Who Contracts, commercial, sales, procurement, legal
IACCM Americas 2012 Complex projects and the role of contracts
Projects are made complex by the underlying complexity of the systems that are needed to support them.
There are three major elements that must be brought together to achieve project success:
people
process and rules
legal and commercial frameworks
One of the fundamental challenges facing any major project is to ensure that each of these elements is adequately understood and that
they are brought into alignment (i.e. that differences or contradictions are reconciled). Because this is relatively complex to achieve,
there is need for a disciplined methodology. And that is where the contracting process comes into play. A good contracting process will
ensure that there is consensus over scope and goals, that there is an appropriate procedure for on-going governance and management. This
includes forums for discussion and negotiation, reports that offer visibility and insight, analysis that places the spotlight on risk and
copes with reducing its probability and consequence.
Conflicts between people, their interests, rules or commercial practices lie at the root of most under-performing or failed projects.
Failure to understand and address them adds to the complexity and becomes potentially overwhelming. No matter how talented a project
manager may be, he / she needs effective tools and a coherent framework within which to work. That is what a good contracting process will
deliver.
Bad contracts are those that are dominated by specific interests, where power or measurement systems have been allowed to overwhelm
wisdom and judgment. This is evident when a contract is imposed by one party on the other, or when a particular functional group such as
Finance or Legal or Sales is allowed to dictate the terms. Another source of failure often comes from senior management or project owners,
where they prevent an open contracting process - perhaps because their past experience of contracts is negative.
As businesses face a growing range of complex projects and trading relationships, the importance of developing a more structured and
reliable approach to contracting and commercial process is growing. There is increasing management realization that this is an area for
focus. To build trust, profitability and competitive edge, organizations must become consistently better at aligning needs with
capabilities, with defining and managing contract scope, with establishing sustainable and long-term relationships.
To achieve these goals, contracts and the process by which they are created must become simpler. They must be quicker and more efficient
to form; they must be better at addressing real and tangible risks; they must be more focused on delivering success; they must support and
underpin constructive relationships.
In 2012, IACCM will offer in-depth insights to these challenges and a road-map for their resolution. At the IACCM
Americas conference in October 2012, executives and senior practitioners will be invited to come together and explore how simpler contracting
can help them to master complex project delivery. The prize for success is enormous. IACCM research suggests that the average business
could be adding almost 10% to its bottom line.
Why Join Us?
This is the only event that focuses on the impact of contracting and commercial practices on the delivery of complex
projects, featuring cross-industry, international perspectives and the unique knowledge of IACCM, the sole provider of worldwide
professional expertise and research in contact and commercial management.
By attending this conference, you will discover how to substantially improve the frequency of complex project success:
Raise the contribution and value of contracting and commercial process and leadership
Turn complexity and commercial competence into a source of competitive advantage
Speed decision-making and improve business judgment in project development, negotiation and post-award execution
Reconcile the role and responsibilities of internal business functions in a high-performing project and contract environment
Become better at forming and sustaining collaborative relationships with key customers and suppliers
Achieve improved balance in assessing and managing risk through better structured contracts
Eliminate unnecessary rules and bureaucracy that stand in the way of successful project management
Make the compelling business case for change, and manage performance through improved Statements of Work and Service Levels
Gain CPD/CLE/CEU credit for your participation
IACCM Certification: CPD credit for your participation will be recognised in your application for IACCM certification
or certification renewal. To learn more about IACCM certification, click here.
IACCM is happy to provide a certificate of attendance so that you may also apply for continuing education credit from
an external certifying body.
Lawyers: IACCM Members in the past have been able to get CLEs from various bars. The bars tell us that individuals
must request CLEs directly from the bar, and each bar has different requirements / processes, so please check with your accrediting bar.
Accountants: in the past accountants have been granted CEU credit for the conference through their association, so
please check with your association.
Join us from October 16 - 18 2012 at the La Torretta Lake Resort, Montgomery TX for IACCM Americas 2012
Venue, Accommodation & Transportation La Torretta Lake Resort & Spa, Montgomery TX
Located 50 miles north of downtown Houston, Texas on the beautiful Lake Conroe, this resort offers a unique experience in luxury,
comfort and discovery. Sandy beaches outline the quiet lake inlet and are ideal for sunning or splashing around beautiful Lake Conroe.
The resort is the launch point for numerous water-sports, ranging from fishing and kayaking to jet skiing.
Guests of this AAA Four Diamond Texas Resort can expect to find no less than a family-friendly, contemporary lakeside retreat balancing
nature, relaxation and Texas sophistication. For guests looking to further enhance their wellness experience, SpaTerre encompassing 20
treatment areas, a full-service salon, barber shop, and separate men's and women's relaxation lounges with floatation tubs, hamam, scrub
rooms and experience shower rooms. Five tennis courts and a 10,000 square foot, state-of-the-art fitness center with circuit and weight
areas, racquetball, Pilates, spin and yoga studios round out the extensive amenities for even the most health-conscious guest.
Please note that accommodation is not included in your conference registration.
Group Rate - $149 plus $10 Resort Fee and 13% tax per night
Please identify you are part of the IACCM Conference when making your reservation, using the group code 'IACCM' to ensure the special
rate. Also, IACCM has negotiated a resort fee of $10. If there is a difference in the resort fee charge, it will be adjusted at checkout.
Note that you are eligible for this rate three day prior and three days post the event based on availability. Please make your
reservation before September 24, 2012 order to ensure you are eligible for the group rate.
Select: 'Enter Group/Negotiated Code' button (located on the lower left hand side of the screen)
A new window will pop up
Select the dates of stay
Enter the Group Code 'IACCM' in the 'Group Code' box (located on the upper right hand side, under the photo of the resort)
Then continue entering your reservation information. At the end you will be provided with a confirmation number and an email
confirmation will be provided within 24 hours from the resort.
Complimentary Airport Shuttles
IACCM is offering shuttle buses to/from George Bush Intercontinental Airport (IAH) to the La Torretta Lake Resort & Spa.
Please see below for schedule information.
From George Bush Intercontinental Airport (IAH) to the La Torretta Lake
Resort & Spa
Schedule Monday, October 15 - The buses will leave every hour starting at 12:00 to 22:00
(last shuttle will be at 22:00)
Tuesday, October 16 - The bus will leave at 11:00 am only
Pick-up Location
George Bush Intercontinental Airport (IAH)- Terminal C Ground Transportation area (just outside of baggage claim)
Drop off Location
La Torretta Lake Resort & Spa
From La Torretta to George Bush Intercontinental Airport (IAH) La Torretta
Lake Resort & Spa
Schedule
Thursday, October 18 - The buses will leave at 14:00 and 16:00
Pick-up Location
La Torretta Lake Resort & Spa
Drop off location
George Bush Intercontinental Airport (IAH)- Terminal C Ground Transportation area (just outside of baggage claim)
Bus Company
Horizon Coach Lines- Houston Division
3250 Telephone Road
Houston, TX 77023
713.534.1450 www.horizoncoachlines.com
If you should be traveling outside of the timeframe listed please refer to the La Torretta Lake Resort & Spa's
preferred airport transfer company (GHL) information sheet linked below. GHL Information Sheet
About IACCM
With members from over 140 countries and more than
10,000 corporations, IACCM is leading the way in responding to
the demands of global networked markets.
Our membership is drawn from many industries and is made up of contract and commercial
managers, negotiators, attorneys and supply chain professionals. Hundreds of organizations have also established Corporate
Memberships, gaining enhanced services that support their performance and understanding of market trends.
Through our worldwide presence and networked technology, IACCM members gain access to the thought leadership and
practical tools that are essential for competitiveness in today's fiercely contested global markets. We provide insight to the
leading-edge contracting and commercial skills, policies, procedures and methods that are fundamental to managing enterprise and
individual risks. This insight equips professionals and their leaders to implement best practice governance of contractual
commitments and trading relationships.
1999: Founded with support from British Telecom, Hewlett-Packard, IBM, Lucent Technologies, Marconi Communications, and Siemens
2000: Introduced the world's first global professional certification program
2001: Announced web-based skills assessment and organizational benchmarking tool
2003: Developed the first on-line learning syllabus and commercial contracting 'body of knowledge'
2004: Introduced Corporate Member program which has attracted more than 120 international companies and organizations
2005: First Academic Forum
2006: Created on-line 'communities of interest' to support targeted communications and dynamic research
2007: Issued Capability Maturity Model to allow robust assessments of organization and process performance
2008: First to identify Companies Most Admired in Contract Management
2009: First to identify Companies Most Admired for Negotiation
2010: Introduced the first internationally recognized accreditation in supplier relationship management
2011: Hosted the first Global Forum for Contract & Commercial Management
Today we offer:
Unique 'on-demand' research and benchmarks on commercial contracting topics, organization and professional development
Access to a worldwide community - easily search for fellow members and join active communities of interest
A powerful collaborative forum that brings together sales contracting, legal and strategic sourcing experts around
the world
IACCM - Delivering The Power For Change
Sponsors
IACCM brings together the leaders from our community - practitioners, providers and academics - to discuss, share and develop the best
practices that will be our source of differentiation and worldwide professional status.
Event Sponsors
Platinum Sponsors
QuisLex is
a premier litigation and corporate support services provider to Global 500 corporations, Am Law 50 and
Magic Circle law firms. Headquartered in New York, QuisLex provides its services to a worldwide client base
from its state-of-the-art, 24/7 secure execution centers. QuisLex has grown organically since 2004 from 3
employees to over 550+, entirely due to repeat work and references from clients.Led by seasoned U.S.
attorneys with decades of cumulative experience with leading international law firms and Fortune 500
companies, QuisLex is certified ISO 9001:2008 and ISO/IEC 27001:2005 compliant for quality and
information security. QuisLex is a SSAE 16 entity, HIPAA compliant and EU Safe Harbor self-certified.
SciQuest + Upside
SciQuest (NASDAQ: SQI) + Upside provide organizations with the most comprehensive source-to-settle suite available today.
Acquired by SciQuest in July 2012, Upside Software has been recognized by industry analysts as the worldwide leader in Contract
Lifecycle Management (CLM) solutions with hundreds of deployments in about 180 countries. The former Upside contract management
solution, now known as SciQuest Contract Director, provides fully-automated contract management that starts from collaborative
contract creation, negotiation and award, and includes risk, performance, compliance and deliverable tracking and management.
Contract Director is available as a standalone solution, or as part of SciQuest's fully-integrated, source-to-settle suite of
products. By improving supplier management, negotiating more strategic contracts, generating an online marketplace for purchasing #
goods and services, and streamlining the accounts payable process, SciQuest customers turn spending into a source of savings.
8 over 8
Our mission: to help Contract Stakeholders make informed decisions and execute their contracts in the most
efficient manner possible. We work with our clients to protect their investment in capital projects, delivering
collaborative contract management solutions bringing together people, processes and content to maximize
their contractual relationships.Our web based solutions enable customers to leverage the value of their
contract management function to deliver optimal benefits around increased standardization, greater contract
control and visibility, risk and cost avoidance and recovery, in an increasingly complex and challenging capital
project landscape.
Connolly Consulting
For over 25 years, Connolly Consulting is the recovery audit firm delivering the highest recovery dollars
possible for its clients, who as a result are 97% satisfied and 98% loyal. Connolly Consulting is a privately
held company with double digit annual revenue growth. Connolly shows excellent financial stability. The
company has over 100 active Fortune 1000 clients.
BayGroup International
BayGroup International is a global performance improvement firm that helps corporate leaders reach critical profitability, cost
containment, and team effectiveness goals quickly, with high impact. The firm helps its clients improve individual performance,
organizational profitability, and shareholder value by: ensuring that key business initiatives demonstrate significant ROI; helping
implement corporate strategies successfully and building planning and execution skills across the organization for creating
profitable agreements, both internally and externally; leveraging online technology to improve individual and team performance.
Since its founding in 1980, BayGroup International has built a select client list of major global corporations, focusing on the
technology, telecommunications, pharmaceuticals, transportation, consumer products, and financial services industries. Our
consultants have worked in North and South America, Asia, Europe, and the Middle East. The firm serve its clients from offices in
major cities around the world.
Revitas,
the leader in Enterprise Revenue Dynamics, delivers integrated solutions for contracts, pricing, and
compliance that drive higher profitability and lower risk. Revitas empowers companies to optimize contract
performance by defining, managing, and analyzing complex, multi-tier pricing incentives and enabling
positive proof of compliance with commercial, financial, and industry requirements. Powered by the secure,
scalable, and standards-based Flex platform, Revitas applications speed time to market and improve visibility
across B2B relationships. Hundreds of organizations across the most highly regulated and challenging
industries leverage Revitas's integrated solutions to save money, make money, and reduce risk.
Microsoft SharePoint has evolved into one of the most popular computing platforms of all time. Well suited
for basic contract management, it continues to gain acceptance in the contract management community.
Coupled with Corridor's Contract Management Business App for SharePoint [CM.app®], it surpasses the
functionally of most legacy CLM systems. Now in its fifth release, CM.app is solving global challenges for
contract automation, contract repository management, internal and external negotiations, and
comprehensive obligation tracking. Please stop by our booth as we celebrate our fifth year of sponsorship
with IACCM and learn how CM.app can make a difference for your organization.
Synaptic Decisions is a management consulting firm specializing in applying leading-edge thinking and best practices in sales and
sourcing, contracting and value assurance-to create value and competitive advantage for our clients. The firm was founded on the
premise that critical and essential ties between strategy, contracting and business results are either weak or missing in many
companies. And that contracting commonly falls far short of its potential to protect and unleash business value. We have the
expertise and methodologies to bridge these gaps. On any engagement, the key measures of our success-the way we judge
ourselves-are the value we create for our client, how fast the value is captured by our client and whether our client is more
capable to meet future challenges after the engagement. As a result, we are the trusted partner to an increasing number of
companies in the Fortune Global 500. For more information on Synaptic Decision's approach and consulting services that form the
foundation of our practice, select from the links under Services
Flexera Software is the leading provider of strategic solutions for Application Usage Management, delivering continuous
compliance, optimized usage and maximized value to application producers and enterprises. Flexera Software is trusted by more
than 80,000 customers that depend on our comprehensive solutions- from installation and licensing, entitlement and compliance
management to application readiness and software license optimization - to strategically manage application usage and achieve
breakthrough results realized only through the systems-level approach we provide.
Registered Email® services by RPost – the global standard for sending legal electronic contract notices with proof of delivery,
content and time. Use e-signing options to obtain recipient's legal electronic signature on contracts.
Huron Legal provides advisory and business services to assist law departments and law firms to enhance organizational effectiveness
and reduce legal spend. Huron Legal advises on and implements strategy, organizational design and development, outside counsel
management, operational efficiency, and discovery solutions, and provides services relating to the management of matters,
contracts, documents, records, digital evidence and e-discovery.
For more than 15 years, Prodagio Software contract management and accounts payable solutions have been used
to address the complex business problems of Fortune 500 companies.
Prodagio Contract is a complete solution designed to help you minimize risk, and maximize revenue around
enterprise, sell-side, and buy-side contracts. Prodagio Contract manages legal documents throughout your
organization by streamlining the authoring, reviewing, and executing of contracts through an easy-to-use
web-based interface. It provides the visibility necessary to ensure transparency, accountability and
compliance with both internal and regulatory requirements.
Prodagio Contract has been used be leading commercial and government organizations, enabling them to
transform into best class operations.
As companies work to optimize how they manage their business, they have realized that effective contract management eliminates
maverick contracting, helps them meet commitments, and ensures that deliverables comply with terms - all of which directly impact
the success of their business. Global 2000 companies leverage IBM® Emptoris Contract Management solutions to capture revenue
opportunities, develop better supplier and vendor relationships, increase customer satisfaction, and actively enforce compliance and
mitigate risks. To learn more about how IBM® Emptoris Contract Management can deliver immediate impact to your business, call
1-855-391-2561 - or visit www.emptoris.com.
SmartrDocs CLM
is a next generation contract composition and automation software that improves
responsiveness, completeness, correctness, personalization of your critical Contract oriented processes. It integrates
with other available data sources and provides real-time collaboration on a Contract between content authors and reviewers.
With SmartrDocs CLM, you can
Access and edit your critical Contracts online in a web browser or iPad with Microsoft Word
Have your contract smart enough to automatically fill critical data from your systems like CRM, ERP, HRMS and others
Invite your colleagues and customers for controlled co-editing.
See and track changes made in your Contract by your collaborators in real time.
Avoid having to deal with several versions of your Contract floating on emails
Have all of this anytime anywhere either in a web browser or download locally
On-site marketing at the IACCM Americas Conference is an excellent opportunity for your company to get in front of the member
community through exclusive sponsorship programs. These sponsorships allow for branding, product demonstrations, face-to-face meetings and
valuable networking opportunities. To learn more about sponsorship opportunities, please contact us.
