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2001 International Conference Proceedings (May 2001)

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Title:
21st Century Logistics: Harnessing the Demand Chain
Abstract:
Just when Supply Chain Management has become an everyday word, it's time for technology to push us toward the next frontier: Demand Chain Management (DCM). Sellers want to capture the highest end of the supply chain where the demand is created; the end-user. DCM is 21st century logistics process that will move buyers and sellers closer together.
Authors:
Steve Miller, C.P.M., CTM


Title:
A Diversity Process that Works!
Abstract:
The SBC family of companies is a national leader in Supplier Diversity. For over 30 years we have built a proud history of working with small, Minority, Women and Disabled Veteran-owned businesses. We spent over $1.6 billion dollars in 1999 with certified M/WBE-DVBEs, representing over 21% of our procurement base. The key to success is commitment to a program followed by the implementation of a well-designed program and processes. The elements include; goals, leadership commitment, action plans focused on goals, tracking & reporting and continuous improvement. In addition, a critical success factor that we will explore in greater detail is the full inclusion of key suppliers in the supplier diversity process.
Authors:
Joseph A. Leister, C.P.M., A.P.P.
Joan N. Kerr


Title:
Achieving Successful Supplier Relationships — Not An Overnight Sensation
Abstract:
Supply Chain Management (SCM) Departments select suppliers on the basis of their capabilities and the potential win/win relationships that may be developed. No longer do we proceed as a procurement department, selecting suppliers solely on the basis of price. We've determined that we can get the maximum from the suppliers we select by understanding what makes them successful in their business. We've discovered that selecting the supplier with the lowest price does not guarantee a successful mutually beneficial relationship between the buyer and the supplier.
Authors:
Lorrie K. Mitchell, C.P.M., A.P.P.


Title:
Agile Value Configuration: Leveraging the Internet to Reinvent the Enterprise
Abstract:
Strategic sourcing improves corporate performance through long-term partnering with selected suppliers and the streamlining of procurement processes. By merely extending the traditional business model, though, it fails to challenge the underlying assumptions about the distribution of roles between the different players in supply chains — suppliers, purchasers, internal customers, and external customers. In fact, it inherently presumes that configuring these players as sequential links in a chain is the appropriate way to do business and utilize the resources brought to the table by the different players. This current paradigm is illustrated in Figure 1.
Authors:
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.


Title:
Anatomy Of A Price
Abstract:
The ability to analyze a price breakdown is becoming more and more important as the purchasing task continues its evolution into the technology of the millennium. Relationships with suppliers are changing and with these changes which include e-commerce and supply chain management we find that rather than dealing with three bids we are looking at a breakdown of the supplier's costs, rates and requested fees. Now, the prudent purchasing professional finds it necessary to understand how to analyze such a breakdown and negotiate a good price which is fair to themselves as well as to the supplier. Therefore, we must understand all the elements of the price and how to make a correct evaluation of the submittal. To this end we will, in this paper, look at all the elements of a price in an effort to not only understand these but also to explore the types of questions which will help with negotiation of costs and final price.
Authors:
Elaine Whittington, C.P.M., CPCM, A.P.P.


Title:
Are E-commerce and Federal Acquisition Regulations Compatible?
Abstract:
This panel discussion, moderated by Alan Gaudette, covers at least the following: 1) Electronic signatures, can you issue them and accept them? 2) Can Electronic subcontracting be used under U S Government Prime contracts? 3) Ethics: should bid auctioning be allowed? 4) Late breaking news on E-commerce and FAR. It is our intention to make this panel discussion interactive and we will be soliciting audience participation.
Authors:
Alan C. Gaudette
Ernest Gabbard, CPM, CPCM
Charles E. Rumbaugh
Jim Southerland


Title:
Avoiding the Pitfalls of Sourcing in China
Abstract:
Considering sourcing in China? China offers raw materials, inexpensive labor and engineering skills. Then why do so many projects fail in China? Learn how to recognize the pitfalls of sourcing and then overcome them, how to organize a project, choose a manufacturer, and deliver high quality product to your loading dock on schedule.
Authors:
Michael Bloom
Christopher Smith


Title:
BrainPower: Critical Techniques Towards High Performance in the Knowledge Economy
Abstract:
The information overload of the high-speed knowledge economy is taking its toll on business professionals, irrespective of discipline. In the time available, there is simply too much to read and retain — journals, articles, newspapers, reports, endless emails — in addition to events and meetings to attend. This session proposes a high-speed solution to the problem by suggesting an accelerated learning methodology, appropriate to a knowledge economy, to replace the industrial age toolkit still widely used by most of us. Participants are assured of 5-10 extra hours a week minimum to add measurable value to the bottom line. This 'saved' time can be used to acquire knowledge, and build core competencies; optimize project, team, and meeting management; make timely, well-researched and considered decisions. By understanding the power of the brain and by using techniques to stretch the mind, supply chain professionals will learn cutting-edge techniques to maximize return on effort — ROE — reducing workplace stress by offering a sense of completion rather than catch-up.
Authors:
Agar Burton
Andrea Charman


Title:
Building Preferred Relationships With Key Suppliers
Abstract:
The purpose of building preferred relationships is to maintain competitive costs in the short and long term. This includes being the first to get a competitive advantage over others in the market and the last to receive a price increase, longer lead times or a reduction of service below your needs. Additionally, it is the ability to expand the business relationship to one of open joint inquiry to promote the economic goals of both participants.
Authors:
Robert F. Smith, C.P.M.


Title:
Change Management — A Survival Skill for the Senior Purchasing Manager
Abstract:
There is little doubt that the purchasing profession is undergoing major transformation and change. Purchasing can no longer survive in a tactical leverage mode with buyers focused on transactional management. With the development of e-commerce and streamlined processes, many of the transactions will disappear and the purchasing team who is not capable of developing a strategy to cope with changes in technology, industry consolidation, global marketplace management, and strategic purchasing will not survive.
Authors:
William L. Michels
Michael L. Quick


Title:
Conflict Resolution — What You Heard Is Not What I Meant!
Abstract:
Be creative in your handling, managing, and resolving conflicts. Awareness, willingness, logic, and good listening skills will help you in the variety of conflicts that are inevitable in today's homes and workplaces. When communication breaks down, all parties walk away from the table feeling angry, hurt, and defensive while the issues of conflict remain unresolved. Negotiation, persuasion, and consideration for the individual's true needs are your most powerful tools to help everyone involved in conflict resolution walk away feeling like a winner.
Authors:
Preston J. Leavitt, Ph.D., J.D., C.P.M.


Title:
Containing the Cantankerous: Managing Your Relationship With Your Governing Board
Abstract:
The conventional wisdom that policy is set by directors and implemented by staff fails to recognize significant overlapping of responsibilities wherein staff may drive policy change and board members may not resist taking a hand in procedural matters. While relationships between public sector board members may ebb and flow with political tides, some level of tension between board and staff can be expected at all times. Some elected officials may view staff as a bureaucratic, self-serving enemy and treat staff members as such, even in a public forum.
Authors:
Marshall Mathers, C.P.M.


Title:
Creating a Business Universe: What the Next Generation Enterprise Looks Like
Abstract:
The business universe is being transformed. We are moving away from the inward looking, self focused enterprise, to a new world of outward focused enterprises. Three events are shaping this change:
Authors:
Gerhard Plenert


Title:
Cultural Differences-Beyond the Tip of the Iceberg
Abstract:
Cultural differences can cause problems in international procurement. The main reason they cause problems is usually not a difference in manners, because people expect these. The main reason is usually that one or the other party acts differently than expected in situations where neither party expected a difference. If cultures can be analyzed by describing them according to a few key characteristics, more behaviors can be expected, understood properly, and dealt with smoothly. This presentation will explain some of those key characteristics.
Authors:
Dick Locke


Title:
Developing a World Class Skill Set
Abstract:
Changes in the Purchasing/Supply Management area require changes in the skills required for purchasers do effectively perform their duties. This presentation taken from data with over 100 organizations focuses on the skill sets necessary for purchasers in the 21st Century.
Authors:
Larry C. Giunipero
Alvin Williams


Title:
Development of a Supply Chain in a Lean Manufacturing Environment
Abstract:
More and more companies, especially in the Manufacturing arena, are adopting aspects of the Lean Business style first illustrated in books about the Japanese Automotive system. These same companies then are moving into trying to overlay Supply Chain Management on top of this work method. While many aspects are complimentary, some present challenges. We will examine both during this presentation.
Authors:
Anthony A. Noë, C.P.M., A.P.P., CIRM


Title:
EBusiness + Supply Chain Management = Value Chain Management
Abstract:
Supply Chain Management integrates networks of companies into a structure that allows them to optimize performance as a collective unit. The integration starts with the vendor's vendor and ends with the customer's customer. There are three key measures which identify the successful performance of the supply chan:
Authors:
Gerhard Plenert


Title:
Electronic Procurement — What's Our Role Now?
Abstract:
Does the new electronic B2B commerce environment change the method of conducting procurement/supply chain management (PSM)? ABSOLUTELY! Does it eliminate the need for procurement/supply chain professionals? Absolutely NOT! However, there can be little doubt that the role which we play in this environment is changing dramatically. Therefore, we must be prepared to adapt to these changes, or become obsolete.
Authors:
Ernest G. Gabbard, J.D., C.P.M., CPCM


Title:
Ending Supplier Relationships without Hostility
Abstract:
Much has been written about how to develop supplier relationships, how to create supplier partnerships, and how to select potential partners, but, although over 50% of supplier partnerships fail, little has been said about how to effectively end supplier relationships.
Authors:
Susan Scott, C.P.M., CIRM


Title:
Evaluating a Job Offer: Is it Art or Science?
Abstract:
Unemployment is at a 30 year low. It's a job-seekers market! But, many workers are untrained in job searching and offer evaluation. Job offer evaluation is the least written about, but may be the most important in today's market. Read on to learn the basics of evaluating a job offer.
Authors:
Steve Miller, C.P.M., CTM


Title:
Five Strategic Initiatives For Achieving World Class Purchasing
Abstract:
Purchasing organizations are facing unprecedented demands made on them by their customers, suppliers, senior management and themselves. The world of procurement is changing significantly every two years. The purchasing function today is very different than a few years ago and has placed a number of new challenges and opportunities upon the purchasing professional, especially on the management of procurement organizations. This paper will focus on five strategic initiatives that are at the forefront of the purchasing management's efforts in maintaining a high level of value added services, while remaining a dynamic, effective source of competitive competencies for parent companies.
Authors:
Dr. Peter E. O'Reilly, C.P.M., A.P.P.


Title:
Global Outsourcing as a Strategic Initiative
Abstract:
Many companies from all industries are turning too global outsourcing as a strategic initiative. There are several environmental factors, both internal and external that give rise to such a dramatic shift in the way companies "add value". What products and services being outsourced or the term "add value" has tremendous implications stretching from pure assembly and manufacture to full on design, development, direct fulfillment and post sales support.
Authors:
Dawn Moore


Title:
Got Strategy? — How to Create a Strategic Supplier Relationship Model
Abstract:
This paper supports a workshop to be held at the 86th Annual N.A.P.M. International Purchasing Conference to be held in Orlando, Florida from April 29 through May 2, 2001. This presentation will look at key elements of customer and supplier relationships in the Strategic Sourcing process. A methodology based on an actual implementation will be provided.
Authors:
Kevin Williams, C.P.M.


Title:
High Performance Goals: Define 'em and Refine 'em
Abstract:
Goal setting, and re-setting, is paramount to meet the metrics high performing organizations demand. Otherwise, a purchaser's time may be consumed supporting operational needs. Successful goal setting requires planned follow-up and anticipated goal modification, resulting in directed behaviors and activities that culminate in the focused closure of mutually negotiated objectives.
Authors:
Jim Limperis, C.P.M., CFPIM
Richard G. Weissman, C.P.M.


Title:
How Are Suppliers Countering the Buyer's New Internet-Enabled Power?
Abstract:
The Internet is shifting power from sellers to buyers — irreversibly. Search engines and great data access is prevalent. Buyers are dictating terms, conditions, and pricing. Suppliers face additional risks from exposing more from their websites. . How can suppliers recover any of the power they are losing?
Authors:
Gary Cokins, CPIM


Title:
How to Make Purchasing More Fun
Abstract:
Do you have fun at work? Do the buyer's in your department enjoy their jobs? At a recent department meeting we asked buyers to fill out a survey that described the level of fun they were having at work. They reacted to our survey with frowns and puzzled looks. The survey results also showed that many of the buyers did not consider work as being fun. These results were disturbing to us and it started us thinking about the relationship between work and fun. We enjoy our jobs, so we know that these two are not mutually exclusive. It has been shown that promoting fun at work does work:
Authors:
Mark S. Miller C.P.M., C.I.R.M.
Thomas M. Graddy, C.P.M., C.I.R.M


Title:
How to Succeed in the China Business Environment - Lessons Learned
Abstract:
To be successful doing business in China one must practice the three P's: 1) be prepared, 2) be patient, and 3) be practical. Today as China continues to open up to the outside world one thing does not change. China is as far away as you can get from North America, not only geographically, but also in terms of political, social, business and cultural aspects. With China's entry into the World Trade Organization (WTO) many North American companies are considering doing business with China for the first time. Vital to anyone's success in China is a clear understanding that the American way will not work and that western logic does not apply. Doing business in China is radically different than what most Americans would expect. You know the Purchasing basics; what you may not know is how to survive in such a "foreign" environment.
Authors:
Thomas G. Putvin
Xiong Pei Lu


Title:
Improving Your Sole Source B2B Negotiation Techniques!
Abstract:
The professional buyer today is increasingly facing the difficult challenge of negotiating and closing deals with sole source suppliers as those suppliers, in part, "retrench" their core businesses. How the professional responds and adapts to the myriad of sole source situations is critical to organizational (and professional) survival. This session will review some of the issues associated with improving professional skills in sole source B2B negotiations.
Authors:
Charles E. Rumbaugh, J.D., C.P.C.M.


Title:
Institutional Trust
Abstract:
Some seven years ago, I came to appreciate the importance of trust between business organizations. Two colleagues (John Carlisle and Robert Parker, authors of Beyond Negotiation, John Wiley and Sons, 1989) attempted to dissuade me from research in this area. John and Bob both maintained that trust could only be between individuals. Many friends and colleagues still concur: trust can only be between individuals. Seven years ago, two maintained (and still maintain) that if we are to carefully craft and manage supply alliances, than we must be able to develop and manage trust. I use the simple definition of trust: knowing that the other party will do what it says it will do. The growing body of literature addressing alliances almost universally identifies the importance of the presence of trust between the alliance partners (at an institutional level). Thus, I feel somewhat vindicated in my 1993 belief.
Authors:
David N. Burt, Ph.D.


Title:
Making The Transition From Transactional To Strategic At J.D. Edwards
Abstract:
J. D. Edwards develops software products that deliver agile, collaborative solutions for the Internet economy. We have over 6,000 customers with sites in 115 countries supported by 5,000 employees in 20 U. S. and 46 international offices. Our revenues exceeded $1 billion in FY 2000.
Authors:
Diane Brown, C.P.M., CFPIM
Sue Chara


Title:
Managing A Purchasing Crisis
Abstract:
Purchasing professionals often find themselves deeply involved in a legal crisis, unaware that the crisis was already developing and that they lost opportunities to resolve the crisis short of legal action. This paper describes the analytical framework for avoiding such a crisis: (1) understanding and evaluating the contract, non-contractual obligation, and court process; (2) acting appropriately in response with the assistance of counsel; and (3) implementing preventative measures to avoid future crisis. The purchasing professional does not have to exercise legal judgment to avoid a crisis, but does have to recognize restricted activities, the importance of a timely response, and the value of ongoing improvements in the legal relationship between the purchasing and supplying company. This paper will be built around a case study, Cormorant Coatings, Inc. v Buchannan Spindles Worldwide, based on actual events. In this case, the failure to address the crisis turned routine business issues into a significant six-year legal action and a multi-million dollar verdict.
Authors:
Jeffrey J. Mayer Esq.


Title:
Maximizing the Use of Vendor-Managed Inventories while Minimizing Internal Headaches
Abstract:
This session will introduce the concepts of supplier partnerships through vendor-managed inventories (VMI) and subsequent implementation strategies for different types of VMI. This presentation will outline how to identify potential possibilities for commodities, services or supplies to source using VMI, creative sourcing strategies, and recommendations for a change process for implementation.
Authors:
Carolyn Farr Sly, CPIM
Mary Ann Mauldwin, CPIM


Title:
Measuring Results From Seminars Attended By Your Staff: How Do You Know It Was Worth It?
Abstract:
You are the Supply Manager for the XYZ corporation, and you have been requested by a staff member to attend a specific seminar, or you are about to notify a staff member that you are sending them to a specific seminar. How will you measure the seminar's success or failure, and was the seminar worth it? This presentation will demonstrate how to select specific seminars, which staff members should attend the specified seminar, and how to measure the seminar's worth, value, and results.
Authors:
Michael J. Moyer, C.P.M.


Title:
Navigating and Networking The 86th NAPM International Conference: Building Value in Your Career
Abstract:
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 some of the tremendous social forces that are driving change in our supply management. These social changes will become even more important as we move on into 21st century. The importance of better relationships throughout supply management processes is reinforced by the increasing complexity, demand for speed, and pressures for cost control forced on us by the changing world situation. This paper defines the process of networking and is my personal advice on how you can make the 86th NAPM International Conference a great career building opportunity for you by networking.
Authors:
Robert A. Kemp, Ph.D., C.P.M.


Title:
Navigating the E-Commerce Rapids
Abstract:
The New Economy demands both innovative and fundamental approaches to managing the supply chain. The explosion of Web-based business-to-business services, coupled with rapid advances in electronic commerce applications, is transforming the business landscape. Purchasing professionals and all members of the supply chain management team must continue to keep abreast of the evolution of the electronic marketplace.
Authors:
Richard G. Weissman, C.P.M.


Title:
On-Line Negotiation: An Evolution of e-Commerce
Abstract:
The seller and the buyer enter the conference room from opposite doors. They shake hands and exchange pleasantries. Meanwhile, they each set up their own laptops which are then connected with a cord found lying on the table. Booting up their computers, they then invoke their own negotiation software. With a nod of their heads, they simultaneously hit 'enter'. The two computers then begin to negotiate. The two people then leave the room to attend to other matters. Returning half an hour later, the two look to their respective computer screens to view the negotiation results. Nodding th
Authors:
Lee Buddress, Ph.D., C.P.M.
Alan Raedels, Ph.D., C.P.M.
Michael Smith, Ph.D.


Title:
Online Auctions: How Do They Work? Do They Fit My Needs?
Abstract:
This paper provides an overview of online auctions. It will improve purchasing managers' understanding of online auctions, explain how they contribute to overall supply strategy, and describe how they can add value to purchasing and supply processes. The paper is organized into three parts. The first part provides an overview of auctions. The second part discusses online auction basics. The final part present strategies that will help purchasing professionals maximize the value of online auctions to his/her organization.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Holly Allison


Title:
Politics in the Supply Chain: The Interplay of Power, People, and Positioning
Abstract:
Successful supply chain management in dynamic environments requires adroit political acumen and the keenness to juggle the associated power and posturing demands. Chains naturally require an integrative approach to the conceptualizing, developing, and executing of value-adding strategies over time. However, relationships among chain partners can be tenuous, myopic, and otherwise less than optimal because of political maneuverings, power plays, and posturing. Understanding the critical nature of political behavior within supply chains is a key success ingredient. The presentation addresses approaches to political behavior, applications of different models, and examples of how politics can be both an asset and a liability in managing the supply chain.
Authors:
Alvin J. Williams, Ph.D.


Title:
Procurement Self-Governance: Opportunities or Illusions?
Abstract:
Major process reviews or audits of the purchasing function can be considered as opportunities for purchasing departments to benchmark and showcase its processes against customer and executive management expectations. Often, management or customers mandated such reviews. Traditionally, purchasers have relied upon corporate internal audit groups or the customer's process review personnel, such as Contractor Purchasing System Review (CPSR) analysts, to accomplish this task. But, are there opportunities for purchasing management to not only conduct their own internal audits, but to have those audits serve as substitutes for other internal and external audits? Can purchasers and their customers truly benefit from "proactive" auditing, whereby the purchaser uses self-assessments as catalysts for re-engineering and continuous process improvements? The focus of this workshop is to discuss the challenges and opportunities associated with establishing a procurement self-governance program.
Authors:
Jeffery A. White, C.P.M.


Title:
Protecting Your Most Important Investment — YOU
Abstract:
In the face of constant change in today's workplace, an individual must take steps to protect their most important investment — the time, energy, money and education committed to one's self and their profession. Individuals can make better career plans if they can imagine themselves as 'the boss'. By adopting an entrepreneurial spirit about their work, one will make better choices concerning current and future jobs or assignments. Eleven tips help guide the individual as they make those choices.
Authors:
James T. Phillips, C.P.M., A.P.P.


Title:
Purchasing As A Business
Abstract:
Is Purchasing a process or a business? Is it the gatekeeper for transactional Purchase Orders, or is it winning influence with expertise in vendor relationships, negotiation and entrepreneurialism? This paper makes the case for treating Purchasing as a Business operating in an internal market with real products, customers and service levels.
Authors:
David Hewitt


Title:
Purchasing and Expediting — the True Facts
Abstract:
Expediting is a function that is often associated with purchasing. The word expediting is derived from a Latin word meaning, "to free one caught by the foot". Merriam Webster's Collegiate Dictionary defines an expeditor as "one empowered to ensure prompt movement of goods or services in business". There is debate, however, whether the function of expediting is part of the buyer's job and how much the buyers should be involved. In the following we will examine:
Authors:
Mark S. Miller C.P.M., C.I.R.M.
Thomas M. Graddy, C.P.M., C.I.R.M


Title:
Realistic Models for e-Procurement: Discounting the "e-Hype"-Factor
Abstract:
In recent years, e-business became the bandwagon to jump on. Until just a few months ago, stock prices for e-companies and their press releases suggested that e-business had become the new business paradigm. But with the advent of the new millennium, a new realism set in that deflated the earlier e-hype. This paper offers three realistic models for executing e-procurement. It presents a framework for electronic purchasing which analyzes the chances and risks of e-procurement and shows different approaches for buying in the electronic age.
Authors:
Dr. habil. Ulli Arnold
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.


Title:
Revolutionizing E-Procurement: Honeywell Decreases Lead Time, Implements Multi-Tier Supplier Collaboration
Abstract:
During the last 3 years, Honeywell has implemented a very successful E-Commerce program with its suppliers. Long Term Agreements (LTA's) have been put in place with key suppliers, planning schedules and forecasts are transmitted to suppliers on a regular basis and the schedules are of sufficient quality that they are indeed used by the suppliers to work their business with Honeywell. Looking beyond the transmission of information to the supplier and working in a collaborative mode with the suppliers was the next step. This paper will address the implementation and challenges of working with the collaborative approach with the suppliers.
Authors:
Robin Giebner
Carole A. Baggerly


Title:
Software Procurement in the Telecommunications Industry<
Abstract:
The telecommunications industry uses sophisticated software to operate their internal computer systems and to provide voice, data, and video services to their customers. Initially, telecom service providers developed much of this software themselves. But, as the industry has evolved, they have come to rely more heavily on procurement from outside suppliers. Both commercial and custom-developed software are used. This paper describes the software procurement process as it has evolved in the telecommunications industry. It also endeavors to explain why software procurement is complex, who is involved, what the procurement processes are, and how the processes can be managed more effectively.
Authors:
Edward J. Kovac, C.P.M.


Title:
Strategic Cost and Value Management in the Supply Chain
Abstract:
Strategic cost management in the supply chain is an extremely broad topic. It encompasses upstream cost management issues such as target costing, understanding supplier costs, and cost drivers. It also encompasses understanding and managing downstream costs such as finished goods inventory, logistics and costs of serving customers. It includes consideration of, and response to cost pressures by customers at all levels in the supply chain. In the broadest sense, strategic cost management takes a holistic, total cost perspective throughout the supply chain. This presentation uses a research approach that identifies the leading edge of current practice and applications. It focuses on exploring "best" practices in strategic cost management among leading-edge purchasing organizations today.
Authors:
Lisa M. Ellram, Ph.D., C.P.M., CPA, C.M.A.


Title:
Strategic Purchasing: Not for Near-Sighted People
Abstract:
Many organizations do not develop a Strategic Plan for purchasing. This lack of planning often leads to inadequate focus, underdeveloped teams and a tactical approach to managing suppliers, the supply chain and the value chain. Without an appropriate map, it is difficult for the best purchasing departments to make a transformation to a well-organized, future-sighted purchasing group with sustainable performance.
Authors:
William L. Michels
Traci J. Eckardt, C.P.M.


Title:
Strategic Thinking — Please Show Me the Way
Abstract:
Chief Executive Officers throughout the country have awakened at last to the existing value and the potential additional contribution their procurement departments offer their organizations. Now that they have discovered this little bit of information, they are already raising the stakes and are "leveling-up" their expectations of the role purchasing is to play in the future. The cry is for less tactical emphasis from the purchasing department and a move to more strategic thinking.
Authors:
Marilyn Gettinger


Title:
Stress For Success (Managing Purchasing Stress in a Changing World)
Abstract:
Stress is a naturally occurring phenomenon in purchasing today. Research indicates an increase in stress-related diseases as a result of work places saturated with excessive change and chronic tension. If you're feeling burnout, you may be a victim of stress. This condition adversely affects purchasing people personally as well as professionally, but it need not be your undoing, if you manage the stress created by our changing world.
Authors:
F. M. "Mike" Babineaux, C.P.M., A.P.P.


Title:
Supply Chain Design: A Necessary Core Competency to Build Sustainable Competitive Advantage
Abstract:
In today's market, firms don't compete, supply chains do. This paper provides insights on how to design supply chains to give them competitive advantages over competing supply chains. Development of competitive advantage and how to design and implement supply chains to achieve it are the central themes.
Authors:
Thomas A. Crimi, MBA, MAPA, C.P.M.
Ralph G. Kauffman, Ph.D., C.P.M.


Title:
Supply Chain Integration and the Supply/Demand Imperative
Abstract:
This paper takes the subjects of integrating supply chain operations (to obtain superior performance) and the imperative of matching supply and demand throughout the supply chain (if the chain is to function effectively) and provides insights and a plan for achieving necessary harmony between integration and supply/demand matching.
Authors:
Ralph G. Kauffman, Ph.D., C.P.M.
Thomas A. Crimi, MBA, MAPA, C.P.M.


Title:
Technology Partnerships — Developing Small Minority Suppliers for the 21st Century
Abstract:
Doing "business as usual" is no longer acceptable. Mergers, acquisitions, bundling, leveraged services, and electronic commerce require small businesses to have advanced skills to deliver goods and services to technology-savvy consumers, large businesses and government organizations. This presentation will describe specific tools to help small businesses achieve these goals. Chevron Corporation and the Small Business Administration have partnered to provide continuing assistance to suppliers allowing them to obtain skills and learn processes that will increase their overall effectiveness and value to the supply chain. Their initial partnership focused on delivery of basic skills through a facility-based Entrepreneur Center. Businesses could develop marketing plans, web sites, financial plans and other basic tools.
Authors:
Audrey Goins Brichi
Darlene L. McKinnon


Title:
Ten E-Commerce Questions All Purchasing Managers Must Answer
Abstract:
Since purchasing became a profession over one hundred years ago, one of the greatest challenges to the profession has been technological change. The telephone and various forms of the telegraph have altered communications. The computer has altered the way purchasing records have been processed, tabulated, and stored. Transportation technology has sped up the delivery of goods and services from all over the world. Therefore, it is fitting that this paper concentrates on ten of the more important aspects of E-commerce which must be conquered by the purchasing professional.
Authors:
Brian G. Long, Ph.D., C.P.M.


Title:
The Global Sourcing Process - On the Road to World-Class
Abstract:
Knowledge about Global Sourcing is one of the frequently defined skill sets needed for those on the road to World-Class purchasing performance. Implementing a successful Global Sourcing Initiative is both challenging and rewarding and usually brings significant competitive and strategic benefits to the organization as well as recognition to the purchasing professional involved. The probability of success can be greatly increased by defining and following a global sourcing process and developing an understanding of some of the key implementation issues that will be discussed in this presentation.
Authors:
Robi Bendorf, C.P.M.


Title:
The Real Deal: What Skills Best Public & Private Purchasers Share
Abstract:
Spoken or unspoken, there exists a belief that purchasers who have their training and experience in the world of public procurement are not suited for careers in the private sector. Most likely, a perception of the government purchaser as someone "doing it by the rules of law", always taking low bid, marching to drummer not their own, is behind that belief. As someone who has now worked in both arenas, I'm here to even the playing field. Those characteristics that make a person a world-class purchaser for government, schools or universities are the same qualities that are valued and rewarded in private industry.
Authors:
Sandra M. Schmitzer, C.P.M., CPPO


Title:
The Whole Truth And Nothing But The Truth...Maybe?
Abstract:
Is your supplier telling you the whole truth? This paper and presentation focus on the critical roles neuro-linguistic programming and nonverbal communication play in successful supplier and purchaser relationships and provides techniques for determining the honesty or deceitfulness of the communicated message. Presentation participants will conduct interactive evaluations to detect if someone is lying.
Authors:
Kathryn Burnau, C.P.M., A.P.P.
Steven Clayborn, CPCM, C.P.M.


Title:
The e-Enabled Company — Creating Business Transformation Through eBusiness Technology
Abstract:
The use of eBusiness tools and strategies provide the opportunity for companies to sharpen their competitive edge in a myriad of ways — some very apparent, others less obvious and buried deep within a organization's infrastructure work processes. Early discussions of eBusiness focused on the eCommerce aspects of streamlined, levered procurement and the efficient use of web-based marketplaces — the buying and selling goods on-line. And while the technology advances both realized and forecasted will continue to directly impact a company's business model, they will also profoundly impact the management and effectiveness of supporting working processes. Technology driven shifts in how these work process are executed will further drive new business model options that can transform a company's competitive position.
Authors:
Arthur P. DeMonte


Title:
Trust: Business eCommerce's Missing Link
Abstract:
Moving in by stealth and whispers, trust has lately surged across the face of global eCommerce like the tsunami forces it holds. Trust is a primal force that shows itself plainly on the bottom line, and now that business-to-business (B2B) eMarketplaces are beginning to mature, the issue of on-line business trust overshadows many other eCommerce impediments.
Authors:
Lucy Garrick


Title:
Using Corporate Web Sites for Regulatory Terms and Conditions
Abstract:
Corporate web sites provide an exciting capability to streamline and standardize the use of terms and conditions throughout the corporation, regardless of location or experience of the individual buyer. With recent business acquisitions, combinations, and mergers, companies now depend more and more on internet communications among the multiple locations; most have a web site to insure fast and consistent communications. By utilizing this site as a tool, every buyer in every division can include the appropriate general terms and conditions and insure that the appropriate clauses (and only the appropriate clauses) from the prime contract are included in subcontracts and purchase orders placed under that prime contract (flowed down).
Authors:
James F. Southerland, CPCM


Title:
Web-Enabled Global Literacy — Core Competencies & Critical Success Factors for Supply Chain Professionals
Abstract:
The revolution has taken place. The 'virtuous circle' of technological innovation and creative application is the catalyst of new business models. E-procurement, therefore, is beyond cost savings. VSCs, virtual supply chains, are changing relationships between procurers and suppliers, partners and competitors, as well as internal enterprise relationships and the way goods are produced. As a result, firmly anchored in the challenges of the knowledge economy, savvy supply chain professionals must continually assess and develop core competencies through a web-enabled lens that produces these new business models and revolutionary processes to replace those of the obsolete industrial economy model. Against this background and through tangible examples, this session explores the challenge, the competencies and the critical success factors to keep ahead.
Authors:
Andrea Charman


Title:
When the Shift Hits the Fan (A Practical Guide To Dealing With Change)
Abstract:
Today, changes in business are occurring at break neck speed and as a result, approaches are scattered, vision is blurred and a true sense of direction may be unclear. It's a challenge to stay motivated, keep operations moving and the lines of communications open. What do we do when the blades of change are spinning out of control?
Authors:
Bernadette "Bernie" Young