2006 International Conference Proceedings (May 2006)

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Title:
A Best-Practice Approach for Developing Global Supply Chains
Abstract:
To be competitive in today's global marketplace, and to effectively serve global operations, supply chains must also be "world class". This paper provides a step-by-step approach to global supply chain development, contrasts global to domestic development, and identifies challenges, complexities, and strategies for building multi-national supply chains.
Authors:
Ralph G. Kauffman
Thomas A. Crimi
Gary L. Stading
Topic:
Leading Practices with Proven Results



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:
Applying the Five Core Disciplines for Strategic Supply Chain Management
Abstract:
Today's environment of short lead times, tight delivery schedules, and dramatically increased product variety puts ever-increasing pressure on a company's supply chain. Companies who can effectively align their supply chain operations with their overall business strategy can create substantial competitive advantage — improving both the top and bottom line. The book Strategic Supply Chain Management: The Five Disciplines for Top Performance is based on these concepts, as well as the premise that agile, strategic supply chain management is a competitive necessity in today's global business arena. This workshop, derived from the concepts in the book, provides an overview of each of the disciplines, tips and tools for overcoming the challenges inherent in mastering them, and vignettes of how real companies are using them to create competitive advantage. It also provides attendees with the opportunity to evaluate their own organization’s maturity within the five disciplines in real time.
Authors:
Shoshanah Cohen
Dirk DeWaart
Topic:
Supply Management: A Strategic Perspective



Title:
Avoiding And Addressing Troubled Supplier Situations
Abstract:
In today's economy, the news is filled with stores of financial woes or bankruptcies of suppliers. Causes for the financial situations can vary but with the current environment of increased raw material and other costs, the number of supplier troubled companies is also likely to continue to rise. To prevent disruption to your business, as a customer of the suppliers, and to assure a safe source of supply for your production, you must stay on top of your suppliers' situations. This article is intended to provide you with a checklist and summary of the signs of trouble you should look for and the steps you should take to effectively avoid disruption to your supply chain.
Authors:
Sheryl Toby
Ronald L. Rose
Topic:
Managing and Coordinating Supplier Relationships



Title:
Building a Quality Focused Supplier Process (QFSP) in Your Organization
Abstract:
Today's customers expect zero defects with JIT delivery from their suppliers of the specified quantities as a matter of standard practice. More importantly, customers expect us to help them know what they need in terms of quantities and quality now and for the future. No other change process adds long-term value as quickly as zero defects. Companies failing to embrace this quality culture face difficult challenges. To achieve this level of performance requires tremendous focus in your organization and throughout its supply base. The fourbroad processes and eight steps discussed here will help an organization create a quality culture of zero defects.
Authors:
John C. Chang, PE
Jill Rodeghier
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Leading Practices with Proven Results



Title:
Buying Under the Influence
Abstract:
Does anyone deserve $500 million to influence the listening behavior of the public? Well Sirius believes Howard Stern obviously does! In his recent move from public syndicated radio, to satellite Sirius, he has influenced many of his fans, who use to listen to him for free, to pay a monthly subscription fee to listen to his now uncensored monologue. With Howard's five year unprecedented contract with Sirius it is not difficult to see the impact, power and influence one person has on the buying public. Sirius' subscriber rate jumped from less than 300,000 in 2003 to 3.3 million subscriptions at $12.95 per month in the beginning of 2006. With over $512 million in annual gross sales, Stern's move is proving to be a win-win for him and Sirius.
Authors:
Laura Birou, Ph.D.
Topic:
Tools for the Effective Supply Manager



Title:
CPS, EIPP, EDI – Which Payment Acronym is Right for You?
Abstract:
This paper supports a workshop to be held at the 91st Annual ISM International Purchasing Conference to be held in Minneapolis, MN from May 7 through 10, 2006. Corporate Purchasing Solutions, Electronic Invoice Presentment and Payment, Electronic Data Interchange, Automated Clearing House - which tool is the best payment method? Any of them could be, based on the commodity involved and the sourcing process used. This presentation will discuss when each payment solution plays a role.
Authors:
Kevin Williams, C.P.M.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Clearer Communication for Results Producing Relationships
Abstract:
This paper summarizes communication basics that foster open influential dialogue while providing direction that drives results. The first section provides a brief overview of communication. Next, we explore individual traits for more intimate dialogue. Third, the dynamics for good team directives that work internally and externally. The fourth section describes strategies and tactics that can be effective in cross-cultural communications throughout the supply chain. The final section discusses how insights from cross-cultural discussions can be applied to everyday communication.
Authors:
M. Sean Agnew
Topic:
Professional Growth: The Key to Your Future



Title:
Contract Writing and Management For Supply Chain Professionals
Abstract:
The procurement/supply chain profession is clearly transitioning from placing purchase orders to establishing and managing comprehensive contracts with strategic suppliers. This has created a need for procurement/supply chain professionals to develop and refine contract preparation and contract management skills. For some of our more complex transactions, there will also be a need to develop contract administration and management skills among other company employees who will monitor supplier performance on our behalf. This article will provide a summary of some key elements of contract writing and management which are relevant in the contemporary procurement environment.
Authors:
Ernest G. Gabbard, JD, C.P.M., CPCM
Topic:
Tools for the Effective Supply Manager



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. We will review 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. Essential in contracting services is the development of a clear, concise and effective scope of work is essential to ensure that the supplier(s) understand the requirements of the good/service request. This understanding will lead to superior supplier performance and overall success.
Authors:
Jim Haining, C.P.M., A.P.P., MBA
Topic:
Tools for the Effective Supply Manager



Title:
Creating Strategic Value through Trust: Results from Practitioner Surveys
Abstract:
Given the increased recognition of trust as a valuable strategic and operational resource, it is critical to assess and evaluate trust-related dimensions in the supply chain. Trust measurement has evolved into a strategic, value-adding tool for progressive supply teams. The paper pinpoints the diversity of trust as an essential decision making tool in dynamic supply organizations. More specifically, results of what practitioners say regarding trust assessment in supply chains is reported.
Authors:
Stanley E. Fawcett, Ph.D.
Alvin J. Williams, Ph.D.
Topic:
Managing and Coordinating Supplier Relationships



Title:
Creating Value through Mentoring and Networking
Abstract:
In supply chain management, it is recognized that value is created by the savings that is generated through strategic initiatives and tactical actions. Building a network within the extended enterprise, including customers and the supply chain, can become a strategic weapon for the organization. Obtaining information on critical issues from others can be vital to the competitiveness of the organization. Recently, understanding which customers were open to steel or energy surcharge increases provided a leading edge. As issues become increasingly more complex, it is important to build networks across companies and all functional areas within a company.
Authors:
Lori A. Sisk, C.P.M.
Michelle Keith
Topic:
Professional Growth: The Key to Your Future



Title:
Creating a One-Step Supply Chain
Abstract:
Sun’s Worldwide Operations’ (WWOPS) purpose is to deliver a decisive and competitive advantage to Sun and its customers. By taking links out of its traditional supply chain and establishing a new supply chain as a virtual enterprise, Sun improved efficiency and significantly reduced costs, ultimately enabling the company to better meet or exceed customer expectations.
Authors:
Eugene McCabe
Topic:
Leading Practices with Proven Results



Title:
Creating a Purchased Price Index as a Key Performance Indicator
Abstract:
Developing and maintaining a Purchased Price Index and comparing it to external indexes is an essential Key Performance Indicator (KPI) to demonstrate Supply Management's value added. A rather common issue for Supply Management organizations is their desire to provide faster information that clearly shows that they are in fact doing a good job at obtaining best pricing from suppliers. This can be extremely difficult when cost reductions are difficult to obtain and prices are going up because of economic conditions that fall beyond the control of the either buyer or seller. One of the best ways to show Supply Management’s pricing performance is to compare the changes in prices paid by the organization to the changes in published Indexes. This article will explain this process by taking the reader through a typical scenario.
Authors:
Robi Bendorf, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Creating, Scoring and Using Your Personal Scorecard for Professional Development
Abstract:
A personal professional development scorecard and its accompanying processes hold significant potential to help professionals improve advancement opportunities, job security and to add value to all operations. CAPS studies and other literature show that to be competitive in the future we must all be better, faster. Moreover our professional abilities must improve continuously over our lifetime. This workshop provides participants specific knowledge and tools to create and use their personal professional development scorecard. Discussions include a step-by-step process, resource identification, evaluation techniques and metrics, scoring, benchmarks, best practices and a useable personal scorecard along with the potential benefits. Everyone needs a personal professional development scorecard.
Authors:
Mark Thompson, C.P.M.
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Current Trends and Future Directions in Services Outsourcing and Offshoring
Abstract:
Managing and controlling services spend continues to be a topic of great interest and importance to all sectors of the economy. This research presents a summary of the results of a survey administered during the summer of 2005. 162 companies from a number of different industries responded to questions on services spending, outsourcing and offshoring. With the growth in services spending and the recognition of the opportunities to improve business results through services purchasing, this topic is very timely.
Authors:
Lisa E. Ellram, Ph.D.
Wendy L. Tate
Topic:
Supply Management: A Strategic Perspective



Title:
Customer-Supplier Relationship Improvement: Cost of Poor Quality Measures
Abstract:
The traditional price-based relationship among customers and suppliers is changing. Long-term relationships are being built based on total cost, trust, innovation, quality, and flexibility. To build and improve relationships, tools are needed, many different tools! As a supplier measurement tool, a Cost of Poor Quality approach provides direct insight into the areas that have the greatest opportunity to drive non-value-added costs down.
Authors:
Janet R. Raddatz
Donna Klemme
Topic:
Managing and Coordinating Supplier Relationships



Title:
Developing Customer Guidelines – A Communications Tool for Optimizing Supplier Selection
Abstract:
Choosing suppliers based on their capabilities and the potential "win/win" relationship is paramount in today's supply management (SM) environment. In order to accomplish this, SM professionals need to begin by educating, communicating, and socializing the SM process with their internal customers. Customer Guidelines are designed to set the expectations of the internal customer and prepare them as they work with SM throughout the solicitation and supplier selection process. Topics that warrant discussion include: how Customer Guidelines assist in identifying roles and responsibilities, developing a project timeline, defining the solicitation process, creating appropriate supporting documentation, and more.
Authors:
Lorrie K. Mitchell, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Effective Business Partnering Approach with HR and Procurement
Abstract:
As a Purchasing professional, have you ever felt like you were in a no-win situation with regard to effective business partnering with your key stakeholders and customers…that the business partner is making all the strategic decisions and Purchasing is just reacting and pushing paper…that Purchasing is playing the controls and watchdog role while our business partners are secretly working with the supply base on design and cost…that Purchasing has cost savings goals to be met for management while the business partner is focused solely on supplier quality/service goals…that Purchasing doesn't understand their business partner’s strategic objectives and business acumen…and in the end, every day is filled and with tension and there seems to be no way to pull a sourcing team together that is on the same page, helping each other achieve great results for the company…a stalemate…well, there is a better way, and it's quite simple…but it does take courage, patience, perseverance, and some humble pie…it's called, Business Partnering 101...Let's discuss this journey...
Authors:
Eric G. Jaeckle
Topic:
Leading Practices with Proven Results



Title:
Effective Manufacturing Outsourcing In China
Abstract:
China has become the world's manufacturing center and in today's competitive environment almost every company’s supply chain strategy needs to include a China component. It is critical that supply managers learn effective strategies and best practices so they can determine which products, components or commodities fit best in China and allow them to optimize the China component of their company’s overall supply strategy.
Authors:
James B. Ullum, MBA, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Getting What You Pay For? - Total Cost of Ownership Model
Abstract:
"Are you getting what you pay for?" This Total Cost of Ownership model calculates the multiple variables that determine total cost. By using the tool when sourcing a requirement, the supply professional takes steps to mitigate risks that translate into increased cost. The tool applies weighted values to such elements as price, logistics, quality, risk, maintenance and repairs, and administrative and financing factors to determine a "total cost" for the requirement. The tool provides a format to calculate the factors used in a Total Cost of Ownership decision. The weighted cost factors consider the importance and degree of risk involved in the purchase. Individuals should understand their own organization's needs to define the amount of weight (risk) assigned to each variable. This model is also intended to inspire thought on how your organization can add/subtract elements to determine your own Total Cost of Ownership model.
Authors:
Sandra Barkman, C.P.M.
Bryon S. Marks, MBA
Topic:
Tools for the Effective Supply Manager



Title:
Getting the Most From Your Indirect Purchasing Dollar
Abstract:
Every organization has some form of indirect purchasing. Even pure service businesses need office supplies, janitorial services and occasionally, consultants. This paper will discuss the characteristics that make Indirect Purchasing somewhat different from purchases of direct materials. Goals, objectives and strategies for indirect purchasing will be developed. Tools for indirect purchasing and inventory management will be described, followed by performance measures and other related topics. In some organizations, indirect purchasing is perceived as somewhat less important than the purchase of direct materials. While it is obviously vital that an organization maintain a smooth flow of materials for production, it should be equally obvious that without the necessary energy, lubrication and maintenance, production will just as quickly halt. It is the purpose of this paper to explain that, while some of the characteristics of indirect purchasing are different from direct purchases, it is of equal importance.
Authors:
Lee Buddress, Ph.D., C.P.M.
Michael E. Smith, Ph.D., C.Q.A.
Alan Raedels, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
High Impact Negotiating: A Strategic Marketing Perspective
Abstract:
Successful negotiating is an integral part of sustained supply performance within supply chains and across networks. Since both negotiating and marketing are key drivers of value, it is important for supply professionals to take a 'marketing approach' to the development and execution of workable negotiating strategies in dynamic supply environments. More specifically, the paper highlights the mechanics of 'how' to implement a marketing mindset across the array of negotiating challenges in supply.
Authors:
Alvin J. Williams, Ph.D.
Topic:
Tools for the Effective Supply Manager



Title:
Hitting Home Runs: Supply Managers as Supplier Diversity MVPs
Abstract:
Procurement Managers today are seen as critical players in delivering cost savings, better quality products and services, and higher supplier diversity results in the supply chain. Sometimes the pressure to win on all three fronts seems like an impossible objective.

Fortunately, many procurement managers are meeting this challenge today and are achieving winning corporate supplier diversity results along with higher quality and bigger cost savings. Whether your job title is contract manager, strategic sourcing manager or supply manager, when you are up at the plate, you have the chance to deliver a home run that drives in all three competitive advantages. This presentation will highlight some winning plays and will lay out the strategy for becoming a supplier diversity MVP.
Authors:
Joan N. Kerr
Topic:
Supply Management: A Strategic Perspective



Title:
How to Build a Strong, Well Developed Supplier Diversity Program
Abstract:
Corporations look to supply chain management to ensure that their supplier diversity efforts are successful. Does your organization have a supplier diversity program in place? Is it producing the results that you would like? Are you starting a newly created supplier diversity program and would like to design it to ensure success? Do you think that your program is successful, but it takes a lot of effort to realize such success? Does your program require significant effort to realize even limited results?

If you answered yes to any of these questions, this workshop is for you. In this "how to" workshop, we will provide examples and concrete steps to build a strong, well developed supplier diversity program.
Authors:
A. Clark Terrill, C.P.M.
Topic:
Leading Practices with Proven Results



Title:
Insulating the Supply Network from Corporate Social Responsibility Risk
Abstract:
The rapid globalization of supply chains exposes companies to myriad opportunities, but also heightened risks -- including increased exposure to corporate social responsibility ("CSR") risks from the supply base. This paper and the presentation will frame the challenges and opportunities of managing CSR risk in the extended supply chain, as well as explore elements of effective tactics based on demonstrated best-practices from leading global supply organizations.
Authors:
Robyn Webby
Topic:
Supply Management: A Strategic Perspective



Title:
Intel Case Study: Using Your Purchasing Department as a Savings Solution for Rising Healthcare Costs
Abstract:
A growing trend among leading corporations is to ask their purchasing department to get engaged in the procurement of HR and employee benefits services. This has traditionally been an area where companies have hired outside consultants and insurance brokers to negotiate the terms of their contracts and respective fees. In addition, HR often served as the point of contact for these consultants and brokers and was responsible for hiring them to assist in this process.
Authors:
Sharon M. Drljaca
Topic:
Supply Management: A Strategic Perspective



Title:
Interpreting the Numbers: From Data to Design
Abstract:
The design of a distribution center in a supply chain network depends on the proper analysis of the storage and handling requirements of the products to be stored. The best way to determine these requirements is through an extensive analysis of the historical data for the company, including inventories, movements, and receiving and shipping characteristics, as well as accurate projections for future growth of individual company product lines. Many steps can be taken during this analysis to convert the information into design criteria which will be used to determine how, when, and where each product will be stored and handled. In this way, the resulting distribution center can be used to effectively fulfill customer orders with the most efficient method.
Authors:
William Elenbark
Robert Muller
Topic:
Supply Management: A Strategic Perspective



Title:
Lean Office: Team solutions. Priceless Knowledge.
Abstract:
This presentation will give attendees an easy to use method to strategically analyze administrative processes, eliminate waste and increase overall communication, effectiveness and awareness. The lean event is a logical, meticulous way of identifying inefficiencies and eliminating waste. Each lean event involves participants from the process being examined, customer(s) and objective employees. Together, the group discusses how tasks are completed, defines who’s responsible for the actions at every step, identifies wasteful activities to change or eliminate and creates the framework for the future state. Both the current and future state versions of the process are mapped.

This information will be shared in a how-to fashion by the founders of the program.
Authors:
Kristi Huls
Jane Mobilia-Witte
Topic:
Leading Practices with Proven Results



Title:
Lessons Learned: Ten Ideas for Effective Strategic Sourcing
Abstract:
Effective Strategic Sourcing must be supported by an enabling infrastructure of processes, analysis, staff involvement and participation, and strategic focus. Based on a crossindustry review, ten specific areas for evaluation and improvement are offered that could add five to ten percent net savings to an organization's bottom line. Each finding is reviewed and actions are recommended if gaps exist.
Authors:
George L. Harris
Topic:
Supply Management: A Strategic Perspective



Title:
Listening: A Supply Manager's Imperative
Abstract:
For Supply Management professionals, listening could increase substantially -- even double -- their success simply by controlling their tongues and really listening to clients/customers, coworkers, supervisors/leaders and suppliers. In one day Sampson slew 1,000 Philistines with the jawbone of an ass. Every day ten million procurement transactions are killed with the same weapon.

This session is a result of comments made last year in a class taught about Questions and is designed to examine Listening: A Supply Managers Imperative.
Authors:
James T. Phillips, C.P.M., A.P.P.
Topic:
Tools for the Effective Supply Manager



Title:
Locating and Qualifying Global Sources (The Steps to Start or Revitalize a Global Sourcing Effort)
Abstract:
It is a small world after all, as a Disney song says. In the Sourcing arena it has never been more true. We are challenged either directly or indirectly to find that low cost supplier, where ever they might be, today. In this global search we are more and more prompted to look beyond our borders, and many times beyond the oceans to find that low cost source. Assuming we are looking for that 'holy grail' of the lowest cost and therefore are going to try countries that are new into the market place, what do we do now? What do we need in place before we start the search? How do we find a source that can supply our parts in countries we have never visited or know much about? How can we 'qualify', or at least assure ourselves of their capability 'over there'? These are questions this presentation will try and provide some answers for as we face this challenge more and more in this competitive marketplace.
Authors:
Anthony "Tony" A. Noë, C.P.M., A.P.P., CIRM
Topic:
Supply Management: A Strategic Perspective



Title:
Location, Location, Location: Disasters and Other Impediments on Supply Networks
Abstract:
This presentation will discuss and explore location considerations that purchasing professionals should evaluate as part of their supplier criteria as every business has a location. Many location considerations will be examined. While Force Majeure can excuse a party for performing its contract, some locations are more susceptible to calamity than others. This "Disaster Awareness" is the first step for true Disaster Preparedness. By staying out of harms way, a business will have to prepare for fewer disasters and avoid the costs of both preparation and interruption.
Authors:
Charles C. Carpenter, CFM
Topic:
Supply Management: A Strategic Perspective



Title:
Managing and Addressing Troubled Suppliers
Abstract:
All businesses have critical supplier relationships that could impact their ability to deliver quality products/services in a competitive manner. Interruptions can cause significant damage to both financial results (e.g., lost sales, idle facilities, consequential damages, etc.) and to your company image. Suppliers are also sources of innovation and features for the goods and services that your customers want, so maintaining the right suppliers is essential. In this article, we will address techniques for identifying and avoiding supplier based risk, and strategies for dealing with those that may eventually turn into troubled supplier situations.
Authors:
Kimberly Davis Rodriguez
Peter Stenger
Topic:
Managing and Coordinating Supplier Relationships



Title:
Materials And Supply Metrics: What to Measure and How to Measure It
Abstract:
This workshop: (1) explains the value of metrics; (2) introduces critical supply metrics; and, (3) helps participants plan their own materials and supply metrics.
Authors:
R. David Nelson, C.P.M., A.P.P.
Dr. Kenneth H. Killen, C.P.M.
Topic:
Leading Practices with Proven Results



Title:
Measuring Contract Management Process Maturity: A Tool for Enhancing the Value Chain
Abstract:
The use of maturity models have emerged as a successful method for measuring and improving organizational critical core processes. This presentation will discuss a case study on the development and application of the Contract Management Maturity Model (CMMM) as a method for assessing and improving an organization’s contract management process capability.
Authors:
Dr. Rene G. Rendon, CPCM, C.P.M., PMP
Topic:
Leading Practices with Proven Results



Title:
Navigating and Networking at the Conference
Abstract:
This paper defines the process of networking and is our personal advice on how you can use networking at ISM's 91st International Supply Management Conference as a great career building opportunity for you. Professionalism is all about networking!
Authors:
Robert A. Kemp, Ph.D., C.P.M.
Sharon Hauht, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Negotiating in a Sarbanes-Oxley World
Abstract:
This paper provides a background on the Sarbanes-Oxley Act (SOX) and its impact on negotiations by supply management professionals. SOX does not dictate contract negotiation outcomes, but a basic understanding of SOX is important for planning negotiations and anticipating possible SOX issues. The essential steps of negotiation – planning, understanding the issues and needs of the other side, assembling the appropriate teams, formulating communication strategies and options – are implicated in new ways in the world of Sarbanes-Oxley. Even for nonprofit and governmental organizations not technically covered by the statute, SOX has resurrected visibility of internal controls in organizations. Organizations’ interests that must be accommodated include integrity in financial reporting and a process for evaluating risk in transactions. The use of service organizations, those outsourced arrangements directly touching financial reporting in a material way, adds substantive issues to any complex negotiation.
Authors:
Richard Pennington, J.D., C.P.M.
Topic:
Managing and Coordinating Supplier Relationships



Title:
New Product Development: Frontloading Management
Abstract:
One of the great challenges in business and government today is for organizations to use technology to compete in world markets. This involves designing better, higher quality products and getting them to market quickly, before the competition. Supply management professionals can play a pivotal role in coordinating the transition of new products from the development stage to the production stage. We see several Japanese companies are now challenging this new role in order to succeed in a global competition. This workshop shows how Japanese supply management professionals evolve in terms of its role during the new product development stage and how its role effects the traditional supplier relationship. The survey consists of different industry categories, such as mining, contract construction, manufacturing (food, textile, electric/electronic, transportation equipment), wholesale and retail trade, and services by standard industry codes(SIC).
Authors:
Osamu (Sam) Uehara, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Performance-Based Contracting: Results, Performance Standards, Incentives
Abstract:
Performance-based contracting (PBC), sometimes referred to as performance based service contracting (PBSC) or performance-based service acquisition (PBSA), is a good method and often fits especially well when buying services.

The primary essential elements for using PBC are: (1) Describing the requirements in terms of results rather than methods of performance, (2) Using measurable performance standards (e.g., terms of quality, timeliness, etc.) and quality assurance surveillance plans, (3) Including performance incentives where appropriate (positive and negative).
Authors:
Ronald L. Straight
Topic:
Tools for the Effective Supply Manager



Title:
Practical Purchasing Solutions for Small to Medium-Size Companies
Abstract:
The general perception is that "Purchasing is Purchasing", regardless of the size of the organization. The conclusion is that the main difference is just the number of zero's on the order, whether it is the quantity or the total dollar amount of the purchase. To some extent, this is true for the basic principles of purchasing and supply management. Many purchasing principles and functions apply regardless of the size of the organization, however small to medium-size companies face different challenges than do their large company counterparts.

We hope to point out many advantages that the smaller companies have to handle challenges and uncover practical solutions that have been successfully field tested by other companies similar in size.
Authors:
Richard H. Skonier
Topic:
Tools for the Effective Supply Manager



Title:
Problematic Ts&Cs: Consequential Damages, Liquidated Damages, Indemnity, and Limitations on Liability
Abstract:
These problematic clauses should always catch and hold your attention when you are reviewing a contract. These provisions can provide significant protection to your organization or expose it to significant peril. They apportion risk between purchaser and supplier and should always be carefully reviewed to make sure that they fit the circumstances of each contract. There is no "one size fits all" when it comes to these terms and if they are at issue, you should seek legal assistance.
Authors:
Dwight A. Howes, J.D.
Topic:
Tools for the Effective Supply Manager



Title:
Quality: Developing Process Metrics
Abstract:
This session will enable your ability to improve quality through process metrics. When one thinks of quality, it's one thing to measure widgets for conformance to a spec, but what if there is a need to measure a process? This session will introduce a simple matrix that can be very helpful in assisting individuals in their efforts to measure processes to improve quality.
Authors:
Keith Wagoner
Topic:
Supply Management: A Strategic Perspective



Title:
Sarbanes Oxley Impact on Supply Chain Management
Abstract:
When the Sarbanes-Oxley act (SOX) was signed into law on July 30, 2002 it changed the way executives at nearly every public company thought about their business. While SOX gained attention in 2003 and 2004 for its focus on financial and accounting issues, the focus in 2005 and 2006 has shifted to other functional areas such as Supply Chain, Human Resources, and Information Technology. It is clear that this trend will continue, and for supply chain leaders, the time is right to establish an active role in your company's corporate governance strategies.

The SOX legislation brought the need to have transparency in financial statements to the forefront of corporate issues. And though many companies continue to look at SOX as a "Financial Department Issue", we will explore how our supply chain activities are directly involved and the impact that these have with our company’s pursuit for SOX compliance.
Authors:
Robert J. Engel, C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
Straight to the BottomLine: Getting Senior Management’s Attention for Procurement Transformation
Abstract:
One challenge that procurement executives face is the lack of senior management's understanding of the strategic opportunity that procurement can provide. Having led eight procurement transformations, the co-authors of Straight To The Bottom Line: An Executive's Roadmap to World Class Supply Management will share insights on building the case for procurement transformation.
Authors:
Robert A. Rudzki
Douglas A. Smock
Shelley Stewart, Jr.
Michael Katzorke
Topic:
Supply Management: A Strategic Perspective



Title:
Strategic Alliances: How to Make 1 + 1 = 3
Abstract:
A successful strategic alliance goes well beyond the typical buyer/seller contractual relationship and is easily be measured and validated by using the 1 + 1 = 3 benchmark, which means the net gain of the two organizations is much greater than what could be derived by working in a traditional buyer and seller roles. We will review and demonstrate how to develop a formal program to develop and implement strategic alliances with best in class suppliers to maximize your organizations cost and operational effectiveness. An effective strategic alliance between the buyer and seller will far exceed the typical benefits achieved in a traditional buyer/seller relationship in both the short and long term.
Authors:
Michael G. Patton
Topic:
Managing and Coordinating Supplier Relationships



Title:
Strategic Selling and Listening Skills for Supply Management
Abstract:
Supply Management professionals have traditionally been "sold to" by suppliers. We, however, have typically not learned selling and listening skills ourselves, particularly when it comes to influencing or persuading our senior executives to approve our project, product, service, or process recommendations. The influential supply manager is someone who is a skilled salesperson and a competent professional in supply management. The issue of developing selling and listening skills by Supply Management personnel is addressed in this paper.
Authors:
Kathi M. Jobkar, C.P.M.
Topic:
Professional Growth: The Key to Your Future



Title:
Strategic Thinking: Movin' On Up From Supply Management to the Supply Chain
Abstract:
This presentation looks at the evolution and definition of the supply chain concept along with the need for new skills, knowledge, and responsibilities for the supply professional. These are highlighted within the article. There are clear definitions provided and strong arguments for the birth of the supply chain professional. Strategic thinking and sourcing are acknowledged for their tremendous impact on the organization’s bottom line. However, argument is again made that these concepts in their present form are not sufficient to meet the challenges of supply chain management. Companies with the most successful supply chains recognize that their supply professionals must be able to meet the rapid changes of the global economy with a broader breadth of knowledge in other functional areas and enhanced leadership and communication skills. Strategic thinking and sourcing are given a new look, and examples are applied to supply chain management.
Authors:
Marilyn Gettinger, C.P.M.
Topic:
Supply Management: A Strategic Perspective



Title:
Supplier Evaluation: Benefits, Barriers and Best Practices
Abstract:
Measuring the performance of suppliers is vital to ensuring a well-functioning supply chain. This session will feature how to measure the performance of your suppliers and increase your visibility into their operations. We will discuss the business case for supplier evaluation, what should you measure, approaches to assessment, and how to get from performance measurement to performance improvement.
Authors:
Sherry R. Gordon
Topic:
Supply Management: A Strategic Perspective



Title:
Supplier Relations Development: The Groundwork for Supplier Certification
Abstract:
Developing mutually beneficial relationships with your suppliers is critical to any company. Today, we look at the entire supply chain to deliver high value products and services to our customers. The key to building excellent customer-supplier relationships is communication. Communication can’t be one-way; it must be a 360-degree exchange of information.
Authors:
Donna Klemme
Janet R. Raddatz
Topic:
Managing and Coordinating Supplier Relationships



Title:
Supplier Segmentation – The Tool for Differentiation and Results
Abstract:
Not all suppliers are created equal. Suppliers and the material/service they supply can be in one of four quadrants: Commodity, Strategic, Standard, or Key. Their placement in this quadrant is dependant on many factors, such as spend dollars, product complexity, breadth of the supply base, and volume. Once you understand the quadrant characteristics of each supplier, you can then use the strategies and leading practices given to enhance relationships and strengthen negotiations.
Authors:
Diane Bueler C.P.M., A.P.P., C.P.I.M.
Topic:
Managing and Coordinating Supplier Relationships



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



Title:
The Business Plan: A Key to MWBE Supplier Development
Abstract:
Most corporations today face a major challenge in organizing and developing successful Minority and Women Owned Business Enterprise (MWBE) programs. One of the key elements in developing MWBEs to become long term suppliers is to assist them in developing a comprehensive business plan to achieve and maintain sustainable growth. The goal of this session is to help participants learn how to develop and critique business plans that they will encounter when developing and qualifying MWBE sources of supply.
Authors:
Diane Denslow
Topic:
Managing and Coordinating Supplier Relationships



Title:
The Incredible Journey From Fat to Lean
Abstract:
This presentation chronicles the incredible journey that organizations must take to move from the old and archaic world of fat and high cost operations to the new world of lean, low cost, high quality, agile, adaptable and highly productive world-class operations. We must all take the same journey from fat to lean. This workshop provides supply managers and others knowledge and supply management tools to build more effective global supply chains and operations. Our discussions include problem identification, solution techniques, waste, constraint theory, mapping, best practices and the incredible short and long-term benefits available to everyone.
Authors:
Larry Giunipero, Ph.D., C.P.M., A.P.P.
R. David Nelson, C.P.M., A.P.P.
Robert A. Kemp, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
The Only Game in Town: Purchasing Single/Sole Source Goods Effectively
Abstract:
This paper will discuss the differences, advantages, and disadvantages when purchasing from single/sole source suppliers. It will look at the situations which require such strategy and discuss the importance of careful source selection. Some contractual items which may make this type of purchasing tactic effective will be covered.
Authors:
Elaine Whittington, C.P.M., A.P.P., CPCM
Topic:
Tools for the Effective Supply Manager



Title:
The People Side of Supply Chain Performance
Abstract:
Traditionally, improving supply chain efficiency and effectiveness has focused numbers, technology and processes rather than people issues such as how to lead and manage talent, how to create an environment that fosters collaboration, partnership, a world class community of practice, a culture of competitive innovation. Surprising though it may seem, it is only now that we are seriously thinking about the complexities of the people factor; accepting that this is perhaps the most critical factor in achieving and exceeding our business goals … rather than just pay lip service to the point.

This interactive workshop explores the people issues – the critical skills and attitudes and attributes - while, at the same time, illustrates that the advance of technology only serves to highlight the urgency of the people factor rather than diminish it in importance.
Authors:
Andrea Charman
Topic:
Leading Practices with Proven Results



Title:
The Strategic Use of Supplier Price and Cost Analysis
Abstract:
We frequently hear that supply professionals want to be seen as vital contributors to the strategic success of the firm, and that few supply management professionals really feel that they have the attention of executive management. Supplier price and cost analysis can contribute to success in attaining executive attention to supply management activities, but only if it is accomplished within a strategic context. Today's supply manager must move away from simple conceptualizations of analysis as the handmaiden of mere cost containment and toward a focus on the creation of value for the firm, the supplying firms, and for our customers. This presentation provides a strategic context for considering price and cost analysis, an understanding of what is involved, and a view of the practical applications of such analyses. The presentation includes determination of appropriate methods for given market conditions and supplier relationships, an overview of the methods that are available, guidance for leveraging benefit from cost models, and advice for utilizing your results in management decision-making that may enhance your reputation as a supply management professional.
Authors:
Michael E. Smith, Ph.D., C.Q.A.
Lee Buddress, Ph.D., C.P.M.
Alan Raedels, Ph.D., C.P.M.
Topic:
Tools for the Effective Supply Manager



Title:
There's a Strategic Weapon In e-Procurement Service
Abstract:
Discover a strategic weapon to use in e-procurement service. Using success stories from a leading electronics firm, find out how to promote the growth and development of business solutions within the environment of strategic sourcing complexities. Gain insight into creating competitive advantages and keeping leadership position strong. Learn how iMarket Korea builds IT credibility and turns procurement service into a world-class success. Explore how technologies enable convergence and collaboration as solutions to supply management challenges in our global business arena.
Authors:
Geon-Cheol Shin
Man-Young Hyun
Topic:
Tools for the Effective Supply Manager



Title:
Transformational Supply Chain Performance Improvement
Abstract:
Staples recently completed a major three-year supply chain transformation process. The goals: reduce inventory by $200 million while supporting double-digit sales growth each year; expand operating margins by over $100 million; and contribute directly to sales growth through improved use of limited resources to drive demand. To achieve these financial goals, we drove improvements in four thematic areas: improved return on resource investment; improved measures of supply chain reliability; increases in effective service; and greater coordination among supply chain participants. Within each of these areas, over the course of three years we ran over a hundred individual improvement projects. Through this portfolio approach to improvement, we have not only delivered tangible results in the immediate term but also have created an environment for ongoing improvement. Staples is now applying these concepts to drive our performance in serving our corporate customers.
Authors:
Paul J. Gaffney
Topic:
Leading Practices with Proven Results



Title:
Truth or Consequences: The Value of Effective Communications in Negotiations
Abstract:
Mastering the art of effective communication in today's business climate is a challenge. In both leverage and strategic negotiations, supply-management professionals must be aware of both the intended and unintended signals being given to the other party. To be an effective communicator, professionals must master both verbal and non-verbal communications to achieve their goals. When negotiating, you and the other party are at odds and effective listening is vital to clearly understand the other side's intent, knowing their strengths and weaknesses while earning their respect during the negotiating process. Effective listening will help you achieve your goals in all these areas.
Authors:
Jim Kiser, C.P.M.
Linda P. Michels, C.P.M., COO
Topic:
Tools for the Effective Supply Manager



Title:
Understanding Professional Services Outsourcing and Offshoring
Abstract:
Based on a series of semi-structured interviews with 10 supply management executives representing eight companies in a variety of industries, this research focuses on the topic of services outsourcing and offshoring. Findings from these interviews indicate that a number of firms that have been offshoring for some time believe that they have outsourced too much responsibility for certain services, thereby increasing their operating risks. They have developed new solutions to attempt to address these problems, as will be discussed in the presentation.
Authors:
Lisa M. Ellram, Ph.D.
Corey Billington, Ph.D.
Wendy Tate
Topic:
Supply Management: A Strategic Perspective



Title:
What You See Is What You Get
Abstract:
How purchasing is viewed at the executive level of an organization determines not only executive decisions, but also behavior on the front lines. Executive views can be explicitly stated or hidden assumptions. They have power in either form. This paper describes some of those visions and their consequences for the organization.
Authors:
Mary Lu Harding
Topic:
Supply Management: A Strategic Perspective



Title:
Why Can't I Fill My Critical SCM Positions?
Abstract:
This paper will examine the common errors made in both identifying and hiring good candidates, as well as some potential solutions. This paper will also give hiring managers insight as to how to hire and manage recruiting firms to maximize their effectiveness.
Authors:
Jeff Flannery
Topic:
Leading Practices with Proven Results



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



Title:
Workflow Improvements and Cost Benefits Using the SCOR Model
Abstract:
If there is a common goal among those that are in charge of business around the world today, it is the goal to reduce cost, cut overhead, and improve efficiencies. This common goal is not just a "good business" goal but is in fact a goal for survival brought on by the global competition brought to our doorsteps through technology such as the Internet. This workshop will walk the participants through the process that United Space Alliance (USA), NASAs prime contractor on the Shuttle Program, used to reduce cost and improve efficiencies utilizing the Supply-Chain Councils Supply Chain Operations Reference (SCOR) Model.
Authors:
William Frank Quiett, C.P.M., A.P.P.
Topic:
Supply Management: A Strategic Perspective



Title:
World Class Strategic Sourcing Initiatives for Small and Medium-sized Procurement Organizations
Abstract:
Size really does not matter when trying to achieve world class status for any procurement organization. Yes, there may be limited resources, such as staffing, technology and dollars, available to small and medium-sized purchasing departments, but the key to success is more related to the development and execution of strategic planning than to having ready access to those types of resources. Do not let the fact that your firm does not have a state of the art e-procurement system or a multitude of external consultants at your beck and call persuade you from working towards the lofty achievement of world class purchasing. There is much you and your staff can do to become a first class operation. Such a venture requires a belief in yourself, your staff, and the ability of your function to have a significant impact on your company’s bottom line.
Authors:
Dr. Peter E. O'Reilly, C.P.M.
Topic:
Supply Management: A Strategic Perspective