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11th Annual ISM Services Conference - Agenda

Innovative Supply Relationships: Creating Value for Services Procurement
December 2-3, 2010
Pointe Hilton Tapatio Cliffs Resort
Phoenix, AZ


Thursday, December 2, 2010

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

TA — Suppliers Saved My Bacon
John MacLean
Vice President of Purchasing and Transportation
American Airlines
Purchasing magazine's 2009 Supply Chain Manager of the Year

Over the past decade, the airline industry has had one major challenge after another: 9/11, SARS, skyrocketing fuel prices, H1N1 and hurricanes. Through all of these challenges, suppliers have time and again helped American Airlines stay solvent and restructure. Discover how suppliers are critical to the enterprise and how these relationships determine which customers they are willing to help — it's not all of their customers!
9:15 - 9:30 a.m. Networking Break & Supplier Showcase
9:30 - 10:30 a.m. General Session

TB — Collaborative Relationship Development With Strategic Suppliers
Donna Freislinger Huffman
Managing Director, Strategic Sourcing
United Airlines

Hear how transformation and continued savings, even during the economic pinch of the past few years, has been achieved in part through collaborative relationship development with strategic suppliers at United Airlines. With a standard sourcing process companywide through category management teams focused on driving the lowest total cost of ownership, collaboration with suppliers has helped make the airline even more successful. Hear examples of how the airline collaborates with suppliers in services spend areas and how it manages various strategic supplier relationships.
10:30 - 11:00 a.m. Networking Break & Supplier Showcase
11:00 a.m. - 12:00 a.m. Concurrent Sessions

TC — Why India May Not Be the Outsourcing Destination of Choice
Dalip Raheja
The Mpower Group, Inc.

As a pioneer in providing outsourcing services for the last 20 years, India has historically been shortlisted as a low-cost country of choice for most outsourcing strategies. But the decision to outsource services to India is no longer the clear and easy choice it once was. The presentation analyzes the pros and cons of outsourcing in India and is a guide for both first-time outsourcers examining various low-cost countries and experienced outsourcers struggling with the decision to remain in India. Take away a clearer understanding of when outsourcing to India is the right decision, and when it's time to leave India and take your outsourcing needs elsewhere, including the United States.

TD — Comprehensive Services Procurement
Mary Finaldi
eEnablement Manager, Strategic Procurement Operations
Deloitte Services LP

Dan Ashton
Senior Solutions Marketing Manager, Services Procurement

Services procurement is often thought of as just contingent labor, and while it is a large category, it's just the tip of the iceberg. Explore the optimization of services spend in areas such as consulting, print and marketing services. Mary Finaldi and Dan Ashton detail their experiences and best practices around a holistic approach that includes temporary labor, IT consulting/contractors and real estate services.
12:00 - 1:15 p.m. Networking Lunch
1:15 - 2:30 p.m. General Session

TE — Creative Services Sourcing at Disney: Engaged With Passion
Steven G. Miller
Senior Vice President of Strategic Sourcing and Procurement
The Walt Disney Company

Lynn Kwiatkowski
Director, Category Sourcing—Marketing & Advertising
The Walt Disney Company

Engagement on multiple levels produces extraordinary results. Discover how Disney professionals engage with each other and suppliers in order to source creative services that help make the Disney "difference." Steven Miller focuses on how the interactive process between critical players can produce effective results. Learn how you can incorporate many of these methods into your operation, improve your supplier relations and benefit from the results.
2:30 - 3:00 p.m.. Networking Break & Supplier Showcase
3:00 - 4:00 p.m. Concurrent Sessions

TF — Green Sourcing to Savings and Sustainability
George Zullo
Senior Director
JVKellyGroup, Inc.

Marvin R. Motley
Director, Strategic Sourcing
Sprint Nextel Corporation

Over the past few years, sustainability has taken center stage for many sourcing professionals as they were tasked with reducing both their carbon footprint and their costs. With experience and continued advancements in regulations and sustainable products and services, the market has changed and improved. In this session, Marvin Motley, director of Sourcing for Sprint Nextel will discuss the roadmap Sprint has designed to meet its targets and ways to measure the results of sustainability programs. Additionally, Jim Kelly, CEO of JVKellyGroup, Inc. will look at changes in the sustainability industry from regulations and requirements to supplier certification methodologies as well as best practices in sustainable sourcing.

TG — Procurement Is From Mars, Marketing Is From Venus
Anthony Moon
Director, Strategic Supply Management, Advertising & Marketing
PepsiCo, Inc.

Learn how the PepsiCo procurement organization navigated through one of the most celebrated marketing cultures in the industry and through the journey to define a new value model in advertising and marketing. PepsiCo shares its procurement case study and how a new framework and approach have increased marketing value, instituted process improvements and harnessed the leverage and scale of PepsiCo's advertising clout.
4:00 - 4:15 p.m. Networking Break & Supplier Showcase
4:15 - 5:15 p.m. General Session

TH — Vested Outsourcing: Five Rules That Will Transform Outsourcing
Kate Vitasek
Faculty, Center for Executive Education
University of Tennessee

Many outsourcing deals are structured with fundamental flaws in the business model that prevents transformational results through outsourcing. The University of Tennessee has been researching leading companies that are challenging conventional outsourcing and codified the game changing rules. This session will share research and insights including:
  • The five rules of vested outsourcing and how they will transform how you procure services
  • Why and how the vested outsourcing concept works
  • Ten "perverse incentives" in conventional outsourcing business models
5:15 - 7:00 p.m. Networking Reception & Supplier Showcase

Friday, December 3, 2010

7:00 - 7:45 a.m. Continental Breakfast
7:45 - 8:00 a.m. Opening Remarks
8:00 - 9:15 a.m. General Session

UA — The Power of Six Sigma in Procurement
Deborah K. Beavin, C.P.M.
Chief Procurement Officer
Humana Inc.

The ultimate goal of Six Sigma is to use a systematic approach of information and statistical analysis to anticipate and prevent problems that may reduce operational effectiveness. Join Deborah Beavin as she highlights the application of Six Sigma processes in the work of procurement. Be sure to attend this session and learn methods to drive sustainable process improvement while targeting the elimination of non-value-added work.
9:15 - 9:30 a.m. Networking Break
9:30 - 10:30 a.m. Concurrent Sessions

UB — Negotiating Small Parcel Shipment Rates
Michael Erickson
President & CEO

Rick Collins
Managing Director

Attend this informative session on how to negotiate, manage and monitor your company's carrier contracts. Learn how UPS, FedEx, DHL and others in the industry negotiate and discount their prices and services. Find out how the carrier commissions structures work and how that affects the negotiation process. Finally, learn the behind-the-scenes process and how to achieve steeper discounts with the right negotiation strategies. Most companies fail to obtain the rates they deserve and don't maximize their savings. Learning some of AFMS' negotiation strategies and gaining some inside knowledge of the carrier's discounting policies will help your company receive better discounts.

UC — Service Contracts: Why is Market Rate a Bad Market?
Clark Terrill, C.P.M.
Director, Purchasing
Live Nation Inc.

Service providers quote by billable hour rate, flat rate, market rate, budget rate or some other rate. What is the right rate? How can we better negotiate a service and its pricing? This session introduces a price analysis methodology and a negotiation strategy on negotiating service contracts. The presentation focuses on negotiating service contracts through a methodology to process and identify specific price components; and to identify a strategy to negotiate each of the price components.
10:30 - 10:45 a.m. Networking Break
10:45 - 11:45 a.m. General Session

UD — Performance, Value and Risk With Contingent Labor Operations
Brian Clancy
Executive Director, Professional Services Firm-wide Sourcing
Morgan Stanley

Morgan Stanley engages with over 17,000 contingent workers globally. This extensive and complex workforce is managed by a centralized group that drives direction and sets policy for the firm's contingent workers worldwide and operates a 24/7 control center for the contingent population. Brian Clancy's presentation focuses on creating repeatable solutions, transparency, gaining visibility with suppliers, the critical role of advisory services and choosing the mode that's right for your operation.
11:45 a.m. - 12:00 p.m. Closing Remarks

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