ProcureCon Indirect East 2015 (past event)
February 11 - 13, 2015
Omni Orlando Resort, ChampionsGate, FL
Contact Us: 1.888.482.6012
Day 1: (Practitioners Only Day): Mastering Procurement Operations
07:15 - 08:15 Registration and Breakfast
08:15 - 08:30 Welcome Remarks & Chairperson's Opening Remarks
Michael Shaw
Founder & Board MemberAmerican Council of Sourcing and Procurement Executives
08:30 - 09:10 Panel Discussion: Redefining Procurement’s Role In Today’s Enterprise – What Really Matters?
Chief Negotiating Officer? Chief Business Intelligence Officer? Chief Get S**t Done Officer? As a CPO’s role continues to move from tactical to strategic, it is becoming more imperative that the function is more clearly defined by the CEO or CFO and the enterprise at large. One way to do this is to insert yourself into the conversation and ensure that there is alignment of the enterprise’s cultural appetite and the collective capabilities you need to bring to deliver sustainable value. Judging the “maturity” of the enterprise is often more important than applying a traditional Maturity Model to building one’s procurement organization. This panel will take a deep dive into ways of changing the value of procurement and the approach to gain broader recognition of that value- and even if ‘Procurement’ is still the right word for the role.
American Council of Sourcing and Procurement Executives
Michael Shaw
Founder & Board MemberAmerican Council of Sourcing and Procurement Executives
09:10 - 09:15 Transition to Working Group Sessions
Group 4
09:15 - 10:30 Working Groups For Improving Procurement Operations
Attendees will break into these working group sessions, facilitated by an expert and two procurement practitioners, who will guide the group toward crafting an action plan of five ideas that you can implement immediately to begin getting results back in the office. The results will be reported back to the entire group during the afternoon sessions. Each group is limited to 30 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.
Working Group 1
09:15 - 10:30 Automation of The Tactical to Focus on the Strategic
Technology plays a critical role in procurement innovation, by enabling practitioners to focus more on strategy, and less on the day-to-day transactions. The constant firefighting creates chaos and takes away from planning and staying ahead of strategic initiatives. Firefighting may not disappear, but it can be significantly minimized. Get creative during this working group session to find out how to gain competitive advantage by streamlining your operations to keep you thinking strategically, while tending to the tactical things, at the same time.
Working Group 2
09:15 - 10:30 Harvesting Innovation From Outside the EnterpriseInnovation doesn’t always have to mean new and cool; it could be just a new way of doing things to achieve better results. The more you bring your supplier into this process, the more successful your project outcome will be. Building more collaborative relationships with your key suppliers enables you to identify more improvement and innovation opportunities, encourage investment, and improve execution and success rates. Discuss how to further develop your relationships with your suppliers to extract innovation from your supply base, with the ultimate goal of having your suppliers want to be a part of your innovation processes.
• Overcoming ‘traditional’ buyer-supplier attitudes and perceptions of limited information sharing, trust, capabilities and understanding of partner needs
• Developing a preferred relationship with your key suppliers
• How deeply and how early in the development process can you have your suppliers involved? What’s best practice, what are the constraints, how do you ensure your suppliers follow your corporate protocol?
• How do you manage your supplier engagements in practice: how do you receive supplier ideas, how are other functions engaged, how do you staff the project team? How do you liaise between the supplier and the internal departments?
Mukul Kelkar
Procurement Strategist and TechnologistIntel Corporation
Working Group 3
09:15 - 10:30 Creative Resource Management: Overcoming Talent Shortages To Build Your Optimal TeamHave your training and recruitment programs kept up with your transformation? Even with the advent of supply chain MBA programs, it’s estimated that graduates will only fill 20% of the openings, clearly indicating a talent shortage in the field. When rising up through the ranks no longer is a guarantee for success, discuss during this working group how to optimize your procurement team, including:
• Conducting an employee skillset analysis
• Sharing resources across departments to locate potential future leaders
• Determining how much spend under management one person should have
• Ensuring mid/senior level external hires have a clear career trajectory
• Determining if you’re willing to sacrifice some savings to keep a less-than-ideal team fully staffed
• Reducing tactical headcount, and increasing “relationship managers”
Working Group 4
09:15 - 10:30 Build Vs. Buy: Assessing Your Company’s Goals and Capabilities To Determine If Outsourcing Can Drive Down Costs and Deliver Efficiencies• Achieving value creation and ROI based on what’s outsourced and where
• Have compliance costs and the dollar’s continued weakness begun eating away at outsourcing’s potential savings?
• What is the lifecycle of an outsourcing engagement? How does that evolve over time?
• What is your comfort level in outsourcing sensitive company information?
• Calculating the true benefit of outsourcing
• Should outsourcing always be the answer?
• What do you need to have in place to effectively deploy a BPO?
Working Group 5
09:15 - 10:30 Aligning Procurement Best Practices Across The GlobeGlobalization has helped CPOs source the lowest costs and best values for goods and services, but sometimes, the country’s goals may get in the way of procurement’s goals. Share insight with your peers to improve your global indirect procurement strategies.
• How do you get started in developing a global strategy across your divisions?
• How can you best communicate best practices between countries and implement them across the enterprise?
• What categories are ripe candidates for global sourcing?
Elizabeth Galloway
Senior Manager of Indirect Strategic SourcingDiebold
10:30 - 10:45 Networking Break
Group 6
10:45 - 12:00 Working Groups For Mastering Complex Categories
These working group sessions are designed to help you develop strategies for dealing with complex or non-traditional categories that many procurement practitioners are now responsible for. Each group will be facilitated by a category expert and two practitioners, and they will guide the group toward constructing five ideas for tackling these categories and report back the results to the entire group during the afternoon sessions. Each group is limited to 30 participants in order to maximize interactivity.
Working Group 1
10:45 - 12:00 MarketingUnderstand what makes marketing procurement truly different than other categories, and learn how to develop a true partnership with your company’s marketing organization.
• Understanding the role of the various primary stakeholders in a marketing engagement (marketing, procurement and agency) and the expectations of each
• Where are the big nuggets of opportunity – as you first enter the marketing category and as your involvement matures?
• What should procurement bring to the table and where does procurement falter?
• How can you ensure procurement for marketing KPIs relate to marketing goals and KPIs?
• How can you get marketing not just to realize procurement exists, but to also follow procurement’s rules?
• Sourcing, RFP and negotiating strategies for marketing suppliers
Greg Antoniono
Director, Strategic SourcingWellPoint Health Network
Working Group 2
10:45 - 12:00 Legal ServicesWorking with the legal department for managing spend, contracting outside counsel, and sourcing non-counsel legal services can be quite contentious when everyone thinks they’re expert negotiators. How can procurement build credibility within legal, and how can legal effective use procurement?
• Benchmarking law firms for competitive advantage
• Pros and cons of various legal compensation models
• Understanding why penetrating legal is a multi-year investment requiring a different type of specialization
• Understanding the differences in sourcing processes in legal vs hard goods and other services
Working Group 3
10:45 - 12:00 HR and Benefits• Understanding the potential for savings
• Strategies for working with HR on health and benefits administration
• Developing a process-based approach for engaging procurement services
• Showcasing the cost-benefit of procurement controlling the spend
Jim Mangan
Director of Corporate Services ProcurementUnited Airlines
Working Group 4
10:45 - 12:00 IT Hardware and SoftwareWith every department in your company spending some of their budgets on IT, each with different needs and different processes, it’s important to have a unified and coherent program. Discuss during this session:
• Strategies for reducing maverick spend
• Understanding future needs- not just current ones
• How product lifecycle and upgrade cycles impact the cost and buying process
• Ensure that costs and contracts deliver real savings and efficiencies.
• Determining if the same processes can be used to source hardware, software, and networking
• Developing relationships with the IT Stakeholders
• Understanding IT’s goals and objectives to get the CIO’s buy-in
• Exploiting your sourcing knowledge to show how it dovetails with their category expertise
Working Group 5
10:45 - 12:00 Consulting Services• Creating a template for consultant engagement
• Extracting savings through contract consolidation
• Getting users to follow procurement’s rules
• Benchmarking freelance or boutique consulting houses
• Eliminating redundant fees
• Establish Terms and Conditions for goods and services
Michael Began
Strategic Sourcing ManagerDiebold
Working Group 6
10:45 - 12:00 Travel & Meetings ManagementProcurement practitioners believe they’ve gotten their travel and meetings spend to a point where they feel they’ve squeezed out all the savings. What’s next in program management? Go beyond re-writing the program and focus on changing the user's mindset permanently for soft benefits and hard bottom line results.
• Benchmarking your travel and meetings programs; have you really extracted all the savings?
• How to keep cut costs from creeping back into future contracts
• Running metrics and analysis based on your consumption patterns to identify negotiation leverage
• Have the increased clout of global airline and hotel networks finally made global travel deals possible?
Roxana Gilly
Global Procurement Commodity Manager Benefits, Business and Travel ServicesXerox Corp
Yon Abad
Senior Director, SolutionsCarlson Wagonlit Travel
12:00 - 13:00 Networking Luncheon
13:00 - 13:40 Keynote Presentation: The Neuroscience Of Better Negotiations—An Overview
Presented by a member of the prestigious Society for Neuroscience, in this presentation you will hear about simple but proven brain-based methods to greatly enhance your negotiation skills. You will be introduced to strategies to significantly improve your brain’s performance during negotiations and discover how to best influence the brains of other party to get the results you really want. Neuroscience research indicates that these strategies not only greatly improve your negotiation skills, they also significantly reduce the stress normally associated with tough negotiations.
Jonathan Jordan
PresidentGlobal Change Management
13:40 - 14:45 Working Group Report Backs
The facilitators of each morning working group will each take 5 minutes to present the outcomes from their session.
14:45 - 15:05 Transforming Operational Procurement
Procurement is about doing more with less, but how can functions create meaningful stakeholder value without huge investment? Join the roundtable discussion hosted by Capgemini IBX Business Network, at which we will look at the levers to change and ask what tools and capabilities can create an operational environment that delivers commercial results. Attendees will share insight of their transformation efforts and perspectives on transforming procurement, building on examples from case studies from leading organisations.
The discussion will look at this journey through the lens of Identifying opportunity, Managing change and Delivering results. We will touch upon:
- How business transformation, outsourcing and technology can create measurable stakeholder value and accelerate time to results.
- Areas of spend that represent hidden value, tail spend for example, and how to develop the capabilities to address these areas.
- Recognising optimised organisational set-up and structures - improving total cost of operation.
- Using procurement technologies and supplier networks to maximise automation and enhance stakeholder inclusion and value.
- How to measure transformation and success applying meaningful KPIs.
- Identifying your performance potential by comparing to industry benchmarks and best practices.
Capgemini BPO
The discussion will look at this journey through the lens of Identifying opportunity, Managing change and Delivering results. We will touch upon:
- How business transformation, outsourcing and technology can create measurable stakeholder value and accelerate time to results.
- Areas of spend that represent hidden value, tail spend for example, and how to develop the capabilities to address these areas.
- Recognising optimised organisational set-up and structures - improving total cost of operation.
- Using procurement technologies and supplier networks to maximise automation and enhance stakeholder inclusion and value.
- How to measure transformation and success applying meaningful KPIs.
- Identifying your performance potential by comparing to industry benchmarks and best practices.
Michael Precia
Head of Business Development, the Americas, IBX Business NetworkCapgemini BPO
15:05 - 15:40 Networking Break and Opening of The Solutions Zone (Conference opens to all attendees)
15:40 - 15:40 Procurement Transformations – Lessons Learned
15:40 - 16:00 Teligistics Case Study
David Roberts
CEOTeligistics
Track A: Procurement Process
16:00 - 16:40 Panel Discussion: Employing New And Innovative Practices To Drive Savings
Speakers:
Greg Tice Global Indirect Procurement Director Asurion Insurance Services
Brad Singh Vice President, Sourcing & Procurement Universal Parks & Resorts
Mel Ohl Vice President, Indirect Procurement Pitney Bowes
Moderator:
Arash Azadegan Assistant Professor, Supply Chain Management and Marketing Science Rutgers Business School
Greg Tice Global Indirect Procurement Director Asurion Insurance Services
Brad Singh Vice President, Sourcing & Procurement Universal Parks & Resorts
Mel Ohl Vice President, Indirect Procurement Pitney Bowes
Moderator:
Arash Azadegan Assistant Professor, Supply Chain Management and Marketing Science Rutgers Business School
Each year, procurement practitioners say it’s getting harder and harder to meet savings targets, as most hard savings have been negotiated out in the past 5 years. This session will discuss how to use innovative techniques to succeed in procurement’s most valued metric.
•Have savings targets become outdated?
•Forcing savings by building them into the budget
•Will sharing savings targets encourage better attention to costs?
•Can cost avoidance ultimately lead to real savings?
•Using spend visibility and analysis tools to reduce suppliers and capture additional savings
•Standardizing processes across the enterprise to reduce inefficiencies and capture savings
Arash Azadegan
Assistant Professor, Supply Chain Management and Marketing ScienceRutgers Business School
Track B: Procurement Technology
16:00 - 16:40 Panel Discussion: Increasing User Adoption In Your Technology Platforms to Unlock Value•How does new technology impact sourcing and procurement?
•What can your technology platform do for you?
•What data will you need, where will it live, and how will you access it? Central Data Store? ERP? Best of Breed Application?
•Benefits and drawbacks of moving from hosted servers to the cloud- security, negotiation and outsourcing concerns
•What are the key features that will drive user adoption?
•What training and support will be required to get your users on-board?
•How do you identify the right vendor(s) to provide this technology and help you with adoption?
•How long should implementation, on-boarding, and adoption take? What metrics will you use for success?
Michael Shaw
Founder & Board MemberAmerican Council of Sourcing and Procurement Executives
David Elford
Senior Director of Global ProcurementOffice Depot
William Bagley
Vice President of ProcurementUnum
Track A: Procurement Process
16:40 - 17:00 Presentation: How To Build A Successful Strategic Sourcing Organization From The Ground Up In Turbulent TimesIf you have a mature Strategic Sourcing Organization or are just beginning to build one, learn how to create maximum savings value for your organization:
•Creating a value statement for the CEO/CFO –selling the solution
•Gaining organizational acceptance--breaking down the maverick behavior
•Building the team—hiring true Sourcing professionals
•Training the organization of the philosophy of strategic sourcing and Sourcing levers
•Building and defining a global team—cultural challenges
•Defining savings methodology and gaining organizational acceptance The score of the game
•Purchasing tools and technology—where to start
•Data analysis and gathering
•Getting the message out to the organization
•Tracking success and publishing results
Track B: Procurement Technology
16:40 - 17:00 Presentation: Leading Procurement With A Project Management ApproachIn procurement today, project management is becoming ever more important as a key skill in your toolkit. In a time when procurement is increasingly integrated with the business, you want to spend your limited resources where you make the biggest difference.
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Which projects to take on?- Finding the right balance
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Best practices in prioritizing and advancing projects taken into development
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Structurally reassessing your project pipeline on a continuous basis in line with changing business priorities
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Using your project management platform as an effective cross-functional communication and reporting tool
Wade Lyons
Vice President of ProcurementTeleperformance USA Group
17:00 - 18:00 Interactive Roundtable Discussions (2 rotations)
Speakers:
Jay Brun Senior Sourcing Manager MISO
Wade Lyons Vice President of Procurement Teleperformance USA Group
Viet Ho Chief Procurement Officer, Managing Director Russell Investments
David Roberts CEO Teligistics
William Dorn Vice President, Operations Source One
Maria Murphy Client Manager Schneider Electric
Tim Westendorf Senior Vice President, Shared Services Strategy & Operations, Worldwide Fin Mastercard
Dane Risley VP Sales Cvent
Michael Precia Head of Business Development, the Americas, IBX Business Network Capgemini BPO
Ara Postik Business Development Manager IBISWorld
Melissa Drew Manager, North America Ariba Practice Leader KPMG US
Jay Brun Senior Sourcing Manager MISO
Wade Lyons Vice President of Procurement Teleperformance USA Group
Viet Ho Chief Procurement Officer, Managing Director Russell Investments
David Roberts CEO Teligistics
William Dorn Vice President, Operations Source One
Maria Murphy Client Manager Schneider Electric
Tim Westendorf Senior Vice President, Shared Services Strategy & Operations, Worldwide Fin Mastercard
Dane Risley VP Sales Cvent
Michael Precia Head of Business Development, the Americas, IBX Business Network Capgemini BPO
Ara Postik Business Development Manager IBISWorld
Melissa Drew Manager, North America Ariba Practice Leader KPMG US
After a busy day of active listening, keynotes and networking, take control of your own event experience. This is your opportunity to network with industry peers with very similar challenges, interests and responsibilities as you discuss niche topics in a small group setting facilitated by a subject matter expert. After 30 minutes, you will be able to choose a second topic to participate in.
Teleperformance USA Group
Teligistics
Source One
Schneider Electric
Mastercard
Cvent
Capgemini BPO
IBISWorld
TABLE 1: In Depth: How To Build A Successful Strategic Sourcing Organization From The Ground Up In Turbulent Times
Hosted by: Viet Ho, Chief Procurement Officer, Russell Investments
TABLE 2: In Depth: Leading Procurement With A Project Management Approach
Hosted by: Wade Lyons, Vice President of Global Procurement, Teleperformance
TABLE 3: Becoming More Strategic With Market Analysis
Hosted by: Ara Postik, Business Development Manager, IBISWorld
TABLE 4: P2P Optimization
Hosted by: Melissa Drew, Director Procurement Center of Excellence, Retail and Manufacturing
TABLE 5: Shared Services: How To Create a Best-In-Class Shared Services Organization
Hosted by: Tim Westendorf, SVP, Finance Shared Services Strategy and Operations, Mastercard
TABLE 6: Navigating Uncertainty Around New Laws And Regulations
Hosted by: Jay Brun, Principal Sourcing Analyst, MISO
TABLE 7: You’ve Got Your Data, Now What? Unlocking The Value (And Savings) In Your Organization’s Energy And Resource Data
Hosted by: Maria Murphy, Client Manager, Schneider Electric
TABLE 8: In-Depth: Transforming Operational Procurement
Hosted by: Michael Precia, Head of Business Development, the Americas, IBX Business Network
TABLE 9: Topic TBD
Hosted by: David Roberts, CEO, Teligistics
TABLE 10: Getting Help, Additional Support And Executive Sponsorship For Your Procurement And Sourcing Groups
Hosted by: William Dorn, Vice President, Operations, Source One
TABLE 11: New Drivers Behind Meetings Management
Hosted by: Dane Risley, VP Enterprise Event Marketing, Cvent
Wade Lyons
Vice President of ProcurementTeleperformance USA Group
David Roberts
CEOTeligistics
William Dorn
Vice President, OperationsSource One
Maria Murphy
Client ManagerSchneider Electric
Tim Westendorf
Senior Vice President, Shared Services Strategy & Operations, Worldwide FinMastercard
Dane Risley
VP SalesCvent
Michael Precia
Head of Business Development, the Americas, IBX Business NetworkCapgemini BPO
Ara Postik
Business Development ManagerIBISWorld
