Innovation and Real-World Strategies: Optimize Your Services Spend -- Curriculum

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December 7-8, 2006
Scottsdale, Arizona

Wednesday, December 6, 2006

4:00 - 6:00 p.m. Registration

Thursday, December 7, 2006

6:30 a.m. - 4:30 p.m. Registration
8:00 - 8:15 a.m. Welcome
8:15 - 9:15 a.m. General Session

Supplier Relationship Management at Kraft Foods
Grace Puma, Vice President, Global Indirect Materials and Services Procurement
Kraft Foods

Hear how Kraft Foods' supplier relationship management initiative categorizes and is used across buying categories to leverage innovation and to drive out cost. Learn how to get started and what you might expect to encounter in the process of setting up a supplier relationship management program. In addition to suppliers of goods, services-related suppliers in the areas of consumer call center services, IT and logistics are addressed.
9:45 - 11:00 a.m. General Session

A Hybrid Approach to Services Procurement
Bradley J. Holcomb, Senior Vice President, Global Materials & Supply
Royal Group Technologies Limited

In this session, learn how Royal Group Technologies combines the skills and tools of project management and electronic procurement for strategic service categories. Royal, a world leader in advanced polymer processing and design and North America's largest PVC extruder and manufacturer of a complete line of building and home improvement products and materials, shares lessons learned and the fine points of its successful program. Hear how Royal initiated a program review of indirect spend categories and learn how this organization selects, assists with roll out of services and monitors service providers to ensure service improvement targets and cost reductions are achieved.
11:15 a.m. - 12:15 p.m. Concurrent Session I
Select one session.

TC — Optimizing Your Corporate Travel Program
DeAnne Palazzo Dale, Vice President, Strategic Account Management and Consulting Services
Travelocity Business

Kathleen (Sully) Schafer, Vice President, Corporate Procurement
McKesson Corporation

Since 2000, corporate travel programs have increasingly been re-aligned under procurement departments to help optimize the cost savings that companies can achieve with travel suppliers. However, corporate travel is inherently complex when compared to other types of services and requires constant consideration of other factors such as employee safety and employee productivity. Find out how to work within the procurement framework to develop highly successful travel programs that maintain reasonable travel costs and appeal to business travelers alike. Topics include:
  • Taking better control of the planning phase of corporate travel to create a structured and measurable program
  • How to take the fullest advantage of preferred carrier programs and travel policies
  • The best ways to communicate and influence travelers to increase compliance
  • How to use strategic negotiation tactics with travel suppliers

TD — Managing the Corporate Relocation Spend While Maintaining Employee Benefits
Frank M. Corris, Manager, LLS-Strategic Procurement
Limited Brands

Hear from a 25-year veteran of both sides of the relocation equation: human resources and procurement. The Limited Brands Relocation Services team handled 175 homeowners and 281 renters domestically in 2005. At Limited Brands, Corris is responsible for more than $300 million/year in business services spend and is charged with strategically containing, managing and predicting spend for all sectors under his control. The Limited Brands Relocation Services team has been through several bidding processes, including household goods and long-term or temporary housing. Discover how Limited Brands refined its relocation policy and implemented best-practice procedures. This workshop covers a range of relocation issues, including:
  • Educating yourself about the program and policy
  • Conducting the bidding process for services within the program
  • Selecting individual suppliers to be used within the program
  • Aggregating other similar company functions under the relocation spend
  • Process and methodology for execution
  • Working effectively to manage a third-party provider of relocation services
1:45 - 3:00 p.m. General Session

The Challenge of Procurement Divergence Beyond 2007
Clive Heal, FCIPS, Head of Global Procurement
Genentech, Inc.

The premise of this presentation is that many procurement teams are doing the same things with the only variables being how far advanced they are and how well they are doing them. The current business environment promises many innovative opportunities coming over the next few years. These opportunities are radical and will change the face of procurement. As leaders, you will need to select the optimal pathway for your organization. It's guaranteed that procurement will become a competitive differentiator between companies, so procurement leaders need to plan their pathways and strategies now. Make no mistake: There will be winners and losers in this game. This session highlights alternative strategies that lead you to the winning paths!
3:30 - 5:00 pm Concurrent Session II
Select one session.

TF — Developing and Implementing a Global Services Program: Cradle to Grave
Michael G. Patton, Director, Supply Chain Management
Johnson Controls, Inc.

This case-study presentation reviews and addresses the components, actions, challenges, opportunities and issues in developing and implementing a global services program. Discover how Johnson Controls, Inc., a global market leader in automotive systems and facility management and control, develops and manages services programs to meet internal requirements. Specifically, this session addresses the actions, risks, benefits, challenges and processes required to successfully develop and implement a global services program. Some of the key components included in this session are planning, change management, standardization of service level agreements and key performance indicators, quality, environmental, health and safety issues, technology, reporting and supplier performance management.

TG — How to Build a Business Case for Services Procurement
Brett Walker, Sourcing Portfolio Manager
CUNA Mutual Group

John F. Martin, Senior Vice President, Strategy & Technology

Gain an insider's view on how to build a business case for services procurement. Discover pertinent market research and trends. Follow the steps CUNA Mutual Group took to gain executive sponsorship for what has become a highly successful services procurement program. Apply these strategies within your organization and build a services procurement program that can contribute to your bottomline success.
5:00 - 6:30 p.m. Networking Reception and Select Supplier Showcase

Friday, December 8, 2006

7:00 a.m. - 10:00 a.m. Registration
8:00 - 9:30 a.m. General Session

Establishing a Best Practices Approach for Procuring Professional Services
Anthony Manley, Senior Vice President, Director of Procurement, Corporate Sourcing

Discover how KeyCorp, one of the nation's largest bank-based financial services companies, selects service suppliers and uses a master services agreement approach. Explore the seven basic essentials to a functional Statement of Work (SOW) — which can be effectively used as a template for almost every situation. Learn how to best structure the "Unknown Deal" — where you know you will be using a particular supplier, and you have to get a contract in place, but you do not yet know the full breadth/scope, hence cannot push for your best deal.
9:45 - 10:45 a.m. Concurrent Session III
Select one session.

UB — Sourcing Value Chain in Marketing
Marika Lindstrom, Director, Global Business Services
Global Supply Management

This workshop covers the complete value chain in the area of marketing sourcing in Nokia globally. Explore source-to-pay process in marketing, share some of the challenges and success stories, and demonstrate one way of gaining sourcing and process compliance around the marketing spend. Also highlighted is how Nokia's indirect sourcing has become an internal coach for the company on cost-consciousness and professional sourcing behavior.

UC — Intel Case Study: Using Your Purchasing Department as a Savings Solution for Rising Healthcare Costs
Sharon Barnes, Global Benefits Sourcing Manager
Intel Corporation

New to sourcing medical benefits? Learn how Intel Corporation's purchasing department strategically influenced corporate benefits by successfully delivering significant, high-impact results and modeling sourcing excellence.
10:55 a.m. - 12:10 p.m. General Session

Organizing for and Capturing the Value of Strategic Sourcing
Richard D. Jones, Strategic Sourcing Executive, Enterprise Sourcing, Products and Services
Bank of America

Purchasing organizations have achieved different levels of maturity in large part based on external pressure from customers, the availability of information and the competition. Industrial companies — the earliest firms to seek global suppliers — have reached a level of purchasing maturity that is described today as supply chain management. Not all industrials have achieved true end-to-end supply chain and demand management. Service providers have tended to lag in this change process, with banking and financial services trailing most industrials of similar size. If a firm is a service provider or in the financial services industry, it may find that much can be learned by applying common strategic sourcing techniques to identify how best to organize for strategic sourcing and manage commodities and sourcing categories. This presentation will describe the economic benefits that can be generated by adopting a strategic sourcing model as well as provide the audience with a tool to use in helping to organize one's purchasing organization around this concept.
12:10 - 12:25 p.m. Closing Remarks



If golf is your game, there are three world-class facilities located near the resort:

Camelback Golf Club

McCormick Ranch Golf Club

Talking Stick Golf Club


Take advantage of our Cyber Café while you're at the conference. There's nothing worse than returning to the office and facing a full mailbox. Check your e-mails and get a jump on things while you're out.


Be sure to stop by the photo kiosk (on Thursday evening) and take home some ambience captured from the Arizona open road. Get your kicks on Route 66.

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 innovation and success.


Increase your educational experience exponentially.
This seminar provides a fresh look at the strategic nature of the supply function and opportunities for expanded involvement in the area of service procurement. The accelerating growth of services as a component of total spend underscores the need for the supply function's strategic role in this area. This seminar provides insights into current trends and opportunities for supply's involvement in service procurement, the application of strategic sourcing methods and technologies to the service spend and service supply base, and participant analysis and discussion of case studies specific to service spend not traditionally sourced through the purchasing function.

Strategic Services Procurement: Applying Strategic Sourcing Principles
Seminar #4454
December 5-6, 2006
Scottsdale, AZ

Please Note: This program is SOLD OUT! Contact ISM customer service to get on the waiting list for this seminar.