Jonathan Dutton specialises mostly in business transformation and growth through strategic sales, marketing, strategic communications & business development work based upon expert knowledge, experience & insight into professional procurement. He also frequently consults in procurement, especially learning & development strategy and programmes. 

 

JD provides services in consulting, interim management and public speaking including MC work, group facilitation and developing specialist training courses for procurement & sales professionals working on both sides of the negotiating table.

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During the last few years, Jonathan has also worked on an interim basis as an Interim CEO, Interim Managing Director, interim Sales & Marketing Director, Interim CMO ... but not yet an Interim CPO, strangely! He has also worked as a consultant & contractor, NED & board advisor, sales rep & a buyer, training & facilitator, speaker & MC.  

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As a non-executive director he has worked for several organisations, both on boards and advisory groups as well as in an advisory capacity. And he has also worked 'hands-on' as a consultant, advisor, coach and even a line manager at the desk ... in fact, JD can walk comfortably "with commoners or kings" as Kipling put it, and works well with sales reps or CEOs, project managers or public officers and directors or admin assistants. 

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Jonathan's recent client projects, mostly since 2013, have included: 

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SALES & MARKETING STRATEGY

• Market entry strategies into Australia & New Zealand for several UK based firms - and even one for an Australian firm entering the Singapore market

• New sales strategy to approach procurement managers for an ASX listed company

• Sales and marketing plan to grow the sales pipeline for a major consulting firm

• New brand stratgey & re-brand for several servcies organisations & consulting firms

• Business growth plan for a leading B2B services firm     

• Review of sales strategy, planning & processes in ANZ market for a leading international consumer product distributor's field sales force

• Devised, developed & delivered customer centric sales plan for B2G consulting firm

• Researched, developed and articulate a PRODUCT MATRIX for specialist B2B consulting firm 

• Integrated sales & marketing plans for an IT firm, software developer, training company, events producer, not-for-profits, and several private consulting firms both large & small. 

 

COMMUNCIATIONS

• Marketing strategy for a significant service provider to the procurement profession and a marketing plan to attract sales people as clients for the same firm

• Authored, edited and produced range of business strategies, reports, blogs, websites, brochures, strategies, tenders, pitch documents & business plans for many clients 

• Marketing communications plans and re-branding strategy & projects – for several firms

• Sponsorship & communications strategy for UK led major service provider

• Devised and developed all new sales proposition and strategic communications copy-bank for leading B2B services firm – part of global group

• Produced, wrote or directed several more corporate videos - and even presented some.  

• Formulated, recruited, briefed, produced and introduced series of themed webinars attracting over 200 registrations per event for Open Windows in early 2016; plus many other webinars 

• Lobbied state & federal government officials and ministers up to cabinet level 

 

LEADERSHIP

• Interim CEO for PASA after the sudden passing of founder & managing director 

• Start-up CEO for CIPSA for over one year prior to appointment 

• Virtual CEO for a small not-for-profit organization - IVMA - including new mission, strategy, brand and business plan 

• Interim Sales & Marketing Director for one of Australia’s leading software providers – Open Windows 

• Coached senior managers personally and professionally in Procurement, Sales and Leadership

• Represented several firms in regional business development role at VP level - throughout Asia/Pacific as well as Australia and New Zealand 

• Commercial turnaround plan for top five UK based professional institute [2002-3]

• Quickly developed new ‘turnaround’ sales & marketing strategy for procurement industry service provider

• Enabled M&A sale of SME sized firm to larger suitor, a recruitment firm to a larger concern and a distressed sale of a small IT firm. 

• Previously appeared on TV (BBC and Sky News), radio, in print & authored numerous pieces 

 

PRESENTATION

• Developed and delivered a range of training courses on STRATEGIC PROCUREMENT to audiences at home and overseas

• Initiated and developed MANAGING THE BUYER programme for sales professionals dealing with procurement managers

• Facilitated Round-Tables, Offsites and Strategy Meetings for a wide range of clients in different industries - including over 50 online roundtables for PASA 

• Key note speaker at wide variety of events including conferences and after-dinner spots  

• Presented live to audiences of up to 1600 people, interviewed on live radio and TV [in the UK pre-2005] 

• Worked as spokesman and PR representative for several firms in differing scenarios

• Professional MC, interviewer and presenter at over 500 events over the last decade, including major Awards Dinners & Presentations  

• Personally produced, directed or presented over 100 corporate videos and TV adverts over the last 20 years 

• Developed and delivered L&D and training programmes for both private in-house clients and publicaly run retail courses - see TRAINING 

 

BOARDS

• Experienced and practiced Non-Executive Director for ACCSR, as well as over 10 other firms in the past (since 1990) – and former Chairman of Trinity P3

• Facilitated Board meetings for SMEs and NFPs 

• Both reported to, and presented to, Boards of all sizes and levels of seniority inc Plc's

• Chair of Quest Events Procurement Advisory Board on key conference topics & sectors – including Health, Supply Chain, Diversity, Public Sector and other events.

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PROCUREMENT

• Study on improving the negotiating position of a major government department

• Programme to boost competitive advantage from the supply side for a global conglomerate

• Developed a specific procurement capability improvement programme for large government department with global reach 

• A significant internal communications & change programme in this region for a global IT company looking to implement new procurment systems & reporting 

• Co-ordinating sales and marketing teams common understanding of procurement industry

• Developed and delivered tailored procurement training for several clients 

• Advised on procurement strategy and structures 

• Authored numerous procurement articles and though-leadership contributions  

• Redesigned procurement service provider's service matrix and product development programme

• Research programmes for several service providers to procurement profession

• Numerous key note speeches to procurement audiences

• Advised several firms on market entry to Australian procurement market 

• Coached several CPO's on a range of management topics  

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