Services Spend: Your Value Powerhouse

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The Curriculum
Thursday, December 1, 2005

8:00 - 8:15 am Welcome
8:15 - 9:15 am General Session
Procurement 2006: Find Hidden Value for Your Organization

Theresa Metty, C.P.M., Chair, ISM Board of Directors

As the role of procurement continues to evolve, organizations outsource more and more business processes while also offering one-stop shopping to customers. This often leads to the need to bundle third-party services with traditional product offerings. This presentation identifies ways to view changes from a supply management perspective and to find value that may be overlooked or left on the table.
9:45 - 11:00 am General Session
Trends and Opportunities in Services Purchasing

Lisa M. Ellram, Ph.D., C.P.M., C.M.A., CPA, Professor of Supply Chain Management, Bebbling Professor of Business, W.P. Carey School of Business, Arizona State University

A recent benchmarking study on services procurement from CAPS: Center for Strategic Supply Research is the springboard for this session. Dr. Ellram shares the results of her work on this project, offering trends and opportunities for application in your business.
11:15 am - 12:15 pm Concurrent Session I — Select one session.
  TC Building the Procurement Superhero: Innovative Concepts in Staff Development
Mark Trowbridge,
Strategic Procurement Solutions

Chuck Dalman,
Director Strategic Procurement,
Limited Brands

Human Resources are your enterprise's greatest asset. Make sure you optimize these powerful resources through strong, effective training programs. This presentation covers the following:
  • Foundational elements of human capital experience
  • Changing roles of procurement professionals
  • Where "best practice" companies are in professional development
  • Investment in supply chain management employee training by industry sector
  • Skills needed to be a procurement superhero
  • Success factors for highly effective training
  • Six ways leading organizations approach supply chain management training
  • Pros and cons of various training approaches
  • What to look for in training
  • Key obstacles to developing the procurement superhero

Discover secrets from successful supply management organizations, including perspectives about effective training, from design through customization and rollout.

TD Services and Indirect Spend: The Development of Supplier Performance Metrics and Scorecards
Jamie S. Crump,
The Richwell Group and Associate Director, Strategic Sourcing, Purdue Pharma L.P.

With services and the indirect spend, creating a supplier performance program and scorecard can be difficult because many of the elements are not easily quantifiable. This session provides tips on how to build a performance measurement program that is both fair and useful. Learn to overcome the obstacles to measurement using examples from this presentation.
1:45 - 3:00 pm General Session
Sourcing for Services

Tim Underhill, President, Underhill & Associates

The concept of strategic sourcing takes center stage again because economic factors are forcing organizations to look at reducing costs as a means for driving profits. The service spend offers perhaps the toughest area to perform strategic sourcing. But the same factors that make it so difficult have also created an opportunity for significant improvements. This session reveals five primary sourcing steps as they apply to the procurement and use of services.

Highlights include a "filtering tool" that helps identify where the greatest potential exists for cost savings. A key takeaway is how to integrate other initiatives such as spend analysis into your strategic sourcing process.
3:30 - 5:00 pm Concurrent Session II — Select one session.
  TF Program Management and Sourcing of Non-traditional Services
H. Lee Muller, MBA, C.P.M., CQA, Six Sigma Black Belt,
Eastern Group Procurement Director,
Waste Management

This presentation examines a general strategic sourcing plan for services with a focus on program and project management processes for plan execution. Learn ways to engage non-traditional spend owners through selected case studies in non-traditional service areas such as management consulting, actuarial services, benefits administration, insurance brokerage services and more. You will be astounded by the number of opportunities in these areas of spend.

TG Strategically Sourced Marketing Services: They Said It Couldn't Be Done
Sarmento Silva, C.P.M.,
Director, Purchasing System Development & Re-Engineering,
AstraZeneca Pharmaceuticals, L.P.

This session dispels the myths about the marketing spend; in the end, it's all about the best practice of evaluating strategic value and cost. Discover how to help marketing maintain supplier confidence and build relationships while gaining reduced cost, improved quality and enhanced levels of service. Just as in all areas of spend, good strategic sourcing let's you "have it all." Elements of this session include:
  • Defining and building sourcing strategies for the marketing categories (print, creative, agency, media placement, etc.)
  • Agreement of "sharing the wealth" through equitable distribution of financial benefits
  • Developing baselines
  • Gathering economic evaluations
  • Determining economic relationships with your suppliers/partners
  • Combining strategic and economic criteria for informed decision making
5:00 - 6:30 pm Networking Reception

Friday, December 2, 2005

8:00 - 9:30 am General Session
A View From the Top: Making the Most of Your Services Spend

Roberta Duffy, Editor, Inside Supply Management®, Institute for Supply Management™

John MacLean, Vice President, Corporate Purchasing, American Airlines
Keith Connolly, Vice President, SBC Strategic Sourcing, SBC Communications, Inc.
Mark K. Nixon, Vice President, HP Services Procurement, Hewlett-Packard Company

Get the inside story from top executives representing three Fortune 500 companies. These senior supply management executives share their secrets to process improvements, cost reduction and change management. Most importantly, find out how to gain control of your services spend.
9:45 - 10:45 am Concurrent Session III — Select one session.
  UB Sourcing Temporary Labor on a Global Basis…and Making Cost Savings Permanent
Danny Ezrol,
Director, Sourcing & Category Management,
ICG Commerce

Carrie Sepert,
Procurement Manager, Indirect Goods and Services,
Cooper Cameron Corporation

This session provides an understanding of the challenges and benefits of using a comprehensive strategic sourcing process to manage a global spend category. In addition, examine best practices in the areas of supplier enablement and category management to ensure savings are realized and sustained over time. You will leave this workshop with the following:
  • An understanding of why Cooper Cameron pursued a global sourcing strategy for temporary labor
  • An overview of key benefits derived by using a comprehensive strategic sourcing process on a global basis
  • Revelations on how the project team addressed organizational and cultural challenges
  • Insight into supplier enablement benefits
  • Best practices in managing supplier performance and driving ongoing cost improvements

UC Services Contracting for the Supply Professional
Ernest G. Gabbard, JD, C.P.M., CPCM,
Director, Strategic Sourcing,
Allegheny Technologies, Inc.

What legal and contracting issues must we address in the current services environment? This session tackles legal differences: laws that apply to services contracts and the status of e-contract laws. Explore the development of appropriate contract terms and conditions: utilizing standard P.O., unique terms and conditions for services as well as unique terms and conditions for outsourcing. The session wraps-up with a discussion on international services and outsourcing contracts including applicable laws, necessary terms and conditions and e-contracts.
10:55 - 12:10 pm General Session
Winning at Strategic Sourcing Even When You Are Not a Big Player

Joanna Martinez, Chief Procurement Officer, Alliance Capital Management L.P.

Gaining a competitive advantage and achieving sourcing success is tough when you are not a big player. Fortunately, this difficult and sometimes daunting task is not insurmountable. Learn how to overcome size with strategies and best practices that guarantee to impact your bottomline. A key player reveals how Alliance Capital Management saved up to 70 percent in their services spend through strategic sourcing solutions.
12:10 - 12:25 pm Closing Remarks

Select Supplier Showcase
Information = Power

Take a break and visit our Select Supplier Showcase. Use this time to gain additional information on potential suppliers.

Additional Education

Missing this seminar could cost you.
Register for the Services Conference and our seminar,
Reducing and Controlling Cost with Cost-Containment Strategies, and save $100 on your fees. This pre-conference seminar increases your education by the power of two. Realize substantial benefits when you take these programs in tandem. The two-day seminar presents the theories, practices and procedures to impact your bottomline while the conference makes it all come alive. Discover new strategies to attack and control costs. Go beyond traditional cost cutting measures and discover ways to reduce time and trim processes. Strategies taught within the environment of the services spend. It's the perfect time to increase your education by the power of two. Two programs = savings that can't be beat.

Reducing and Controlling Cost with Cost-Containment Strategies
Seminar #4305
Nov 29 - Nov 30, 2005
Phoenix, AZ
View the entire outline online at