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13th Annual ISM Services Conference - Agenda

Innovative Supply Relationships: Creating Value for Services Procurement
December 6-7, 2012
The Pointe Hilton Tapatio Cliffs Resort
Phoenix, Arizona


Thursday, December 6, 2012

7:00-7:50 a.m. Continental Breakfast

7:50-8:15 a.m. Welcome/Opening Remarks

8:15-9:15 a.m. General Session

TA — The Art of Procuring Services

Services represent a unique challenge for the procurement professional. Unlike other goods-based purchases where specifications can often be more readily codified, procuring services typically requires considerable efforts to define an "experience" that accompanies the delivery of a service. This makes scope definition more complex and the effective comparison of supplier options more challenging. It also means that there is often a very high "relationship" component to the purchase, further complicating the ability to dispassionately and objectively select the best alternative amongst equals. All of the above renders procuring of services more of an "art" than a "science."

John A. Martino, MBA
Head — Extended Enterprise Management
Aetna Inc.

9:45-10:45 a.m. Concurrent Sessions

TB — Intel's Indirect Procurement Dedicated to Negotiations Center of Excellence

Learn the best practices used by Intel's Indirect Corporate Strategic Procurement (CSP) group to modify its organizational structure to implement a center-of-excellence service focused on contracts and negotiations. Intel will provide the key drivers, challenges, lessons learned and key metrics as well as how the service has improved efficiency, throughput time and quality as well as increasing affordability value by 81 percent over the past four years.

Mark Campbell
Contracts and Negotiations Senior Manager, Corporate Strategic Procurement
Intel Corporation

TC — Facilities Management: Services Planning at Its Best

Hear from a professional who has more than 20 years in facility planning and construction. Learn the best practices in facilities management and preventative maintenance ,and how the best savings in facilities management come from doing your research and learning, and cost avoidance.

Maureen A. Donnelly, C.P.M.
Senior Manager, Facility Planning and Construction

11:00 a.m.-12:00 p.m. Roundtable Discussions

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.

12:00-1:00 p.m. Lunch

1:15-2:15 p.m. General Session

TE — Contracting for Success in Services

Contracting for services can be a challenge — especially when it is for complex outsourcing services. But how do the world's best do it? University of Tennessee researchers set out to answer that very question by studying some of the world's best outsourcing relationships and contracts. UT faculty member Kate Vitasek teamed up with the International Association for Contract and Commercial Management to write the 21st-century handbook for how to structure a sound service contract — The Vested Outsourcing Manual: A Guide for Creating Successful Business and Outsourcing Agreements. Vitasek will share the 10 essential elements that organizations need to not only consider — but must openly embrace and adopt — when they set out to establish a winning business relationship.

Kate Vitasek
Faculty, Center for Executive Education
University of Tennessee

2:45-3:45 p.m. Concurrent Sessions

TF — Meaningful Involvement in Services Purchasing

What does it mean to you to have meaningful involvement in services purchasing? Would it surprise you to learn that some of your peers in supply management have very different perceptions about meaningful involvement in services purchasing? Based on interactive focus groups that the presenters held with a number of services supply managers at various levels in various companies, the researchers will present some different concepts of what service supply managers can, and should, do to have a positive impact on organizational success. We will discuss everything from successful initial engagement to what the ideal would look like, and which issues — such as industry, company maturity and corporate culture — have an effect on what works and what does not work in significant and effective involvement in services purchasing.

Lisa M. Ellram, Ph.D., C.P.M., C.M.A.
Rees Distinguished Professor of Supply Chain Management
Miami University

Wendy L. Tate, Ph.D.
Associate Professor
University of Tennessee

TG — Strategies to Effectively Source and Manage Telecom Services

With almost 100-percent market saturation, wireless telecom services have become commoditized in the past decade. Toss out conventional commodity management principles, though, because rapid changes in technology, intricacies of privacy laws, complicated licensing structures and accountability of up to thousands of assets have increased the complexity of this sourcing category. In this fast-paced seminar, you'll discover strategies for managing the sourcing-to-decommissioning life cycle of wireless assets, as well as for purchasing the telecom services that are delivered by fiercely competitive carriers. Join us and learn:

  • An overview of the wireless industry marketplace and the players in it
  • The four key elements that comprise the life cycle of all wireless assets
  • How to compare carrier solutions using "apples-to-apples" attributes
  • How to translate client requirements and determine the wireless solution that's right for your business and the people who run it
  • Licensing considerations for cloud-based services
  • Performance-based measures that should be negotiated in advance
  • Environmental and social responsibility questions you should be asking your carrier and why they make a difference
  • How to stay current with technology — without breaking the bank
  • What it takes to prevent your IP from walking out the door when an employee leaves
Mary D. Lewis, MA, MBA
Sourcing Manager, Supply Chain Management
Sprint Nextel Corporation

David McMinn
Vice President, Operations
Manage Mobility

4:00-5:00 p.m. General Session

TH — Understanding the Critical and Important Differences Between Software Licensing and Software as a Service Transactions

More and more companies are entering into Software as a Service (SaaS) transactions without fully understanding what this type of transaction entails. To the extent that some companies are using software licensing concepts to govern their SaaS transactions, they are doing so at their own peril.

In the traditional sense, a software licensing (SLA) transaction is where a company licenses software and installs on its servers. By contrast, a SaaS transaction involves a company acquiring a service and the software that provides the service is not licensed but instead is hosted by the supplier in the cloud and accessed via the internet. This presentation will help you understand various pricing models and provisions as well as appreciate the contract language needed to protect your company, especially as it relates to protecting its data.

While it is common that an SLA be for a perpetual term with a single up-front license fee, SaaS is provided as a subscription-based model with a fee often paid on a monthly basis for an agreed upon period of time. Careful consideration needs to be given to determine if the SaaS pricing model is more beneficial than the traditional SLA perpetual license pricing model from a financial standpoint. Furthermore, new SaaS transaction models are being introduced by suppliers such as features and function models; time-based subscription models; usage-based transaction models and models based on the number of events, etc.

SaaS agreements should NOT include provisions associated with traditional SLA's such as license grant, maintenance and support, and updates. On the other hand, some major issues that MUST be addressed in a SaaS transaction are: performance and uptime guarantees, data privacy, return of data, security, data backups, disaster contingency plans and term, termination, and renewal provisions. Of these issues, the data privacy and security issues must be the most carefully negotiated and drafted provisions of the SaaS agreement.

SaaS transactions are here to stay. You will understand and appreciate the contract language that your company needs to protect itself, especially as it relates to protecting its data.

Peter J. Frazza, Esq.
Chair, Technology Law Group
Budd Larner, PC

5:00-7:00 p.m. Networking Reception

Friday, December 7, 2012

7:00-7:45 a.m. Continental Breakfast

7:45-8:00 a.m. Opening Remarks

8:00-9:00 a.m. General Session

UA — Jumping Over the Barriers

In this dynamic presentation, learn how to think and act differently about breaking down the barriers so that procurement can get involved early in the process. Many services are still treated as "sacred cows," and budget holders often hold information close to the vest. Why are the things that you used to do for direct materials not working? How do supply managers get involved without further straining a relationship that is not big on collaboration? The discussion will address the different types of skills necessary for success when approaching nontraditional areas and buying services. Are you investing too much time in your technical skills and not enough in your soft skills? Do you think you can ever invest too much time on sharpening your soft skills? These seemingly innocuous questions are difficult to answer, but this session will help you solve these tough problems.

Jason Kwan
Vice President, Strategic Global Sourcing and Chief Procurement Officer
Member, ISM Board of Directors

9:15-10:30 a.m. General Session

UB — Buying the Law

The legal budget has been almost untouchable for the longest time. This is no longer the case. Corporate procurement has been increasingly involved in the purchasing of legal services. Large companies, in particular, rarely mandate firms without requests for proposal (RFPs) nowadays. Legal services providers are under increasing pressure to showcase improved efficiencies and cost management: Competition among law firms is fierce and new entrants into the market are offering deep price discounts on a range of legal services. How can procurement add value to the sourcing of legal services and negotiate the best deals to earn its seat at the table when buying legal advice? Hear how GlaxoSmithKline, a pioneer in legal services procurement, cracked this new category.

Silvia Hodges, Ph.D.
Adjunct Professor
Fordham University School of Law
Director of Research Services
TyMetrix Legal Analytics

Marty Harlow
Director, Professional Services Procurement

10:45-11:45 a.m. General Session

UC — Developing a Great Services RFP

This general session will explore the strategic decision of when to compete, rather than collaboratively negotiate, key service requirements. It will include discussion on: ways to generate supplier enthusiasm; strengths and weaknesses of various competitive approaches; key RFP mistakes that reduce competition; five RFP strategies to achieve maximum results; and 10 characteristics of a great services RFP. Participants will take away tips and techniques that will improve the effectiveness of their future RFP initiatives.

Mark Trowbridge, CPSM, C.P.M., MCIPS
Strategic Procurement Solutions, LLC

11:45 a.m.-12:00 p.m. Closing Remarks

On-Site Registration Hours
  • Wednesday, December 5
    4:00-6:00 p.m.

  • Thursday, December 6
    6:30 a.m.-4:30 p.m.

Select Supplier Showcase

Information Leads to Innovation

Take a break and visit our Select Supplier Showcase. Use this time to gain information — find out what's new and start building a path toward complete integration.

Thursday, December 6, 2012

7:00-7:50 a.m. Continental Breakfast
9:15-9:30 a.m. Break
10:30-11:00 a.m.   Break
12:00-1:15 p.m. Lunch and Supplier Showcase
2:15-2:45 p.m. Break
3:45-4:00 p.m. Break
5:00-7:00 p.m. Networking Reception

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