Executive seminar in e-auctions

- A practitioner's guide to successful e-auctions

Program overview

  • This is an exclusive opportunity to increase your impact by adopting a strategic approach to e-auctions
  • The executive seminar covers a proven process for e-auction strategy to ensure a professional approach
  • The program will help identify and prioritize categories that are applicable for e-auctions
  • Through a mix of lectures and interactive case discussions, the seminar will prepare participants to accelerate adoption of e-auctions

Download the full desciption in pdf

Module 1 – Introduction

  • Introduction
  • E-auctions vs. negotiations
  • Key benefits
  • The history of e-auctions
  • Applicability of e-auctions
  • Addressing the myths…
  • The theoretical value proposition:
  • Cognitive bias
  • Competitive arousal
  • Auction theory
  • Quasi endowment effect
  • The future of e-auctions

Module 2 – E-auction strategy

  • Game theory – e-auctions as a strategic game
  • Negotiauction – the importance of a holistic approach
  • E-auction objectives
  • Six steps in successful e-auctions:
  • Awarding & Game design
  • Value design
  • E-auction format
  • Visibility
  • Bid rules & structure
  • Timing

Module 3 – Bidder & buyer adoption

  • Procedural fairness
  • E-auction principles – exercise
  • Communication templates
  • Bidder training concepts
  • Do’s and dont’s for bidders
  • E-auctions COE set-up
  • Change Management catalogue:
  • Make it strategic
  • Re-invent yourself
  • Build your pipeline – exercise

Your personal benefit from the seminar

  • You will acquire an in-depth understanding of e-auctions
  • You will get access to proven templates as well as a best-practice process for e-auction strategy
  • You will be better equipped for explaining the value proposition from e-auctions in stakeholder meetings
  • You will receive a catalogue of change management activities that provides inspiration for developing your own plan for driving adoption

The facilitator – Jacob Gorm Larsen

Jacob is the Head of Digital Procurement at Maersk. He has more than 15 years of experience with Maersk, and for more than a decade he has been responsible for thee-sourcing & e-auctions.

Jacob has just now published his book “A practical guide to e-auctions for procurement”, which covers e-auctions and how to maximize impact with e-sourcing and e-negotiation. You will receive a copy of the book when you participate in the seminar.


The training is focused on practical case discussions in combination with lectures to ensure high interaction with participants.

1. september 2021, Comwell Roskilde


Member of DILF: DKK 5.000 ex vat

Non-members: DKK 6.800 ex vat

Register here


For cancellations received in writing no later than 14 days before the event, the fee with a deduction of 10% for administration charges can be refunded. Cancellations received in writing later than 14 days before the event will not be refunded. Substitution is allowed at no extra charge, and the invoice will be corrected according to new participants’ membership status. Please inform DILF of any substitutions.