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2007 International Conference Proceedings (May 2007)

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Title:
21 or Over?: Measuring Your Social Responsibility Maturity
Abstract:
Using ISM's Supply Management Audit for Social Responsibility as its foundation, the Social Responsibility Maturity Matrix provides a tool for assessing the current state of an organization’s social responsibility efforts, describing the ideal end state, or "Point of Arrival" and measuring progress toward that Point of Arrival. Given the pivotal importance of social responsibility initiatives, organizations need substantive metrics to assess progress. This paper provides one step in that direction.

The Social Responsibility Maturity Matrix provides a tool for assessing the current state of an organization's social responsibility efforts, describing the ideal end state, or "Point of Arrival" and measuring progress toward that point of arrival.
Authors:
Bundle, M.S., C.P.M., Gerry P.


Title:
A Framework for Management of Supply Chain Disruption
Abstract:
This session shows supply managers how to apply supply chain management theory to mitigate the consequences of sudden and unplanned supply disruptions. It illustrates how operational and theoretical aspects of supply chains can come together with available technology to organize relief strategies and prevent long-lasting consequences.
Authors:
Stading, Gary
Kauffman, Ralph G.


Title:
Activism and Public Relations Basics for Supply Management
Abstract:
This session will provide supply managers with basic insights and awareness of potential repercussions and supply base disruptions that can be encountered when interacting with social activist, special interest, and media groups upset at supplier business practices. Several effective strategies of how to deal with activists will be presented.
Authors:
Patterson, Ph.D., C.P.M., A.P.P., James L.


Title:
Be SMART About Raw Material Risk Management
Abstract:
Disruptions in the flow of raw materials is one of the major supply chain risks facing companies. Raw material inventory is an expensive buffer against these risks and provides a false sense of security. Fortunately there is a smarter way to mitigate against raw material risks. This session discusses a proven methodology that takes the guessing work out of the identification of raw material risks and helps organizations define effective mitigation strategies.
Authors:
De Waart, Dirk


Title:
Best Practices in Contract Management
Abstract:
Contract management is becoming a core competency critical to an organization's competitive advantage. This seminar provides an overview of some of the contract management best practices being implemented by leading organizations. The discussion will cover all six phases of the procurement process. The presentation concludes with a brief summary of the importance of established and mature organizational contract management processes and the implications on today’s supply management organizations and supply managers.
Authors:
Rendon, C.P.M., CPCM, PMP, Rene G.


Title:
Building Global Supply Chains: A Value Stream Approach
Abstract:
Are you faced with developing and/or maintaining international or global supply chains? This workshop provides a best-practice approach for developing and maintaining a global supply chain model and a process map to provide a development framework. Communication and information systems are integrated as enablers of supply chain creation.
Authors:
Kauffman, Ralph G.
Crimi, Thomas A.


Title:
Business Continuity Training and Testing: Narrowing the Gaps
Abstract:
A Business Continuity Plan sets on a shelf in your office. Now what? This workshop will provide guidelines for taking your Business Continuity Plan from being sheets of paper in a binder to being a guide that will take your organization through a process to fully restore operations following any disaster. Some of the important topics include making a plan user friendly, checking to be certain all required elements are included, training people, and testing plans. The session will include a tabletop exercise scenario and conclude with a review of the overall business continuity planning cycle.
Authors:
Kildow, CBCP, FBCI, Betty A.


Title:
Buying Under the Influence
Abstract:
Do you know how easy it is to be influenced, particularly in buyer-seller relationships? Learn the six demonstrated methods of influencing human behavior that operate in all societies and impact the dynamics of interpersonal relationships, especially those of the buyer-seller.
Authors:
Birou, Ph.D., Laura


Title:
Calculating the Impact of Increased Lead Times of Foreign Purchases
Abstract:
Since most companies have narrow considerations when deciding to source overseas (often limited to price), supply management tends to be left with many of the delivery problems and the increased need for more raw material to cover unpredictable situations. There are tangible cost increases associated with foreign sourcing and many of these costs are burried in escalating overhe
Authors:
Harding, Michael


Title:
Can Lawyers Add Value to the Value Chain?
Abstract:
Different kinds of supply chains require different types of contracts, but transactional attorneys may only know older business models and standard contract terms. Drafting effective contracts for new models may require throwing away old forms and finding new ways to manage risks, allocate rights, revenues and responsibilities and provide remedies.
Authors:
Winn, Jane K.
Kunz, Christina


Title:
Can Lean Processes & Global Operations Generate Benefits for Companies?
Abstract:
Using two practitioners' experiences and other knowledge, this workshop provides specific knowledge and supply management tools to build more effective lean supply chain operations globally to source from any market. Discussions will include problem identification, problem solving, lean practices, mapping, and the incredible benefits, short- and long-term, available to everyone.
Authors:
Paris, C.P.M., Doug
Modeland, C.P.M., CPIM, Susan K.
Kemp, Ph.D., C.P.M., Robert A.


Title:
Capturing Innovation from Suppliers
Abstract:
This workshop describes the maturing levels of supply management organizations, culminating in a high level capability to access supplier innovation. It provides supply managers with a set of six essential elements necessary to successfully tap innovative ideas in the supply base.
Authors:
Lynch, Robert Porter
Rogers, Steve


Title:
Combating the Logistics Perfect Storm
Abstract:
Logistical capacity is becoming difficult. Our infrastructure is deteriorating. Logistical costs are skyrocketing, due in part to fuel prices. Outsourcing is increasing the emphasis on managing global supply chains. This session will direct attention to the extent of the logistical situation domestically and globally. Methods to improve logistics performance and reduce logistics risks will be discussed.
Authors:
Buddress, Ph.D., C.P.M., Lee
Smith, Ph.D., CQA, Michael E.


Title:
Contracting for Services
Abstract:
Contemporary supply managers are being challenged to prepare and manage complex services contracts in an increasingly complex business environment. This workshop reviews the critical aspects of contracting for services, and provides practical checklists to ensure the contract is comprehensive. It also reviews the critical aspects of outsourcing contracts.
Authors:
Gabbard, JD, C.P.M., CPCM, Ernest G.


Title:
Contracting for Services: A Review of the Contracting Process
Abstract:
Contracting for services differs from the typical purchasing contract for materials. The sourcing process is different and has a different set of challenges. This session reviews the basics of contracting for services, including what you need to receive from your end users and suppliers prior to formalizing a contract. Some of the important elements include the detailed Scope of Work (SOW), the contract terms and conditions, and the process for finding a supplier.
Authors:
Haining, C.P.M., A.P.P., MBA, Jim
Kiser, C.P.M., Jim


Title:
Costs of Supplier Failures – And What to Do About Them
Abstract:
When organizations plan and budget for purchases and projects, costs of supplier failures are typically not included. Unfortunately, these situations frequently result in cost overruns, costly delays or both. This session demonstrates a tool to capture and display these extra cost events, as well as illustrates methods to quantify common failures.
Authors:
Smith, Ph.D., CQA, Michael E.
Buddress, Ph.D., C.P.M., Lee


Title:
Creating Corporate Advantage Through Purchasing
Abstract:
This session explains how Chief Purchasing Officers (CPOs) may effectively capture purchasing synergies by tailoring their coordination and governance structures on the maturity of the purchasing function and the level of corporate coherence.
Authors:
Rozemeijer PhD, Frank
van Weele PhD, Arjan


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


Title:
Developing Effective Product Specifications And Quality Requirements For Outsourced Suppliers
Abstract:
Outsourcing as a supply strategy requires supply managers to take an active role in making sure product specifications and quality requirements are clearly and completely communicated. Learn techniques to better manage this process and measure the results. Templates will be presented and discussed to give supply managers proven methods to achieve superior results.

Template - Developing Effective Product Specifications And Quality Requirements For Outsourced Suppliers.
Authors:
Ullum, MBA, C.P.M., James B.


Title:
Developing Suppliers in a Lean Environment - Supplier Competency Model
Abstract:
What does it take for suppliers to integrate into your lean environment? Reach to your suppliers with collaborative expectations. Work collaboratively to define waste elimination goals. Define supplier competencies using an assessment tool. Rate your suppliers' integration into your organization's goals. Determine next steps for improving your lean supply chain.
Authors:
Marks, MBA, Bryon S.
Barkman, M.S., C.P.M., Sandra


Title:
Drafting/Negotiating a Dispute Resolution Clause with Customers/Suppliers
Abstract:
What are the significant factors to consider in drafting/negotiating a viable dispute resolution clause to assist in ensuring on-time delivery of goods/services? This session highlights the current practices of domestic and international companies in addressing dispute resolution clauses including a multi-step approach — from negotiation to mediation through arbitration.
Authors:
Rumbaugh, J.D., C.P.C.M., Charles E.


Title:
Economic Price Adjustment Clauses to Reduce Supplier Price Contingencies
Abstract:
Economic price adjustment clauses remove price contingencies put into the final price by suppliers to protect themselves from volatile economic conditions that impact the cost drivers beyond the supplier's control. Learning how to remove the price padding is usually a better solution for both the supplier and the supply professional.
Authors:
Bendorf, C.P.M., Robi


Title:
Energy Buying
Abstract:
Today's energy markets continue to be extremely volatile and pose an incredible challenge to supply professionals who need to manage these costs. The price volatility and risk exposure associated with purchasing energy, specifically electricity and natural gas, are tremendous compared to most other commodities. Companies failing to understand and manage the three areas of price risk associated with purchasing electricity and natural gas in deregulated markets are subject to pricing exposure that could significantly and unnecessarily impact the bottomline.
Authors:
Barkley, Rob


Title:
Energy Purchasing Techniques That Reduce Costs
Abstract:
Opportunities to lower energy costs are often hidden within the utility bills your organization pays each month. But in order to take advantage of these opportunities, you have to know what you’re buying, how you’re being billed, and what alternatives might be available. This presentation will provide useful information regarding energy purchase decisions that can reduce costs. The focus will be on electricity, but many of the concepts apply to other utility types.
Authors:
Studebaker, Ph.D., John


Title:
Ethical Behavior – Boundaries Of Influence
Abstract:
How aware are you of what influences the decisions you make everyday? This session is designed to help you build an awareness of influence — both positive and negative — across the spectrum of all that you do. The ISM Ethical Standards Commitee provides examples of ways to manage influence in terms of ethical behavior. Key areas of discussion include: What is influence?; Sources of influence; Examples of how people get influenced; How do you manage influence?
Authors:
Addler, C.P.M., David D.
Baranowski, Judy
Kalin, Leah
Lallatin, C.P.M., Carla S.
Smiley, C.P.M., Steve
Sturzl, C.P.M., Scott R.
Turner, Gwen


Title:
Ethics: Establishing the Imaginary Line BEFORE You Cross It
Abstract:
This session presents the ISM Principles and Standards of Ethical Supply Management Conduct through the use of fictitious scenarios and sometimes humorous examples of questionable behavior.
Authors:
Skonier, Richard H.


Title:
Foundations of the Strategic Sourcing Process
Abstract:
This workshop will give supply managers an overview of each of seven steps in a strategic sourcing process with an emphasis on 1) profiling the supply stream, 2) selecting a sourcing strategy, and 3) generating the supplier portfolio. The workshop will give a general overview of each of the seven steps in a strategic sourcing process and provide an understanding of synergies, methods and resources that will empower the supply manager to successfully navigate the first three sourcing steps.
Authors:
Horne, C.P.M., Billy A.


Title:
Fueling Performance through Alignment, Contribution, and Unstoppable Momentum
Abstract:
This session focuses on getting the right people with the right talents and attitudes into the right roles and focused on high payoff activities. Emphasis is on training for skills, coaching for performance, and building teams with clear contribution paths for unstoppable momentum. If you’ve ever been frustrated with the direction of an organization or struggled to find a way to contribute, you’ll understand how critical clear contribution paths are!
Authors:
Franzen, Susan L.


Title:
Getting the Pieces to Fit = Supply Chain Magic
Abstract:
Managing the various supply chains of an organization well is now the core focus of the successful business and/or service institution. This new business model calls for several concurrent initiatives. These include collaboration, connectivity, visibility, scalability, supplier management, risk identifiction and management, synchronization, trade-off decision making, inventory management, etc. The supply professional must understand these supply chain mangement principles and be able to participate in designing and fitting the puzzle pieces together for the successful supply chain management process in their organizations.
Authors:
Gettinger, C.P.M., Marilyn


Title:
Global Sourcing: The Race to Future Strategic Competitive Advantage
Abstract:
This presentation shows how successful global companies create strategic competitive advantage through their global supply chains. The discussion includes how supply management initiatives have resulted in distinctly lower cost, increased levels of service, improved quality along with agility, adaptability and rapid response to new needs and increased competitive advantage.
Authors:
Malicki, Gregg H.
Nelson, C.P.M., R. David
Kemp, Ph.D., C.P.M., Robert A.


Title:
How to Use Emotional Control and Observation Skills to Become a Better Negotiator!
Abstract:
This session is designed to improve your personal capabilities in managing your emotions, staying focused, turning perception into fact, creating an environment for success and managing the other party towards achieving positive results. This session provides tools/techniques to identify areas to avoid so positive results can be achieved.
Authors:
Haile Jr., C.P.M., James W.


Title:
How to Win Organizational Support for Supply Management Best Practices
Abstract:
Starting from where you are now, learn how to reap big dividends from a relatively small effort by applying best in class practices. These practices often yield results as high as 10 to 1.
Authors:
Nelson, C.P.M., A.P.P., R. David
Killen, C.P.M., Kenneth H.


Title:
Improving Inventory Performance and Bottom-Line Profits
Abstract:
This session presents a simple logic and technique for measuring inventory performance and managing inventory dollars. It demonstrates how to identify and prioritize your inventory improvement opportunities with information from your current system, and also shows successful strategies for reducing excess inventories and case study results from several companies.
Authors:
Gossard, PE, Gary L.


Title:
Improving Supplier Relationships in a Weak Top Management Commitment Environment
Abstract:
Lack of top management commitment is often cited as the reason for supplier partnership failure. This workshop assumes that the supply management professional will be faced with this problem at times. We will discuss approaches for gaining commitment and for making progress in the absence of top management commitment.
Authors:
Bullington, Ph.D., Kimball
Bullington, Ph.D., Stanley


Title:
Information Overload: Too Much of a Good Thing?
Abstract:
Information overload is simply receiving too much information. The notion that more information means higher performance operates only up to a point. Beyond this point, people become overloaded, and more information makes performance deteriorate. This session discusses information overload causes, symptoms and countermeasures.
Authors:
Larson, Paul D.
Kulchitsky, Jack D.


Title:
Information Sharing: At the Heart of SCM!
Abstract:
Information sharing is critical for effective supply chain management. Electronic media, systems, and buyer/supplier relationships facilitate information sharing. In turn, information sharing nudges relationships even closer, and yields improved performance.
Authors:
Kulchitsky, Jack D.
Larson, Paul D.


Title:
Intellectual Property Rights and Ownership Issues
Abstract:
This session provides supply professionals an overview of intellectual property (IP) rights and ownership issues to watch out for in the procurement of goods and services. Some of the issues involve proprietary or customer specified software, business methods, or components. Contract language provided for handling common IP rights and ownership issues.
Authors:
Wells, J. Douglas


Title:
Leading Practices in Setting-Up, Developing & Maintaining a Supplier Information File (SIF)
Abstract:
This session provides supply managers with insights to ascertain why and for how long supplier records need to be retained so as to be legally sound. Also, a discussion on what particular records should be brought together onsite. A detailed description will be offered on how to create a fluid Supplier Information File (SIF).
Authors:
Lo Cigno, C.P.M., A.P.P., CBM, Anthony S.


Title:
Legally Speaking: Public Procurement's Three Pillars of Risk Management
Abstract:
Public procurement risk management is built on three pillars: procurement planning, solicitation and award and contract administration. Public contracts have provisions that avoid, reduce, accept and share risk. Learn the legal concepts behind key government and commercial contract approaches to procurement risk management.
Authors:
Pennington, J.D., C.P.M., Richard


Title:
Making Suppliers Greater Strategic Stakeholders within Purchasing Organizations
Abstract:
As essential external resources, an organization’s supplier pool makes pivotal contributions to its marketplace success and financial performance. It is thus essential to involve key suppliers in strategic decision-making and operational processes. Hear about a broad range of cutting-edge approaches to integrating and leveraging supplier know-how and related success stories.
Authors:
Scheuing, C.P.M., A.P.P., Ph.D., Eb
O'Reilly, DPS, C.P.M., A.P.P., Peter E.


Title:
Managing Risk in Supply Agreements
Abstract:
Risk allocation provisions are among the most complex and difficult to negotiate terms in any agreement. This workshop prepares supply managers to identify and assess potential risks, and to negotiate and draft risk allocation provisions in a variety of supply agreements. The workshop also covers contract tools for mitigating risk.
Authors:
Carrara, J.D., MBA, C.P.M., Martin J.


Title:
Measure Twice - Cut Once: Construct the Optimal Supplier Relationship Program
Abstract:
Discover how to successfully build and implement an effective supplier relationship management program. Learn how a simple process and change management tools will yield time, cost, and quality improvements through collaboration and innovation as primary objectives. The six-step process is easy to follow and practical to implement.
Authors:
Meloy, Beth A.


Title:
Navigating and Networking the Conference
Abstract:
Those attending their first ISM Annual Conference can learn how to navigate the Conference. Members of the ISM Permanent Conference Committee (PCC) offer suggestions on how to get the most out of your conference experience and how to take advantage of the numerous networking opportunities available
Authors:
Hauht, C.P.M., Sharon L.


Title:
Navigating the Rough Seas of Intercultural Negotiation
Abstract:
Global supply sourcing keeps our businesses competitive, and ISM members need high levels of intercultural negotiation competence. In this practical, engaging and participatory workshop you will learn a model for understanding the effect of culture on the negotiation process, and develop skills to more effectively negotiate with your international suppliers.
Authors:
Saphiere, Dianne Hofner
Fischer, Maggie


Title:
Play Your Cards Right: Build the Right Network and Mentoring Relationships
Abstract:
One key to long-term success is building a network that is resourceful and reliable. It is not only networking but also mentoring that will create relationships needed to become successful. This session offers criteria for a successful mentoring program including a proven step-by-step selection process and success stories. In this session, examples will also be provided that stress the importance of building relationships throughout the supply chain.
Authors:
Sisk, C.P.M., Lori A.
Keith, CPCM, Michelle


Title:
Purchasing Economics Forecasting – Planning to Stay on Top
Abstract:
Today we are experiencing the impact of a rapidly expanding global market and environmental issues that are impacting most supply chains both directly and indirectly. This session reviews the key inputs, components, benefits and structure of a purchasing economics function that will provide solutions and strategies to ensure economic viability.
Authors:
Patton, Michael G.


Title:
Purchasing of Services In The Public Sector
Abstract:
Purchasing of services is perhaps the most demanding yet least understood aspect of public sector procurement. From the services of specialized physicians to janitors and everything in-between, public entities are purchasing more services from the private sector. Although demanding and seemingly complex, this aspect of procurement is comprised of just a few critical elements. Once understood and correctly applied, these critical elements will ensure that the public entity receives the services that it requires, at the quality level desired, over the duration actually needed and for a price that it can afford.
Authors:
Balentine, C.P.M., CPP, John L.


Title:
Questions: A Universal Tool for Supply Managers
Abstract:
Discover how questions are a universal tool in every functional area of your work. This session includes an easy 12-step method for composing effective questions, teaches how to use four basic question types to gather information, and illustrates why Lieutenant Columbo was so successful.
Authors:
Phillips, C.P.M., CPPB, A.P.P., James T.


Title:
Reduce Risk, Improve Performance Through Enhanced Supplier Relationships
Abstract:
The quality of supplier relationships will become paramount as supply managers position their companies to manage risk, become more responsive to customer requirements, and implement new technology that optimizes performance. This session dives into best practices in supplier relationship management as a business process and technology.
Authors:
Smock, Douglas A.
Rudzki, Robert A.
Rogers, Steve


Title:
Service Level Agreements that Actually Work
Abstract:
This session is for contract managers, sourcing professionals and even other internal clients who need to take a part in service level agreement (SLA) creation. It is based on years of creating SLAs at many different large organizations and seeing what works and does not work.
Authors:
Maxim, Jon
Todesco, John


Title:
Should Supplier Evaluations be a Strategic Global Supply Management Process?
Abstract:
This presentation uses available supplier evaluation models and builds to process improvement programs that weld supply chains into a cohesive, competitive, and cost-effective system to maximize total value. It includes "how to" problem solving tools, models and systems that can be used to eliminate problems forever leading to Zero Defect Culture.
Authors:
Rodeghier, Jill
Chang, MS, Engr, PE, John C.
Stegner, Jonathan R.
Kemp, Ph.D., C.P.M., Robert A.


Title:
Skills Development for Remote Teams
Abstract:
You're opening international purchasing offices around the world. But how do you assure that the skills required for the roles are what you get when you hire in a competitive job market? Learn how some companies have been successful in developing skills of procurement teams in Mexico and China using a standard knowledge building approach.
Authors:
Keith, Bonnie
Zucker, Elizabeth


Title:
Strategic Sourcing in Retail: How to Survive and Succeed
Abstract:
In the highly competitive retail industry, where margins are driven by consumer spending, retailers are increasingly pressured to control and reduce operating expenses. In the last three years, the Longs sourcing team has touched virtually every indirect spend category, from basics like store supplies to high dollar complex construction categories, that resulted in profit improvement for Longs and their shareholders.
Authors:
Edsinger, Angeline
Bacigalupi, Alice


Title:
Successful Negotiating - Mars vs. Venus Style
Abstract:
Supply management professionals comfortable with their role as a negotiator and possessing strong negotiating skills have a major advantage in today’s marketplace. Men (Mars) and women (Venus) both approach negotiating quite differently. This session uses real-life negotiation examples to illustrate Mars vs. Venus negotiating, revealing many of the most common negotiating mistakes that women and men make, the differences in the negotiating styles of both men and women, how to apply the necessary skills to achieve success, and more.
Authors:
Mitchell, C.P.M., A.P.P., Lorrie K.


Title:
Supplier Diversity: Impacting the Bottomline!
Abstract:
This session describes how supplier rationalization and other challenges impact minority suppliers. Learn what you can do to have a strong supplier diversity program especially when faced with challenges of organizational change, pressures to increase supplier performance, and/or to improve the bottom line. Gain insight from a multiple award-winning organization on how you can manage your minority suppliers and how helping them help you!
Authors:
McCormes-Ballou, C.P.M., A.P.P., Robert M.


Title:
Supplier Management for Complex Outsourced Services: A Strategic Framework
Abstract:
This session provides supplier relationship managers and supply management professionals responsible for complex services agreements (such as mail, food, travel, print, document, and facilities management services) with a rationale for implementing a supplier management strategy, and presents a comprehensive framework for implementing a program of strategic supplier management.
Authors:
Madow, Eliot A.


Title:
Supply Chain Business Continuity: Preparing to Survive the Next Disaster
Abstract:
An uninterrupted supply chain, extremely important in day-to-day business operations, becomes even more critical following a disaster. The absence of needed supplies, equipment, and services can delay the restoration of business operations, a resulting loss of revenue, and a possible loss of customers and clients. This workshop covers the currently accepted best practices for developing a comprehensive Business Continuity Program. An assessment will be conducted to help you better understand your organization's current level of disaster preparedness. A step-by-step process for developing a Business Continuity Program will be presented that can be used to initiate a new initiative, evaluate an existing program, or better understand where your business unit fits in the big picture of the organization’s Business Continuity Program.
Authors:
Kildow, CBCP, FBCI, Betty A.


Title:
Supply Chain Skills Assessment: Building the Dream Team
Abstract:
Procurement organizations are challenged to do more with less and still provide world class results. The key to success starts with the right mixture of team experiences and skills. This workshop details the process to assess and optimize procurement organizational skills and capabilities which are required to achieve maximize effectiveness.
Authors:
Patton, Michael G.
Triguba, Mark


Title:
Supply Risk Management: Assuring Supply While Controlling Cost
Abstract:
Supply disruptions consume much more than hard-won cost reductions – they threaten quarterly earnings, customer loyalty, and even a company's overall brand in the market. Today's lean and highly outsourced supply chains leave procurement teams with little visibility to anticipate and react to risk. This session describes the safeguards that leading organizations are putting in place – from establishing a dashboard of vulnerability and criticality, to continuous supplier monitoring, to assessments and interventions – even as the outsourcing trend continues.
Authors:
Lawton, Jim


Title:
Talent Management in Sourcing
Abstract:
Talent management is becoming more and more critical as sourcing professionals are in high demand. Talent management in sourcing can be split into three broad areas: recruitment, people development and retention of the talent. This session gives the participants insights into how Nokia deals with these challenges and shares some good practices around recruitment, development and retention.
Authors:
Lindstrom, Marika


Title:
Ten Fundamental Strategies and Best Practices of Supply Chain Organizations
Abstract:
Company leaders are now actively recognizing the importance of their supply chains. Many have begun taking steps towards implementing methods and processes in order to be considered "World-Class." This session shares 10 fundamental strategies and best practices that guide supply chain organizations to achieve or be identified as "World-Class."
Authors:
Engel, C.P.M., Robert J.


Title:
The "Gotchas" of Equipment Leasing
Abstract:
Why is it that equipment leases often end up costing more than you expected — sometimes a whole lot more? Did you know that 99% of all leases contain Gotchas? Supply professionals responsible for selection of a leasing company and negotiating the best terms feel like they don’t speak leasing.
Authors:
Redmond, Mary A.


Title:
The Hub Factor: The Art of Influence through Powerful Networking Skills
Abstract:
Networking is all about making important personal connections and building social capital. The time to create a network is before you need one – whether you’re job hunting, being a mentor, creating key business alliances or helping new employees integrate into the company. However, more than three-quarters of Americans are uncomfortable with networking. Yet the most successful people spend about 85% of their time building and maintaining relationships.  The Hub Factor teaches that true networking is more about the art of leaving people feeling better about themselves than when you met them. This is the art of influence, and how you build loyal and responsive networks. Learn a different model for networking skills that could make the difference between a highly successful career and an average one. In a fast-changing world where connections really count, this session will leave you with the skills to start building your spheres of influence with confidence.
Authors:
Hubbel, Julia E.


Title:
The Human Factors in Managing China's Supply Chain
Abstract:
This session presents a view angle from within China about the human factors that affect management of China's supply chain, from current socioeconomic situations that affect Chinese people's mindset, to the specific issues related to employees, suppliers, customers and government officials. We’ll provide some advice on establishing and dealing with China's supply chain, and how to avoid some of the pitfalls. Comparisons will be made between American business culture and practice with China today.
Authors:
Wai, Tony
Hou, Kevin


Title:
The New Customer of Choice Imperative: Ensuring Supply Availability, Productivity Gains, and Supplier Innovation
Abstract:
Learn how to build and maintain "customer of choice" status with critical suppliers — without compromising on price, and even in the absence of large-volume orders. This workshop provides sourcing and supply executives with practical tools based on approaches of world-class companies, and share findings from in-depth research with senior sales executives.
Authors:
Bew, Robyn


Title:
The Only Game In Town Purchasing Single/Sole Source Goods Effectively
Abstract:
No matter how hard we try and plead with our internal customers, purchasing professionals must deal with some single/sole source procurement. How this aspect of the task is approached has a great deal to do with our success in controlling and maintaining positive results. This session will cover some helpful ways to keep such procurements under control.
Authors:
Whittington, C.P.M., A.P.P., CPCM, Elaine


Title:
The Role of Bid Optimization in Strategic Sourcing
Abstract:
Make supply managers aware of the power of sourcing optimization software. Optimization has been traditionally applied to transportation. As supply professionals assume a more strategic role and buys become more complex through multiple business unit sourcing, consolidation and outsourcing, optimization allows for more sophisticated analysis of these strategic buys.
Authors:
Giunipero, Ph.D., C.P.M., A.P.P., Larry
Carter D.B.A., Phillip L.


Title:
Theory Z of Supplier Relationship Management
Abstract:
Just as Theory Z shattered long held views about managing people, this session challenges the faulty assumptions that drive SRM leading to significant value loss. Learn how to achieve dramatic breakthrough results in supplier relationships that will far exceed the value called for by the contract.
Authors:
Raheja, Dalip
Ellis, Randall


Title:
Tools You Can Use for Contingency Planning
Abstract:
This workshop introduces the principles and tools for managerial use in the development of a contingency plan and assessment. A disaster recovery toolkit will be provided with items such as: contingency audit questionnaire, business impact analysis questionnaire and a checklist, action list and framework for disaster recovery and business continuity planning.
Authors:
Washington, C.P.M., Pamela R.


Title:
Understanding Buyer Supplier Conflict
Abstract:
The interdependencies that occur between buyers and suppliers today invariably lead to conflict. How that conflict is managed often determines the future success of the relationship. Understanding the nature of conflict and its effects within the supply management process is a critical skill set in today’s supply management environment.
Authors:
Alewine, C.P.M., J. David


Title:
Understanding and Using Leverage in Procurement Today
Abstract:
This session is designed to give sourcing professionals and managers practical insight into the challenges of using leverage in today’s environment. It gives effective methods to develop and maintain leverage by exploring both the buyer and supplier side of the negotiation.
Authors:
Maxim, Jon
Todesco, John


Title:
Update On Recent Developments In International Purchasing/Contracting
Abstract:
Overview of recent developments impacting professionals in international purchase/sale of goods with a focus on the Convention on Contracts for the International Sale of Goods — CISG — and results of two recent studies: benchmarking on the use/non-use of particular contractual terms and conditions in international commerce and the use of arbitration.
Authors:
Rumbaugh, J.D., C.P.C.M., Charles E.


Title:
Using Lean Principles to "Lean Out the Supply Chain"
Abstract:
With contacts throughout the supply chain, who would be better than the supply chain professional to implement lean principles? Learn five principles of lean and value stream mapping to identify costly value stream activities.
Authors:
Barkman, MS, C.P.M., Sandra
Marks, MBA, Bryon S.


Title:
Viva Lean Vegas! Applying Quality to Determine Supply Management's Value
Abstract:
Innovation is the buzzword in nearly every company today. But how do you get the process off the ground? Learn how one company leveraged an innovation toolkit today to design the sourcing tools of tomorrow. Included will be a method to measure your innovation pipeline.
Authors:
Williams, C.P.M., Kevin J.


Title:
Wake Up Your Supplier Diversity Program: How to Develop an Effective Supplier Diversity Process.
Abstract:
Does your supplier diversity program realize great results? Are you starting a new program and want some helpful hints? Does your program take a lot of effort to realize even limited results? This how-to workshop provides examples and proven steps to a successful supplier diversity program.
Authors:
Terrill, C.P.M., A. Clark


Title:
Winning Business Cases: How to Develop, Structure, and Present Them
Abstract:
How do you convince management that your action proposal for supply chain improvement will significantly support corporate strategies? By developing an air-tight business case! This session explains how to successfully develop, structure and present a case. A step-by-step plan illustrates how to frame opportunities, cultivate stakeholders, and secure management support. Lessons learned will also be provided.
Authors:
Crimi, Thomas A.
Kauffman, Ralph G.


Title:
World-Class Negotiations Management: Best Practices, Tools and Future Directions
Abstract:
Elevate your negotiations management practices to world-class standards. This session provides supply managers with specific concepts, tools and processes that can make a real difference in negotiations strategy development and execution.
Authors:
Rudzki, Robert A.