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12th Annual ISM Services Conference - Agenda

December 1-2, 2011
Pointe Hilton Tapatio Cliffs Resort
Phoenix, AZ


Thursday, Dec 1, 2011

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

TA — Meaningful Involvement in Services Purchasing: Insights from Cases

Understand how you can become meaningfully involved in the area of non-traditional service purchases. Learn the keys to maintaining a relationship with — and support the goals of — internal customers while positively impacting personal and organizational outcomes.

Wendy L. Tate, Ph.D.
Assistant Professor
University of Tennessee
9:30 - 10:30 a.m. General Session

TB — Saving Lives, Saving Money: Supply Chain Management at the American Red Cross

Many times in our professional lives, we've heard the comment, "Don't worry about it, we're not saving lives", and for most organizations that statement is true. However, for the American Red Cross, almost everything is about saving lives; from disaster response, blood donations and distribution — to the work done with the men and women serving in the armed forces. In the current economy, non-profit fund raising has suffered and, with the exception of nationally televised disasters such as earthquakes in Haiti and Japan, donations are significantly down. The Red Cross realized it needed to change its habits, and supply chain management was the key. By developing a strategic supply chain discipline, not only did the Red Cross save lives, it saved money. See how the American Red Cross made the journey from a non-profit without a strategic supply vision, to an organization where every dollar saved can be equated with helping save another life.

Jill Bossi, C.P.M.
Chief Procurement Officer
American Red Cross
11:00 a.m. - 12:00 p.m. Concurrent Sessions

TC — Enlightened Marketing Procurement: Maximizing Investment. Minimizing Waste

Did you know that the market capitalizations of top marketers are six times larger? When marketing is done right, it is a tremendously valuable investment. Yet marketing productivity varies greatly from company to company, so enlightened marketing procurement professionals, like those at Nationwide, view marketing as an investment to maximize rather than an expense to minimize. Learn how the best supply managers enhance the efficiency and effectiveness of marketing investments, are assets to their business partners and contribute to the creation of value for their shareholders. Join us and learn:
  • The complexities of sourcing marketing and advertising
  • How to determine the right marketing procurement strategy for your company
  • Nationwide's marketing procurement journey from "good to great"
  • Where the largest (and most overlooked) efficiencies in marketing are
Chuck Hatsis
Surge Consulting

Shannon Puhl, MBA
Director, Supply Management Services

TD — TCO and Relo: Reducing Costs and Driving Value Within Your Corporate Mobility Spend

Typically, mobility ranks as the second-highest HR expense, right behind healthcare. Yet gaining clear insight into total relocation costs is challenging.

Because mobility costs are often scattered throughout the organization, they are frequently overlooked during a spend analysis. Adding to the complexity, mobility services are predominantly procured based on service fees alone, which only account for three percent of the total cost — while major costs associated with the home sale, temporary living and household goods are often ignored.

We will take you through a 60-minute guide that will serve as a blueprint to better manage mobility costs. From re-engineering RFPs to identifying essential cost drivers, you will learn the methodology to obtain more visibility into your mobility spend which can also be applied to other areas throughout HR.

David Barlow, SCRP, SGMS
Senior Vice President, Senior Consultant

Jon Gilbertson, GMS
Vice President of Risk, Global Supply Chain & Procurement
1:30 - 2:30 p.m. General Session

TE — What Everyone Really Needs To Understand About the Software Licensing Process

Prepare for the future of your organization. Learn how to examine emerging pricing, contractual and legal issues in software licensing. Find out how to prepare for the negotiations and analyze the hidden traps in supplier form license agreements. By the end of this session, you will know how to maximize your rights and minimize the risks to move your organization forward.

Peter J. Frazza, Esq.
Chair, Technology Law Group
Budd Larner, PC
3:00 - 4:00 p.m. General Session

TF — Building a High-Impact Indirect Sourcing Function

The focus is on building an indirect sourcing function from the ground up. We cover building a team, assessing opportunities, picking categories, setting targets, identifying stakeholders, avoiding pitfalls, and communicating success. Attend this session to ensure your indirect spend contributes to your company's aspirations.

Derek Everitt, CPSM
Global Sourcing Director
Terex Corporation
4:15 - 5:00 p.m. Roundtables

TG — Stay current with roundtable discussions designed to help you get ahead. Pick the topic that grabs your interest and interact with leaders in the services industry. Each table is moderated by an industry specialist or ISM staff member so that you get the most out of these timely discussions.
5:00 - 7:00 p.m. Networking Reception

Friday, December 2, 2011

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

UA — The Five Golden Rules of Negotiation: Negotiation Best Practices for Services

This fast-paced and informative session reveals the keys to developing the strategic mindset at the heart of effective negotiation and arms you with practical ways to implement them within your organization, leading to more success in all your negotiations. We also show you how to defend against negotiation games you may encounter. You also learn the Five Golden Rules of Negotiation for Services, the essential keys to your success in negotiations.

Martin E. Latz, Esq.
Founder and CEO
ExpertNegotiator Planning & Management Software
9:15 - 10:15 a.m. Concurrent Sessions

UB — Temporary Labor Sourcing: What You Need to Know to Successfully Source This Category

Get the types and definitions of contingent labor and an overview of the current market. Hear about alternative temporary labor models and vendor management systems and learn about cost reduction strategies, the sourcing process and group purchasing opportunities. Join us and get crucial case studies and examples to give you the applied knowledge you need to be successful in labor sourcing for your company.

Rosanna Yang
A.T. Kearney's Procurement & Analytic Solutions Group

Tom O'Neill, B.C.E, MBA
Managing Director
CoVest Services, LP

UC — Navigating Uncharted Sourcing Territory: How to Gain and Maintain Access to the Relationship Categories

Procurement organizations have long had successful sourcing efforts with the more commoditized areas such as information technology and office supplies; however they have garnered less success with the legal profession. Join us as we explore this and the nature of other relationship-based spend areas, their inherent challenges and critical steps you can take to get the procurement relationship going and reduce the large spend consumed in these crucial areas.

Whitney A. Taylor
Senior Sourcing Manager
Advanced Micro Devices, Inc.
10:30 - 11:30 a.m. General Session

UD — Out Front Supplier Diversity Goes Global and Green

Global supplier diversity initiatives continue to grow in importance. Learn why global diversity is paramount to supporting your company's business objectives. Diverse suppliers know they must proactively be a part of green business initiatives, which gives them a competitive advantage. Attend this session and get an inside track for moving forward in these developing areas.

Joan N. Kerr, J.D., M.S.W.
Director, Supplier Diversity/Development
Pacific Gas & Electric Company
11:30 a.m. - 11:45 a.m. Closing Remarks

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