An intermediate level management training workshop for procurement professionals
26th & 27th November
Karstens Conference & Training Centre 123 Queen Street, Melbourne, 3000
INDIRECT PROCUREMENT
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Why you cannot miss this workshopINDIRECT expenditure is the unavoidable cost of doing business. The IT equipment, office supplies, travel bills and utility costs that always fatten the P&L account. In fact, there are 14 key INDIRECT expenditure categories, and their costs are inescapable for every organisation. They are the goods and services bought by organisations that are not resold.
Most large companies spend between 30-70% of their revenues on third-party goods and services. BUT those organisations that BUY better than their competitors can earn a genuine competitive advantage by adding real savings to the bottom line, improving productivity internally, increasing their time-to-serve their own customers and, even improve their corporate social responsibility profile.
This INDIRECT PROCUREMENT programme aims to provide organisations with the knowledge and tools they need to succeed in this arena. It offers an insight into the 14 categories themselves and demonstrates the techniques to address this expenditure. Crucially, it teaches how to address this non-strategic spend strategically, so that minimum time, effort and money is NOT wasted on unnecessary cost to your organisation.
Key features of this workshop • Understanding the business environment for INDIRECT procurement, and trends for the future• Learning how to analyse your expenditure and prioritise action to drive competitive advantage • Identifying your TOP 14 INDIRECT spend categories, and managing them strategically • Using the tools and techniques to better manage your INDIRECT supply lines • Distinguishing between INDIRECT and DIRECT expenditure, and when they overlap• Aligning INDIRECT spend with corporate goals • Integrating technology into INDIRECT spend management programmes • Understanding INDIRECT pricing, cost components and total cost of ownership• Being valued by your suppliers, and the value of great supplier relationship management • Measuring success INDIRECTLY
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Learning outcomes:After this two-day workshop, delegates will:
• Have a thorough grasp of the entire process of managing INDIRECT procurement• Be able to commence an INDIRECT spend analysis & professional procurement process • Have the confidence to manage INDIRECT 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 USER 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 INDIRECT 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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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
“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)
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Workshop OutlineINDIRECT procurement is an essential expense for 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 on non-core business.
1. The business context for INDIRECT procurement until 2020• Managing volatility and our ever lengthening INDIRECT 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 • INDIRECT PROCUREMENT – the cost of doing business
2. Opportunity analysis • WHERE to start: Finding your tail: supply base analysis from your P2P bought-ledger listing? • WHO are your top 20 INDIRECT suppliers, and do you have preferential deals in place? • WHAT is the Kraljic matrix: WHY is it the foundation of all strategic procurement thinking?• WHEN do you complete your RISK analysis for INDIRECT procurement? • HOW can you manage DEMAND in the first place to reduce cost before you start?
3. Managing the Tail 1• The FIVE rights & the EIGHT goals of modern professional procurement • Why bother ... what is so strategic about INDIRECT PROCUREMENT?• The difference between DIRECT & INDIRECT procurement • Making the FIVE RIGHTS work for INDIRECT procurement too • When INDIRECT spend becomes DIRECT spend, and really matters: • CASE STUDY on SRM and MRO • Starting your spend analysis – to shape your tail
4. Managing the Tail 2• Presenting your spend analysis v• Goal alignment with INDIRECT spend – Goal Alignment CASE STUDY • Toning down the corporate noise from the INDIRECT space • Managing your stakeholders, and the USERS • AUTOMATIC ordering for making an easy INDIRECT life • e Procurement, catalogues, ERP and P2P systems for INDIRECT procurement • CASE STUDY: professional services tender
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5. INDIRECT market analysis • Porters FIVE forces of competitive markets • Market profiling and dealing with distorted and oligopolistic markets • Strategic sourcing – without Google and balancing Global/Local sources with here/near/far• Category management ... what is it, and does it work for INDIRECT PROCUREMENT?• THE top 14 INDIRECT CATEGORIES and how to manage them
6. INDIRECT market management • Supplier development – and repairing the market: CASE STUDY • Pricing components and market determination• Defining the Total Cost of Ownership (TCO) for INDIRECT goods • The special case of the marketing budget – a last bastion of INDIRECT spend management • Shorthand contracting for INDIRECT supply ... with the EIGHT essentials of a valid contract
7. 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?• CASE STUDY: The sales teams PoV of buyers • Sharpening up the service levels – and your time to serve • Innovation, and its role in the INDIRECT supplier relationship
8. Measuring Success INDIRECTLY• Calculating savings• The balanced scorecard, with samples templates to work from • Triple bottom line and CSR in action - through INDIRECT categories • How to measure QUALITY and value INDIRECTLY
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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 BTTB INDIRECT PROCUREMENT programme overlaps considerably with the BTTB STRATEGIC 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 123 Queen Street, Melbourne, 3000
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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“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
Indirect Procurement, 26th & 27th November, Melbourne 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 [email protected]
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