Professional Training
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JD's TRAINING BACKGROUND
Jonathan Dutton has developed and delivered training courses throughout his career of over 35 years. Particularly he has developed & delivered innovative and leading edge material for both procurement professionals and sales teams alike - sometimes both at the same time such as 'The Training Sales Simulator' he developed for the QANTAS sales team in the 1990s training how to work with procurement managers.
Also, Jonathan devised, planned and launched from scratch the CIPSA Training business whilst he was working there between 2004-13 - a business delivering over 250 training days a year at its peak, as the largest provider of public training in procurement in Australia. Whilst he was COO of CIM in the UK, he ran the CIM training business - which was around the 25th largest training company in the UK at the time. In Australia, in the early 1990s, he developed and produced a world class training programme for the Qantas sales team; some of this work was based upon the British Airways in-house programme ...
He has also developed Learning & Development strategy for several organisations including the design of an entire procurement L&D programme for DFAT through 105 locations worldwide from skills analysis, competency standards, team assessment and course design.
For a growing Australian procurement consultancy, Jonathan designed an assessed training regime and programme for their clients including eLearning, online training support, assessed AQF qualifications and international accreditations -0 including recruiting a universityt as their awarding body.
Jonathan is now also a CIPS Tutor for the MCIPS programme as a member of the procurement faculty for Academy Global based in Sydney.
Since 2013, Jonathan has personally developed and delivered several short training courses for over 800 attendees in total. These programmes include private training programmes for organisations such as WA DTF, Holden, DFAT, Victorian Government, Fisher & Paykel, RACV, RMIT, Defence, Aldi, SA Health and others, as wellas many 'open' public programmes. He also designed and ran the PASA training programme from 2018 right through to today.
In addition, public programmes have been 'retailed' throughout Australia and New Zealand by specialist learning providers including PASA, Konnect Learning and now Prodonovich Advisory for the legal profession. Overseas initially by Zenith, then FDB Events in Singapore, Hong Kong and Kuala Lumpur as well as Dubai and Brunei.
By far the most successful programme JD has devised and run is the two-day STRATEGIC PROCUREMENT LEADERSHIP Masterclass workshop (detailed below) for procurement managers. Attendees have included executives from organisations such as Rio Tinto, BHP Billiton, Telstra, Novartis, Foxtel, Vic Government, Petronas, Oil Search, Bluescope, EY, PWC and many others - some more are listed aside > The programme works over one, two or three days and seeks to teach delegates how to lift their transactional approaches into strategic procurement quickly. See below for more details and the brochure link ...
In addition, the 'MANAGING THE BUYER' programme, devised and run originally for the QANTAS sales team by JD, has been developed into a private one or two day course for sales managers seeking to grow their understanding of how best to work with procurement managers as clients. It has been adapted and run specifically for boards, 'C' suite leaders, recruiters, lawyers, accountants, travel agents and management consultants. The programme develops practical ways for sales people to best work with procurement. See below for more details and click for the brochure.
More recently, JD has developed wholly flexible and bespoke individual mentoring and coaching programmes, delivered personally over 8-12 week periods, for ambitious procurement professionals in-person and, mostly, ONLINE.
JD has gained a reputation for engaging education and presentation work built on real substance and great content, using a wealth of real examples and case studies, delivered in a vibrant, informative and engaging way.
Showreel
The Strategic
Procurement
Leadership
Programme 2025
OPEN PUBLIC PROGRAMMES
LIVE over ZOOM for three mornings ONLINE - direct from MELBOURNE
@ 9am-1pm MEL time
2025 dates now set ..... with PASA:
- 9-11th JULY and 3-5th DEC 2025
The Strategic
Procurement
Leadership
Programme - NEW 2025 version -
PRIVATE IN-HOUSE PROGS for your org:
. One or Two day LIVE courses
. or Three mornings ONLINE
. or the ELAPSED programme over 4 months
including two one=dayers LIVE on-site
and three or four mornings ONLINE
FULLY UDATED in January 2024 with post covid and most recent 2023 global content
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UPLIFT your procurement thinking from a transactional & operational approach to a more proactive approach with a more strategic mindset - in just two days ...
BOOK a seat at an open public programme - or enquire driectly about an in-house private training session to select your own content for your whole team and save money on a cost-per-head basis
PAST ATTENDEES:
Attendees on JDC courses since 2013 have included executives from organisations such as;
Rio Tinto
BHP Billiton
CBA
Aldi
Novartis
Foxtel
Yan Coal
Petronas
Oil Search
Bluescope
GM Holden
EY
PWC
Cochlear
Parmalat
Monash University
Bureau Veritas
Dept Justice VIC GOVT
Rheem
Genea
Dept of Defence
TAL
Bethanie Group
TNT Australia
Ramsay Health
EMC
Fisher & Paykel
HPV
QLD Health
Gold Coast Health
Asciano
VIC Govt DEECD
LGP NSW
Jemena
Nufarm
University of Otago
Dept of Health NSW
SA Health
Primary Care Network
DFAT
SITA
GWF
Total Oil & Petroleum
Dept of Transport QLD
Nexans Olex
PowerCor
AusNET
TransGRID
Flight Centre
WALGA
SLV VIC GOVT
Deakin University
RMIT University
DELWP VIC GOVT
PowerCor
Rheinmetall
Workcover QLD
AngliaCare
Jeddah Healthcare
Schneider Electric
Bahrain Oil
QLD Health (MNP)
Ego Pharma
RAAFA
Essel Group
First Abu Dhabi Bank
Wilmar Sugar
WALGA
University of Otago
Newcastle Bldg Society
Sydney Catchment
JPMC Hospitals Brunei
DTF Morocco Govt
Brunei Oil Corp
Doha Hospital
BioCon
Sharjah CC
Hanson
EGO Pharma
VIC State Library
RAAFA
LG Electronics
WA Govt & DTF
RACV
Evolution Mining
Todae Solar
JTC Singapore
Air New Zealand
... and many others.
What previous attendees have said:
"I went into the course with a relatively low expectation of receiving mountains of theory and not so many practical examples.
To my absolute delight I found Jonathan’s delivery to be extremely energetic. His ability to call on practical examples for almost every scenario discussed was outstanding.
The examples were very real and stretched across many industries, scenarios and often strayed well beyond his own personal experiences.
Grp Procurement Mgr
major Australian corporation
“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
"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
Jonathan is practiced and adept at tailoring programmes for individual organisations - this approach also allows you to 'cherry-pick' from JD's course inventory, choose your own dates, and work LIVE on-site, off-site or online
- it is also significantly cheaper on a cost per head basis ... just call or e-mail for a conversation about your needs and an easy solution:
jd@jdconsultancy.com.au +61 (0)404 452 861 LinkedIN
"Jonathan ran a two-day private workshop on STRATEGIC PROCUREMENT for our entire team of almost two dozen people in July 2016. JD used his industry experience, practical thinking and unique approach to deliver a highly relevant message, one that made us reflect on our current approach and ask the right questions ourselves to shape a better future for our organisation”
Eddy Pereira, GM Procurement, Fisher & Paykel Healthcare, Auckland, New Zealand: 2016
JDC can offer ten PRIVATE off-the-shelf training courses of varying lengths from half-day to two or three day courses, whether online or live in person at a location of your choice (listed & profiled below):
Some of these courses are also offered publicly from time to time through various resellers – usually PASA In Australia and FDB overseas. Follow the links above or below to enquire or book ….
Showreel
Showreel
JDC COURSE
LENGTH
FORMAT
MAX
The Strategic Procurement Leadership Masterclass
- LIVE and F2F
2 Days
Live
32
The Strategic Procurement Leadership Programme - ONLINE over three mornings with PASA
12-24 Contact Hours
Online w PASA
Intro to Professional Procurement
1 or 2 days
Live or Online
Intro to Strategic Procurement
1 day
Live
Making SRM work
1, 2 or 3 days
Live or Online
Negotiation Skills
Sustainable Procurement
2 days
1 or 2 days
Live
Live or Online
AGILE Procurement
half, 1 or 2 days
Live
1 or 2 days
Live
24
48
24
16
48
16-24
24
50
Managing the Buyer for Sales Managers
Strategic Procurement Masterclass
What ...
A two-day public or private masterclass in STRATEGIC PROCUREMENT - a programme now run successfully over 50 times in 6 countries; continually updated and revised - major update completed in November 2024
INCLUDES HEALTHY DOWNLOAD OF MUCH OF THE LATEST GLOBAL THINKING AND RESEARCH IN PROCUREMENT
For ...
Those wanting to take a more strategic and proactive approach to procurement or aspiring to a procurement leadership role including experienced procurement managers, category leads, anaylysts and the ambitious
LIFT YOUR PROCUREMENT THINKING FROM THE TRANSACTIONAL TO STRATEGGIC IN JUST TWO DAYS
When ...
Running publicly LIVE and online through PASA direct from MELBOURNE over three mornings in JULY and DECEMBER in 2025
.... also available privately in-house by arrangement, in one, two or three day formats - with tailored elements to your needs
Outcomes ...
By the end of the two-day workshop you 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 ...
AGENDA - all content slected from
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Procurement leadership today and tomorrow ....
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Strategic procurement & risk mangement
-
The business case for SRM
-
Buying during inflationary times
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Category Management - is it really working?
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ESG - making it real
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Goal alignment - the secret to it all?
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Delivering VALUE beyond savings
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What makes strategic procurement strategic?
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Tracking UP your INBOUND supply chain
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Supply chain management & The BIG Question?
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Building procurement capability
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Managing downstream contract management drama
-
Building competitive advantage from the supply side
Key themes in the programme:
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Addresses some major questions facing the procurement profession today,
-
Looks at genuinely strategic solutions to these issues for you and your organisation,
-
Takes a glimpse at the sales professionals view of buyers
-
Considers how Procurement can integrate with your Marketing strategy - A unique element of this programme.
Lift your procurement thinking from the transactional to the strategic in just two days - LIVE in person with JD
The Programme
This programme addresses the most important questions facing modern procurement leaders. It is split into six segments and coaches participants through a strategic perspective on the key challenges facing procurement teams today whether large or small, direct or indirect.
Key themes in the programme:
-
Addresses directly the major questions facing the procurement profession today,
-
Looks at genuinely strategic solutions to these issues,
-
Considers how Procurement responded to the Covid-19 crisis and the lessons it offers,
-
Understands why sourcing from Australia is more difficult,
-
Takes a glimpse at the sales professional’s view of buyers, and why it matters,
-
Considers how Procurement can align with your Marketing strategy – a unique element
By the end of the workshops you will:
-
Understand the context & complexity within which modern strategic procurement has to deliver and meet stakeholder needs
-
Determine quickly the difference between procurement leadership and management
-
Grasp thoroughly the essentials and the process of a strategic approach to procurement
-
Confidently manage suppliers and colleagues through a more strategic procurement process
-
Utilise a core range of strategic procurement tools and techniques
-
Develop the true role of procurement for your organisation and take a more strategic and balanced approach that is right for your organisation …
The content
This workshop includes recent eclectic contributions to international thought leadership in the profession fused with established procurement theory and real-life examples from a library of 48 real world case studies. Throughout the programme, you can compare a genuinely strategic approach to a developed but still transactional procurement effort by the end of the workshop.
Participants will gain a thorough vision of what STRATEGIC procurement looks like today in leading organisations, through the lens of many sample best practices harvested from all around the world, and some of the worst practices as well.
Also included:
-
FREE white-paper reading library of 25 important sources for this programme
-
Up to 48 real case studies
-
PDF copy of over 500 detailed slides, handouts, article links, plus ….
-
Breakout sessions, several videos, polling facility, virtual white-board using mural.com & group discussions
-
Official PASA or JD Certificate of Attendance if requested
The online Procurement Leadership Programme runs in six short online sessions, each for three hours, over alternate days during two-week period starting 21st September, every Monday, Wednesday and Friday morning [0930-1230 AEST]
The programme is hosted ONLINE personally by Jonathan Dutton FCIPS, from Melbourne, using ZOOM PRO. Participants will need to be able to dial-in to ZOOM and receive e-mails with PDF attachments.
The LIVE F2F programes are run privately for organisations or buying groups and usually run LIVE in Melbourne CBD over two days - or by arrangment locally to you. Groups of up to 32 people can be accomodated in this format. Sessions run 9am until 5pm both days local time. Clients can usually just choose their preferred dates and venue for the convenience of their team.
TO JOIN the online public programmes run through PASA - follow the link above, or BOOK directly on the PASA website - PASA CONNECT members get a -20% discount.
FOR the private in-company programme, simply email JD directly at jd@jdconsultancy.com.au or call him anytime on (+61) 0404-452861
Other JDC courses available ...
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Intro to Professional Procurement
What ...
PROCUREMENT #101
For ...
1. Your junior team including new recruits and rookies
2. Stakeholders wanting more understanding of procurement
... An INTRODUCTORY level programme
When ...
Only runs PRIVATELY - over one or two day courses, ONLINE or live at a venue of our choice
Outcomes ...
A thorough understanding of the role and the potential of professional procurement
Content ...
A wide range of available content allows clients to select a programme right for them.
Options might include:
-
The objectives of procurement
-
Probity & compliance
-
Stakeholder needs
-
Sustainable procurement #101
-
Supplier management
-
Strategic sourcing outline
-
Tenders and proposals
-
Cost management
-
Contracts & contract management
-
An introduction to SRM
Enquire or Book …
Directly with JD or the JDC office
Intro to Strategic Procurement
What ...
An introduction to procurement as a strategic opportunity and business strategy: And a programme that has been run numerous times. This programme runs at an INTERMEDIATE level rather than an introductory level as above.
For ...
1. Your experienced recruits and new managers joining the team
2. Analysts
3. Specialists wanting to become more generalist procurement managers
4. Post transformation programme training
5. Senior stakeholders wanting more understanding of procurement potential as part of their business strategy
6. CFOs and Financial Controllers
7. Refresher training
When ...
Only runs PRIVATELY - over one or two day courses, ONLINE or live at a venue of our choice
Outcomes ...
A clear grasp on the strategic potential of professional procurement, how it fits into the corporate strategy and its core process, practices and techniques.
Content ...
A wide range of available content allows clients to select a programme right for them.
Options might include:
-
The role of procurement in your organisation, now and in future
-
The context for procurement operations today
-
Market engagement
-
Stakeholder management
-
Sustainable procurement 2.0
-
Category Management
-
Strategic sourcing
-
Procurement value management
-
Supply chain management
-
Contracts & contract management & SRM
Enquire …
Directly with JD or the JDC office
Making SRM work
What ...
A detailed programme on the theory, practice & benefits of supplier relationship management (SRM).
This programme was developed in detail for SA Health as part of their strategy and has been amended, tailored and run for others since ...
For ...
1. Senior procurement professionals managing regular & important suppliers
2. Procurement leaders seeking to understand SRM potential in their own context
3. Procurement teams implementing a new SRM strategy or programme
When ...
Only available privately at the current time, over 1, 2 or 3 days, with 2 and 3 day versions available LIVE and the 1 Day version available both live or ONLINE
Content ...
A significant range of material can drive a one day, two day or three day course depending upon the breadth of exercises and practice material prior to any implementation programme: Only the one day version can run ONLINE.
Core content could include:
-
Supplier base management
-
Supplier development
-
Contract management
-
The SRM value curve
-
The benefits of SRM
-
The characteristics of a good SRM approach
-
The role of trust
-
Innovation
-
Competitive advantage from the supply side
-
The AT Kearney 9 box SRM model
-
Stakeholder management and RACI
-
360 degree management
-
Gain share/pain share models
-
Supply chain mapping
-
The salesteam's view of the BUYER
Enquire …
Directly with JD or the JDC office
Negotiation Skills
What ...
A proven one day interactive & fun short programme on essential negotiation skills & the basic tenants of negotiation - a highly successful ONE DAY live programme (or three hour online seminar sans exercises).
For ...
Anyone who engages with suppliers or others in a B2B context where negotiation can improve outcomes
When ...
Only available privately and only available LIVE - programme running for a New Zealand based client later in 2020
However, JD does run a short 3 hour ONLINE introductory seminar on NEGOTIATION ....
Outcomes ...
1. A good understanding of the negotiation process and theory
2. Familiarity with the core negotiation techniques & the five pillars of persuasion
3. Practiced with key negotiation techniques
4. Confidence to negotiate more and learn more about negotiation ...
Content ...
Introduction to negotiation
-
The power of conditioning
-
The five pillars of persuasion
-
Top TEN Negotiation Tactics
-
The BATT bottom-line
-
The necessity of 10:1 PLANNING
-
Getting the other party to move
-
The Rapport Matrix
-
The Property Game - negotiation exercise
Enquire …
Directly with JD or the JDC office
Sustainable Procurement
What ...
A short course on any or all aspects of sustainable procurement in its widest sense including environmental, social, ethical and economic developmental procurement - available in half day, one day or two day formats, both ONLINE or live at your venue
For ...
Anyone in procurement or its associated stakeholders departments interested in more sustainable outcomes from procurement strategy : the programme can be easily tailored to specific fit clients needs. This programme has been delivered numerous times for large procurement teams in both public and private sectors throughout Australian & New Zealand.
Outcomes ...
1. A clear grasp of the breadth of sustainable procurement & its potential as well as its limits
2. An understanding of the SDGs and their links to the ISO 20:400 Sustainable Procurement global standard as well as the associated other standards, laws, regulations in the space including the Modern Slavery Act and Indigenous Procurement Policy
3. Clear insight into how to get started on your area of sustainable procurement
4. Acknowledged sources and pathways for help in all areas of sustainable procurement
5. Clarity on how to forge your own appropriate & relevant sustainable procurement policy
Content ...
-
The Sustainable Development Goals (SDGs)
-
The ISO 20:400 global standard for Sustainable Procurement .. and the relevant standards
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Procurement, organisational & brand policy alignment - and stakeholder buy-in
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The Modern Slavery Act 2018 - and supply chain mapping, risk management & supplier appraisal
-
The Indigenous Procurement Policy 2012 +
-
Social procurement & economic development through procurement & supply side management
-
The role of safety on the supply side
-
Public & private sector case studies and examples
-
Working with SMEs
-
Supplier development programmes in the context of SRM & sustainable procurement
-
Qik impact sustainable procurement strategies
Enquire …
Directly with JD or the JDC office
AGILE Procurement
What ...
A half day explanatory seminar on AGILE PROCUREMENT theory, practice, methodology and benefits. You heard it here first! Available ONLINE or offline at your venue.
For ...
Procurement teams = whether reactors or proactors (responding to organisational agile trend, or looking to agile to facilitate better procurement outcomes)
Also, works for stakeholder groups and senior management briefing.
Outcomes ...
1. An understanding of AGILE PROCUREMENT methodology from first principles to current best practice
2. Appreciation of the difference between LEAN and AGILE procurement
3. Understanding when AGILE PROCUREMENT is appropriate, and when not
4. Knowing the 'next steps' in the agile procurement learning pathway
5. Recognition of the benefits of AGILE PROCUREMENT
6. Learning the different core tools and approaches of an agile procurement mindset
Content ...
-
AGILE as a mindset and philosophy not a process or plan
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The 4 values and 12 principles of AGILE - responsiveness not velocity
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How to buy an ERP in two days - CASE STUDY
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Capturing decision-time value
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The NORDSTROM innovation lab CASE STUDY
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Complexity - and when to use agile
-
The lean agile procurement CANVAS
-
Facilitating cross-functional teams & the product owner
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The BIG ROOM workshop - plan/prepare/do
-
The benefits of agile
-
Are you ready?
Enquire …
Directly with JD or the JDC office - OR through PASA AGILE at https://procurementandsupply.com/
Courses running throughout 2021 both ONLINE and LIVE in person .... seee www.pasaagile.com
Managing the Buyer for Sales Managers
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What ...
A one-day or two-day course that explains procurement to 'outsiders' and particularly sales people ... explains how to understand procurement today, pitch to them and work with them better - available as a one day or two day programme live, or a shorter one-day or half-day variant, perhaps even as part of a sales meeting or sales event.
For ...
For sales managers and those working with procurement managers in a Business Development role on behalf of their company.
Different versions of this programme have been developed & delivered previously for boards and senior management, directors, sales managers, lawyers (see below), travel agents & TMCs, recruiters, lawyers, marketing agencies and consultancy firms solution selling.
Outcomes ...
1. Understand the motivations, drivers, culture and approach of modern professional procurement managers
2. Tailor your CRM strategies to suit your client and to align with their procurement approach
3. Adjust your tendering & bid documents to align with procurement evaluation
Content ...
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The Procurement industry landscape and culture
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WHO are procurement people and how best to manage them
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The rules of the game
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Procurement drivers, strategies, methodology & professional priorities
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Why are procurement people so busy? How can you contact them? What can you ask?
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The role of sustainable procurement factors, today
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Pre-tender management, CRM and conditioning
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The joy of a supplier briefing
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Defining then measuring VALUE
-
Essential negotiation awareness
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The tender process - to play or not to play?
-
The Top Ten Tender Tips - and what to expect
-
Using generative AI
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Building your tender library
-
Post-tender CRM and account management
-
Procurement feedback managment
-
Contract management & working the buyer's SRM strategy & RASCI model
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Dovetale into Strategic Selling
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Building competitive advantage from the supply side - can help you
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A summary for success