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2005 International Conference Proceedings (May 2005)

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Title:
A Best-Practice Approach for Development of Global Supply Chains
Abstract:
To be competitive in today's global marketplace, and to serve global operations, supply chains must also be global. This paper provides a step-by-step approach to global supply chain development, contrasts global to domestic development, and identifies challenges, complexities, and strategies for building multi-national supply chains
Authors:
Ralph G. Kauffman, Ph.D., C.P.M.
Thomas A. Crimi, MBA, C.P.M.
Topic:
Leading Practices with Proven Results



Title:
Adapting Customer Relationship Management to Strategic Supply Challenges: Clues for Success
Abstract:
The paper highlights the strategic and operational efficacy of integrating customer relationship management (CRM) within the fabric of supply chain management mandates. CRM is presented as a comprehensive business model with revenue implications. As supply chain managers grapple with an array of stakeholder challenges, it is essential to integrate customers from a CRM perspective.
Authors:
Alvin J. Williams, Ph.D.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Advanced Negotiations: Lessons From the International Arena
Abstract:
This paper summarizes negotiation basics, reviews cultural differences, discusses the affect of cross-cultural differences on negotiations, discusses strategies and tactics for crosscultural negotiations, and provides insights for everyday negotiations. The first section provides a brief overview of negotiations. Next, a framework for cultural differences is reviewed. Third, some effects of these cultural differences on negotiations are discussed. The fourth section identifies strategies and tactics that can be effective in cross-cultural negotiations. The final section discusses how insights from cross-cultural negotiations can be applied to everyday negotiations.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Benchmarking Your Supply Organization: The Supply Health Check
Abstract:
The Supply Health Check is a methodology enabling enterprises to assess the status quo of their entire supply management quickly and in a comprehensive and systematic manner. Methodically, it is based on the Supply Management Navigator and pursues the goal to determine the development stage of the purchasing organization investigated systematically and precisely.
Authors:
Univ.-Prof. Dr. Christopher Jahns
Roger Moser, lic. oec. HSG
Topic:
Tools for the Effective Supply Manager



Title:
Birth, Life and Death of Strategic Alliances (Or, What Your Mother Didn’t Tell You About Marriage)
Abstract:
Not every relationship that a buying organization has with a supplying organization should be considered a strategic alliance. Supply management departments should be looking for relationships with suppliers who provide reliability, quality and affordability. But these qualities are not the sole purview of strategic alliance relationships. If a strategic alliance relationship is the best one to form with a particular supplier, the smart purchaser will identify business objectives that are beneficial and will monitor performance in order to meet those objectives. Like all things, strategic alliances have a natural life cycle. They’re born, they live and they die. The trick is to keep them alive as long as they’re advantageous to all parties. This presentation will discuss and explore the definitions, evolution, development process and the life cycle of strategic supplier alliances.
Authors:
F. Michael Babineaux, C.P.M., A.P.P.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Bringing Control to Global Supply Management Business Process Management (BPM) and Advanced Project Management Practices
Abstract:
One of the largest sources of aid to more than 100 developing countries, The World Bank has improved global sourcing and supplier management utilizing Business Process Management and proven project management practices. This workshop will focus on how The World Bank was able to more quickly and effectively manage project lifecycles using BPM for supply management.
Authors:
Jason Klemow, CTP
Francine Holloway, ESQ
Topic:
Leading Practices with Proven Results



Title:
Control Your Destiny: Effective Career Management
Abstract:
For many, managing one’s own career seems far more overwhelming than managing a corporation’s sourcing and supplier performance that involves millions of dollars and impacts worldwide shareholder, customer, and stakeholder value and profitability. Yet, the skills, best practices, and process orientation you have already mastered are exactly what you need to ensure your own career satisfaction and growth. Today we will explore a four step change Personal Change Management model based upon a change model created by Angelo Kinicki. We’ll demonstrate that when this process is employed, it will reduce the ambiguity of managing your career, enabling you to be in control of your own destiny.
Authors:
Eileen McCulloch
Jim Clayton
Topic:
Professional Growth: The Key to Your Future



Title:
Creating Ethical Alignment at All Levels: A Supply Management Essential
Abstract:
Given the importance of ethical alignment for effective supply management, if the rest of the organization is not in alignment, the efforts of those espousing an ethical stance can be undermined. Moreover, lack of alignment might exist even within departments, creating adverse consequences due to decisions made. Thus alignment is a critical factor is both supporting, and living out, stated values and in avoiding costly problems.
Authors:
K.T. Connor, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Data Is Queen: Knowing How to Use It Is King
Abstract:
This paper supports a workshop to be held at the 90th Annual ISM International Purchasing Conference to be held in San Antonio, TX from May 8 through 11, 2005. A large number of data resources have been developed to provide key decision makers with the information needed to advance their businesses. However, despite efforts like ERP systems, e-Sourcing tools and even Procurement Cards, the information has created more confusion than results.
Authors:
Kevin J. Williams, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Develop Effective Metrics for Supply Management
Abstract:
Metrics are used to know where you are, where you have been and where you are going. This paper examines a process for selecting metrics based on the organization’s vision. The best way to know if a metric is changing is to examine the data over time using time-series charts. A ten-step process to implement metrics is also presented.
Authors:
Carol Marks
William McNeese
Topic:
Tools for the Effective Supply Manager



Title:
Developing Minority and Diverse Suppliers: Results From a Recent Benchmarking Study
Abstract:
In the Fall of 2004, a team of MBA students and faculty from the Supply Chain Resource Consortium conducted a benchmarking study of current practices in minority supplier development. A set of online survey scores have been used to arrive at cross industry benchmarking of performance in ‘Program Assessment Areas’ and ‘Program Components’. The research emphasizes that companies in many industries are making great improvements in minority supplier development programs. However, until organizations can devote more resources to actively improving minority suppliers through focused supplier development programs, growth of minority suppliers in the supply base will remain problematic.
Authors:
Robert B. Handfield, Ph.D.
Steven A. Edwards
Topic:
Managing and Coordinating Supplier Relationships



Title:
Developing a Purchased Price Index as a Key Performance Indicator
Abstract:
When cost reductions are difficult to obtain and prices are going up, how can you show that Supply Management is still doing a great job? Developing and maintaining a Purchased Price Index and comparing it to external indexes is an essential Key Performance Indicator (KPI) to demonstrate Supply Management value added.
Authors:
Robi Bendorf, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Developing a Supply Market Intelligence Network
Abstract:
The current business climate has companies running leaner than ever. In supply management, people are being asked to do more with a smaller budget while still exceeding increasingly challenging cost and revenue goals. In particular, teams asked to develop strategic sourcing plans and drive increased efficiencies from their supply chains are faced with a task of greater scale and scope than in the entire history of management decisionmaking. Yet, with all of the IT and analytic technology at an individual’s disposal, one might argue that more than any other time in history supply chain knowledge workers can easily access critical data for improved decision-making. Organizations need to establish dedicated Business and Supply Market Intelligence units to supply the types of information that can drive supply chain efficiencies and sourcing team effectiveness to the bottom line.
Authors:
Robert B. Handfield, Ph.D.
Kevin McCormack, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Developing an Effective Sourcing Plan for Volatile Priced Commodities
Abstract:
You may have years of purchasing experience but become frustrated at trying to create a purchase plan for commodities so dynamic that prices change dramatically from day to day or even from hour to hour. When markets are on the move, you must have a clear understanding of the myriad factors that make up the commodity price and how to systemically develop a source plan for your purchases. This session will provide a practical model to get you moving in the direction of evaluating fundamental and technical information that impacts your commodity. You want to know how to study price history and other relevant data to generate a window on the future as you reach towards a sourcing strategy. We will share concepts of managing commodity buy and sell decisions and using your inventory levels as a means to buy over a time period at price levels averaging below the market as well as how to negotiate concessions from suppliers of the cash commodity. This session will also deliver the tools and processes for the experienced buyer to understand the key steps leading towards a well-thought-out sourcing plan for a dynamic commodity, including how to negotiate favorable price concessions from your suppliers.
Authors:
George E. Cantrell
William L. Michels, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
E-Sourcing: What’s Hot and What’s Not
Abstract:
E-business and e-sourcing were going to revolutionize business models at the start of the century. Five years later we have made much progress but not the amount originally forecasted. The e-procurement landscape is still very vibrant even though certain e solutions failed to live up to their hype, while other ones succeeded. There are also new areas within eprocurement software automation that are emerging. Will these provide the gains that are promised or will they disappoint? While forecasting the future is always uncertain at best it is important to see what new technologies are promising and how they are going to help the purchaser as we move into the future.
Authors:
Christiane Loup
Larry Giunipero, Ph.D., C.P.M., A.P.P.
Topic:
Leading Practices with Proven Results



Title:
Federal Contracting for Commercial Goods and Services
Abstract:
This paper provides a discussion of the policies and practices of the federal government in the purchase of commercial items and services. Instructors in purchasing courses who wish to introduce material on the government market may find this subject matter to be a good candidate for an introductory treatment of federal buying. Current regulatory changes in this area will be discussed during the presentation.
Authors:
Ronald Straight
Topic:
Tools for the Effective Supply Manager



Title:
Four Critical Trends in Supply and Logistics Management
Abstract:
In this always-changing supply and logistics environment, four trends are developing as priorities for supply managers. They are Risk Management, Technology Enhancement, Outsourcing and Sustainability. Increasingly, these trends are redefining supply management activities. Supply managers are focusing on the identification and mitigation of supply chain risks. This concern directly relates to the other three trends. As we become more dependent on electronic commerce, we are increasingly vulnerable to hackers and viruses. When organizations source from offshore suppliers, lengthening supply chains are exposed to risks like longshore or other logistical labor problems and political risks. Continuity of supply problems and increased costs are common as we rapidly consume nonrenewable resources.
Authors:
Lee Buddress, Ph.D., C.P.M.
Michael E. Smith, Ph.D., C.Q.A.
Alan R. Raedels, Ph.D., C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Global Outsourcing of Knowledge-Based Services: Strategy and Relationships
Abstract:
Supply Chain professionals (SCP) and senior executives are facing new challenges in the new world of global outsourcing of knowledge-based services. These services include managing outsourced customer service, software, and R&D. Supply Professionals are abruptly asked by senior management to find vendors for a particular task to be outsourced, draw up contracts, and transition the task and thereafter be at least partially responsible for the delivery quality, price, and many other tasks including innovation and new product development from the service provider. Our research suggests that it is really important for supply management professionals to be closely involved at the transition of the outsourced task and the early part of the provider relationship. Such early involvement in setting up the working relationship with the provider will facilitate projected cost savings and also sustain the quality of purchased services. Above all, such early involvement of supply management will enable the effective management of the supply chain intellectual property and sustain innovation generation in the upstream knowledge services supply chain.
Authors:
Subroto Roy, Ph.D.
K. Sivakumar, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Global Sourcing Operations: How and Why?
Abstract:
The expansion of world trade and world prosperity is an unending responsibility for business and government leaders. The acquisition of materials, parts or components, services and capital equipment is all part of world trade. Supply managers have a dual responsibility to society, and these vital roles include significant conflicting responsibilities. First, we are responsible to protect our organizations in terms of quality, total cost, availability of materials and second we must support the growth of trade. Strong forces worldwide make it impossible for an organization to sustain a policy of ignoring global resources. Like it or not, we all work in a one-world economy.
Authors:
Mark Thompson, C.P.M.
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Hey Buzz Off! (Or, How to Reduce Your Defensiveness)
Abstract:
Any system, process or strategy can get royally screwed up by defensive behavior. Defensiveness in conflict is like blood in the water to a shark. Just a little bit can lead to a feeding frenzy. In 25 years as a judge specializing in employment disputes I almost never had to deal with pure legal issues. Parties were almost always before me because someone got defensive, became rigid in their thinking, and lost their problem solving ability. They not only became ineffective themselves, but they also invited everyone else they were dealing with to get defensive and become a lousy problem solver.
Authors:
Judge James Tamm
Topic:
Professional Growth: The Key to Your Future



Title:
Impacting the Sourcing Process Through Collaborative Project Management
Abstract:
Many business projects fail due to poor up-front planning. Effective project management provides the assigned team with a framework to guide the project and help them develop tools to measure the results.
Authors:
James Kiser
Tony Yakos
Topic:
Tools for the Effective Supply Manager



Title:
Integrating Procurement & Project Management
Abstract:
This presentation clearly depicts the “lock-step” relationship between the project management process and the procurement process. In doing so, it affords procurement professionals the opportunity to bring maximum value to their organization. Moreover, it creates a basis for cross-functional team participation and leadership on the part of the procurement professional.
Authors:
Robert J. Hairston, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Leadership Skills for Today and Tomorrow
Abstract:
"Five years from now, you will be the same person that you are today with the exception of . . .What you read; Who you meet; Where you go; The risks that you take"
Authors:
Kathi Jobkar
Topic:
Professional Growth: The Key to Your Future



Title:
Leading In, Out and Around
Abstract:
Global competition, the environment, emerging countries, customer demands, technology to name a few are forcing the dramatic change in organizations of all sizes, shapes, and industries. In that dynamic, supply professionals are facing the fight of their lives as well as the greatest role we will ever play. Meeting procurement objectives, though important, is just not enough to support the survival of our institutions. Procurement must take on a leadership role in bringing change to our senior management, internal customer, and supply base. The following information defines leadership and its various traits, compares leadership to management, provides examples of leadership traits, and stresses the urgency of leading and taking on a proactive role in future of the organization.
Authors:
Marilyn Gettinger, MBA, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Lean Supply Strategies: Applying 5S Tools to Supply Chain Management
Abstract:
Supply strategies in a lean environment should support the operations strategy. It is appropriate then to use lean concepts and lean terminology in the creation of supply strategy for lean operations. This paper examines supply strategy development in a lean production environment by utilizing 5S, a key lean concept. The concepts of lean supply and 5S will be introduced followed by a discussion of how the 5S methodology may be used to develop and implement a supply strategy.
Authors:
Kimball E. Bullington, Ph.D., P.E., CSSBB
Topic:
Supply Management: A Strategic Perspective



Title:
Low Cost Country Strategic Sourcing
Abstract:
Many CPOs are reviewing the opportunity and challenge of globalization and the effect it will have on their extended enterprise. The supply chain organization must put focus on the global economy in order to understand the new risks and opportunities associated with it. A focused effort on the international transformation will highlight the need for leading edge sourcing strategies of which the fittest will survive. A robust process that integrates the low cost country objectives and mitigates the associated risks is necessary to optimize the value stream. As part of this process, an analysis of total cost will define the cost drivers for the particular product or service to be sourced. This, along with demographics, the health of the country’s economy, global relationships, and the organizational strategy will drive sourcing decisions. Overall, there are many risks, opportunities and challenges that need to be understood in order to optimize sourcing decisions in a global economy.
Authors:
R. David Nelson, C.P.M., A.P.P.
Lori A. Sisk, C.P.M., A.P.P.
Topic:
Leading Practices with Proven Results



Title:
Make the Most of Your Warranty
Abstract:
Warranty provisions can be a major element in a contract. This session provides the supply management professional with tools to formulate the warranty provisions. The session gives an overview of warranties and includes a discussion of the UCC, writing contract provisions, and estimating the cost of a warranty.
Authors:
Dan O’Leary
Topic:
Tools for the Effective Supply Manager



Title:
Making Purchasing Work for Smaller Organizations
Abstract:
Small businesses are a critical part of the economy, but they receive relatively little attention either in terms of public policy or scholarship relative to large firms. This neglect fails to recognize the impact of small businesses on employment, as innovators, and as important contributors to the supply base of large businesses. The vast majority of research in supply management addresses best practices and emerging issues within large businesses. The nature of the resources available to large businesses to implement managerial systems suggests that the high degree of formality and resource intensive nature of many current supply management approaches may render adaptation to the resource-constrained small business environment difficult, if not impossible. This session focuses on identifying difficulties specific to small organizations and proposes several methods to address these issues.
Authors:
Michael E. Smith, Ph.D., C.Q.A.
Lee Buddress, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Managing Difficult Teams
Abstract:
Teamwork is prevalent across organizations today – from the work cell teams of the manufacturing setting to the self-directed work teams upon which many organizations are now built. The growth in team-based working parallels the growth of process-based management across organizations; an outgrowth of the total quality transformation of business. Procurement, often a participant on many of these teams, is now leading teams of its own. The widespread adoption of strategic sourcing and its key elements, category or commodity management and supplier management, is driving this need for teamwork. These teams can be focused on internal issues, external supplier related issues, or blended between external and internal focuses. This leads to a level of complexity and competency of Procurement leadership that is unprecedented in organizations. Never before have so many in a function been expected to work across work groups, functions, or even company boundaries to perform their core role. It should come as no surprise then that development of team leadership skills is a key success enabler. In this paper we’ll cover the commonly encountered team issues and the process-stage-specific issues and the methods to move through the issues collaboratively to success.
Authors:
Ron Guertin
Vince Scacchitti
Topic:
Professional Growth: The Key to Your Future



Title:
Managing Investment Risk Between You and Your Suppliers
Abstract:
As suppliers become a larger part of companies’ value chains and product propositions, dealing with the risks suppliers take on your behalf becomes a key element of successful Supply Management. Things are not always as simple as just using existing supplier capacity/capability, especially in tight markets and for unique or proprietary designed components/services. Recognizing the six types of risk that can affect supplier investments, and having a process to manage those risks as projects move along and change over time, can make the difference between efficient supplier inputs and significant financial and operational issues that destroy value. Supply Management rarely can manage these risks alone, but rather requires multi-functional alignment and support.
Authors:
Stephen C. Rogers, MSIA
Lisa L. Cooley
Topic:
Managing and Coordinating Supplier Relationships



Title:
May the New (UCC) Force Be With You!
Abstract:
Recently, certain amendments to Article 2 to the Uniform Commercial Code (UCC) were adopted by its drafters, the National Conference of Commissioners on Uniform State Laws and the American Law Institute—culminating a long and arduous process. Those amendments have now been referred to the several States for consideration as possible legislative amendments to their State Commercial Code. These UCC amendments will trigger the necessity of all buyers and sellers to “revisit” their organizational terms/conditions of purchase/sale, negotiation “tactics,” etc. including those appropriate in Supply Chain contract management/administration. And, with the ever-increasing focus by State/Federal government(s) on commercial purchases, government contracting officers at all levels are not immune from these amendments. This ISM Proceeding paper is intended to provide an overview of significant nonconsumer amendments to UCC Article 2 which may be of interest to professional buyers in order that the requisite “UCC Force” may be with them!
Authors:
Charles E. Rumbaugh, J.D., C.P.C.M.
Topic:
Tools for the Effective Supply Manager



Title:
Navigating and Networking at the Conference
Abstract:
The increasing complex fragmented business process, demand for speed, and pressures for cost control forced on us by the changing world situation reinforce the importance of better relationships throughout supply management processes. Similarly, rapid economic development, demand for increases in quality and performance, changing political attitudes, significantly improved communication systems, better transportation systems, trends toward economic integration and increasingly intense competition are tremendous social forces driving change in our supply management processes. These social economic changes will become even more important as we move on into the 21st century. This paper defines the process of networking and is my personal advice on how you can use networking during ISM’s 90th International Supply Management Conference as a great career building opportunity for you.
Authors:
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Negotiation Campaign Planning: Cultural Awareness and the Implications of Conditioning
Abstract:
Often negotiations are engaged with limited preparation. The inherent belief is the negotiating process is intuitive and therefore we are armed and ready to face the challenges of the negotiation. The ability to adequately plan and think of negotiation as a process and campaign can lead to breakthrough results.
Authors:
Vince Scacchitti
Ron Guertin
Topic:
Tools for the Effective Supply Manager



Title:
New Job! New Company! Now What?
Abstract:
You landed the job! Your new employer is convinced you have the skills and will provide value. How do you integrate yourself into the new work environment? What should you do? What should you avoid? This proceeding provides options for you to consider for your plan.
Authors:
Michael G. Haynes, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Organizational Judo: Adapting Purchasing Strategies to Complement Corporate Culture
Abstract:
Perhaps you have noticed some inconsistencies in your company too. A salesperson brings in a million in revenue and receives a hero’s acclaim while a purchasing agent saves a million and no one notices. Senior executives seem to believe in the power of the purchasing process and in your team but maverick spending remains out of control, business units (and even suppliers) find ways to circumvent the Purchasing Department and Purchasing is the last to get needed resources. If you observe these symptoms, perhaps you have the same malady that I’ve diagnosed at my company: the purchasing value proposition conflicts with the corporate culture.
Authors:
Robert A. Richardson
Topic:
Tools for the Effective Supply Manager



Title:
Outsourcing: Solution or Setback?
Abstract:
Outsourcing is a management tool that shifts a company’s organizational structure, but it is also a business transformation process that can create the opportunity for improved performance. While many companies have had considerable success outsourcing tactical functions—audit, financial services, facility maintenance, etc.—outsourcing strategic functions, such as logistics, manufacturing, and distribution has proven to be more challenging if poorly pursued. First, you must be sure you outsource the proper business function. This presentation will help you determine what you should outsource and address the steps necessary to make outsourcing a core competency.
Authors:
James A. Tompkins, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Performance-Based Contracts: Maximizing Success, Sharing Risk
Abstract:
In the past, contracts were negotiated solely with a set fee structure. Occasionally, a penalty clause would be negotiated into the arrangement, and less seldom an incentive clause was included. A Performance Based Contract (PBC) is the true Win/Win scenario of the perfect union of these concepts. Topics that warrant discussion include: Is a Performance Based Contract beneficial, can/should all contracts be performance based, what type of relationship should exist/be developed with the supplier and how does a customer/end-user participate in this process, what type of environment is conducive to making this type of relationship work, what do you base performance on, what characteristics should the buyer and supplier possess, and how do you implement this type of program?
Authors:
Lorrie K. Mitchell, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Procurement Offshore Outsourcing
Abstract:
Offshore Business Process Outsourcing is not only accepted, but also expected in today’s marketplace. This session highlights how Procurement Offshore Outsourcing operations are being undertaken just as Human Resources, Finance, Accounting, Customer Service/Call Centers and similar operations are already in place – and have even reached the status of a proven paradigm. Continuing cost pressures will drive companies to do more with less, and procurement will occupy more of the spotlight. Companies would like to see a renewed focus on their core business, and instead identify the best destination for their service requirements. Many companies are outsourcing – that is, they are moving a number of their back-office operations overseas. Although most Fortune 500 corporations have implemented some form of global procurement initiative such as eProcurement and strategic sourcing, one significant area of opportunity is outsourcing procurement overseas, especially to developing countries like the Philippines. Companies in the know are moving several transactional, tactical, even strategic and technological operations in procurement to other countries and are reaping the benefits. The factors making it compelling to offshore some procurement work to the Philippines, for example, are: competitive labor cost, availability of an English-speaking and highly educated workforce, advanced infrastructure, supply base advantage and government support of the services industry. Procurement Offshore Outsourcing is a powerful weapon that many leading companies are using to create and build new and strategic longterm competitive advantages, beyond just cost factor.
Authors:
Charlie P. Villasenor, MBA
Topic:
Supply Management: A Strategic Perspective



Title:
Proving Your Worth
Abstract:
Whether you are an individual seeking recognition for your contribution or the head of a function seeking to demonstrate your function's contribution to the organization's success, the rules for proving your worth are the same. This presentation reviews those rules and provides guidelines for both individual and group measurements.
Authors:
Mary Lu Harding, C.P.M., CPIM, CIRM
Topic:
Leading Practices with Proven Results



Title:
Questions: A Universal Tool for Supply Managers
Abstract:
Questions are a universal tool that can be applied to every situation in which Supply Managers work. Questions provide the paramount method for gathering information. This session is designed to discuss and define the art and skill of asking questions at work, with clients/customers, co-workers/supervisors, leaders and suppliers. It includes a 12-step method for composing and using effective questions, discusses four basic question types that can be used to gather information easily and answers why Lieutenant Columbo was so successful.
Authors:
James T. Phillips, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
RFID: Enhancing Supply Chain Processes and Delivering Increased Customer Satisfaction
Abstract:
Radio Frequency Identification (RFID) is a wireless technology with roots extending back to the end of World War II. It has served as the foundation for familiar consumer vertical applications like secure access control (badged door entry), electronic toll collection, electronic article surveillance (EAS), pet recovery/identification, and e-wallet retail sales (Mobil Speedpass). However, RFID has only recently achieved notoriety as a stimulus for dramatically increasing supply chain visibility with announcements by Wal-Mart, Target, Best Buy, Albertsons, and the U.S. Department of Defense, requiring their suppliers to tag shipments using RFID. With those mandates as a backdrop, advocates are betting on RFID as the catalyst for improving performance in the supply chain, and ultimately increasing customer satisfaction. The challenges to wholesale adoption continue to be RFID’s significant investment cost and rapid technological change, which limit buy-in by those suppliers expected to provide RFID tags on cases and pallets of products.
Authors:
Carey Hidaka
Topic:
Tools for the Effective Supply Manager



Title:
Releasing Value from Indirect Materials
Abstract:
In all too many firms, indirect materials are treated haphazardly. They suffer from poor inventory records, multiple storage locations, uncoordinated purchasing, frequent out-ofstock conditions, and lack of managerial attention. This paper presents a checklist for diagnosing current ills, offers suggestions for overcoming them, and outlines a systematic, integrated approach that releases the hidden value from a firm’s indirect materials function by reducing cost and increasing turnover as well as service performance. Session participants will take away a comprehensive framework for assessing their firms’ MRO functions and streamlining their performance.
Authors:
Eberhard E. Scheuing, Ph.D., C.P.M.
George Krauter
Topic:
Tools for the Effective Supply Manager



Title:
Reverse-Auction Case Studies: Effectively & Ethically Lowering Supply Chain Costs
Abstract:
Although Reverse-Auctions have shown exceptional results in price reduction, time reduction, and over-all Supply Chain efficiency, there are two trends emerging that provide an even greater impact to the Supply Chain: adherence to sound guidelines and the use of Reverse-Auctions by suppliers. Both of these trends are showing positive signs of eliminating problems of the past and fueling the adoption of Reverse-Auctions. The net effect is that many more purchasing groups are saving millions of dollars for their organizations.
Authors:
Wes Guillemaud
Ted Farris, C.T.L., Ph.D.
Timothy G. Hawkins, Maj, USAF, CPCM, C.P.M.
Gene Roth
Topic:
Leading Practices with Proven Results



Title:
Risk Assessment and Contingency Planning in Emerging Markets
Abstract:
With the growing complexity of global sourcing coupled with significant cost reduction initiatives at the firm level, supply managers now reach into emerging markets for the procurement of goods and services. The question of managing the risks inherent in sourcing from emerging markets is twofold: 1) What are the common sources of risk?, and 2) How can we manage them effectively? Risk is defined as the magnitude of exposure to financial loss or operational disruption and stems from uncertainty in the emerging markets sourcing process. All risk must be evaluated relative to potential cost exposure and the likelihood of occurrence. Several generally-accepted contingency management techniques are offered to help supply base managers mitigate these potential losses and supply disruptions.
Authors:
James L. Patterson, Ph.D., C.P.M., A.P.P.
Topic:
Supply Management: A Strategic Perspective



Title:
Role of Supply Chain Management in Revenue Enhancement
Abstract:
Over the years, our profession has been dominated with cost saving and cost avoidance objectives. Correctly so, CEO’s have focused on bottom line results and one obvious and important area of a CEO’s focus is how well we spend money for capital and operating expenses. As a profession, Supply Chain Managers have established key “dashboard” metrics involving cost savings, cost avoidance, reduced supplier base, quality, our value as related to earnings per share, internal customer satisfaction, and numerous other measurements that zero-in on either cost reductions or process enhancements and efficiencies. Yes, it is important to be bottom line focused, but we also need to be moving towards an effective supply chain organization that can also be top line focused by contributing to revenues.
Authors:
Robert J. Engel
Topic:
Tools for the Effective Supply Manager



Title:
Social Responsibility and New Ethical Standards for Procurement
Abstract:
Today’s business environment is demanding that organizations understand and meet certain social responsibility measures as a condition of contract award. Reputational risk can no longer be controlled through first tier contracting alone. This paper identifies the challenges in dealing with Corporate Social Responsibility, and provides approaches and strategies which allow for the synchronization of various social issues.
Authors:
Jeanette Rennie C.P.M.
Peter Easley, Esq
Topic:
Supply Management: A Strategic Perspective



Title:
Social Responsibility: Sizing Up Your Suppliers
Abstract:
In today’s ever-increasing changes in the marketplace, a lack of the social responsibility captures public attention and impacts the health of the organization. Socially responsible organizations enjoy better financial performance, an enhanced reputation, increased productivity and quality, and good retention of employees. In Japan, social responsibility is not always formally recognized within organizations. ISM Principles of Social Responsibility introduced, in April 2004, a framework of measurable corporate policies and procedures and resulting behavior designed to benefit the workplace in the 7 areas
Authors:
Osamu (Sam) Uehara, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Spend Analysis: The First Step in Strategic Sourcing
Abstract:
Spend Analysis: The First Step in Strategic Sourcing details the baseline process that an organization should follow to establish a functional strategic sourcing program grounded on accurate expenditure information. Austin-Tetra will discuss the framework for evaluating current spend thus ensuring the potential of strategic sourcing initiatives is fully realized.
Authors:
Rip Greenfield
Topic:
Supply Management: A Strategic Perspective



Title:
Stop Misallocating Purchasing Resources
Abstract:
Procurement organizations need to carefully consider the allocation of staff between direct and indirect (including services and MRO) procurement departments. The rapid and continuing growth of outsourcing is shifting the proportion of procurement spend away from direct procurement of parts for manufacturing toward the procurement of services, especially complex services like manufacturing or logistics. Yet, procuring complex services is quite challenging and in many cases more difficult than procuring direct materials due to the many intangible factors that are present in services, and the lack of well established tools for analyzing the services spend.
Authors:
Lisa M. Ellram, Ph.D., C.P.M., C.M.A.
Corey Billington, Ph.D.
Topic:
Supply Management: A Strategic Perspective



Title:
Supplier Performance and Scorecards for Indirect Spend
Abstract:
Creating a supplier performance program and scorecard can be difficult with indirect spend and service areas because many of the elements are not easily quantifiable. This session provides some tips on how to build a performance measurement program that is both fair and useful.
Authors:
Jamie S Crump
Topic:
Leading Practices with Proven Results



Title:
Supply Chain Risk: Deal With It
Abstract:
Which supply disruptions can your business afford? Do you know the potential financial impact of supply disruptions? Do you have a targeted strategy to mitigate those supply risks you can least afford? If you are not comfortable with your answers to these questions, you might benefit from a robust supply chain risk management strategy. This presentation provides you with the understanding and tools needed to present senior management with a business case for investing in supply chain risk management.
Authors:
Alex B. Monty
James D. Kiser
Topic:
Supply Management: A Strategic Perspective



Title:
Supply Chains and Supply Networks: How Do I Win?
Abstract:
Many publications, from learned academic journals through the more professional business pages of the Harvard Business Review have featured ‘Supply Chain Management’ as a critical component, if not the crucial strategic focus, to ensure success in today’s increasingly competitive business world. As a means of linking different service and materials providers together for a common goal – end consumer satisfaction and loyalty – it is evident that procurement has an absolutely vital role to play. Procurement people must deliver the best not just of themselves as model professionals, but from their supply base to ensure the traditional “rights of purchasing” (item, time, price, place, source) are supplemented by an ability to be both innovative yet reliable over time. This all has to be achieved against a background of product/service life cycles becoming shorter, the inevitability of change and increasing pace in the application of technology. However, even in the face of all this, there are things that individuals can do to rise above the crowd both in their profession and at their employing company. This paper and the presentation explore a few of the things that individuals could consider to adopt to make themselves stand out as a rising star and gives pointers and examples of how these things could be put into practice.
Authors:
Nick Little, MCIPS
Topic:
Supply Management: A Strategic Perspective



Title:
Supply Management Beyond 2010: What We Must Know
Abstract:
Supply management means creating and leading our supply chains to ensure continuity of supply, significantly enhanced service, total cost control and more involvement with suppliers or others to provide our customers unexpected results. The key concept is to understand the demands of the future and change the organization to meet those anticipated demands. Certainly, the current trends of globalization, e-commerce, cost management, drive to better productivity, professionalism, better supplier relations and the development of supply chains as competitive weapons will continue without abatement. But how will these and other forces affect supply management. This presentation identifies the organizational, technological, and behavioral changes that we must successfully complete in our supply management processes to best support the strategic logistic and supply needs of the modern firm beyond 2010. We will answer these questions, 1) What is our future after 2010, and 2) What do I need to learn now or in the next few years to best be ready for the future beyond 2010?
Authors:
Larry Giunipero, Ph.D., C.P.M., A.P.P.
R. David Nelson, C.P.M., A.P.P.
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Survival Skills for Buyers
Abstract:
The popularity of the television show “Survivor” demonstrates the innate human desire to compete and win. The contestants have to develop a strategy which best utilizes their individual skills and capabilities to work in a team environment, and individually, to overcome obstacles and defeat their opponents. A case can be made that supply chain professionals face this survival situation every day as they seek to provide their organizations with the proper resources to compete effectively.
Authors:
William L. Michels
Laura Birou
Topic:
Tools for the Effective Supply Manager



Title:
The 21st-Century Ideal Supply Management Organizational Format for 2005
Abstract:
Creating a working enterprise-wide supply management organization in the 21st Century can provide most firms with some significant cost reduction and competitive opportunities. What has to occur for this to happen is to tear down the traditional procurement silos that are firm-based and instead, use the talents and skills of the purchasing staffing and systems found in these decentralized environments for the good of the entire corporation. This paper will discuss key aspects related to implementing an enterprise-wide successful supply management organization.
Authors:
Dr. Peter E. O’Reilly, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
The Changing Face of E-Contract Law: How Do We Contract
Abstract:
In the history of procurement and contracting, there has likely not been more “press” about any subject than there has been about “electronic procurement”. With so much hype and commercial preoccupation, it is appropriate (necessary) for the procurement/contracting professional to be conversant with the legal environment into which our employers what us to embark on this path to e-commerce.
Authors:
Ernest Gabbard, J.D., C.P.M., CPCM
Topic:
Tools for the Effective Supply Manager



Title:
Top Producers Are Coached, Not Managed
Abstract:
Coaching is the desired method for developing people in many organizations. It provides enhanced communication between managers and staff and it shifts the responsibility for improvement to the staff, leaving managers free to run the business. Due to rapid changes taking place globally, emerging leaders need to be trained to lead in an unknown future. This program is designed to help managers and emerging leaders make important mind-set shifts, gain specific skills, recognize coaching opportunities and initiate coaching conversations.
Authors:
Becca Robinson, MA, MCC
Topic:
Professional Growth: The Key to Your Future



Title:
Using Force Field Analysis in Negotiation Planning
Abstract:
Professional negotiators have long sought more efficient and effective tools and techniques to provide a competitive advantage at the negotiating table. Using the longestablished and well-recognized technique of force field analysis (FFA), which has its roots in the field of psychology, a new application is developed to assist negotiators in preplanning and implementing successful negotiation strategies. A brief background of FFA is presented, followed by a description of how this change management technique can be effectively utilized to facilitate the pre-negotiation planning phase, resulting in more favorable negotiation results and outcomes. FFA can be successfully used to identify, analyze, and prioritize the influencing forces driving and opposing a negotiation settlement and their potential effects in order to develop appropriate negotiation strategies and tactics in order to maximize positive influences and mitigate negative ones.
Authors:
James L. Patterson, Ph.D., C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Utilizing Supplier Diversity to Achieve Business Goals
Abstract:
Corporations are increasingly reliant upon Supply Chain Management (SCM) organizations to help achieve business goals and objectives (increase profitability, improve processes and quality, achieve cost reductions/containment, etc). The complexity and size of SCM organizations have also increased. Today’s challenges include sourcing for global business operations, deploying new procurement models, technology applications, skilled workforce, and social responsibility. Supplier diversity is a process that seeks to identify diverse supply partners and systemically integrate inclusive practices. How can buyers and leaders at all levels of the organization deliver on the promise of supplier diversity and sustaining a competitive advantage? By introducing new suppliers that offer different ideas on value creation and problem solving, we embrace the concept of supplier inclusion, proactively promoting and engaging in Minority and Women-owned Business Enterprise (M/WBE) utilization and development, and finally holding ourselves accountable.
Authors:
Patricia J. Richards
Steve Ballenger, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Value Analysis and Value Engineering: Basics for Purchasing Professionals
Abstract:
This paper discusses (a) basic techniques of value analysis and value engineering, (b) how they can contribute to sourcing decisions, (c) how they can be applied to products, services, and administrative processes, and (d) the two dimensions of value analysis and value engineering – the technical and the interpersonal.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
What Every Supply Manager Must Know About Economics
Abstract:
Prices. Where do they come from? Where are they going? Even the casual reader of the ISM "Report on Business" will note that the purchasing environment for the past two years has been punctuated by rising prices and chronic shortages of many key commodities. In today's enlightened environment of supply chain management, it is essential that purchasers understand the 21st century economic environment in order to successfully ensure world competitive pricing, cost reduction, and continuous supply.
Authors:
Brian G. Long, Ph.D., C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Winning Business Cases: How to Develop, Structure and Present Them
Abstract:
To be effective as a purchasing and supply chain professional, the ability to develop robust business cases is essential. This paper provides a step-by-step approach to building persuasive business cases to support strategic, tactical, or operational purchasing, sourcing, and supply chain activities. The focus will be on suggesting an approach, identifying key elements, and discussing challenges that must be overcome, particularly in a global setting.
Authors:
Thomas A. Crimi, MBA, C.P.M., MAPA
Ralph G. Kauffman, Ph.D., C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Writing an Effective Scope of Work: The First Step to Supplier Performance
Abstract:
Developing a clear, concise and effective scope of work is essential to ensure that the supplier(s) understand the requirements of the good/service request. This understanding will lead to superior supplier performance and overall success.
Authors:
Jim Haining, MBA, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager