-national telecom provider was under pressure to deliver better performance for its operations in the Americas and the Caribbean. Contributing to the challenge, many of the employees responsible for 70% of the company’s spend were not formally part of the supply chain organization. QP Group conducted a two month opportunity analysis across a sixteen country, multi-lingual environment and identified and implemented a savings plan delivering a 16% reduction in operating costs, developed a governance structure comprised of key executives and stakeholder decision makers and restructured the strategic sourcing organization.

IT Hardware – A Major Financial Services Company engaged QP Group to assist with improving and gaining better control over their IT Hardware spend. An existing practice had been in place several years resulting in price structures and specifications not being revisited even though the marketplace had experienced significant change. Additionally employees had been allowed to authorize IT expenditures locally. Some of the solutions implemented included establishing a cross functional team with Procurement, IT and user community to gather business requirements, research the marketplace, set specifications and create a Technology roadmap. A help desk was established, strategies developed to improve and standardize purchases (reducing complexity for IT group) and savings realized of 14% plus a major reduction in supplies of 95%.

Food Manufacturing – A North American Food Manufacturer was experiencing lack of consistency across multiple plant locations for substrates used in the manufacturing process and an uncooperative monopolistic supplier. QP Group was engaged to help the client understand the costs for each plant, develop better specifications to be accepted by both sides and identify vertical integration opportunities. Multiple operation and cost benefits were achieved in the process and the regional disparity in quality was addressed.

Food Processing – An International Bread Company engaged QP Group to help improve the sourcing approach and drive additional savings. Some of the solutions included an overhaul of the approach to sourcing and supplier management, establishing clarity about business requirements, challenging wants vs. needs and measuring/reporting progress in a clear and consistent way. In addition to developing sustainable advanced sourcing methods, supplier management improved and supplier complacency was eliminated and savings realized across both direct and indirect categories exceeded 11%.

Advertising Agencies - Global Beverage Company was spending more than $100 Mil with over 40 advertising agencies and engaging work on a project by project basis. QP Group was engaged to assist in delivering savings and improve agency performance. Some of the solutions included reducing the number of agencies, developing agency billing arrangements that were cost plus and linked to performance. In addition to delivering initial savings over 15%, future work plans came in at 20% less than agency estimates and Brand messaging became more consistent on a global basis.

Training and Education – Over the past nine years, QP Group has been engaged by multiple entities within this company to provide category management support/coaching, category review support and various training topics. The primary need for the training was the global rollout of Category Management which included developing a tailored methodology and tool set, classroom training delivery, and Level 1 certification program and light-touch coaching. This covered over 300 procurement professionals and was delivered in the US and multiple locations in Europe and Asia. In late 2014, in alliance with Procurement Academy (global on-line role based training) to provide class-room training first in Category Management, then SRM and Negotiations in the US, Europe, China (delivered in Mandarin) and Australia. In addition, we have delivered over 25 highly-interactive webinars (which are fully aligned with Procurement Academy eLearning courses) to procurement professionals in all regions. To date we have trained over 700 classroom participants and approximately 175 learners via webinar.

Training and Education – Client had significant spend, most of which was managed by functional areas and with little consistency in how goods/services were sourced. QP Group was engaged to provide category sourcing support and develop a full training and education program to equalize the procurement skills across the organization. We conducted a current state/needs analysis, developed full training program, conducted 25 workshops for over 300 procurement professionals, developed a train-the-trainer program and delivered Stakeholder overviews for Senior Level Stakeholders. The Stakeholders are now allowing the procurement organization to influence a larger portion of total spend and the Sourcing Management Process (SMP) training has provided the foundation that has driven the organization to exceed savings targets. It has been more than 10 years since the initial transformation work, and every year since we continue to provide SMP training for new hires (including resources from the GPO they use).

Training and Education – QP Group was engaged by US CPO in charge of Indirect Spend to help develop and deliver formal sourcing training to his organization. We developed a process to integrate our tools and techniques with the client process and tools and to deliver coaching and training to members of his organization. A hybrid format was developed incorporating on-site classroom training with on-site application sessions and remote follow on coaching. This has resulted in each category manager benefiting from “learning by doing” and coaching of the leadership team has resulted in more consistent and effective application of their procurement processes.