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10th Annual ISM Services Conference - Agenda

Services Procurement Strategies in Today's Tough Economy
December 3-4, 2009
Pointe Hilton Tapatio Cliffs Resort
Phoenix, AZ


Thursday, December 3, 2009

7:00 - 7:50 a.m. Continental Breakfast & Supplier Showcase
7:50 - 8:15 a.m. Welcome and Opening Remarks
8:15 - 9:15 a.m. General Session

TA — Practical Ways to Select and Manage Service Suppliers in a Challenging Economy
Shelley Stewart, Jr.
Senior Vice President, Operational Excellence and Chief Procurement Officer
Tyco International
Chair, ISM Board of Directors

This session addresses how to select suppliers and manage service spends in a challenging economy. Learn how Tyco has been successful in managing large buys and existing long-term contracts with its IT suppliers while at the same time meeting expense-reduction goals. Stewart targets examples from the IT spend arena which will help you identify ways to save organizational resources and build supplier relationships that are more effective and productive.
9:15 - 9:30 a.m. Networking Break & Supplier Showcase
9:30 - 10:30 a.m. General Session

TB — Putting Service Back Into Services Procurement!
Mickey North Rizza
Research Director
AMR Research

Too many organizations are bogged down by services procurement work flows. Disparate processes and missed supplier payments are a few identifiers of an inefficient and ineffective service level. Learn how to improve your services procurement processes across the enterprise. The discussion includes best practices of internal customer and supplier satisfaction and critical service-level expectations.
10:30 - 11:00 a.m. Networking Break & Supplier Showcase
11:00 a.m. - 12:00 p.m. Concurrent Sessions

TC — A Practical Guide to Agency Compensation Assessment and Benchmarking
Bob Cauley
Beekman Associates

Michael E. Thyen
Director, Marketing and Sales Global Procurement
Eli Lilly and Company

This session provides a balanced, practical look at how experts determine fair agency compensation. Topics will include compensation methodologies, appropriate transparency, definitions, hours, salaries, overhead, profit and direct client expenses. The program is a practical review of the steps necessary to assess and benchmark agency compensation in an approach fair to both client and agency. This session will include take-home materials vital to a successful client/agency relationship.

TD — Developing a Well-Defined Program to Manage Contingent Workers
Jennifer Lindsey
Director, Talent Acquisition
CVS Caremark Corporation

Jai Shekhawat

Beginning with an overview of recent and upcoming trends in contingent workforce issues, discover how one organization built and is reaping benefits from a strong contingent workforce management program. Learn how to define and implement the necessary components of an efficient program, including issues around business rules, technology, processes and staffing.
12:00 - 1:15 p.m. Networking Lunch
1:15 - 2:30 p.m.. General Session

TE — Outsourcing: When, Why and How to Manage
Scott Searls
Vice President – Supply

2007 and 2009 Alltel recipient of ISM's R. Gene Richter Award for Leadership and Innovation in Supply Management Real-life lessons and best practices are revealed through examples of outsourcing a JD Powers award-winning call center operation and outsourcing indirect services and support for retail operations. Both case studies were named finalists in the 2009 ISM's R. Gene Richter Award for Leadership and Innovation in Supply Management.
2:30 - 3:00 p.m. Networking Break & Supplier Showcase
3:00 - 4:00 p.m. Concurrent Sessions

TF — Academy Award Performances: Big Screen Lessons for Supply Chain Professionals
Mary A. Redmond
Independent Lease Review, Inc.

John Meiers, Ph.D.
Sourcing Leader
H&R Block

Rediscover the seven negotiation lessons we all learned at the movies. This presentation addresses numerous procurement/leasing negotiation concepts, how to deal with negotiation situations (supplier negotiations, leasing negotiation) and provides real-world tactics that have proven to be successful. See how H&R Block uses short-cut strategies from the movies in its internal deliberations and negotiation preparation sessions to ensure the entire internal team is on the same page during a negotiation.

TG — Reviewing the Contract: What to Look For in the Terms and Conditions
Jim Haining, CPSM, C.P.M., A.P.P.
Purchasing Administrator
Clark County, Nevada

Before your legal department reviews and approves a contract, it's typical for supply managers to conduct an initial review. When you use your organization's boilerplate, the review is easy. But when you use the supplier's contract, it is imperative to make certain your company's interests are protected and properly documented. Attend this session and discover how to ensure both legal and business interests are protected.
4:00 - 4:15 p.m. Networking Break & Supplier Showcase
4:15 - 5:15 p.m. General Session

TH — Building Professional Credibility with High-Impact Persuasion and Influencing Skills
John M. Spera
jms partners, inc.

People outside the profession often view supply management professionals as clerks who create obstacles. Additionally, they are sometimes seen as the messengers of unfavorable news or enforcers of unpopular procedures. This session provides specific ideas about how you can change this negative perception, build credibility and enhance your influence and business case persuasion skills. Emphasis is on practical, immediate approaches that positively position the contribution and scope of your work within any organization. This session also includes ideas about how to effectively deliver difficult messages such as having to tell your colleague that he cannot use his favorite supplier, or he may have to substitute a part, or he may have to pass all procurement requests through a centralized department.
5:15 - 7:00 p.m. Networking Reception & Supplier Showcase

Friday, December 4, 2009

7:00 - 7:50 a.m. Continental Breakfast
7:50 - 8:00 a.m. Opening Remarks
8:00 - 9:15 a.m. General Session

UA — High Quality Service Delivery: Collaboration — The Ultimate KPI
Willem F. Van Oppen, LL.M.
Provoque Consulting BV
2008 & 2009 Royal KPN Telecom recipient of ISM's R. Gene Richter Award for Leadership and Innovation in Supply Management

This presentation addresses improved cooperation across companies when sourcing services in combination with internal collaboration to enable excellent customer performance. Van Oppen focuses on how intercompany and internal supply chain collaboration can lead to astounding results for service companies struggling to improve consumer performance.
9:15 - 9:30 a.m. Networking Break
9:30 - 10:30 a.m. Concurrent Sessions

UB — End-to-End Supplier Management in a Telecom Environment
Keith Wagoner, CQE
Director, Continuous Improvement
Lincoln Financial Group

This session offers an overview of supplier relationship management from a telecom perspective. It explores sourcing and RFXs, development of key performance indicators and service level agreements. Learn also about different types of periodic meetings and performance reviews for supplier monitoring, escalation and celebrations.

UC — Developing an Effective Strategic Procurement Plan
Patrick Bliss, MBA, C.P.M.
Director, Strategic Sourcing & Procurement
Apollo Group, Inc.

With more and more focus turning to procurement to provide higher value to its organization, it is imperative that procurement leaders build a strong profile and strategic plan to develop the value provided by their services. One major tool that can and should be used is the strategic procurement plan. Discover the main elements included in an effective strategic plan, the development of objectives and key performance indicators by which the plans will be measured, and the annual rotation of plans to keep procurement development moving forward.

10:30 - 10:45 a.m. Network Break
10:45 - 11:45 a.m. General Session

UD — Procurement's Value in the Midst of Mergers & Acquisitions
H. Darrall Loggins, C.P.M.
Group Manager - Strategic Sourcing
MillerCoors, LLC.

Having weathered the storm of nine acquisitions or mergers, Loggins focuses on ways to help you increase value and savings in a changing environment. With an emphasis on corporate services, find out how to drive value through sourcing initiatives of the combined companies, increase savings through strategic supply base reductions and deal with organizational change.
11:45 a.m. - 12:00 p.m. Closing Remarks

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