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T R A I N I N G
Strategic Procurement
An intermediate level management training workshop for
procurement professionals
2015
28th & 29th Jan Melbourne
Feb
Wellington NZDF INCO option
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19 & 20 Mar Sydney
22nd & 23rd Apr Adelaide
14th & 15th May Brisbane
11th & 12th Jun Auckland
30th & 31st July
20th & 21st Aug
17th & 18th Sept
28th & 29th Oct 12th & 13th Nov 2nd & 3rd Dec Melbourne
Sydney
Darwin
Canberra
Melbourne
Perth
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By the end of this TWO-DAY course, participants will:
• Understand the context & complexity within which modern strategic procurement has to deliver and meet
stakeholder needs
• Have a thorough grasp of the essentials and the process of a strategic approach to procurement
• Be able to commence both a spend analysis & risk analysis, as a start to a more strategic approach to
procurement
• Have the confidence to be able to manage suppliers through a more strategic procurement process
• Be able to utilise a wide variety of strategic procurement tools and techniques
• Understand the true role of procurement for your organisation, and how to take a more strategic approach
that is right for you
What previous attendees said
about the workshop
Jonathan Dutton FCIPS
Director
JD Consultancy
“It was informative. It was good hearing that some
strategies recommended to use day-to-day, I’m
already doing.....and how to implement those I
haven’t yet considered. The case studies on day
two were great - made you think “outside the
box”.
T. 07 5644 0505 E. [email protected] W. www.procurementandsupply.com Procurement and Supply Strategic Procurement 1
Overview
This workshop is designed to give participants a thorough vision
of what STRATEGIC procurement looks like today in leading
organisations, through the lens of many best practices harvested
from all around the world, and some of the worst practices as well.
Ultimately, it compares a genuinely strategic approach to a
developed but still transactional procurement effort.
It is perfect for procurement managers looking to get more
strategic in their perspective on our profession, for experienced
category managers, bright young things looking to learn
quickly about procurement as well as seasoned procurement
professionals getting ready for their next step.
The two-day event covers all the key theories, models and ideas
behind best practice strategic procurement – in eight sections
covering the entire end to end procurement life cycle.
Every section is elaborated with a wealth of illustrative examples,
relevant case studies and real-world practical and often hard-won
advice to illuminate the thought-leadership garnered from around
the world.
Who is this course for?
• Procurement professionals including:
procurement managers, supply chain managers,
business unit managers, sourcing managers,
category managers, vendor managers, contract
managers and procurement analysts
• Finance professionals eager to reduce their
cost of doing business including: CFOs, finance
executives, financial controllers, P2P managers,
business analysts, auditors and internal business
consultants
• Business leaders keen to manage their supply
side better including: CEOs, general managers,
managing directors, directors, EGMs, SBU
managers, shared services managers, corporate
services managers, office managers and
subsidiary MDs
• Business development teams keen to
understand procurement better including:
business development managers and
executives, account managers and directors and
sales managers
Jonathan Dutton Videos
This is a practical workshop about how to implement a more
strategic approach to procurement immediately, at your desk, the
day after the workshop ends.
In many ways, this programme is what they didn’t teach you about
procurement at business school … it is the product of a lifetime
spent studying procurement at the sharp end.
The programme is also geared to introduce HOW procurement
efforts can directly support the marketing strategy of your
organisation, and benefit your end customer.
This programme has run successfully over ten times since it was
first developed in 2013 and engaged delegates both developing
and experienced from organisations such as; Parmalat, BP, Foxtel,
Novartis, TNT, Holden, DMO, VIC Government and many others.
They all took back learnings that can be easily adopted back in
the workplace and applied to your organisation.
Full workshop outline on page 4
Some of our Previous Attendees
Asciano
Baptist Community Services-NSW & ACT
BlueScope Steel
Bureau Veritas Australia
Canterbury District Health Board
CEA Technologies
Department of Education & Early Childhood Development
Department of Immigration & Citizenship
Department of the Premier and Cabinet
Department of Defence ACT
EMC Corporation
Ernst & Young
Foxtel
Monash University
MRC Global
Nexans Olex
NMM Professional Services Pty Ltd
Novartis
Parmalat
PwC
Ramsay Health Care
ResMed
Rheem Australia
Rio Tinto
SITA
Snack Brands
Sydney Catchment Authority
TAL
The Bethanie Group
TNT Australia Pty Ltd
Yancoal Australia Limited
Video 1: Jonathan Dutton FCIPS provides a brief insight in
to what we really mean by strategic procurement, and to
some of the challenges that this subject faces today
Video 1
Video 2: Jonathan Dutton FCIPS challenges delegates to
demonstrate the relevance of procurement.
Video 2
T. 07 5644 0505 E. [email protected] W. www.procurementandsupply.com Procurement and Supply Strategic Procurement 2
Jonathan Dutton FCIPS | Director
JD Consultancy
Jonathan Dutton is a freelance management consultant
specialising in procurement, marketing, sales and business
development.
Until February 2013, he was Managing Director of CIPS
Australasia for over eight years and was responsible for
all aspects of CIPS activities as the global peak body for
professional procurement & supply management in this
region including running personally the largest procurement
public training operation in the southern hemisphere.
Previously, in the UK, he was commercial director of the
Chartered Institute of Marketing (CIM) and Marketing
Director of CHUBB and before that for five years the Group
Marketing Director of Regus plc – the world’s leading
provider of serviced offices.
During the 90s Jonathan spent two years in Sydney with
QANTAS as a sales & marketing consultant and 10 years
with British Airways in London, primarily in professional
procurement as a Purchasing Manager for IT, and latterly in
sales & marketing as head of corporate sales in the UK.
Throughout his career, he has had a hands-on training
role, and is an accomplished trainer, presenter and public
speaker, who has featured at over 250 conferences, in over
100 videos, and on LIVE TV including the BBC and Sky
News. Jonathan has also interviewed personally on stage,
one prime minister, numerous cabinet ministers, several
top CEOs and CFOs and one billionaire.
He is a graduate in Economics, a qualified professional
buyer as a full member of the Chartered Institute of
Purchasing & Supply (MCIPS) since 1986. In 2008 he was
elected a fellow of CIPS. He is also a fellow of CIM (FCIM)
and the Royal Society of Arts (FRSA) as well as a fellow of
the Australian Institute of Management (FAIM). He is also
a qualified Graduate member of the Australian Institute of
Company Directors.
Jonathan is a Non-Executive Director of several firms
including eValua and ACCSR - the leading consultants for
CSR in supply chain, where he brings his deep knowledge
of procurement and expertise in marketing to bear.
Jonathan is based in Melbourne and works regularly
throughout the Asia Pacific region, and can be reached
easily through LINKED IN or his website
www.jdconsultancy.com.au
What previous attendees said
about the workshop
Sydney Nov 2014
“The course was absolutely fantastic and Jonathan was
a breath of fresh air especially his knowledge personal
experiences he shared with us. I took away so much from
the course I would recommended it to anyone in my field.”
Arvind Mistry | Purchasing Co-ordinator | Genea
New Zealand Nov 2014
“It was like a holiday and great to be with like-minded
people talking the same language!
Engaging, enjoyable and informative with real-life, current
examples. In my 30+ years as a procurement professional
I’ve attended many courses and workshops. This one
ranks up there with the best! JD’s style challenged as well
as informed and created genuine participation and debate
from the course members.”
Phil Partridge | Procurement Manager | Electrix
“Excellent contents which definitely opens the required
awareness in procurement.
Practical and authentic examples were used and this
makes it so much more interesting.
Got to know the wider prospect of procurement and doing
things which are right and beneficial to the business.
Procurement is not all about cost saving, managing Risk at
volatile times is generally more important.
It was very valuable and gave me a more in depth
knowledge of procurement and to see myself not only as a
manager but also a leader.
Thanks for providing this opportunity.”
Ayaaz Khan JP. | Credit & Procurement Manager
Schenker NZ Ltd
T. 07 5644 0505 E. [email protected] W. www.procurementandsupply.com Procurement and Supply Strategic Procurement 3
Workshop Outline
5.
1.The business context for procurement until 2020
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Managing volatility and our ever-lengthening and
fragile supply chains
The growing complexity of supply side networks:
the new procurement JOB DESCRIPTION
The decade-by-decade trends of professional
procurement since the 1960s
The professional agenda facing ALL procurement
managers until 2020
The capability of good strategic procurement –
CASE STUDY
The role of modern procurement &
supply management
The FIVE rights and the EIGHT goals of modern
professional procurement
Goal alignment – balancing procurement outputs
with the corporate need
Goal alignment in procurement – CASE STUDY
Procurement’s role in delivering Corporate Social
Responsibility (CSR)
Transparent procurement – and the stakeholder
needs for stronger governance
3. Opportunity analysis
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WHERE to start – supply base analysis from your
P2P bought-ledger listing?
WHO are your top 20 suppliers, and do you have
preferential deals in place?
WHAT is the Kraljic matrix: WHY is it the
foundation of all strategic procurement thinking?
CASE STUDY on strategic supply line of raw
materials
WHEN do you complete your RISK analysis, and
monitor it?
HOW can you manage DEMAND in the first place
to reduce cost before you start?
4. Market Analysis
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Professional procurement skills + market
knowledge = sourcing excellence
Porter’s FIVE forces of competitive markets
Market profiling
Dealing with distorted & oligopolistic markets
Scarce supply from a monopoly supplier
- CASE STUDY
Strategic sourcing – without Google and
balancing Global/Local sources
Supplier development – and repairing the market
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Category Management
Category management ... what is it and how
does it differ from strategic sourcing?
The end-to-end process
DIRECT & INDIRECT procurement – how they
differ and why they matter
MRO CASE STUDY
The TOP 14 INDIRECT categories ... and the
short cuts to managing them
E-tender for professional services CASE STUDY
Market management OVERVIEW
Supplier appraisal techniques beyond due
diligence
Supplier appraisal - CASE STUDY
Getting the SPECIFICATION and KPIS right
Pricing components and market determination
RFP/RFI/RFX plus tendering & e-procurement
Negotiation – the process, the techniques and
closing the deal
Contracting 101: from the EIGHT essentials of a
valid contract
Defining the Total Cost of Ownership (TCO)
... with a TCO checklist
Integrating procurement & supply chain management
The A to Z of supply chain management within
your business plan
Inbound & outbound logistics
SCM in practice - 3PL, 4PL and inter-modal
distribution
The professional agenda for SCM
Working to customer needs – demanding a new
flexibility
UK supermarkets new DC strategy
- CASE STUDY
The fashion supply chain from three seasons to
three weeks - CASE STUDY
The chain of responsibility – a new liability for
supply managers
CSR, the new G4 global reporting guidelines and
its effect on your supply chain
Contract management
Contract management – and the three-way
match as the basis for P2P systems
The disproportionate value that is good Supplier
Relationship Management (SRM)
How does the supplier rate us as a customer, and
why does it matter?
Sales team PoV - CASE STUDY
Innovation and its role in the supplier relationship
Measuring success - The balanced scorecard
and the triple bottom line
Value management – defining VALUE and VALUE
FOR MONEY for your purchases
T. 07 5644 0505 E. [email protected] W. www.procurementandsupply.com Procurement and Supply Strategic Procurement 4
Please
Tick
2015
Please
Tick
2015
28th & 29th Jan, Melbourne
(Early bird cut off 17th December 2014)
30th & 31st July, Melbourne
(Early bird cut off 19th June 2015 )
Feb, Wellington
NZDF INCO option
20th & 21st Aug, Sydney
(Early bird cut off 10th July 2015)
19th & 20th March, Sydney
(Early bird cut off 6th February 2015)
17th & 18th Sep, Darwin
(Early bird cut off 7th August 2015)
22nd & 23rd April, Adelaide
(Early bird cut off 13th March 2015)
28th & 29th Oct, Canberra
(Early bird cut off 18th September 2015)
14th & 15th May, Brisbane
(Early bird cut off 2nd April 2015)
12th & 13th Nov, Melbourne
(Early bird cut off 2nd October 2015)
11th & 12th June, Auckland
(Early bird cut off 1st May 2015)
2nd & 3rd Dec, Perth
(Early bird cut off 23rd October 2015)
Strategic Procurement
Registration & Fees
Two-day workshop
$1795 + GST*
Early bird discount (register and pay 6 weeks in advance)
$1395 + GST*
*NZ courses are not subject to GST
There are four ways to register.
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Online at www.procurementandsupply.com
By telephone on 07 5644 0505 (Best option if you wish to book multiple attendees)
Complete the form below and fax to 07 5644 0501
Complete the form below, scan and email to [email protected]
Registration Form
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If you have any queries about your registration please call btTB on 07 5644 0505 or email: [email protected]
T. 07 5644 0505 E. [email protected] W. www.procurementandsupply.com Procurement and Supply Strategic Procurement 5