1 © The Delos Partnership 2005 Procurement Masterclass Creating value in pursuit of profitability

2 © The Delos Partnership 2005 Agenda Day 1 1.Introduction 2.Cost and Cash Management 3.Processes and Tools Day 2 4.Strategic Sourcing 5.Dealmaking 6.Supplier and Results Management 7.Leadership and People 8.Prerequisites 9.Action plan development

3 © The Delos Partnership 2005 Since 1991 Richard has operated his own education and consulting firm, which specializes in the understanding and implementation of Integrated Enterprise Planning. As such he has helped many companies including Cray Valley (part of the Total Group), GlaxoSmithKline, British Nuclear Fuels Limited, GEC Marine- VSEL, Sandoz Pharmaceuticals, Van Leer Metallizing, Cooper Bussmann, Rizla Ltd., Aventis, Quest International, and Levi Strauss EMEA. All of these companies have made significant gains in improving profitability and customer service through the implementation of the concepts supporting Integrated Enterprise Planning. In this he was associated with Mike Salmon’s Manufacturing Resource Planning Limited from , and with Oliver Wight associates from All of this was achieved through a mixture of Education and Consulting. Richard Watkins’ experience with Business Excellence in manufacturing industries started in 1986, when the ICI Agrochemicals’ Business (now Syngenta) started the first global implementation of an Integrated Supply Chain planning system. Richard was a member of the core Project Team that radically transformed the way the business operated, leading the Forecasting and Demand Management Task Force. This highly successful project led to a 20 % plus reduction in inventory, and service levels in excess of 95 % worldwide. All of this involved implementing a new way of forecasting and planning across the whole division around the world, which Richard led. This included the development of a global Integrated Enterprise Planning process, which enabled a monthly financial review of the business, and a long term strategic decision- making process. Richard joined the Project Team from the Product Management group, responsible for the development and marketing of new products into the Public Health and Agrochemical markets. Prior to joining ICI, Richard had gained an MBA from the London Business School,; before this he had worked for Tube Investments Ltd, who manufactured Steel Tubes for the automotive, sports goods, nuclear and food processing industries. He gained his first degree in PPE from Oxford. RICHARD WATKINS

4 © The Delos Partnership 2005 Paul Warrick has substantial Strategic Purchasing & Global Sourcing expertise and a career track record of delivering outstanding supply side value improvement. He has held global purchasing leadership roles with ICI PLC, Elementis PLC, Lonza, Crown Cork and Seal and Georgia Pacific. He has complete spend category and project management expertise and has led major client improvement projects such as Inventory Reduction, Global Logistics & Freight, Strategic Sourcing of key Raw Materials with volumes in excess of 500,000 tonnes and E Commerce. Experience gained by working for these companies have given Paul an outstanding knowledge of Chemicals, Pharmaceutical, Biotechnology, Packaging, Paper, Coatings, Adhesives and Metals industries. Other important roles have included Director of e-Business strategy for a UK Chemicals Industry Association subsidiary company. Paul has a chemistry & polymer science degree, is Six Sigma and World Class Manufacturing trained and has worked with most of the big five consultants. He has provided Procurement and Supply Chain support and advice to numerous blue chip clients. PAUL WARRICK

5 © The Delos Partnership 2005 Action Items

6 © The Delos Partnership 2005 Action Items

7 © The Delos Partnership 2005 Action Items

8 © The Delos Partnership 2005 Action Items