Smart Business: Leveraging the Services Spend

FOR RELEASE: October 15, 2002

CONTACT: Kristen Kioa
  ISM Media Relations
  800/888-6276 ext. 3015

(Tempe, AZ) - Services run the gamut from low-cost, routine purchases to the high-dollar expense of consulting services. Either way, smart sourcing for services can have a significant impact on an organization's bottomline. Attend the Institute for Supply Management's (ISM) Smart Business: Leveraging Your Services Spend conference, co-sponsored by the ISM Services Group, to find out how to apply traditional strategies to the acquisition of services so you can become an invaluable contributor to the success of your organization.

ISM's 3rd Annual Services Conference: Smart Business: Leveraging Your Services Spend, to be held December 5-6, 2002 at the Scottsdale Marriott at McDowell Mountains in Scottsdale, Arizona, will focus on how to leverage the purchase of services to become a true strategic force within an organization. This program is designed for supply management professionals responsible for acquiring services and for those who work in service organizations. Supply managers in both the manufacturing and non-manufacturing arenas buy services every day, and this program will offer numerous diverse topics that will be of value to both.

Fifty-four percent of an organization's total purchase is aimed at service providers, yet only 27 percent of the purchase of service dollars is handled by supply management professionals. Attendees of this conference will learn how to turn coworkers into customers to better streamline service purchases and enhance cost savings. Conference presentations that teach the value proposition of supply management include Five Strategies that Really Work by John MacLean, vice president of purchasing for American Airlines. This session offers a real-world look in to a services company that won the prestigious "Medal of Excellence" award. William C. Cook, vice president, sourcing and supplier performance for WellPoint Health Networks, will share insight on how a leading healthcare company implemented strategic sourcing and the challenges faced with linking savings to the bottomline. Building Internal Customer Relationships by Robert Dunn, M.B.A.,C.P.M., general partner and Mark Trowbridge, C.P.M., general partner, both of Strategic Procurement Solutions, provides innovative strategies and techniques to help supply management professionals sell the function's value to the organization. Another not-to-miss session is Value-Based Supplier Relationship Management by Lori Yelvington, CPCU, assistant vice president of procurement governance for Allstate Insurance Company. This case-based session explores the steps that Allstate is taking to create healthier, more mutually valuable relationships including determining supplier segmentation criteria to establish relationship goals, assess current supplier and buyer behaviors, performing gap analysis, and using metrics to create clear buyer/supplier expectations and drive improvement plans.

In addition to these sessions, there are seven other informative workshops that provide participants the opportunity to learn from other practitioners and experts. Networking and roundtable discussion time is built into the schedule to allow participants to find out how colleagues are leveraging the power of this multibillion dollar proposition.

To register for Smart Business: Leveraging Your Services Spend, contact ISM's Customer Service Department at 800/888-6276 or 480/752-6276, extension 401. You may also receive a discount by registering online at

The Institute for Supply Management™, established in 1915, is the world's leading educator of supply management professionals, is a valuable resource for decision makers in major markets, companies, and government, and reflects the increasing strategic and global significance of supply management. For further information, see the ISM Web site at

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