Professional Training

 

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. 

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, 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. 

Since 2013, Jonathan has personally developed and delivered several short training courses for over 600 attendees in total. These programmes include private training programmes for organisations such as Holden, DFAT, Victorian Government, Fisher & Paykel, Defence, Aldi, SA Health and others.

 

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 and Kuala Lumpur as well as Dubai. 

 

By far the most successful programme JD has devised and run is the two-day STRATEGIC PROCUREMENT 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. 

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 ONLINE 

15th - 26th March 2021

Six 3hr SESSIONS

over two weeks  

Strategic Procurement Masterclass

Two Day LIVE course Melbourne: 

28/29 January 2021 

is CONFIRMED  

Strategic Procurement Masterclass

REVISED course dates for;

Singapore, KL

and Dubai 

tbc for 2021

Prodonovich_Advisory_Logo.png

"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

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

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

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 Masterclass
2 Days
Live
24
The Strategic Procurement Leadership Programme 
18 Contact Hours
Online
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
24
16
16
24
16-24
24
50
24
​Managing the Buyer for Sales Managers
Managing the Buyer for Lawyers
Half day
Live or Online

Strategic Procurement Masterclass

What ... 

A two-day public or private masterclass in STRATEGIC PROCUREMENT - a programme now run successfully over 45 times in 5 countries; continually updated and revised - major update completed in November 2019

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 

When ...

Running publicly in MELBOURNE  26-27 November 2020 - further dates tbc .... also available privately by arrangement 

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  

  1. Procurement leadership the business context for procurement 

  2. The role of modern procurement and supply management

  3. Opportunity analysis

  4. Market analysis

  5. Category Management

  6. Market management insights

  7. Integrating procurement & supply chain management

  8. Contract management & SRM and competitive advantage from the supply side 

Key themes in the programme:

  • 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. 

Enquire or Book …  for the PUBLIC COURSE here  

For a PRIVATE course quotation simply e-mail jd@jdconsultancy.com.au  

The Strategic Procurement Leadership Programme 

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 over 15 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.

Programme Structure over six sessions

  1. Leadership in Procurement today …

  2. Crisis Management – and Post Covid-19 priorities

  3. The modern evolving role for Procurement

  4. Contract management & SRM as an opportunity

  5. Understanding your supply chains

  6. Driving competitive advantage from the supply side

 

Also included:

  • FREE white-paper – ‘The 7 Challenges facing Procurement post- Covid19’

  • FREE White-paper – ‘Category Management is the NEW BLACK’

  • Over 15 real case studies

  • PDF copy of over 250 detailed slides, handouts, article links, plus ….

  • Breakout sessions, six videos, polling facility, virtual white-board using mural.com & group discussions

  • PASA Certificate of Attendance 

 

This 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.

PROGRAMME RUNS 15th-26th March 2021 ONLINE through PASA

- For SIX SESSIONS of 3hr each on ZOOM over a TWO WEEK PERIOD - BOOK HERE 

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 

  • Procurement, organisational & brand policy alignment - and stakeholder buy-in

  • 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

PASA Agile 1.3.png

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

  • The 4 values and 12 principles of AGILE - responsiveness not velocity 

  • How to buy an ERP in two days - CASE STUDY 

  • Capturing decision-time value 

  • The NORDSTROM innovation lab CASE STUDY 

  • Complexity - and when to use agile

  • The lean agile procurement CANVAS 

  • Facilitating cross-functional teams & the product owner

  • 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/

​Managing the Buyer for Sales Managers

What ...

A one-day or two-day course that explains procurement to 'outsiders' ... and how to understand them, pitch to them and work with them better - available as a one day or two day programme live, or a shorter one-day ONLINE variant. 

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 lawyers (see below), travel agents & TMCs, recruiters, 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. Fine tune your tendering & bid documents to align with procurement evaluation 

Content ...

  • The Procurement industry landscape and culture

  • WHO are procurement people and how best to manage them

  • The rules of the game 

  • Procurement drivers, strategies, methodology & professional priorities 

  • The role of sustainable procurement factors, today 

  • Pre-tender management, CRM and conditioning 

  • The joy of a supplier briefing 

  • Defining then measuring VALUE 

  • Essential negotiation awareness

  • The tender process - to play or not to play?

  • The Top Ten Tender Tips - and what to expect 

  • Post-tender CRM and account management 

  • Procurement feedback

  • Contract management & the buyer's SRM strategy 

  • Building competitive advantage from the supply side 

  • A summary for success 

Enquire …

Directly with JD or the JDC office 

Managing the Buyer for Lawyers

Prodonovich_Advisory_Logo.png

What ...

A half-day or one-day seminar that explains procurement to the legal profession - both lawyers and their business development teams  ... covering and how to understand procurement managers them, pitch to them and work with them better 

 

Available as a live, or an ONLINE event, with legal CPD points through Prodonovich Advisory training programme 

For ...

For legal firms, lawyers and their Business Development, sales & marketing teams. 

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. Fine tune your tendering & bid documents to align with procurement evaluation 

Content ...

  • The Procurement industry landscape and culture

  • WHO are procurement people and how best to manage them

  • The rules of the game 

  • Procurement drivers, strategies, methodology & professional priorities 

  • The role of sustainable procurement factors, today 

  • Pre-tender management, CRM and conditioning 

  • The joy of a supplier briefing 

  • Defining then measuring VALUE 

  • Essential negotiation awareness

  • The tender process - to play or not to play?

  • The Top Ten Tender Tips - and what to expect 

  • Post-tender CRM and account management 

  • Procurement feedback

  • Contract management & the buyer's SRM strategy 

  • Building competitive advantage from the supply side 

  • A summary for success 

Enquire …

Directly with JD or the JDC office - OR through Prodonovich Advisory at  https://www.prodonovich.com/contact 

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