2003 International Conference Proceedings (May 2003)

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Title:
A Peak Performance Framework for Supply Chain Professionals
Abstract:
Today's transformational workplace demands new ways of working if we are to achieve high levels of sustainable success. A new and demanding social and psychological contract requires a revision of employee engagement with employers within a mutually beneficial framework. It is all about choice. In a world of discontinuous transformation, savvy professionals need to upskill to remain ahead of the game so that they are in a position to add value to the business. At the same time organizations that offer a learning continuous learning environment are likely to be the employer of choice. This session proposes a high-speed, stress-reducing solution to the challenges of the 21st century workplace. It is a solution anchored in natural, yet often overlooked, brainpower, assuring supply chain professionals of a comprehensive understanding of what is involved to stay ahead. The session focuses a cluster of practical skills that enable workplace professionals to exceed delivery targets while maximizing return on effort, ROE as a result of achieving peak levels of performance.
Authors:
Agar Burton
Andrea Charman
Topic:
Professional Growth: The Key to Your Future



Title:
About Customers: Lessons Supply Management Professionals Can Learn from Sales People
Abstract:
As Supply Managers we meet individuals who are Masters at working with customers. They know how to work with, inform and satisfy customers. Sales People can teach us all about customers. Tools they use regularly can easily fit into our toolbox. We will discuss five such tools or concepts used by sales people which, when applied to our work, will help better our relationship with our customers. They are the phone and other electronic technologies, hot buttons -- finding them and using them, product knowledge -- knowing what our "product” is, competition -- who and what that is, and finally, customers -- who they are and what they want.
Authors:
James T. Phillips, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Achieving World Class Supply Management – As Easy as A, B, C. (No Really!)
Abstract:
What does it mean to be “world class”, both in terms of professional and personal accomplishments? Why should it be important for a supply management to work towards that goal, and can it be achieved? This paper will delve into these and other strategic questions in order to demonstrate that not only is the attainment of the world class level for a supply management organization possible, but mandatory in today’s business climate. The key element in the achievement of world class status is in the execution of sound and innovative strategic initiatives.
Authors:
Dr. Peter E. O'Reilly, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
An Internet Portal Success Story: Leveraging EDI for Maximum Effectiveness
Abstract:
Many companies have developed Internet applications with the goal of improving efficiency and forging deeper relationships with their suppliers and customers. The purpose of this paper is to present a successful application suite and discuss the components that contribute to its success: The use of existing industry standards for information exchange; A user interface that mimics traditional paper documents, minimizing training; A data transport process that blends the use of existing infrastructure with GUI interfaces; A cost structure that is competitive with other electronic mediums for information exchange; and, Process improvements that benefit both parties. Regardless of the type of business or data to be exchanged, these are concepts that will improve the acceptability and effectiveness of any application.
Authors:
Julie B. Callahan
Lori Hooper
Dan Harmes
Topic:
Leading Practices with Proven Results



Title:
Awareness of Other Cultures Within a Diversified Supply Management Chain
Abstract:
IBM’s supplier diversity program expands purchasing opportunities for businesses owned and operated by minorities, women, gay and lesbian and veteran owned and operated businesses. This program increases opportunities for nonprofit organizations that employ people with disabilities and for small businesses located in historically underutilized business zones (HUB Zones). IBM’s commitment to supplier diversity is an initiative pursued with vigilance and zeal; it is part of IBM’s heritage, business plan, and future.
Authors:
Mike Pagliaro
Topic:
Managing and Coordinating Supplier Relationships



Title:
Best Practices and Benchmarking – Impact to the Bottom Line
Abstract:
Best Practices and Benchmarking are two of the most commonly mentioned terms in our profession. However, few organizations effectively use these concepts to advance the mission of all supply chain management professionals, which is to directly contribute to all components of spend within their organization and apply those strategies and tools to that spend outside of their domain. Today, most organizations fail to recognize how these two concepts can bring significant bottom line impact to their organizations, as management has not been convinced of the benefit to the bottom line. This presentation details how to develop and implement a best practices program and the benefits that will be derived from it.
Authors:
Michael G. Patton
Topic:
Leading Practices with Proven Results



Title:
Beyond Strategic Sourcing: Strategic Supplier Relationship Management
Abstract:
Supply management became increasingly important in the last years of the twentieth century with the concurrent rise of strategic sourcing. By 1998 over half of Fortune 500 companies had a strategic sourcing program in place. Centralized purchasing departments were empowered to leverage the entire spend of the organizations. Many firms have reported 15% to 20% annual cost savings and the boardroom is now counting on this contribution to continue. The increase in outsourcing non-core functions continues to expand the sourcing opportunity.
Authors:
Charles R. Noland, C.P.M., A.P.P., CPIM
Topic:
Managing and Coordinating Supplier Relationships



Title:
Can Humor Create Value in Your Supply Chains? Absolutely!
Abstract:
It is easy to see the workplace as a spectrum from humorless and lifeless on one end to humorous and enjoyable on the other end. Many workplaces are on the humorless end. That is unfortunate. Most authorities assert that humor in the workplace, to quote Martha, “is a good thing.” More important, we can build productivity, create empowerment and build better supply chain relationships with humor. This workshop will cover the two types of humor and how to apply humor correctly in the workplace along with the good leadership tools needed to make humor work in your supply chain. I will present an easy three-step process to change you, your associates, your supply chain and the total set of relationships that bind you all together into a productive team creating value. We can learn to lighten up, and enjoy both life and work.
Authors:
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Can’t Pay? Won’t Pay! Strategies and Tactics to Avoid Price Increases
Abstract:
If you’re like most businesses – under pressure to provide ever greater returns to your stockholders – you can bet that your suppliers are too. And you can bet that many of them aren’t putting much thought into how they’ll achieve that return. Most of them will go for the easy option – raising the price they charge you, their customer, for their product or service.
Authors:
Ross Darrah
Topic:
Tools for the Effective Supply Manager



Title:
Career Strategies – Doing More of What You Do Best
Abstract:
Each individual has certain skills and abilities, likes and dislikes, areas of special interest, and values and beliefs about what's right or fair which are learned during their own life experiences. This unique set of attributes (i.e., strengths) forms a natural foundation for selective career decisions and constitutes the individual's career anchors. Every supply manager can become truly excited about certain tasks or responsibilities, whereas other assignments may be tolerable at best. The difference in the level of one's enthusiasm for two tasks can be attributed to the individual's learned talents.
Authors:
Sam Farney, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Challenges, Obstacles, Hurdles: Anatomy of the Postal Service SCM Transition
Abstract:
The objective of this session is to review and discuss the challenges met while the implementing supply chain management (SCM) in the largest civilian government agency, U.S. Postal Service. Focus is given to the organizational redesign of the purchasing and supply functions as a catalyst to drive cost out of the Postal Service supply chain.
Authors:
Juanda J. Barclay, C.P.M., A.P.P.
Elaine MacMahon, C.P.M., A.P.P.
Topic:
Leading Practices with Proven Results



Title:
Concept and Experience in The Management of a High Tech Company in Shanghai, China
Abstract:
China is quickly becoming a powerful force in the world trade markets. In the next 20 years, China is expected to emerge as the world’s biggest economy. Today China is the world’s biggest country with the fastest growing economy. It has also become a popular hotbed for international mergers and acquisitions.
Authors:
Richard J. Kulle
Topic:
Supply Management: A Strategic Perspective



Title:
Conflict Resolution in Purchasing Relationships (Negotiating to Win/Win with Colleagues)
Abstract:
The goal of this presentation is to bring purchasing people to the awareness that relationships with their suppliers and colleagues, as well as friends and family, merit the investment in time and energy required for disagreements to be resolved in such a way that all parties feel like winners.
Authors:
F. Michael Babineaux, A.P.P., C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Consortia, Buying Groups, and Trends in Demand Aggregation
Abstract:
Purchasing consortiums are rapidly establishing themselves as a vital link in today’ world-class supply chain strategies. There now exists a significant body of evidence indicating purchasing consortiums are commonly being utilized as a powerful tool to significantly drive down costs by supply chain managers in the best-run procurement organizations in Corporate America. This paper will review the recent history of group purchasing models and discuss the benefits and challenges to Supply Chain Managers and their suppliers.
Authors:
Keven Gray
Topic:
Leading Practices with Proven Results



Title:
Designing a Supply Organization to Leverage Internal and External Opportunities
Abstract:
Supply Management requires the integration of supplier industries with company business unit structures. As a boundary organization between the internal and external worlds, Supply Management is typically in a situation where having the same structural alignment be optimal for both internal and external facings is often difficult or impossible. Choosing which way to face involves tradeoffs and “operational friction”. The age-old debate of centralized versus decentralized purchasing is the tip of the iceberg. The Organizational Performance Model provides a conceptual framework that works in the real world by addressing each of the elements that make up organizational design instead of defaulting to “line and box” structures alone.
Authors:
Stephen C. Rogers
Lisa L. Cooley
Topic:
Supply Management: A Strategic Perspective



Title:
Determining Total Supply Chain Costs
Abstract:
There are more costs involved with material supply than price. Some costs can seem difficult to quantify. We will discuss ancillary costs involved in a successful supply chain and describe a useful method for quantifying them. Also included are issues normally considered as non-monetary. These too can be quantified, and dealing from data changes the conversation.
Authors:
Mary Lu Harding, C.P.M., CPIM, CIRM
Topic:
Supply Management: A Strategic Perspective



Title:
Developing ‘Fit-for Purpose’ Buyer-Supplier Relationships: Beyond Partnership – Alternative Supplier Relationship Types
Abstract:
Over the past 10 to 15 years, the conventional wisdom within the purchasing and supply field has been that the development of collaborative relationships represents best practice purchasing and supply management. It is the contention of the authors, however, that this view is misguided and that managers need to adopt a fit-for purpose approach. For some purchases, a collaborative relationship is not necessary. On other occasions, the power relationship between the buyer and supplier means that the incentives required for a collaborative relationship are not present. This article sets out the different types of supplier relationships that exist in business markets and briefly discusses the factors that managers might consider when making relationship selection decisions.
Authors:
Chris Lonsdale, PhD, MCIPS
Andrew Cox, PhD, FCIPS
Glyn Watson, PhD
Joe Sanderson, PhD
Topic:
Managing and Coordinating Supplier Relationships



Title:
Does Your Organization Include a Lean, Mean Inventory Reduction Machine?
Abstract:
As more companies recognize the critical role that Supply Management plays in the success of the enterprise, more is expected. Gone are the days of just holding costs steady and carrying a high inventory to avoid problems being an acceptable strategy for the organization. Today annual decreases in double digit are expected along with inventory turns at or above 12 minimum, with turns in the 20’s becoming more common. How do you do that? Let's focus on Inventory for this discussion. Does your supply management plan include a lean, mean inventory-minimizing system?
Authors:
Anthony A. Noe, C.P.M., A.P.P., CIRM
Topic:
Leading Practices with Proven Results



Title:
Dynamic Contract Interpretation: A New Way to Rapidly Review and Understand Legal Documents and Improve Job Performance
Abstract:
In our presentation we intend to, first, show the unanticipated roles that certain commercial law concepts, such as the "battle of the forms," remedy limitations and passage of title, can play in contracts; and second, provide a conceptual approach to rapidly review and understand contracts.
Authors:
Jeffrey J. Mayer
Michael L. O'Shaughnessy
Topic:
Tools for the Effective Supply Manager



Title:
E-Procurement Success: It's About the Process, Not the Technology
Abstract:
A recent conversation about a struggling e-procurement implementation went as follows. …”I am the head of IT…I am having a little difficulty with our e-procurement implementation here and it’s all the usual things content management, cultural acceptance, etc. I would like to hear from you and how your implementation has gone…what kind of issues you encountered and how you dealt with them? How do you deal with suppliers that are a little less than enthusiastic to adopt these sorts of things? What type of content management team do you have, those kinds of things”…
Authors:
Lance Starks
Topic:
Leading Practices with Proven Results



Title:
E-Sourcing for the Service Industry
Abstract:
Over the last few years, many corporations have successfully implemented revolutionary eSourcing processes and tools to strengthen their strategic sourcing processes. These eSourcing efforts have aided organizations in realizing tangible and sustainable reductions in their sourcing costs. However, a major focus of these eSourcing initiatives has been primarily aimed at the goods producing sector and for product categories of direct and indirect materials. The service industry, which is a significant portion of the U.S. economy, has not yet reaped the benefits of eSourcing tools. In the tough and competitive economic environment, companies in the service industry are increasingly looking at innovative ways to reduce their operating expenses without compromising quality and service levels. This paper focuses on eSourcing tools and processes for the service industry.
Authors:
Sam Gadodia
Larry C. Giunipero, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Effectively Implementing Vendor-Managed Inventory
Abstract:
Vendor Managed Inventory is only one term for inventory management systems where the supplier manages the day to day inventory activity. The process is also known as Supplier Managed Inventory, Consignment Inventory, Consignment Stores, Breadman and VMI, just to name a few.
Authors:
Jeffrey Jackson, C.P.M., CPIM
Topic:
Tools for the Effective Supply Manager



Title:
Electronic Reverse Auctions: The Good and the Bad
Abstract:
It is important for supply management professionals to be familiar with the various “tools” which are available to maximize their efficiency and productivity. One of these tools, which is rapidly gaining popularity is the electronic reverse auction. Such auctions are not new, but they are a valuable, and controversial tool in the supply management professionals toolbox. This author’s experience has revealed that much of the controversy is attributable to either a lack of understanding of the tool, or to inappropriate use of the tool. To properly assess the electronic reverse auction, let’s review the key components:
Authors:
Ernest G. Gabbard, C.P.M., CPCM
Topic:
Tools for the Effective Supply Manager



Title:
Elements of Effective Project Management Planning
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. Many supply management professionals underutilize project management planning skills. This paper will provide supply managers with an understanding of the planning process and how to effectively use it in their internal teams and projects. By adapting better project planning skills, today’s supply manager can better achieve the goals and objectives set forth by senior management.
Authors:
James Kiser
Lawrence Winder
Topic:
Tools for the Effective Supply Manager



Title:
Enhancing Supplier Communications at United Technologies Corporation
Abstract:
United Technologies Corporation has begun looking forward at their suppliers’ predicted performance and stability, sharing that data with their suppliers and working together to solve problems before they happen. Understand how, as a result, UTC is positioned to both reduce their own risk and lead a new era of effective buyer-supplier partnerships in the aerospace industry.
Authors:
David Charpie
Ken Marcia
Topic:
Leading Practices with Proven Results



Title:
Ethics: Who’s in Charge: You, or the Organization?
Abstract:
Do you perceive that your organization has a different set of ethics for different parts of your organization? You are not alone. Come join in this interactive workshop, where we will discuss key portions of the ISM Principles and Standards of Ethical Supply Management Conduct, go through some exercises together and discuss the issues.
Authors:
Cynthia A. Trainer, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Evaluating the Subcontracting Function: A Customer Perspective
Abstract:
Major process reviews or audits of the purchasing function can be considered as opportunities for Purchasing and Subcontracting departments to benchmark and showcase its processes against customer and executive management expectations. In the public procurement sector, it is mandatory for major prime contractors to undergo such detailed reviews of their subcontracting functions. In other situations, corporate 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. In the midst of the corporate accounting scandals of 2001 and 2002, there will be a greater need for organizations to allow customers full access to its operations and records. 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 selfassessments as catalysts for re-engineering and continuous process improvements? Can these reviews be used to establish and measure department metrics?
Authors:
Jeffery A. White, C.P.M.
Topic:
Leading Practices with Proven Results



Title:
Federal Acquisition Regulation (FAR) Fundamentals: Demystifying the FAR
Abstract:
The purpose of this paper is to provide an introductory overview of federal government contracting. It provides the basic information on what the Federal Acquisition Regulation (FAR) is all about and allows the reader to identify differences and similarities between commercial and government contracting methods.
Authors:
Ronald L. Straight
Topic:
Tools for the Effective Supply Manager



Title:
Financial Accounting Basics for Purchasing and Supply Professionals
Abstract:
This paper introduces basic financial accounting statements and selected financial ratios. It demonstrates how these statements and ratios can be used to evaluate suppliers and contribute to the organization’s financial strength. The following section provides an overview of the balance sheet, income statement and selected financial ratios. The second section discusses how these statements and ratios can help manage internal inventory and equipment as well as evaluate suppliers. The final section discusses how purchasing and supply decisions can affect the organization’s financial strength, and how these decisions can increase purchasing and supply’s credibility with accounting and financial staff.
Authors:
Dr. J. Patrick Cancro
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Global Sourcing – Complex, Non-Intuitive & Multidimensional Problems
Abstract:
Sourcing Managers of Global 2000 companies are focused on reducing spend to increase Earnings Per Share (EPS) for their companies. Sourcing complexities, combined with a lack of time, capability and tools to tackle difficult issues cause millions of dollars to be left on the table. World-class sourcing organizations are using optimization-based sourcing tools to tackle the complexity of today’s sourcing challenges that are non-intuitive, multidimensional problems.
Authors:
Barbara Larkin
Jay Reddy
Topic:
Tools for the Effective Supply Manager



Title:
Global Supply Chains Step by Step: How to Develop
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 and identifies challenges, complexities, and strategies for building multi-national supply chains
Authors:
Ralph G. Kauffman
Thomas A. Crimi
Topic:
Supply Management: A Strategic Perspective



Title:
Hot Topics Impacting Government Subcontracting/Supply Chain Management
Abstract:
Effective contract writing/formation/management of Government subcontracts requires buying professionals have information/insight on current Government regulations applicable to the transaction. This facilitated session will provide an overview/analysis of the then recently promulgated U.S. Government regulations aimed at “making” better subcontracts AND provide a forum for the interactive exchange of “novel” concepts impacting Government subcontracts.
Authors:
Charles E. Rumbaugh, J.D., C.P.C.M.
Topic:
Tools for the Effective Supply Manager



Title:
How to Develop, Structure, and Present a Stand-Out Business Case
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
Ralph G. Kauffman
Topic:
Tools for the Effective Supply Manager



Title:
How to Enhance Your Reputation as a Supply Manager
Abstract:
In today’s collaborative business environment there is more to enhancing your reputation as a supply manager than having superior technical ability. The relationships we must form with subordinates, bosses, peers, customers and suppliers don’t just hinge on what we know but how well our personalities, motivations and work styles align with, complement and compel others to help us achieve key objectives. As never before, organizations are recognizing that experience and working knowledge are only part of what turns a group into a team, and a manager into a leader. The other factors are interpersonal and without them no professional reputation or corporate success can be maintained for long. People buy into people first, their message is secondary.
Authors:
Liz Simpson
Nick Little
Topic:
Managing and Coordinating Supplier Relationships



Title:
How to Turn Strategy into Successful Projects
Abstract:
The best business strategy is useless if it is not converted into action. In this session, attendees can learn what it takes to facilitate an executive team to convert the abstract ideas of a supply chain and general business strategy into actionable projects that transform the business. The leadership skills and techniques presented require a little bit of “science” and a lot of “art.” The “science” for doing this is presented in the clouds-to-ground method for decomposing the strategy into specific actionable projects. The “art” of dealing with a reality that does not fit neatly into the science, is addressed in the use of a simple tool for the bottom-up, strategic action emergence approach. The strategic action emergence approach unites the wisdom of the trenches with the vision from the top which results in minimal resistance to change.
Authors:
Antonio S. Franco
Topic:
Supply Management: A Strategic Perspective



Title:
IT Vendor Management – Managing For Financial Success
Abstract:
This paper is a presentation outline of the transition to the road to best business and procurement practices as planned and initiated by Inovant, A Visa Solutions Company. It begins with a highly decentralized and delegated procurement environment where the business and procurement focus was tactical and uncoordinated and examines the steps taken to firmly embark on the road to become a best of breed organization.
Authors:
Larry Graham
Topic:
Leading Practices with Proven Results



Title:
Improving Purchasing Success through Entrepreneurial Behavior
Abstract:
Purchasers can learn a great deal from understanding entrepreneurial behavior. This paper compares some of the skills required for effective purchasing with those required of successful entrepreneurs.
Authors:
Diane L. Denslow
Larry C. Giunipero, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Incentive Use for Cost Reduction
Abstract:
We all know that many firms are now expecting the purchasing function to enhance the bottom line. We should all see this as a very beneficial move for supply management. To be successful, supply chain management will have to employ many strategic and tactical tools. One such tool may be the use of monetary incentives.
Authors:
Douglas L. Clausen, C.P.M., CPIM
Topic:
Supply Management: A Strategic Perspective



Title:
Innovative Supply Management
Abstract:
Supply managers can play one of three roles in their firms’ new product evolution processes: reactive, participative, or innovative. Reactive managers respond to requisitions and specifications for components for new products/services by obtaining the requested inputs from reliable vendors. Participative professionals join cross-functional teams from the outset of a new product/service process (early involvement). Innovative supply leaders initiate product/service enhancement/development processes by continually scanning the supply market and bringing new technologies and service capabilities to their employers. They work closely with a select group of high-profile partners to foster the development of advanced capabilities. And they gain rights to these leading-edge approaches to drive their companies’ success in the marketplace. In this visionary session, you will learn how to move your team from a reactive response mode to an innovative leadership mode and obtain metrics for determining your progress.
Authors:
Eberhard E. Scheuing, Ph.D., C.P.M., A.P.P.
Topic:
Supply Management: A Strategic Perspective



Title:
Keeping the Savings You Thought You Were Getting in Services Sourcing
Abstract:
As the business climate continues to emphasize cost management, sourcing initiatives are expanding into areas of spend that have significant unrealized opportunities for savings. Services are one of the largest uncontrolled expense categories in the enterprise and certainly one of the most attractive targets for cost management programs.
Authors:
Dennis Stradford
Dawn Tiura
Topic:
Supply Management: A Strategic Perspective



Title:
Lease Contracts: Your Terms and Conditions
Abstract:
Lease contracts are traditionally standard documents, created by the lessor, written for the benefit of the lessor's organization, and usually will contain requirements and clauses that can be very detrimental to the lessee's organization. This session will spotlight some of the lease caveats to watch out for, and then suggest principled alternatives that will mitigate your company's risk exposure and enhance your lessor/supplier's performance. Two characters, Mr. Trouble-Clauser and The Terms-minator, will help us illustrate both the typical potentially negative aspects of lease agreements and then the positive alternatives to them. Last, a standard boilerplate example will be offered that you can use as a framework to create your own lease contract. Come join us for an interesting, informative, interactive, and fun session.
Authors:
Joe Polance, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Leveraging Strategic Alliances
Abstract:
Strategic alliances have demonstrated tremendous impact in reducing total purchasing spend and enhancing innovative product design. However, the reservoir of capable and willing suppliers is limited. Thus, effective supply managers need to develop the ability to promote commitment to alliances among suppliers. Effective alliances imply designing aspects of the supply chain, selection of appropriate suppliers, and leveraging effective partnering behavior where appropriate. This presentation will help supply managers work their way through this process.
Authors:
Michael E. Smith, Ph.D., C.Q.A.
Lee Buddress, Ph.D., C.P.M.
Alan Raedels, Ph.D., C.P.M.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Leveraging to the Edge: Can We Afford the Results?
Abstract:
With the growing popularity of e-auctions and the current state of the economy, many companies are drastically cutting costs from their supply base. But several firms are taking the short-term benefits without reviewing the long-term consequences of their actions. This session will look at real-world examples of companies that have leveraged suppliers to the point where the suppliers have either gone out of business or have taken actions that negatively affected the buying company. This session will use examples and present a model showing supply management practitioners and managers the importance of maintaining proper supplier relationships and when to change relationships to accomplish your business goals.
Authors:
Linda P. Michels, C.P.M.
Tony Yakos, MBA
Topic:
Managing and Coordinating Supplier Relationships



Title:
Life is One Big Negotiation - Relational vs. Tactical Negotiations
Abstract:
Strong negotiation skills are a major advantage to every supply management professional (SMP) in today’s job market. Yet, it continues to remain one of the most difficult skill sets to master. Negotiations and relationship building both play heavily into the customer/ SMP/supplier relationship scenario. The structure and success of the partnerships you negotiate and develop with your suppliers and customers will in many cases determine the degree of success of the relationship. All SMPs should seek to select, develop, and maintain effective supplier and customer relationships by conducting successful negotiations.
Authors:
Lorrie K. Mitchell, C.P.M., A.P.P.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Logistics Basics for Purchasing and Supply Professionals
Abstract:
This paper is intended to help purchasing and supply professionals understand (a) logistics processes; (b) logistics’ role in supply management, (c) the management of tradeoffs among these processes, and (d) balancing logistics priorities.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Dr. J. Patrick Cancro
Topic:
Professional Growth: The Key to Your Future



Title:
Lowering Total Cost through Reverse Auctions
Abstract:
Supply managers are held accountable to reduce the cost of products and services they source and rely on tools to help them achieve this goal. Reverse-Auctions have maintained a strong history over the past five years of helping supply managers do this by meeting three objectives; they gain a reduction in their sourcing cost, a reduction in their process time reduction and an often significant price reduction. The supplier also meets several objectives that include process time reduction, sales cost reduction and therefore a competitive improvement. Additionally, suppliers gain an even greater advantage if they in turn use Reverse-Auction’s to lower their cost of goods sold. This is the key to lowering the total cost of goods throughout the supply chain. This session is a joint industry-academic presentation and is intended to educate and guide supply managers at all levels to understand the benefits and risks of Reverse-Auctions. It will also dispel the myths of Reverse-Auctions while ultimately provide a quick means for them to get a better price faster.
Authors:
Wes Guillemaud
M. Theodore Farris II, Ph.D., C.T.L.
Topic:
Tools for the Effective Supply Manager



Title:
Making Better Decisions
Abstract:
Supply management professionals make things happen. Through your person, your position, and your style you influence other people. Success in your department or organization reflects on your ability to make sound decisions. In fact, in professional life it is often more important to be decisive than it is to be right.
Authors:
Preston J. Leavitt, Ph.D., J.D., C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Navigating and Networking the 88th Annual International Supply Management Conference: Building Value in Your Career
Abstract:
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. 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 changes will become even more important as we move on into 21st century. This paper defines the process of networking and is my personal advice on how you can use networking to make ISM the 88th International Supply Management Conference 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:
Navigating through Mergers, Acquisitions, and Reorganizations
Abstract:
Nearly all supply management groups, and professional, eventually experience a large organizational change. Unfortunately, many persons’ initial response is to sit back to see what will happen…to their department…and job.
Authors:
Robert Dunn, C.P.M.
Mark Trowbridge, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Nobody Ever Washes a Rental Car!
Abstract:
Why don’t people wash their rental cars? Because they do not belong to them– there is no ownership! Supply chain managers must be capable of leading change, maximizing human capital, and getting and keeping great talent. This workshop focuses on what managers dream of– a work environment where team members actively and enthusiastically accept responsibility and are accountable to implement strategies critical for success.
Authors:
Gale J. Mote
Topic:
Professional Growth: The Key to Your Future



Title:
Online Reverse Auctions for Dummies
Abstract:
Online Reverse Auctions have existed for several years now yet many companies have not used this technological innovation. Reverse auctions are not a one-size-fits-all solution to reduce pricing. However, this innovation has proven to be an effective tool to achieve competitive pricing for a wide variety of materials and services in almost every industry. We will explore the factors that make a successful reverse auction, how to identify opportunities, and how to effectively evaluate the results.
Authors:
Anthony T. Grasso, C.P.M.
Elizabeth DeCoursey
Don Howell
Glenn P. Brukardt
Topic:
Tools for the Effective Supply Manager



Title:
Outsourcing Supply Management Operations for Manufacturing Facilities
Abstract:
Given the challenge of today’s economy and the demands placed on all organizations due to the competitive forces experienced in a world market, supply chain management professionals are seeking ways to help improve the competitive positions of their companies. The use of outsourcing is increasing rapidly in manufacturing, as non-core functions are being reviewed and outsourced in order to reduce costs and improve operational efficiency in order to lower the Total Cost of Ownership of all required products and services. These components will include all aspects of supply and materials logistics management. This presentation will review the current trend to outsource multiple components of the supply chain to one provider, thus maximizing the potential cost reductions and process improvements. Additionally, it will address how to identify outsourcing companies, opportunities, how to develop, issue and evaluate outsourcing RFPs and contract issues to avoid. It details how and where to start, the short and long term benefits that will be derived by your organization, including immediate cost reductions and process improvements
Authors:
Michael G. Patton
Topic:
Leading Practices with Proven Results



Title:
Performance Management: Linking Performance and Rewards to Supply Management Strategy
Abstract:
In these uncertain times many companies are seeking to reduce purchase costs by having supply managers focus on driving down the costs of purchased goods and services. While many companies seek to attain cost reductions, they fall far short of their aspirations due to a lack of strategic supply management focus and employee performance metrics that are misaligned with the company’s goals.
Authors:
Tony Yakos, MBA
William L. Michels, MBA, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Practical Product Component Risk Analysis and Management
Abstract:
The primary aim of purchasing risk management is to improve the profitability of individual products or product systems, at each stage of the product life cycle, through engendering a greater commercial awareness of the underlying cost drivers and risk profiles. This, in turn, should facilitate the development of assigned action plans, resulting in enhanced management control of the identified costs and risks, and a concomitant improvement in productivity.
Authors:
Steve B. Smith
Patrice L. Tiolet
Topic:
Tools for the Effective Supply Manager



Title:
Project Management for Supply Managers
Abstract:
The supply management (SM) field has long recognized that effective supply managers need to develop expertise with various project management skills, tools, and techniques. A major component of effective project management is the ability to develop, organize, and lead both ad hoc and long-term teams for such sourcing activities as supplier selection, supplier development, new product development, commodity management, and strategic sourcing. Therefore, this presentation will provide greater knowledge and insight of how typical SM project teams evolve through different phases in order to achieve higher levels of performance in a timely, cost-efficient manner. This process typically requires a project team leader to demonstrate different skills in each of the team development phases.
Authors:
James L. Patterson, Ph.D., C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



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.
Topic:
Professional Growth: The Key to Your Future



Title:
Purchasing Consortia in the Public Sector: Models and Methods for Success
Abstract:
The public sector reform movement has spawned increased interest in consolidation and outsourcing as a means to optimizing the public tax burden. The push for purchasing cost efficiencies can create complex dilemma for administrators, whether functional activities are managed centrally or distributed. For those managing the purchasing function, the situation has become a squeeze play. While there is increasing pressure to reduce commodity costs to meet budget cuts; budgets to achieve these expectations have themselves been drastically cut. With the demand for efficiency gains in annual spending intensifying, the more successful an organization is in achieving their targets, the more likely it is that targets will become increasingly stringent (in Carter and Greer in Pollitt 1995). This translates into a drive for greater cooperation across the public sector, a drive notably evident in the formation of purchasing groups among school systems, hospitals, municipal governments and universities.
Authors:
Mary M. Aylesworth, MBA, C.P.P., C.P.M.
Topic:
Leading Practices with Proven Results



Title:
Sharpening Your C.P.M. and A.P.P. Study and Test Taking Skills
Abstract:
This paper briefly reviews the requirements for the Certified Purchasing Manager (C.P.M.) and Accredited Purchasing Practitioner (A.P.P.) designations and discusses study and test taking skills many have found useful when preparing for their C.P.M. or A.P.P. examinations. The last two sections discuss how to use the C.P.M. and A.P.P. Diagnostic Practice Exams to prepare for the examinations and provide helpful test taking tips.
Authors:
Dr. Michael A. McGinnis, C.P.M., A.P.P.
Dr. J. Patrick Cancro
Topic:
Professional Growth: The Key to Your Future



Title:
Sourcing from the Far East: Success from the Start
Abstract:
Over the past five years, a major revolution has occurred in the way US-based companies trade with the Far East. For example, pre-1997, China was still “over there” – now it is a rapidly growing part of many companies’ supply portfolios. When sourcing from the Far East, the application of sound procurement practice, and a knowledge of how the system works can prevent an enormous amount of problems from ever occurring. Here then we isolate good practice and offer insight into the mechanisms for “Sourcing from the Far East: Success from the Start.”
Authors:
Robert E. May, Jr., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Spending Analysis – The Foundation for Effective Procurement
Abstract:
Forced by the global economic environment, procurement initiatives are the focus of every Global 2000 company. Key to any sourcing or procurement initiative's success is the knowledge of where best to focus in order to achieve savings. Thus, a very current, detailed analysis of where a company spends its money, and with whom, delivers the required focus. Spend Analysis has now become a constant business requirement, but this process has traditionally not been sustainable and easily repeated.
Authors:
Kendall Mills
Sam Miller
Topic:
Leading Practices with Proven Results



Title:
Strategic Sourcing Makes an Impact!
Abstract:
Learn how Sikorsky Aircraft, a world leader in the design and manufacture of advanced helicopters for commercial, industrial and military markets impacts its bottom line through strategic sourcing. Dominant strategies that have emerged include leveraged spend, increase in value-added work content, procurement of higher-level assemblies and value engineering. The audience will learn about Sikorsky’s Eight-Step Strategic Sourcing Process and practical analytical tools utilized to develop tactics and manage implementation through to the bottom line. If you are involved in a complex industry, responsible for strategic sourcing and impacting bottom line results you should attend this session.
Authors:
David H. Vargas
Topic:
Leading Practices with Proven Results



Title:
Strategic Sourcing: A Step By Step Practical Model
Abstract:
We hear and read a great deal of information in our Supply Chain profession about Strategic Sourcing. It is one of the most powerful tools that supply chain professionals and organizations have available to them to bring significant bottom line results to our company P&L statements. As our profession has evolved from the Purchasing Agent to Supply Chain mentality, strategic sourcing culminates the transformation as a collaborative process that is producing immediate and significant results required by the CEO. This workshop will be beneficial to both the seasoned supply chain professional as well as those who are new to our profession and will (1) define what is strategic sourcing, (2) provide a step by step review of a practical model, and (3) outline the benefits of successful sourcing initiatives.
Authors:
Robert J. Engel
Topic:
Supply Management: A Strategic Perspective



Title:
Strengthen Your Supplier Relationships by Enhancing Ethical Conduct
Abstract:
Developing an ethical foundation for individuals involved in purchasing activities requires a set of business practice standards and professional codes of conduct. Maintaining a set of business practice standards and professional codes of conduct serve as an ethical foundation from which to encourage suppliers to establish an ethics policy and commit to ethical conduct. Baxter has developed the Business Practice Standards for Suppliers guide that outlines the ethical behaviors we expect from our suppliers. This workshop will share with you how to elevate awareness of good business practices and unethical pitfalls in procurement activities as they relate to perception, conflict of interest, gifts, confidential information, child labor, adherence to laws, and full and open competition.
Authors:
Jean Brock
Topic:
Managing and Coordinating Supplier Relationships



Title:
Supplier Enablement: Maximizing ROI with Supplier Relationships
Abstract:
Regardless of the assortment of e-Procurement tools available, the overall success of your e-Supply Management initiative is tied directly to your relationship with your suppliers. Learn first-hand how you can enhance the supplier enablement process, expand supplier participation and profit from developing your “win/win” supplier relationship.
Authors:
Janet Scheiwe, C.P.M.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Suppliers are Your Friends
Abstract:
For many companies, supplier management is a complex part of the sourcing process due to the correlation between a sound supply base and a company’s overall success. This reliance on suppliers can be advantageous if the suppliers are strong and solid relationships have been established. However, it can be risky if suppliers do not deliver, or if there is a lack of confidence in their ability to meet company objectives. The Purchasing group is measured by these supplier relationships, yet many companies are uncertain they have the control or knowledge to benchmark performance and track savings. Through technologyenabled supplier management, these relationships become enhanced and mutually beneficial.
Authors:
Marc Osofsky
Topic:
Managing and Coordinating Supplier Relationships



Title:
Supply Chain Management Education and Training at FedEx: Two Years and 200 Hours Later
Abstract:
In 1997 FedEx Strategic Sourcing & Supply (SS&S) recognized that education and training in supply chain management (SCM) was a critical requirement for its successful evolution from transactional purchasing to strategic SCM. In this manuscript and its associated conference presentation, an overview of the customized SCM education and training program utilized at FedEx SS&S is presented. This program which provided approximately 200 hours of education and training per class was delivered to over 350 FedEx strategic sourcing and supply personnel during the period from 1998 - 2000. An extension of this program was offered to key FedEx suppliers in 2001.
Authors:
Ernest L. Nichols, Jr., Ph.D.
F. Michael Babineaux, A.P.P., C.P.M.
Topic:
Leading Practices with Proven Results



Title:
Supply Chain Trust and Commitment: Practical Perspectives for Long Term Success
Abstract:
Given the panorama of activities, processes, and systems constituting supply chains, it is incumbent upon each entity in the chain to fully understand the critical success factors and how they interact. While each link in the chain plays a pivotal role, the connectors are equally critical to sustained supply accomplishments. Trust is the most essential connector for success – all other relationship-building bridges are founded on trust. Therefore, the session highlights the dimensions of trust, trust-building strategies, and practical suggestions for using trust as a tactical, operational, and strategic instrument of supply success.
Authors:
Stanley E. Fawcett, Ph.D.
Alvin J. Williams, Ph.D.
Topic:
Managing and Coordinating Supplier Relationships



Title:
The China Connection: Selling in China through Manufacturers Representatives
Abstract:
The consideration of China as a business opportunity, particularly for the electronics sector is frequently misunderstood. Even today, for many individuals outside of China, the thought of Communist rule, closed trade, oppression, 100% government ownership and autonomy make up the opinion of what China is all about.
Authors:
Thomas G. McCarthy, CPMR
Topic:
Supply Management: A Strategic Perspective



Title:
The Evolution of Contract Writing
Abstract:
Although many derivations have occurred over the years with contract writing it has always been agreed that a Contract is a binding legal document between at least two parties. In ancient times we see similar structure to the yet modern version of US law and that of the English Law. We will explore briefly the earlier contracts and their contents but concentrate on a modern day acceptable contract with the specific terms required in order to conduct business relationships.
Authors:
Eileen Byrne-Halczyn, Ph.D., CPCM
Topic:
Tools for the Effective Supply Manager



Title:
The Future of Maintenance, Repair, and Operating Supplies (MRO): Taking MRO from Transactional Activities to Strategic Processes
Abstract:
MRO continues to be a primary area of supply chain management that is constantly re-structuring its processes in order to reduce costs and efficiently handle large volumes of parts, materials, and goods necessary to produce products that will eventually be consumed globally. MRO is receiving even greater attention than before from the manufacturing and service industry due to the costs are associated with meeting the goals of business divisions whether they are financial or market driven. Globalism requires a flexible and efficient way in which all process partners and end users meet their individual department objectives, without creating counterintuitive policies and inventory management procedures. An increase in productivity, cost-savings, service levels, and proactive management of MRO is possible without sacrificing quality along with internal and external controls. MRO must delineate from the familiarity of transaction-based activities to strategically based initiatives.
Authors:
Althea Pemsel, C.P.M., A.P.P.
Debbie Long, C.P.M., A.P.P.
Topic:
Supply Management: A Strategic Perspective



Title:
The Path to Effective Online Negotiations
Abstract:
While information technology has dramatically increased the speed and ease of many routine transactions, it has also brought forth challenges for the modern supply manager. The first of these challenges is to recognize that both the technology and our use of the available technology are rapidly changing. Thus, the supply manager needs to stay abreast of current trends, especially relative to the applications of technologies to supply and logistics practices. Further, the supply manager must understand how the use of on-line communication and negotiation fits with organizational strategies, purchasing and supply management strategies and the strategy for a given commodity.
Authors:
Lee Buddress, Ph.D., C.P.M.
Michael E. Smith, Ph.D.
Alan Raedels, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
The People Side of Supply Chain Management: Key Attributes and Core Competencies
Abstract:
It goes without saying that technology continues to impact our business models with the result that organizations in all sectors are increasingly part of high performance networks. These networks are focused on meeting, or indeed, exceeding the expectations of an ever more demanding 'global' customer within shortening time-frames. This network development has begun to highlight once again the people side of supply chain management, often overlooked or at best neglected in recent years dominated by the competitive advantages promised by sophisticated software and web-platformed technology. As the supply chain professional is challenged to operate strategically in this emerging environment of the total network - the extended inclusive model that embraces internal and external partners - the arbiters of success shift towards excellence in network management with its emphasis on attributes and skills that operationalize collaborative effort. Attributes of emotional intelligence, competency in building relationships, partnering, communication management, teaming, mentoring/coaching, managing conflict productively are among those that have become crucial to professionalism today.
Authors:
Andrea Charman
Elaine N. Whittington, C.P.M., CPCM
Topic:
Professional Growth: The Key to Your Future



Title:
The Regional ISM Business Report: Process, Maintenance, and Purpose for Regional Manufacturing Data
Abstract:
This session will overview the development of a regional business conditions survey for the states of Alabama, Arkansas, Florida, Georgia, Kentucky, Mississippi, and Tennessee. Topics considered include the selection of survey participants, the design of the survey instrument, the collection and analysis of data and dissemination of survey results to purchasing managers and the broader business community. Emphasis is placed on techniques for data collection and the importance of the national and regional surveys to professional purchasing managers and economists.
Authors:
Don Sabbarese
Roger Tutterow
Topic:
Tools for the Effective Supply Manager



Title:
The Reverse Auction: A Strategic Perspective
Abstract:
All too often, the use of reverse auctions has been characterized as simply a tactical tool for rapidly reducing Supplier pricing to break-even or unsupportable levels. In this session, we will analyze and evaluate the reverse auction process and share our learnings from hosting a number of auctions.
Authors:
George Coundouriotis
Norbert J. Ore
Topic:
Leading Practices with Proven Results



Title:
The Strategic Framework – A Successful Change Initiative
Abstract:
Referring to an Arthur D. Little survey on the success rate of managerial change initiatives, Scott-Morgan notes that “three-quarters of the initiatives- reputable programs to manage quality, customer focus, teamwork, mergers, downsizing, and reengineering- have failed”. Success and failure in a business context are rarely clearly defined and are perhaps the extremes of a long continuum. For a business seeking to survive and grow, before succumbing to the temptation of changing the way things are done, as Drucker notes: “...‘what to do’ is increasingly becoming the central challenge facing managements, especially those of big companies that have enjoyed long-term success”.
Authors:
Peter A. Hess, CODC
Topic:
Supply Management: A Strategic Perspective



Title:
The Supply Management Fitness Review: On the Road to World Class
Abstract:
Are you a “Getting” Department or a “Supply Management” Department? Most supply management operations have the objective of becoming or maintaining world-class status. Yet it is surprising how many have significant gaps between their actual performance and what are commonly recognized as best supply management practices. The severity of the “gaps” result in many of these operations being more appropriately described as “getting” departments rather than supply management operations. How does your organization stack up? A Supply Management Fitness Review is a good way to find out. This paper’s objective is to assist the supply management professional in determining where they are now and the direction they need to go by providing a summary of the review process and identifying some of the best practices generally viewed as leading to world-class performance in supply management.
Authors:
Robi Bendorf, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
They're Never Satisfied: Taking Cost Reduction to the Next Level
Abstract:
Business forecasters predict that senior management will push supply professionals to cut costs approximately 3% per year for many years into the future. In some cases, the goal is as much as 12%. At the same time, CEO’s also expect an increase in quality and an increase in delivery time. The purchasing department has been meeting the challenge. Buyers rate the pressure level at an 8 (out of 10) to uncover new cost reductions and that pressure has been on for the last 5-10 years.
Authors:
Marilyn Gettinger, C.P.M., M.B.A.
Topic:
Supply Management: A Strategic Perspective



Title:
To Achieve Real Success when Consolidating Numerous Suppliers Into One
Abstract:
Many companies have studied and implemented the concept of consolidating numerous vendors/providers of similar products or services into one, or at most, two. However, many of them backed off before long because of the uncertainty of the risks involved. Many others failed to achieve ‘real success’. This article is therefore to address why the strategy of consolidating vendors/providers is necessary and how to execute it successfully.
Authors:
Patrick Y.F. Poon
Topic:
Leading Practices with Proven Results
Managing and Coordinating Supplier Relationships



Title:
Total Cost Reduction Impact through Chemical Management: A Sourcing Strategy for the 21st Century
Abstract:
Manufacturers in today’s competitive global marketplace are constantly striving to improve operational efficiencies, optimize processes, employ latest technologies and practices, and reduce costs. “For at least the past decade, managers have been preoccupied with improving operational effectiveness. Through programs such as TQM, time-based competition, and benchmarking, they have changed how they perform activities in order to eliminate inefficiencies, improve customer satisfaction, and achieve best practice. Hoping to keep up with shifts in the productivity frontier, managers have embraced continuous improvement, empowerment, change management, and the so-called learning organization”. This has resulted in no real net sum efficiency gains by companies over their competition. Why? “The most obvious reason is the rapid diffusion of best practices”. “The popularity of outsourcing and the virtual corporation reflect the growing recognition that it is difficult to perform all activities as productively as specialists”
Authors:
W. Stokley Donelson III
Michael D. Spillman, C.P.M.
Jacquelyn J. Smith
Suzie Pitkin Shaw
Topic:
Leading Practices with Proven Results



Title:
Transforming Supply Management through e-Purchasing Technology
Abstract:
Implementing ePurchasing practices requires providing the tools that will help supply managers select the “best” approach for their company. Undertaking these activities, require major changes within the organization. Preparing the organization for this change involves a process of first establishing the management environment, selecting the technology tools, and finally defining and implementing the correct strategy. Much of this presentation is taken from the principles in the textbook ePurchaing Plus.
Authors:
Larry C. Giunipero, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Undue Influence: An External as Well as Internal Challenge
Abstract:
Do customers tell you what they want, who has it and when it can be delivered? Do suppliers find the “only” solution to your latest requirement? If so, you’re suffering from Undue Influence. Discover four steps in handling attempts from outside as well as inside to influence your sourcing solutions.
Authors:
James T. Phillips, C.P.M., A.P.P.
Topic:
Leading Practices with Proven Results



Title:
Using Lean Thinking and Operations to Enhance Your Operations
Abstract:
Lean thinking and operations challenges us to eliminate all waste—wasted time, wasted motion, wasted materials, wasted quality, wasted manpower, wasted machine hours, wasted transportation and wasted facilities. Unfortunately many see the concept of lean operations as just for factory floor operations, but it is much more than that. Indeed with all the work we have done in the last 25 years some of the best opportunities now are in the staff and service operations. Our challenge is to accept and apply the concept that lean thinking and lean operations apply to all facets of organizations to include leadership and management. Simply put lean thinking and lean operations are a mentality that calls for a comprehensive all out effort by everyone in the supply chain to identify and remove waste. It is all about eliminating costs from all processes. These ideas are ubiquitous and universal. We will understand the profound truth of that statement and how to make it work.
Authors:
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
What Do You Know About Your Critical Suppliers?
Abstract:
Supply management is about creating and leading the supply chain to ensure continuity of supply with better service and more involvement for suppliers to provide our customers unexpected results. Many authorities agree that supplier evaluation is a critically important element of supply management processes and that we ought to be able to do it better, faster and with fewer resources. Now web-based techniques make it relatively easy and economical for us to create even more complex models for supplier evaluations. This workshop shows how traditional and web-based supplier evaluation and development models help us maximize the value of our supply base and our personal value to the organization.
Authors:
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Whistle While You Work – But You Better Be In Tune!
Abstract:
This paper supports a workshop to be held at the 88th Annual ISM International Purchasing Conference to be held in Nashville, Tennessee from May 18 through May 20, 2003. This session will focus on two key goals. First, the session will seek to present ways in which the Supply Management Professional can relieve tension and make the workplace more enjoyable. But second, and more importantly, the session will provide methods to help the participant maintain that sense of enjoyment over the long term. Many times conference attendees leave the event energized and ready to tackle their toughest problems. However, as the day to day lifestyle creeps back in, it becomes more difficult to continue the motivation to pursue excellence.
Authors:
Kevin Williams, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Whose Team is Your Key Supplier On?
Abstract:
Supply Chain Managers should be taking a proactive role in creating a teaming relationship with key suppliers. During the years of shrinking our supplier base through takeovers, mergers, technological changes, and mandated supplier reductions, key suppliers have become more critical to our companies successes. If you are not paying more than you should for your suppliers goods or services you must make your company stand out as being a more desirable company to do business with than your company’s competitors. Volume is not the only answer.
Authors:
Alan C. Gaudette
Topic:
Managing and Coordinating Supplier Relationships



Title:
Why Reinvent the Wheel: How to Develop an Electronic Supplier Rating System
Abstract:
Data-based decisions are more meaningful than those which are qualitative in nature. Making faster, better and smarter decisions are critical when you are purchasing for an organization in a fast-paced industry. We must set clear, standardized performance criteria for our suppliers globally. It is important to track and measure supplier performance against standardized criteria. Overall, we must use the supplier performance scores to make commercial decisions. It is critical to identify parent-subsidiary relationships and rate each site independently as well as providing a meaningful global score.
Authors:
Dolores Avezzano
Topic:
Managing and Coordinating Supplier Relationships



Title:
You Paid How Much? Writing a Good RFP/RFQ
Abstract:
The secret to assuring a good contract starts with the request for pricing. If the supplier understands all the requirements the pricing will probably be complete and there will not be any surprises once the contract is released. Leaving out any contract terms often opens an agreement to new negotiation and budget overruns could be incurred. This can be avoided by making sure that all cost aspects are covered when the RFP/RFQ is sent. This paper will cover many of the important contractual aspects as well as paying some attention to the aspect of working with the requestor, choosing the proper bidder, and lastly covering “how binding” the price proposal will be.
Authors:
Elaine Whittington, C.P.M., CPCM, A.P.P.
Topic:
Tools for the Effective Supply Manager