Our client, a Swiss Tier-1 International Group, is specialized in automotive equipment and systems manufacturing.
Context
With the aim to make the use of auction procedures more regular for the purchasing department, CKS Auctions’ expertise was put into practice to conduct specific training for the Group’s buyers.
Objectives
- The chosen approach must lead to:
- Understand reverse auctions overall and their different types
- Assess if an auction should be a relevant negotiation tactic according to a specific business case
- Decide what auction type is more appropriate and how to build a lotting strategy
- Prepare an auction event and auction-related documents
- Award final business after an auction event
Resources
- CKS consultants conducted several training sessions for over 100 buyers located worldwide for preparation, set up, and final implementation of their auction strategies in the Group’s procurement tool (Coupa).
- Methodological contribution via the animation of half-day training sessions on the theme of "Auction Strategies"
- Validation of documents formalizing the auction strategy for suppliers
- Interactive quiz and Q&As in real-time with the attendees
Results
The main results obtained are:
- Auction strategies duly documented and validated in the client’s platform
- New skills, new reflexes developed concerning auction set-up and potential savings from implementing auctions
- A common methodological base for auction preparation
- Comprehensive FAQ developed in parallel with the Group’s purchasing department
