Big Fish Academy provides procurement training programs to build professional procurement teams. It offers four main academies for procurement leaders, experts, juniors, and soft skills. The document outlines Big Fish's mission, history, programs, and processes. Key programs include category management, savings generation, contract management, negotiations, and change leadership. Big Fish takes a holistic approach to skills development through modules, diagnosis, and follow up.

1. Big Fish Academy
Big Fish in international leader in
Assessment
Recruitment
And Training
of procurement and supply chain teams
1www.e-bigfish.com.pl
Procurement
Leaders
Academy
Procurement
Experts Academy
Junior
Procurement
Experts Academy
Procurement Soft
Skills Academy

2. Big Fish Mission
To build and develop professional teams, that will
ensure achievement of expected business results at
any time and in any context.
About Big Fish
• Big Fish with its HQ in Paris was set up in 2002 by the team of
procurement, supply chain and HR experts.
• We build, transform and develop state of the art Purchasing & Supply
Chain teams and capabilities in line with short and mid term business
objectives of our clients.
• We help achieve defined business results via focusing on the ability of
Purchasing & Supply Chain organizations by using an integrated
People Development approach that addresses the needs of all layers
in the organization.
• We are recognized for our expertise in both Purchasing & Supply
Chain and People Development, our constant search for innovative
and customized solutions for our clients, the practical impact of our
contributions, and the truly global approach of our firm.
• International core team of > 60 people and expert network of > 300
senior professionals.
• Private organization, wholly owned by its associates.
• Client list: 50 large multinational companies across all sectors.
• 80% of our projects are follow-on contracts or referrals.

3. Agenda
• About Big Fish page 3
• Skills development process page 4
• Procurement Leaders Academy – programs page 6 - 13
• Procurement Experts Academy – programs page 15 - 20
• Junior Procurement Academy – programs page 22 - 25
• Procurement Soft Skills Academy – programs page 27 -30
• Knowledge transfer methods page 31
• Examples of Clients page 32
• Contact page 33
Procurement
Academy
by Big Fish
3www.e-bigfish.com.pl

4. Skills development process
Procurement
Academy
by Big Fish
4www.e-bigfish.com.pl
Training needs diagnosis:
- interview with the manager
- individual questionnaires for participants
Training modules definition:
-fine tuning the training program and case studies
Training program delivery:
-2 days for max. 12 participants
„Follow up” – optional
- additional meeting and workshop with participants (1/2 day) to discuss the progress of knowledge implementation,
setbacks and difficulties, provide additional knowledge if needed, provide feedback.

5. Why Big Fish
Procurement Leaders
Academy
by Big Fish
5www.e-bigfish.com.pl
Procurement Strategy Development
Procurement Policy
Suppliers Relations Management (SRM)
Supply Chain Risk Management
Leadership in Procurement
Building Effective Procurement Teams
Motivating Procurement Team Through Coaching
Procurement Change Management Leadership

6. Procurement Strategy Development
Frame program
• Category strategy vs procurement function strategy
• Category development stages
• 5 procurement strategies:
- Developing suppliers base strategy
- Demand management, procurement standardization and volume concentration
- Price model change
- TCO and value calculation
- Suppliers relations management
• Strategy introduction
• Coordination of strategy development for given procurement categories
Duration: 1 day
Mastered competences:
Data analysis Procurement process  Procurement category management  Business acumen  Strategic agility 
www.e-bigfish.com.pl 6
Procurement Leaders
Academy
by Big Fish

7. Procurement Policy
Frame program
• Procurement process elements
• Procurement authorization (who should have an authorization and why?)
• Procurement documentation
• Post procurement audits
• Key stakeholders
• Introduction of procurement policy – key steps
• Advantages from procurement policy
• Measuring savings for direct and indirect procurement categories
• Automation and tolls (ex. using workflow)
Duration: 1 day
Mastered competences:
Data analysis Procurement process  Procurement category management  Business acumen  Strategic agility  Work organization 
www.e-bigfish.com.pl 7
Procurement Leaders
Academy
by Big Fish

8. Suppliers Relations Management
(SRM)
Frame program
• SRM tolls
• Suppliers positioning (Kraljic Matrix)
• Our position at the supplier
• Developing strategy for each category
• Risk and Contingency plans
• Alternative suppliers
• Suppliers evaluation
• Effective communication with suppliers
• Communication with difficult supplier: conflict situations, dealing with manipulation and socio techniques, spotting a lie
• Influencing skills: rules and tolls
• Effective argumentation: rational and emotional
• Somatic construction of the statement
Duration: 2 days
Mastered competences:
Data analysis Procurement category management  Business acumen  SRM  Risk management  Negotiations  Supplier assessment 
Problem solving  Conflict management  Critical thinking  Communication  Assertiveness  Results orientation  Collaboration 
www.e-bigfish.com.pl 8
Procurement Leaders
Academy
by Big Fish

9. Supply Chain Risk Management
(SCRM)
Frame program
• SCRM (Supply Chain Risk Management) as a new approach to SRM (Supplier Relationship Management)
• Sources and types of risks in the supply chain – risks list
• Complex risk management programs
• Procurement strategy dilemma : savings or security?
• Supplier relation impact on risk
• Suppliers segmentation
• Mutual attractiveness matrix
• Category strategy development
• Methods: Value – at - Risk , supplier evaluation, risk record, risk mitigation costs quotation
Duration: 1 day
Mastered competences:
Data analysis Procurement category management  Business acumen  SRM  Risk management  Supplier assessment 
Problem solving  Critical thinking  Analytical thinking  Results orientation  Strategic agility 
www.e-bigfish.com.pl 9
Procurement Leaders
Academy
by Big Fish

10. Leadership in Procurement
Frame program
• Procurement team competences (procurement function development vs skills in the team, procurement role vs skills in the team,
procurement competences of the future)
• Building procurement leader authority (development of leadership skills, making decisions, controlling emotions, reaction to resistance)
• Leadership styles (according to Blanchard, effectiveness of each style and diagnosis of personal preferences toward each style)
• Building and developing the team (evolving rules of effective team work, building positive atmosphere in the team – collaboration and
knowledge sharing)
• Engagement in the procurement team (motivation DNA, motivation factors, leader role in motivating procurement team)
• Recruitment of procurement team members
• Effective communication and conflict management in the procurement team
• Work evaluation and skills development in the procurement team
Duration: 2 days
Mastered competences:
Leadership  Managerial courage  Building effective teams  People development  Conflict management  Self control  Results
orientation  Self awareness 
www.e-bigfish.com.pl 10
Procurement Leaders
Academy
by Big Fish

11. Building Effective Procurement Teams
Frame program
• Rules of effective team functioning
• Communication in the procurement team
• Effective communication between the leader and procurement team members
• Information flow in the procurement team
• Collaboration in the procurement team
• Providing feedback (managerial feedback/ peer feedback)
• Communication challanges
• Recognizing resources in the procurement team
• Group processes and their consequences for procurement team functioning
• Roles in the group and their significance for procurement team functioning
• Making group decisions
• Rules of team functioning that are approved by all members
Duration: 2 days
Mastered competences:
Leadership  Managerial courage  Building effective teams  People development  Conflict management  Self control  Results
orientation  Self awareness 
www.e-bigfish.com.pl 11
Procurement Leaders
Academy
by Big Fish

12. Motivating Procurement Team Through Coaching
Frame program
• Motivation as a prime management function – learning about personal skills towards team motivation
• Motivation factors
• Motivations through goals in the procurement department
• Motivation through values and collaboration
• Motivation vs manipulation
• Motivation concepts and techniques based on different approaches (classical, according to transactional analysis, motivation DNA concept)
• Sources of de motivation in the team
• Feedback as a key tool for team motivation
• Coaching as a tool to turn on the resources
- coaching styles and definitions
- role, skills and personality of the coach
- subordinates engagement in the coaching process
- coaching techniques
Duration: 2 days
Mastered competences:
Leadership  Managerial courage  Building effective teams  People motivation  People development  Conflict management  Self control
Results orientation  Self awareness  Influencing skills  Diversity and inclusion  Communication  Interpersonal agility 
www.e-bigfish.com.pl 12
Procurement Leaders
Academy
by Big Fish

13. Procurement Change Management Leadership
Frame program
• Leadership in change introduction
• Tolls to build authority and decision making
• Undertaking responsibility
• Communication in strategy introduction and change management
• Role and responsibilities of the leader in change introduction
• 4 ways of reaction to change
• Psychology of motivation – universal and effective models of people activation
• How to delegate responsibility?
• How to encourage others for taking risk and responsibility?
• Change management
• Key reasons of change
• Basic change barriers and how to overcome them
Duration: 2 days
Mastered competences:
Leadership  Managerial courage  Building effective teams  People motivation  People development  Conflict management  Self control
Results orientation  Self awareness  Influencing skills  Diversity and inclusion  Communication  Interpersonal agility 
www.e-bigfish.com.pl 13
Procurement Leaders
Academy
by Big Fish

14. Why Big Fish
Procurement Experts
Academy
by Big Fish
14www.e-bigfish.com.pl
Procurement Category Management
Savings Generation
Contract Management Workshop
SRM
SCRM
Procurement Negotiations

15. Procurement Category Management
Frame program
• Procurement strategy fundamentals
• STP analysis
• Internal stakeholders map
• Business requirements – AQSCI Model
• Internal environment analysis (Pareto, ABC method, TCO, cost models, VCA)
• External environment analysis (PESTLE, technology map, buyers and sellers analysis, suppliers matrix, Porter 5 Forces , SWOT)
• Preparation of category strategy (Kralijc Matrix, optimization strategies)
• Building relations with suppliers (suppliers mapping)
• Evaluation and proposal of strategic options
• Procurement strategy presentation
• Savings communication
• Risk plan
• Strategy introduction – savings monitoring
Duration: 2 days
Mastered competences:
Data analysis  Category management  Business acumen  Procurement process  Risk management  Strategic souring  Supplier evaluation  Critical
thinking  Results orientation  Communication  Strategic agility 
www.e-bigfish.com.pl 15
Procurement Experts
Academy
by Big Fish

16. Savings Generation
Frame program
• Suppliers classification according to Kralijc Matrix
• Suppliers map – preparation of the strategy
• Cost analysis (cost models, TCO, value chain analysis)
• Suppliers base analysis (Porter 5 Forces , PESTLE, SWOT)
• Lean Sourcing
• Setting procurement goals
• Quick wins generation
• Cooperation with internal stakeholder
• Savings communication
• Risk management
• Procurement project management
Duration: 2 days
Mastered competences:
Data analysis  Category management  Business acumen  Procurement process  Strategic souring  Supplier evaluation  Critical
thinking  Results orientation  Communication  Analytical thinking 
www.e-bigfish.com.pl 16
Procurement Experts
Academy
by Big Fish

17. Contracts Management Workshop
Frame program
• Contract role and definition
• Contract forms
• Crucial elements of the contract
• Types of contracts
• Most important tips for buyers
• Cost management (TCO, cost breakdown, prices indexation in the contract)
• Corporate clauses
• Details of contracts for chosen categories depending on the Client needs
• Risk management
• Internal stakeholders management
• Suppliers choice and evaluation
Duration: 2 days
Mastered competences:
Data analysis  Business acumen  Supplier evaluation  Critical thinking  Results orientation  Communication  Analytical thinking  Internal stakeholder
management  SRM  Risk management  Contract management 
www.e-bigfish.com.pl 17
Procurement Experts
Academy
by Big Fish

18. Suppliers Relations Management
(SRM)
Frame program
• SRM tolls
• Suppliers positioning (Kraljic Matrix)
• Our position at the supplier
• Developing strategy for each category
• Risk and Contingency plans
• Alternative suppliers
• Suppliers evaluation
• Effective communication with suppliers
• Communication with difficult supplier: conflict situations, dealing with manipulation and socio techniques, spotting a lie
• Influencing skills: rules and tolls
• Effective argumentation: rational and emotional
• Somatic construction of the statement
Duration: 2 days
Mastered competences:
Data analysis Procurement category management  Business acumen  SRM  Risk management  Negotiations  Supplier assessment 
Problem solving  Conflict management  Critical thinking  Communication  Assertiveness  Results orientation  Collaboration 
www.e-bigfish.com.pl 18
Procurement Experts
Academy
by Big Fish

19. Supply Chain Risk Management
(SCRM)
Frame program
• SCRM (Supply Chain Risk Management) as a new approach to SRM (Supplier Relationship Management)
• Sources and types of risks in the supply chain – risks list
• Complex risk management programs
• Procurement strategy dilemma : savings or security?
• Supplier relation impact on risk
• Suppliers segmentation
• Mutual attractiveness matrix
• Category strategy development
• Methods: Value – at - Risk , supplier evaluation, risk record, risk mitigation costs quotation
Duration: 1 day
Mastered competences:
Data analysis Procurement category management  Business acumen  SRM  Risk management  Supplier assessment 
Problem solving  Critical thinking  Analytical thinking  Results orientation  Strategic agility 
www.e-bigfish.com.pl 19
Procurement Experts
Academy
by Big Fish

20. Procurement Negotiations
Frame program
• Key rules of effective negotiations
• Negotiation process
• Preparation for negotiation (BATNA, ZOPA, supplier information, 5W, specification, TCO, cost break down, Rfx, Kraljic Matrix, bundling)
• Preparation to negotiation – check list
• Psychology of negotiations: communication during the negotiation process
• Conflict as a staring point to the negotiations
• Diagnosis of personal negotiation style
• Negotiations with difficult supplier – analysis of resistance
• 5 ways to overcome resistance
• Negotiation pitfalls
• Group negotiations
• Negotiation with internal client
• Mastering influencing skills
Duration: 2 days
Mastered competences:
Data analysis  SRM  Negotiations  Critical thinking  Business acumen  Conflict management  Results orientation  Communication 
Analytical thinking  Composure 
www.e-bigfish.com.pl 20
Procurement Experts
Academy
by Big Fish

21. Why Big Fish
Junior Procurement Experts
Academy
by Big Fish
21www.e-bigfish.com.pl
Quick Step into Procurement World
Contract Management Workshop
Tender Process
Procurement Negotiations

22. Quick Step into Procurement World
Frame program
• Procurement role, procurement areas, procurement typology
• Procurement process stages
• Needs analysis
• Market analysis
• Procurement tools
• TCO, cost models, specification
• Rfx process
• Negotiations
• Suppliers selection and contracting
• Cooperation with internal stakeholders
• Supplier relationship management elements
Duration: 2 days
Mastered competences:
Data analysis  Negotiations  Procurement process  Business acumen  Results orientation  Communication  Analytical thinking 
www.e-bigfish.com.pl 22
Junior Procurement Experts
Academy
by Big Fish

23. Contracts Management Workshop
Frame program
• Contract role and definition
• Contract forms
• Crucial elements of the contract
• Types of contracts
• Most important tips for buyers
• Cost management (TCO, cost breakdown, process indexation in the contract)
• Corporate clauses
• Details of contracts for chosen categories depending on the Client needs
• Risk management
• Internal stakeholders management
• Suppliers choice and evaluation
Duration: 2 days
Mastered competences:
Data analysis  Business acumen  Supplier evaluation  Critical thinking  Results orientation  Communication  Analytical thinking  Internal stakeholder
management  SRM  Risk management  Contract management 
www.e-bigfish.com.pl 23
Junior Procurement Experts
Academy
by Big Fish

24. Tender Process
Frame program
• Roles and responsibilities of procurement vs other functions in the organization during the tender process
• Types of Rfx – when you should and when you should not go through the process
• Code of conduct
• Best practices of Rfx
• Setting tender goals
• Communication tolls with suppliers and internal stakeholders
• Suppliers offers evaluation criteria
• Methods: internal needs analysis, suppliers market analysis, specification development, tender key rules, SRM, internal stakeholders
relations management
Duration: 1 day
Mastered competences:
Data analysis  SRM  Negotiations  Critical thinking  Business acumen  Results orientation  Communication 
Analytical thinking  Internal stakeholder relations management  Suppliers assessment 
www.e-bigfish.com.pl 24
Junior Procurement Experts
Academy
by Big Fish

25. Procurement Negotiations
Frame program
• Key rules of effective negotiations
• Negotiation process
• Preparation for negotiation (BATNA, ZOPA, supplier information, 5W, specification, TCO, cost break down, Rfx, Kraljic Matrix, bundling)
• Preparation to negotiation – check list
• Psychology of negotiations: communication during the negotiation process
• Conflict as a staring point to the negotiations
• Diagnosis of personal negotiation style
• Negotiations with difficult supplier – analysis of resistance
• 5 ways to overcome resistance
• Negotiation pitfalls
• Group negotiations
• Negotiation with internal client
• Mastering influencing skills
Duration: 2 days
Mastered competences:
Data analysis  SRM  Negotiations  Critical thinking  Business acumen  Conflict management  Results orientation  Communication 
Analytical thinking  Composure 
www.e-bigfish.com.pl 25
Junior Procurement Experts
Academy
by Big Fish

26. Why Big Fish
Procurement Soft Skills
Academy
by Big Fish
26www.e-bigfish.com.pl
Building Relations with Internal
Stakeholders
Dealing with Change
Getting Things Done
Conflict Management

27. Building Relations with Internal Stakeholders
Frame program
• Internal stakeholders mapping – RACI model
• Business requirements – 5W technique
• Communication in building satisfactory relations with internal client
• Effective argumentation, looking for common ground, managing conversation
• Persuasion
• Non verbal communication analysis
• Rational and emotional communication
• Communication barriers
• Significance of feedback
• Identification of most common attitudes and reactions: analysis of strong or weak personality points of interlocutor
• Dealing with difficult partner: conflict situations, socio- techniques, manipulation, resisting allegations
• Stimulating and reducing conflict, conflict management
• Rules and tolls for influencing others
Duration: 2 days
Mastered competences:
Negotiations  Critical thinking  Business acumen  Conflict management  Results orientation  Communication  Stakeholders management 
Listening  Composure  Pro activeness  Assertiveness 
www.e-bigfish.com.pl 27
Procurement Soft Skills
Academy
by Big Fish

28. Dealing with Change
Frame program
• Change in the organization (change indicators, change types)
• Change process model
• Change dynamics – K. Lewin concept
• Building common vision, engagement, change plan, overcoming resistance, change consolidation and reinforcement
• Change introduction structure – Kotter model
• Me during the change process – personal „pros and cons” (finding resources to facilitate change, recognizing factors that handicap changes,
change introduction and realization)
• Most common reasons of change resistance in procurement department and during cooperation with internal clients
• Overcoming change resistance
• Communication during change process
• Formal and informal communication
• Creating constructive, supporting attitude in the team when facing new situations
• Providing effective feedback during change process
• Presenting benefits of the change
Duration: 2 days
Mastered competences:
Adaptation  Critical thinking  Business acumen  Conflict management  Results orientation  Communication  Dealing with ambiguity 
Communication  Stakeholders management  Pro activeness  Listening  Composure 
www.e-bigfish.com.pl 28
Procurement Soft Skills
Academy
by Big Fish

29. Getting Things Done
Frame program
• Simulation game „Your Time”
• Managing energy
• Fundamental techniques of time planning
• Analysis of daily agendas of the participants
• Time management techniques
• Dealing with distractor
Thanks to the simulation game, the participants will experience real effects of different approaches towards time management and
they will learn about the differences in the results. Training bases on the holistic approach towards time management. The participants will
prepare their daily agendas before and after the first day of training. They will observe their time management habits and they will correct them
with trainer’s help.
Duration: 2 days
Mastered competences:
Results orientation  Work organization  Assertiveness  Perseverance 
www.e-bigfish.com.pl 29
Procurement Soft Skills
Academy
by Big Fish

30. Conflict Management
Frame program
• Types of conflicts in the procurement department and within the organization
• Conflict dynamics
• Conflicts that can be negotiated and conflict dead-ends
• Constructive and destructive energy of the conflict
• Conflict that inspires to change
• Sources and mechanism of conflicts, managing conflict
• Mediations during conflict situation – rules and techniques
• Conflict between procurement team and the rest of organization
• Stimulating and reducing conflict, conflict management
• Personality and conflict – individual style of acting during conflict situation – auto diagnosis
• Influence of tension on conflict
- Recognizing emotions and identifying its significance
- Stress and emotions control
- Beliefs and stereotypes that enhance conflict
Duration: 2 days
Mastered competences:
Adaptation  Results orientation  Assertiveness  Collaboration  Critical thinking  Composure  Conflict management  Communication 
Stakeholders management  Listening  www.e-bigfish.com.pl 30
Procurement Soft Skills
Academy
by Big Fish

31. Knowledge transfer methods by Big Fish
► We believe that - creating awareness and willingness to learn AND Learning by doing – are the most efficient methods in the learning process
by/for adults (andragogy) to help develop skills in a complex environment.
► To learn effectively, a person needs to be willing to learn, meaning he/she has to accept that there is something he/she can still improve. A
good part of our material is dedicated to simulations, cases, role plays to allow participants to evolve in an interactive mode and to
continually practice.
► Our experts are all experienced senior professionals with international, practical experience in Purchasing & Supply Chain and Psychology,
both on an operational and a strategic level. Their implication allows to address ad hoc any concrete cases and issues that might arise during the
sessions and/or be the concrete concern of the participants.
► Cases and role plays come from “real situations” either provided by us or designed based on client specific environments. They are constantly
refreshed and updated to include both “classical” and “atypical” approaches.
www.e-bigfish.com.pl 31
Big Fish Academy

32. Examples of Big Fish Clients

33. Contact
Big Fish Polska Sp. z o.o
Ul. K.I. Gałczyńskiego 4
00-342 Warszawa
Tel./fax. +48 22 675 52 72
@: warszawa@e-bigfish.com
Web. www.e-bigfish.com.pl
Contact person:
Agnieszka Piątkowska
@: agnieszkapiatkowska@e-bigfish.com
509 175 865