Rethinking Procurement – how do you change the paradigm?

3 May 2022 | Melbourne

Shifting the dial in terms of your procurement performance for greater speed, accuracy, visibility, and efficiency. 

Many healthcare procurements functions have become constrained in the way they deliver their services, and are underperforming relative to their industry peers.
This is a multidimensional challenge – with many factors at play.  Opportunities to start shifting the dial, may include many strategies, including:
  • Getting closer and really starting to understand decision makers needs
  • Having the appropriate engagement forums with key stakeholders
  • Developing targeted messaging, with data driven insights to influence change
  • Data driven insights – getting your data right, and then being able to build meaningful KPI and reporting
  • People - having the right team with the capabilities required to drive transformation
  • Working with the business to develop procurement strategies that are far more in-depth than just focusing on price, that look at demand, and understanding the real cost drivers of the business
Facilitated by Tracey Shearer, an experienced CPO (Queensland Health) and now Managing Director of a specialist Healthcare Procurement consultancy, you’ll be able to leverage her experience and work through your current challenges, gaining practical insights to support you moving forward in your role.
Key Learning Objectives 
  • Learn how to develop more effective engagement strategies with the business that will allow you to influence change
  • Explore different procurement strategies and approaches that will allow you to deliver incremental benefits back to your organisation
  • Understand key enablers required for your success, and identify key strategies that would allow you to move the dial


Workshop Leader

Tracey Shearer,
Managing Director, 
August Consulting
Tracey is an experienced procurement executive with a multinational background. She has held senior roles in industries including healthcare, community services, IT and manufacturing. Working within government, private sector, large global, and not-for-profit organisations, Tracey has a track record of leading, mentoring, and coaching teams, to deliver highly competitive procurement strategies.
With over 20 years of procurement experience, Tracey now leads a Management Consultancy Firm that specialises in procurement, where she is able to share her knowledge and expertise to help organisations by providing practical and relevant advice, demonstrating how to influence change in complex environments, leading to successful outcomes.
Tracey is the former Chief Procurement Officer at Queensland Health, where she led the implementation of a new procurement operating model, transforming from an operational to strategic service offering, with a focus on category management, benefits delivery and building strong relationships with their customers. As part of the transformation, she focused on implementing key enablers, including capability, governance frameworks, communications, reporting and data analytical tools to provide a platform for success.
Tracey is passionate about the strategic shift in procurement, and with the right investment in people and technology – procurement will be vital to the competitive advantage of every organisation.
Tracey’s focus is to help equip organisations to deal with these challenges and create the opportunities to move forward.


9.00am    Session 1: Identifying and influencing key decision makers
    • Stakeholder mapping – who are the real decision makers?
    • Stakeholder engagement strategy – how to engage with targeted messaging
    • What formal governance structures commit that support decision making in the business
10.30am    Morning Tea 
11.00am   Session 2: Rethinking your procurement strategy and approach
    • Data driven insights
    • Alignment with organisation strategy
    • Opportunity analysis
12.30pm    Lunch Break
1.30pm    Session 3: Key enablers – systems, people and process
    • How effective is your system landscape today, where are your gaps?
    • What are the core capabilities required for your success?
    • What inefficiencies are inherent in your current processes
2.30pm    Afternoon Tea 
3.00pm   Session 4: Business case for change 
    • The case for change – what’s the burning platform?
    • How to size up the opportunities 
    • How to articulate potential return on investment
4.00pm    End of Workshop 






  • Managing changing policies, buying expectations, and requirements within category management
  • Striving for maintaining sustainable supplier and vendor relationships


  • What could history have taught us? The failures of current distribution models, who shone and why? 
  • Managing risk & cost when demand soars and “opportunists” jump in 
  • Long term benefits of being forced to be agile 
  • Future proofing! What did we learn? 


  • Overview of Healthdirect’s history, traditional operating model/virtual services, constraints, and traditional procurement’s role 
  • Pandemic: Catalyst for Change; Rapid response, immediate impact on organisation and Procurement function; 
  • New Healthdirect strategy and new operating model – new commercial function and role beyond transactional sourcing, influencing business strategy  
  • Progress to date, challenges and lessons learnt  



  • History of the Prostheses List 
    • Should we even have a Prostheses List 
    • How will the upcoming changes affect stakeholders across the health system? 
    • How can each stakeholder group effectively navigate the upcoming changes? 



  • How can we successfully navigate and overcome risks that are thrown our way and cannot be easily avoided? 
  • Analysing how we can protect our organisational procurement strategy 
  • Implementing the right evaluation metrics to mitigate costs and logistical hiccups 
  • Technology: A nice to have or a necessity?






  • Developing strategy to achieve category goals and improving spending optimisation 
  • Breaking procurement silos and collaborating with stakeholders  
  • Aligning sourcing approaches with organisational goals, shared objectives, and empower collaboration 


  • Moving beyond old procurement innovations and management 
  • Getting operating model implementation right – what do organisations need to prioritise to succeed? 
  • Having a consciously designed operating model suitable for your organisation






  • Supporting the timely delivery of care 
  • Utilising data insights to connect and innovate 
  • Driving system-wide improvements and change


  • Influencing to gain Executive support and ownership for Change 
  • Repositioning Procurement & Supply through data  
  • The importance of building the trust and confidence to be a trusted partner


  • Efficiency in data collection within Healthcare supply chain to ensure a streamlined experience for staff, and subsequently, an enhanced patient experience  
  • Importance of productive and accurate data collection within the theatre setting 
  • Capabilities of the CIA Procedure Management Module  



  • How can we drive clinical change and achieve effective communication strategies?
  • Utilising effective distribution models and sourcing channels


  • Utilising procurement data as being crucial to operational excellence 
  • How can data be utilised internally and externally to engage with stakeholders, teams, and suppliers?



  • Analysing the key importance of data-driven approach and system integration to support analytical accuracy, visibility and streamline supplier management processes  
  • How can Procurement remain relevant via digital strategy and drive game-changing innovation for our stakeholders? 
  • The role of digital transformation in standardising processes and empowering shifts towards cross-functional teams?   
  • Building Supplier risk management frameworks to enable visibilities and minimise disruptions



  • The myth vs truth of procurement value and the theory of procurement success 
  • Getting the basic principles right in building a service culture 
  • What is the biggest communication problem? 
  • How can senior leaders and CPO’s build a relationship with their business partners? 




  • Strengthening SRM alongside your procurement and supply team  
  • How can we broaden negotiations beyond current products?  
  • Establishing long-term partnerships, technology, and capabilities to create mutual benefits


  • What is needed to strengthen SRM across the whole supply chain and procurement function?  
  • Evaluating supply diversification – Balancing supply chain risks with commercial considerations 
  • What are the critical factors that can influence contract and tender negotiations? 
  • How can procurement and supply chain leaders optimise strategic partnerships with suppliers for long-term success?