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2010 International Conference Proceedings (April 2010)

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Title:
A Legal Primer to Domestic and Global Supply Chain Contracting
Abstract:
There is little doubt that ISM members now work in a global market. Simply understanding the laws of one's state or nation is not enough. Rather, ISM members must know how to contract globally, and must understand the risk with doing so. This session provides that understanding.
Authors:
Allen L. Anderson, J.D.
Jeffrey L. Roth, J.D.
Topic:
Contracting



Title:
Accelerating Innovation Through Effective Supplier Collaboration
Abstract:
The need for innovation and increasing supplier collaboration on innovation is increasing. This presentation will focus on the strategies companies and supply managers use to effectively collaborate with suppliers and supplier groups to accelerate innovation.
Authors:
Robert Monczka, Ph.D., C.P.M.
Thomas V. Scannell, Ph.D.
Phillip R. Carter, DBA
Joseph R. Carter, DBA, CPSM, C.P.M.
Topic:
Supplier Management



Title:
Advanced Research Techniques for Supply Market Analysis: Finding The Best Results FAST!
Abstract:
Using proven best practices for quickly gathering and analyzing supply market intelligence, SCM professionals can learn how to master a new spend category in 20 hours or less. Attendees of all levels will walk away with tools and techniques that increase savings and improve productivity through fast, accurate research.
Authors:
David A. Hargraves, MBA
Topic:
Strategic Sourcing



Title:
An Overview of Project Management for the Supply Professional
Abstract:
A conceptual overview of project management with a focus on understanding the project management environment, the advantages of using a project management methodology, the characteristics of a project, and the role of the project manager and project teams. An introduction to the Project Management Institute's (PMI) Project Management Body of Knowledge (PMBOK) areas will also be discussed.
Authors:
Rene G. Rendon, CPSM, C.P.M., D.B.A., CPCM, PMP
Topic:
Leadership, Management and Talent



Title:
Assessing Financial Health: The Key Concepts and Measures
Abstract:
You are required to intimately understand your company's suppliers, and one key element of that understanding is their financial health. In this session, you will learn how to read and understand the key financial reports so that you can confidently find and analyze the critical information about your suppliers.
Authors:
Joe Knight, MBA
Topic:
Finance and Economics



Title:
Building Trust in Your Organization
Abstract:
In addition to technology, innovation, globalization, inter-generational dynamics and the economy, trust is one of the most powerful forces driving business today. It is often described as the single most desirable and necessary factor for a healthy and productive work environment. In this session we will look at some of the interpersonal factors and core competencies critical to the ability to trust and inspire trust with others.
Authors:
George Altman, M.A., ED.M.
Louise Altman
Topic:
Leadership, Management and Talent



Title:
CPO's Speak: Earn and Keep a Seat at the Table
Abstract:
Leading CPO's share insights on developing and sustaining internal client relationships. Panelists respond to questions on rewards, challenges and lessons learned in building strategic business partnerships with internal clients, why it's essential to prioritize internal relationships, and how to assure supply management earns and keeps a "seat at the table."
Authors:
Lisa Martin, C.P.M.
R. David Nelson, C.P.M., A.P.P.
Shelly Stewart, Jr., MBA
Nancy Q. Smith, M.A.
Topic:
Innovation and Collaboration



Title:
Can Creative Vision Help Your Bottom Line?
Abstract:
A trend has emerged to produce stronger creative while stretching marketing dollars. Corporate marketing and procurement divisions are working together and benefiting from each other's respective skill sets. This session will focus on how brand leaders obtain the best creative solutions for on-point brand initiatives. Marketing's unlikely alliance in success is their in-house procurement team. Be prepared to participate in a lively Q&A.
Authors:
Carla Stratfold
Christopher Campau
Alma McClain Williams
Topic:
Services Procurement



Title:
Changing Value Propositions During Tough Economic Times: Purchasing and Sales Perspectives
Abstract:
Both purchasers and suppliers have perceptions of appropriate value propositions in various situations. How do these perceptions change when the economic environment is so radically different from anything experienced in recent times? This session focuses on specific strategies useful in understanding the process and mechanics of transforming value equations during challenging economic times, from purchasing and sales angles. A practical perspective will be used to share specific experiences of one of the presenters, across industry sectors, in adapting value propositions to meet customer needs in changing markets.
Authors:
Alvin J. Williams, Ph.D.
Topic:
Strategic Sourcing



Title:
Clause and Effect: Strategic Economic Price Adjustments
Abstract:
Dealing with volatile market conditions is an essential skill set for today's supply manager. Economic Price Adjustment Clauses provide for upward or downward adjustments in the price based on the change in the market place. Learn the Why, When, and How to use these Clauses.
Authors:
Robi H. Bendorf, M.Ed., CPSM, C.P.M.
Topic:
Finance and Economics



Title:
Contract Writing as a Critical Element of Supplier Risk Management
Abstract:
Contact writing and management skills are critical for the contemporary Supply Management professional. These skills have become increasingly visible with the current organizational focus on supply risk management. This workshop will provide a comprehensive review of the contract writing and management process, with a specific assessment of that process as a critical element of organizational risk management.
Authors:
Ernest G. Gabbard, J.D., CPSM, C.P.M., CPCM
Topic:
Contracting



Title:
Contractual and Relational Governance Practices
Abstract:
Many companies have moved away from traditional contracts negotiation and management in outsourcing and services transactions and towards relationship management. This workshop will show how both approaches are viable and compatible governance options, when they should be used and how to implement them.
Authors:
Eric Esperne, J.D., CPCM
Topic:
Contracting



Title:
Did We Ask the Right Questions?
Abstract:
What should suppliers and procurement be learning from each other? This session is for procurement professionals, exhibitors, sales and anyone involved in RFPs to learn some pitfalls to avoid. We will identify components of quality interactions between sellers and buyers that lead to better results.
Authors:
Clark Terrill, C.P.M.
Topic:
Supplier Management



Title:
Earned Value Project Management
Abstract:
Do you try to smile "knowingly", but are secretly baffled when your customers talk about Earned Value? This session will focus on the formulas and application of EVM, which is surprisingly easy, so that you have a firm grasp of what it means and how it is used in Project Management.
Authors:
Amber L. Romero, C.P.M., P.M.P.
Topic:
Cost and Price Strategies



Title:
Emotional Intelligence as an Organizational Asset
Abstract:
Emotions shape the climate and culture of every organization. Without the skills of Emotional Intelligence (EI), unproductive emotions (fear, anxiety, anger, frustration and resentment) can undermine communication and erode trust. When practiced, EI can change the entire dynamic of a relationship, team and organizational culture. This session will provide an overview of some of its skill sets and how EI impacts an organization's bottom line.
Authors:
George Altman, M.A., ED.M.
Louise Altman
Topic:
Leadership, Management and Talent



Title:
Energy Management 101
Abstract:
Introduction on managing various energy sector commodities, managing your internal customers' expectations, and strategies that all supply practitioners can use in their everyday operations to control energy costs.
Authors:
Walter N. Quade, MBA, C.P.M.
Topic:
Commodity Markets, Management, Forecasting & Strategies



Title:
Five Steps to Smarter Spending: A Hands-On, How-To Session for the Procurement Practitioner
Abstract:
No organization can afford to waste dollars on purchases that do not support immediate business needs. But every day, thousands upon thousands of dollars are spent on unapproved, unnecessary purchases and many procurement organizations find themselves powerless to stop this uncontrollable spending cycle. This session explores five emerging best practices to regain control of non-payroll spend and eliminate wasteful spending once and for all.
Authors:
Rob Bernshteyn
Charlotte Lawson
Topic:
Cost and Price Strategies



Title:
Five Universal Best Practices That Help in Trying Economic Times
Abstract:
Economic security in the supply chain is not a pipedream. Indeed better economic security is an achievable objective. Economic security in the supply chain comes from a keen application of selected best practices and disciplined leadership, highly trained, dedicated and motivated colleagues and the requisite resources. This presentation explains the processes.
Authors:
Robert A. Kemp, Ph.D., CPSM, C.P.M.
Susan K. Modeland, CPSM, C.P.M., CPIM
R. David Nelson, C.P.M., A.P.P.
Topic:
Finance and Economics



Title:
Hidden Non-Financial Impact of Low Cost Country Sourcing
Abstract:
The financial advantages and risks of low cost country (LCC) sourcing are becoming fairly well understood. However, purchasing and supply chain managers also need to understand the hidden non-financial impact of LCC Sourcing on their own company, particularly in the home country. LCC sourcing will change the way their performance is measured and their company's culture, and most likely contribute to a turnover of personnel, including top management, as talent is upgraded.
Authors:
William L. Michels, C.P.M.
Peter V. Poggi, MBA
Topic:
Globalization / International



Title:
How Trends in Security Will Affect the Global Supply Chain
Abstract:
Increased supply chain security and unprecedented global sourcing have led to new challenges for supply chain managers. Find out what public and private security programs are in place and how they affect your organization. Learn how to adopt the right security program for your operations and use it as a competitive advantage in maximizing supply chain velocity while playing an active role in ensuring global security initiatives.
Authors:
Albert W. Saphir
Topic:
Logistics



Title:
How to Conduct Effective Market Analysis: A Vital Part of Sourcing Strategy Development
Abstract:
Understanding supply market dynamics is as important for developing a successful sourcing strategy as defining internal requirements. This workshop illustrates how rigorous market analysis, as part of the sourcing process, can reveal valuable cost reduction and supplier collaboration opportunities in the marketplace.
Authors:
Ash Bedi, MBA
Topic:
Strategic Sourcing



Title:
How to Implement Best Strategic Practices in Small and Medium-Sized Procurement Organizations During Difficult Times!
Abstract:
Despite having reduced or restricted budgets, small and medium-sized purchasing organizations must take an active role in identifying and implementing strategic best practices. The use of strategic initiatives in hard times can lead to the achievement of numerous financial opportunities to not only the sourcing unit, but the firm as well.
Authors:
Peter E. O’Reilly, C.P.M.,
Topic:
Strategic Sourcing



Title:
Implementing Best Practices: The Procurement Maturity Model
Abstract:
This session will review "The Procurement Maturity Model" — a tool you can use to measure yourself against more than 60 best practices in such categories as customers, staff, vendors, policies, processes and tools. You will learn how to identify gaps in your procurement process and how to build a business case to get the resources needed to close those gaps.
Authors:
Stephen R. Guth, C.P.M., CTPE, CCCM
Topic:
Innovation and Collaboration



Title:
Integrated Category Management in a Manufacturing Environment
Abstract:
In this session, participants will learn tactics and best practices to effectively apply the strategic processes of Category Management in a manufacturing environment. The speaker will discuss a comprehensive approach to effective Category Management that seamlessly integrates category planning, sourcing project execution and supplier management to drive continuous improvement in cost, quality and service.
Authors:
Michael Hoffman
Topic:
Strategic Sourcing



Title:
Is There Another Way to Negotiate Service Contracts?
Abstract:
Procurement of services can be somewhat different than goods. Service providers quote a billable hour rate, flat rate or some other rate. How can we better negotiate these? This session will introduce a price analysis methodology and then a strategic negotiation strategy to more effectively negotiate service contracts.
Authors:
Clark Terrill, C.P.M.
Topic:
Services Procurement



Title:
Keys To Becoming Your Supplier's "Best Customer"
Abstract:
The customer/supplier relationship has taken on a much different look and feel in today's market. Today, strong supplier partnerships are a must. This presentation will focus on the necessary steps to form effective supplier councils, the importance of clear and concise communication and how to use performance metrics to improve results.
Authors:
Elaine N. Whittington, C.P.M., A.P.P., CPCM
Topic:
Supplier Management



Title:
Keys to Narrowing Business Continuity Planning Gaps: Training, Testing and Audits
Abstract:
This workshop will provide guidelines for taking your Business Continuity Plan from being sheets of paper in a binder to being a guide that will take your organization through a process to fully restore operations following any disaster. We will identify what to look for in Business Continuity Plans to ensure that internal and external supply chain requirements are fully met. Some of the important topics include making a plan user friendly, training people and testing plans, and the importance of internal or external audits in maintaining and continually improving an effective Business Continuity Program.
Authors:
Betty Kildow
Topic:
Risk



Title:
Leadership Characteristics
Abstract:
Knowing your trade is fundamental to success on the job. Knowing how to lead is vital to success in your career. This discusses what it takes to develop and use effective leadership abilities on your way to that top job. As any Chief Procurement Officer will tell you, the bigger the job, the more leadership skills are needed to accomplish your goals. Learn about key leadership characteristics as described by top CPOs and gain an understanding of some specific goals designed to enable your leadership development.
Authors:
Lara Nichols
Topic:
Leadership, Management and Talent



Title:
Leading Supply Management Transformation: Key Success Factors & Pitfalls
Abstract:
One challenge procurement executives face is the lack of senior management understanding regarding the strategic opportunity procurement can provide. Having personally led several procurement transformations in his corporate career, the presenter will share insights on building the case for procurement transformation, and constructing a winning transformation roadmap.
Authors:
Robert A. Rudzki
Topic:
Leadership, Management and Talent



Title:
Leading Virtual Teams
Abstract:
Teamwork and working in teams is one of the top 10 skills required for success in Supply Management today. Because we live in a global arena, we will often work with others on teams and may likely never meet face to face. This workshop will provide tools and techniques for working with teams virtually and successfully.
Authors:
Kathi M. Jobkar, MBA, C.P.M., PMP
Topic:
Leadership, Management and Talent



Title:
Logistically Speaking: Using Delivery Terms to Allocate Supply Chain Risks
Abstract:
With surprisingly little fanfare, the American Law Institute and the National Conference of Commissioners on Uniform State Laws deleted from the newest version of the Uniform Commercial Code those shipping and delivery provisions previously governing domestic commerce. Some businesses have responded by using old UCC terms. However, as state legislatures begin to ratify the newest version of the UCC, users of old UCC terms will lose the benefit of having generally accepted definitions, and usages will become increasingly vague, inviting misunderstanding, controversy, and worse. Accordingly, many buyers and sellers find themselves seeking a suitable replacement for the deleted UCC shipping provisions, usually in the form of the International Chamber of Commerce's longstanding Incoterms. This seminar attempts to assist those buyers and sellers by helping users bridge the gap between the UCC terms and Incoterms 2000.
Authors:
Allen L. Anderson, J.D.
Jeffrey L. Roth, J.D.
Topic:
Logistics



Title:
Logistics and Infrastructure: Are We Out of the Woods Yet?
Abstract:
Increasing demands on our logistics infrastructure negatively impacts performance and increases supply chain risk. While the slowing economy has reduced congestion, economic recovery will bring even more congestion. Further, congestion may serve to slow economic recovery. This session will examine the logistical landscape with a view toward building logistical strategies for supply managers.
Authors:
Lee Buddress Ph.D., C.P.M.
Michael E. Smith, Ph.D.
Topic:
Logistics



Title:
Making Cents of China: A Case Study in TCO
Abstract:
Does it make sense to outsource to China? This presentation addresses this question by drawing on insights from a case study on implementing and using a Total Cost of Ownership (TCO) model. The session will emphasize not only the need for TCO but also awareness of additional cost and data factors affecting both TCO and the outsourcing decision.
Authors:
Cheryl L. Phillips
Steven A. Melnyk, Ph.D., CPIM
Topic:
Offshoring



Title:
Making Strategic Global Supply Management a Reality
Abstract:
This session will describe how to design and sustain a global transformation across a large multi-national company. Learn about the challenges in creating momentum, overcoming resistance, and achieving measurable results.
Authors:
Julia Brown
Topic:
Leadership, Management and Talent



Title:
Managing Human Rights Risks in the Supply Chain
Abstract:
This session will discuss how to identify risks of human rights abuses in your supply chain and effectively address them through supply chain social compliance management systems. Case studies and best practices from brands and retail companies will be presented, as well as a discussion on overcoming challenges for implementation
Authors:
Rachelle Jackson
Topic:
Sustainability and Social Responsibility



Title:
Measuring Strategic Sourcing and Procurement Maturity
Abstract:
Workshop outlines appropriate Key Performance Indicators (KPI) for measuring progress and success of strategic sourcing and Procurement's organizational maturity. Practical advice is shared on building data and formulas behind the KPI's, implement scorecard, track and report progress. Guidance is provided on how to use the scorecard as communication tool with internal clients and executives.
Authors:
Marika A, Lindstrom, Ph.D.
Topic:
Metrics and Measurements



Title:
Navigating and Networking at the Conference
Abstract:
For first-time conference attendees and others, this session focuses on how to make the most of your networking opportunities at the Conference. Who you meet is just as important as what you learn during your workshops. Discover how to make contact with your colleagues and develop relationships that can help you excel at your job.
Authors:
Sharon L. Hauht, CPSM, C.P.M.
Marty Rutkovitz
Topic:
Leadership, Management and Talent



Title:
Network Optimization: Changing Your Thinking About Success
Abstract:
The lion's share of our supply chain networks were designed several decades ago with an eye towards minimizing production costs through large-scale, flexible manufacturing runs — meaning that large regional demand for multiple products could be met with a minimum number of large manufacturing facilities. Today's world is a much different place as product proliferation, consumer preferences, and the need for customization is driving the need for more responsive supply chain networks. Winning companies have recognized this trend and have decided to challenge conventional wisdom. They are re-conceptualizing the definition of scale to develop competitive advantages by developing regional service areas sized to minimize combined transportation, distribution, and production costs — changes that allow them to respond more quickly to customer requests and regional micro-trends in a cost effective manner.
Authors:
Jim Nelles
Topic:
Logistics



Title:
Objection Your Honor: The Rules Of Evidence For Purchasing Professionals
Abstract:
Disputes that end up in court for resolution are decided by "evidence." We explain the difference between admissible "evidence" and inadmissible information and how purchasing professionals can obtain admissible evidence during the course of a supply relationship to use to more efficiently resolve the supply disputes that inevitably arise.
Authors:
Jeffrey J. Mayer, J.D., L.L.M.
John T. Shapiro, J.D.
Topic:
Contracting



Title:
Old Rules Applied to New Technology: The UCC and the New Economy
Abstract:
Classic UCC notions contemplated easily understood parts and transactions. Are those traditional notions out of touch in today's world? Does the traditional UCC legal framework apply to your purchases? This session examines surprises and pitfalls brought about by the application of traditional UCC doctrine to the new economy.
Authors:
Jeffrey J. Mayer, J.D., LL.M.
John T. Shapiro, J.D.
Topic:
Contracting



Title:
On Hire Ground: Recruiting and Retaining High-Talent, Young Professionals
Abstract:
This workshop provides hiring managers and executives with insights into the characteristics high-talent students and young professionals seek in supply management organizations and how to assure a successful first year. Data and insights from a unique population, current and past R. Gene Richter Scholars, frame discussion around recruiting and retention.
Authors:
Jami D. Coop, MBA, CPSM, C.P.M.
Lisa Martin, C.P.M.
Topic:
Leadership, Management and Talent



Title:
Preventive Supply Chain Maintenance: Being Aware of Possible Supplier Problems
Abstract:
Ensuring the survival and performance of critical suppliers is essential during the current global economic upheaval. This session will provide you with a powerful set of diagnostic tools and action strategies to pinpoint and mitigate supply chain risks and build competitive advantage.
Authors:
Eberhard E. Scheuing, C.P.M.
Peter E. O'Reilly, C.P.M.
Topic:
Supplier Management



Title:
Price/Cost Analysis in Tough Economic Times
Abstract:
In tough economic times, supply managers must ensure that they are containing costs. This session will provide an overview of price and cost analysis, provide resources to help attendees in conducting analyses, and suggest ways to use these analyses in long-term contracts.
Authors:
Michael E. Smith., Ph.D.
Lee Buddress, Ph.D., C.P.M.
Topic:
Cost and Price Strategies



Title:
Pricing Risks: Be Prepared For The Next Round of Commodity Price Swings
Abstract:
This workshop will provide a solid understanding of the pricing risks facing today's commodity markets and how to better prepare for this volatility. The primary drivers of the price escalation will be identified and will highlight which signposts should be tracked to better anticipate commodity price movements.
Authors:
Laura Hodges
John Mothersole
Topic:
Commodity Markets, Management, Forecasting & Strategies



Title:
Proactively Managing Supply Base Risk
Abstract:
In today's economy, the risk of supplier failure has increased. Supply chain disruptions create significant costs and problems. Reacting after the fact is ineffective. Attendees will receive the latest information on alternative risk management approaches and "software solutions" that provide the capability to monitor the supply base for potential disruptions.
Authors:
Phlilip L. Carter, DBA
Larry C. Giunipero, Ph.D. CPSM, C.P.M.
Topic:
Risk



Title:
Regional Considerations on Managing Global Logistics
Abstract:
Understand key areas to review when managing regional, country and global logistics. Culture, infrastructure, customs, tax and trends impact the design and management of successful logistics network. This session will share real work experiences and knowledge to manage global logistics.
Authors:
Sylvia Hill, MBA, CFPIM
Topic:
Logistics



Title:
Relax and Laugh: How Humor Can Strengthen Your Supply Team
Abstract:
Work can be fun or drudgery. This presentation provides a three-step process with definitions, processes and examples to introduce and develop humor as a tool to weld the supply management team, its associates and its supply chains into a productive team that creates increased value while enjoying a humorous work environment.
Authors:
Robert A. Kemp, Ph.D., CPSM, C.P.M.
Topic:
Leadership, Management and Talent



Title:
Revving Up The ROI of T&E
Abstract:
Following an accelerated use of procurement practices in corporate travel contracting in the past few years and a recession-driven buyer's market, travel procurement professionals are reevaluating their metrics. This session will examine original new data generated by a survey of ISM members, American Express clients and Business Travel News readers and evaluate trends in travel procurement and look at new ways of measuring and improving the return on a company's travel and entertainment investment.
Authors:
David Meyer
Topic:
Services Procurement



Title:
Riding the Globalization Wave
Abstract:
Many companies are now considering reverse globalization as they analyze the true costs of off-shoring products or services. With the uncertainty of the economy and many companies' financials, there is a trend happening called Reverse Globalization. In this session, you will learn the impacts that Reverse Globalization may have on your organization, how total cost is continuing to play an ever more important role and understand the balance between risk and reward.
Authors:
Lori Sisk, C.P.M.
Topic:
Globalization / International



Title:
Risk Management: What Could Impact Your Company's Reputation?
Abstract:
Could a supply chain hiccup impact your company's reputation? The answer is YES. No matter what type of business you are in, risks are there that could impact the reputation and profitability of your company. This session will highlight actual examples of when supply chain issues have had an impact on companies' reputations and business success. You will see how utilizing risk modeling/analysis and tools are used to identify, assess and manage risk of equipment, products and services in a Fortune 500 company's supply chain.
Authors:
Cathy Herr, CPSM
Topic:
Risk



Title:
Scorecards: The Key to Accountability
Abstract:
Scorecards give organizations the ability to make the critical and timely decisions needed to advance business forward. A true scorecard system links organizations with a structured communication process and accountability system. This session will prepare the participant to appreciate the organizational payback from using this outstanding accountability system to create consistency and focus.
Authors:
Shane Yount
Topic:
Leadership, Management and Talent



Title:
Selling Procurement to Sales Personnel in a Project Business Environment
Abstract:
Early procurement integration and involvement with the sales team is required when developing a pricing and sourcing strategy required to be awarded projects in a project business environment. This session describes how this was successfully accomplished.
Authors:
Michael G. Haynes, CPSM, C.P.M.
Topic:
Innovation and Collaboration



Title:
Sourcing and Managing Contractors on a World-Class Construction Project
Abstract:
KBR managers present the world's largest construction project — a 40 trillion cubic foot gas resource — and their best-in-class approaches to supplier vetting, compliance, sourcing, contracting and invoicing. KBR's supplier management solution manages over 40,000 suppliers, 1,200 buyers, and 50,000 sourcing events p.a. KBR employs 60,000 people in 43 countries.
Authors:
Tom A. Bullard
Buddy Clark
Tom Ren, M.Sc.
Topic:
Technology in Supply Management



Title:
Still Trying to Get a Seat at the Table
Abstract:
Many supply professionals still are struggling both in small and large companies to have a voice in the organization's strategic plans, in internal customers' yearly goals and objectives, and in early project planning. "Getting a seat at the table" takes real effort, marketing, documenting value, and internal collaboration. Building influence within the organization must be up there with other supply initiatives both personal and departmental.
Authors:
Marilyn Gettinger, C.P.M.
Topic:
Leadership, Management and Talent



Title:
Strategic Sourcing & Supplier Management
Abstract:
This presentation will highlight key process steps in sourcing and successfully managing a global supply base understanding that not all suppliers are created equal.
Authors:
Jeff Thompson
Topic:
Strategic Sourcing



Title:
Strategic Sourcing Success Factors: How to Achieve Exceptional & Sustainable Results
Abstract:
One challenge that procurement executives face is the perception that procurement is a back-water, tactical function, unable to think and act strategically. This workshop shows how the adoption of a robust Strategic Sourcing process can change that perception, put procurement in a leadership role, and generate exceptional and sustainable results.
Authors:
Quave Burton
Ernest G. Gabbard, J.D., CPSM, C.P.M., CPCM
Robert A. Rudzki
Topic:
Strategic Sourcing



Title:
Supplier Base Management: Managing the Whole, Not Just the Parts
Abstract:
This presentation introduces Supplier Base Management (SBM) — a systematic dynamic approach for strategically managing the whole supply base (current suppliers, potential suppliers and suppliers monitored for future capacity). SBM also deals with movement between groups). The impact of SBM is illustrated by using case data from a Fortune 100 firm.
Authors:
M. Bixby Cooper, Ph.D.
Steven A. Melynk, Ph.D., CPIM
Stanley E. Griffis, Ph.D.
Cheryl L. Phillips
Topic:
Supplier Management



Title:
Supply Strategy for Enterprise Growth and Innovation
Abstract:
This session summarizes the learnings from the September 2009 Darden/MSU Executive forum, Supply Chain Strategy for Enterprise Growth & Innovation. Help practitioners release the traditional price-focused view of the supply chain and adapt and share a mindset that views the Supply Chain as a strategic lever for achieving growth, corporate social responsibility and sustainability.
Authors:
Joseph Sandor, CPIM
Topic:
Finance and Economics



Title:
Ten Best Practices for Supply Management Organizations
Abstract:
Our Supply Management profession continues to strive for being viewed as relevant and valued by our company leadership. This session will convey the 10 Best Practices that supply management organizations need to adopt for reaching supply management maturity and excellence.
Authors:
Robert J. Engel, C.P.M.
Jon Wesoky
Topic:
Innovation and Collaboration



Title:
The Art of Planning and Writing Specifications & Requirements
Abstract:
This presentation will focus on establishing adequate SOWs by converting user or internal customer needs for existing or given specifications and requirements. Failure to develop a properly defined scope of work or statement of work may mean the solicitation will need to be abandoned and repeated with corrections.
Authors:
Thomas L. Tanel, C.P.M., CTL, CCA, CISCM
Topic:
Services Procurement



Title:
The Language of Leasing: Your Guide to Saving Money on Leases
Abstract:
Every procurement professional needs to know how to save time and money on equipment leases. Learn 10 new techniques guaranteed to save you 10% to 15% on your next equipment lease. Many of you inherited a file cabinet full of leases. Is there anything you can do now or is it too late? It is never too late to renegotiate. Learn to speak the language of leasing to help your organization reach their goals while you reduce spending, streamline review processes and save valuable time.
Authors:
Mary A. Redmond
Topic:
Facilities and Real Estate Management



Title:
The New Manufacturing PPI: Preparing for Price Increases
Abstract:
This workshop asserts the importance of preparing for supplier price increase requests by developing a formal price increase protocol, taking into account the key drivers in a manufacturer's BOM (bill of materials) for strategic categories. It will provide supply managers in Manufacturing companies with a sample tool ("Price Change Worksheet"), as well as strategies and tactics which can be used to effectively combat price increases.
Authors:
Todd Zielenski
Topic:
Cost and Price Strategies



Title:
The Supply Chain and Business Continuity: Preparing to Survive the Next Disaster
Abstract:
This workshop covers the currently accepted best practices for developing a comprehensive Business Continuity Program. A step-by-step process for developing a Business Continuity Program will be presented that can be used to initiate a new initiative, evaluate an existing program, or better understand where your business unit fits in the big picture of the organization’s Business Continuity Program.
Authors:
Betty Kildow
Topic:
Risk



Title:
The Transaction Review Process: Identifying Risks in Supply Chain Contracts
Abstract:
This session will explore both the enterprise-wide risk management policy on transaction review and the process automation by which this review is accomplished at PSEG with specific examples of contract risk mitigation around: accounting treatment, commodity hedging and counterparty credit risk mitigation.
Authors:
Laurie Brooks
Topic:
Risk



Title:
The Value of ISM Manufacturing Survey in Economic Crisis
Abstract:
The economic crisis 2008-2009 resulted in the most severe recession since the Great Depression. As a supply management professional, you are faced with trying to unravel a level of complexity with myriad of indicators and opinions by economists. This workshop details how supply management professionals can make use of ISM Manufacturing Report On Business® (ROB) to analyze the macros economic trends and how to utilize the ROB data for deeper understanding of the business cycle in devising supply managements strategies.
Authors:
Norbert J. Ore
Vijay Kasi, Ph.D., CPSM, PMP
Topic:
Finance and Economics



Title:
The World Isn't Flat for Negotiators: Differences Do Matter
Abstract:
In today's globalized business environment we are frequently told that the "world is flat." However, skilled negotiators realize that an unreasonable belief in cross-border commonality can result in less-than-satisfactory agreements. Recent turmoil in global financial markets, international trade, and the domestic U.S. economy has elevated the importance of creating successful cross-cultural agreements. This interactive session will involve the participants in an exploration of the critical "4 Cs" to be addressed when negotiating internationally.
Authors:
John M. McKeller, DBA, C.P.M.
Topic:
Negotiations



Title:
Understanding and Choosing Supply Risk Solutions: Software, Content and Analytics
Abstract:
This session will segment the supply risk solutions market, providing attendees with a detailed overview of the different types of software platforms, content providers and analytical tools that are available in the market to reduce supply risk. We will also introduce a vendor shortlist in each segment of the market.
Authors:
Sherry R. Gordon
Topic:
Technology in Supply Management



Title:
Value Based Category Management
Abstract:
Leading-edge Purchasing and Supply departments are developing category strategies that provide value beyond price improvement. These strategies are directly contributing to their firms' overall competitive position. This presentation discusses value-focused category strategy development and provides case examples based on research with 14 leading companies. Value results achieved, competitive performance contributions, strategies, critical enablers and future executive expectations will be the focus. Comparisons with more traditional approaches will also be presented.
Authors:
John D. Blascovich, CPSM, C.P.M.
Robert M. Monczka, Ph.D., C.P.M.
Thomas H. Slaight
Topic:
Commodity Markets, Management, Forecasting & Strategies



Title:
What Do Purchasing and Supply Mission Statements Tell Us about Best Practices?
Abstract:
What do strategic supply mission statements reflect about the organization? As firms grapple with economic and competitive pressures, supply units are expected to play pivotal roles in responding to and withstanding these pressures. This session focuses on the significance of supply mission statements in guiding firms through their competitive morass.
Authors:
Alvin J. Williams, Ph.D.
Topic:
Leadership, Management and Talent



Title:
What the Boilerplate in Your Supply Agreements Really Means
Abstract:
Most contracts contain so-called "standard" terms and conditions, the length of which in some cases exceeds the rest of the contract. Those provisions are often the place where the most potentially onerous and costly obligations of the parties are set out. The ability to understand and negotiate those provisions is essential to avoiding the kind of contract that leaves the buyer at risk, particularly under a form of contract prepared by the seller.
Authors:
Michael L. O'Shaughnessy, J.D.
Jennifer M. Clements, J.D.
Topic:
Contracting