An intermediate level management training workshop for procurement professionals

21st & 22nd November

Karstens Conference and Training Centre, 111 Harrington Street, The Rocks, Sydney, 2000

STRATEGIC PROCUREMENT

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Why you cannot miss this workshop STRATEGIC Procurement is the management of the essential expenses incurred by every business.

But how well do you do it? If you can purchase the essentials tools of business cheaper than your competitors, it is your organisation that will gain a competitive advantage from the outset.

This training workshop will give you the knowledge and understanding, the techniques and the confidence to address this increasingly vital area of expense strategically – to minimise the time, money and effort used supporting both your core and non-core business.

Key features of this workshop• Understanding the business environment for STRATEGIC procurement and trends for the future• Learning how to analyse your expenditure and prioritise action to drive competitive advantage • Identifying your top expenditure lines and managing them strategically • Using tools and techniques to better manage your strategic supply lines • Distinguishing between INDIRECT and DIRECT expenditure, and when they overlap• Aligning spend with corporate goals • Understanding pricing, cost components and total cost of ownership• Being valued by your suppliers, and the value of great supplier relationship management • Measuring success

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Learning outcomes:After this two-day workshop, delegates will:

• Have a thorough grasp of the entire process of STRATEGIC procurement• Be able to commence a spend analysis and professional procurement process • Have the confidence to manage suppliers through a procurement process • Use a variety of professional procurement tools and techniques • Understand the context within which procurement has to deliver and meet stakeholder needs

Who should attend: • 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 is a dynamic presenter who informs, educates and entertains. The programme he ran for Holden proved conclusively that our team can grasp strategic competitive advantage from the supply side. His wealth of anecdotes and ready case studies not only adds flavour, but brings his lessons to life and makes them real for all our team at all levels.”

Jaydeep Solanki, Assoc Director, Strategic Procurement, General Motors Holden - Australia

“Jonathan is a presenter of rigour and depth coupled with a very effective style of delivery that is engaging and easy to understand. His work is always well researched, current, relevant and interesting. More than anything Jonathan always ensures that the audience leave with real and lasting value.”

Tony White FCIPS, CPO, Leighton Holdings Group

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“Jonathan is a consistent, effective and insightful advocate of the procurement profession and in supporting organisations across sectors to increase their capability and return from their procurement and supply chain functions. He has a compelling and knowledgeable personal style and is an effective presenter across all levels and experience.

His experience in working with diverse organisations in building their procurement competence ensures he is able to quickly understand the wider business context and therefore clearly articulate the challenge, opportunity and relevancy of procurement within each specific environment.

He is an engaging and credible presenter who works with audiences of multiple backgrounds and experience to ensure everyone understand the contributions available from procurement and in defining the journey to achieve this. “

Andrew Brightmore, Director & Head Of Procurement Advisory KPMG (Australia)

About your TrainerJonathan Dutton, BA(econ)Hons, FCIPS, FCIM, FAIM, FRSA, GAICDJonathan Dutton is a freelance management consultant specialising in procurement.

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, 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 at two firms, TrinityP3, the marketing category managers, 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

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Workshop Outline 1. The business context for procurement until 2020

• 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

2. 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 • 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• 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

5. 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

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6. Market management OVERVIEW• Supplier appraisal techniques beyond due diligence • CASE STUDY: supplier appraisal • 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

7. 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 • CAES STUDY: UK supermarkets new DC strategy• CASE STUDY: Fashion SCM• The chain of responsibility – a new liability for supply managers • CSR, the new G4 global reporting guidelines and its effect on your supply chain

8. Contract management • Contract management – and the THREE-way match • 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

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FAQs, Terms and Conditions of Attendance 1. In booking for, or attending, this programme delegates are deemed to have accepted these BTTB terms & conditions of supply

2. The workshop content in the Procurement and Supply STRATEGIC PROCUREMENT programme overlaps considerably with the Procurement and Supply INDIRECT PROCUREMENT programme, a different programme running at a similar time. These are similar programmes and effectively mutually exclusive workshop options – one has a distinctly INDIRECT focus, the other a more balanced INDIRECT/DIRECT programme. Delegates are generally advised to attend one or the other workshop and not both, due to this overlapping content element

3. Price for the workshop includes all printed materials, venue costs, catering and refreshments – dietary requirements can be catered for with sufficient notice: The price does not include GST , travel costs, recommended books nor credit/charge card surcharges

4. Dress code is business casual

5. Bookings are transferable at any time … though this workshop is designed for practicing and experienced procurement professionals learning the art of procurement management.

A reasonable level of knowledge is expected of delegates in order to participate fully and ensure optimum learning and maximum applicability

6. Bookings can ONLY be cancelled and refunded up to three full weeks prior to the actual event dates

7. Only delegates that have paid in full prior to the workshop commencing are permitted to attend on the day

8. Suitable venues and locations are chosen by BTTB to ensure a professional experience for delegates and BTTB reserve the right to change the venue if required, even at short notice

9. The nominated trainer advertised is booked and available to facilitate this workshop, but in the event of sudden unavailability BTTB reserve the right to offer either;

a. An alternative facilitator of equal standard b. Alternative dates for the same programme c. A full refund

10. Delegates will be asked to turn mobile phones and devices off or, at least, to silent mode during the workshop

11. Delegate contact details cannot be revealed to other participants of the same workshop

12. Karstens is located at 111 Harrington Street, The Rocks, Sydney, 2000

13. The two training workshops will have the following start and finish times:

Day 1 – 9:30am – 5:00pm Day 2 – 8:30am – 4:30pm

This is to assist people travelling to the training as it gives them more time to fly in for day one and gets them away early enough to catch a reasonable flight on day two.

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Strategic Procurement, 21st & 22nd November, Sydney Registration & FeesTwo-day workshop - $1390 + GST = $1,529Book two or more students and receive a 10% discount.

There are four ways to register.

1. Online at www.procurementandsupply.com 2. By telephone on 07 5644 0515 (Best option if you wish to book multiple attendees)3. Complete the form below and fax to 07 5644 05014. Complete the form below, scan and email to training@bttbonline.com

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Registration forms will only be processed on receipt of payment. Tax receipts will be issued with confirmation. If you have any queries about your registration please call btTB on 07 5644 0515 or email: training@bttbonline.com

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IF REGISTERING A LARGE TEAM CONTACT THE TEAM AT BTTB AND WE WILL SEND YOU A BULK BOOKING FORM TO COMPLETE. CONTACT REGOS@BTTBONLINE.COM OR PH. 07 5644 0525

“Jonathan is an excellent presenter who can capture his audience and share his knowledge with ease. I’ve seen him work and be effective in a room of a 1000 people as well as a room with 12 CPOs , who were not shy to challenge him.

Jonathan is cognisant of his audiences’ needs and will adapt his style accordingly, thereby maximising the value he offers to each group he works with.”

Andrea Gregory FCIPS, Director, Group Procurement, Fonterra – New Zealand

“Jonathan is an inspiring presenter and business advocate who has a wealth of knowledge and experience in global business and marketing. He is passionate about his work and “driven” to achieve success.

In his workshops, he quickly builds rapport, gets straight to the pressing issues and then proposes a range of workable-solutions for people to think about. These workshops are rewarding valuable events and much-appreciated by participants.”

Roy Barton PhD, President, Institute of Value Management - Australia.

“Jonathan is a lively and entertaining presenter, often with lively and rewarding content as well. The easy style with which Jonathan presents makes the rich content easier to understand. He is always well researched, accurate and full of insight on the trends an changes in procurement. Importantly Jonathan is always able to explain how these trends fit into context for where he is presenting.”

Chris Browne, CPO, The World Bank