AGENDA

IACCM Americas 2011 will run in conjunction with SSON's 15th Annual North American Shared Services & Outsourcing Week. You will have the option of either attending the specialist IACCM sessions or joining the wider, cross-functional SSON audience.

Discounts are available to IACCM Corporate Members, academics and public sector. For further information, please email info@iaccm.com

Conference Agenda

Day 1: Tuesday, March 1st
11:30

Registration & Coffee in the Exhibit Hall
13:00 - 13:20

SSON Welcome Remarks

Naomi Secor, Global Program Director, SSON

Sam Poston, SVP, ScottMadden
13:20 - 14:00

IACCM Welcome

Tim Cummins   CEO, IACCM
14:00 - 14:45

Strategic Sourcing is the wrong direction: How Procurement & Sales Contracting can avoid value destruction


  • The Mpower Group, IACCM, Gartner, AT Kearney, CAPS Research and industry practitioners agree that Strategic Sourcing, in its current state, has failed. What's next?
  • How Cost based models, sales contracts and price pressures often do more harm than good
  • Do we need to go through ANOTHER transformation?
  • Building contract and commercial competence across the organization to sustain value creation
  • Global markets – are they different, or are the differences disappearing? Developing a strategic country arbitrage plan using Value Sourcing

Dalip Raheja   President & CEO, The MPower Group
14:45 - 15:30

Understanding Value: Price, Cost & Their Role In A Performance-Based World


  • Supplier selection criteria – what should they be?
  • Understanding deal economics and sources of value
  • Performance measurements and their impact on behavior

Todd Snelgrove   Global Manager - Customer Value, SKF Group
15:30 - 16:15

Partnering on Outsourcing Governance - a New Trend


  • The impact of client team quality on Service Provider performance
  • Creating a high performance outsourcing management team
  • Measuring the effectiveness of your outsourcing governance end-to-end
  • Impact of fact based dialogue on supplier relationships and performance

Steve Addante   Division CIO, Enterprise Applications & Services, Walgreens

Claude Marais  Partner and Managing Director, Governance Services, TPI
16:15 - 17:00

Afternoon Networking and Refreshment Break in the Exhibit Hall
17:00 - 17:45

Vested Outsourcing: Making Your Contracts Perform


  • Outsourcing and complex services contracts and governance
  • Performance measurements and their impact on behavior

Kate Vitasek  Author, Vested Outsourcing
 
Day 2: Wednesday, March 2nd
7:15 - 8:00

Registration & Coffee in the Exhibit Hall
8:00 - 8:15

SSON Welcome Remarks

Naomi Secor, Global Program Director, SSON

Sam Poston, SVP, ScottMadden
8:15 - 9:00

Taking Risk To New Levels: Achieving High-Performance Customer & Supplier Relationships


  • Penalty or incentive based contracting: getting the balance right
  • Global markets: are they different, or are the differences disappearing?
  • Building contract and commercial competence across the organization
  • Economics and contracting; have we lost sight of the real purpose?

Craig Silliman  Senior Vice President & General Counsel, Verizon Business & Verizon Telecom
9:00 - 9:45

The Return To Global Leadership: The Role of Contract & Relationship Management


  • The role and importance of post-award contract and relationship management in GM's recovery
  • Supplier selection and retention criteria – 'partnering for innovation'
  • Penalty or incentive-based contracting: getting the balance right
  • Performance measurements and their impact on the behavior of the parties
  • Our role as agents of change; do terms and conditions matter?

Daniel Mahlebashian  Chief Contracting Officer and Global Director Purchasing, IT, General Motors Company


9:45 - 10:55

Finding Added Value in a Commercial Negotiation


Negotiators frequently have the opportunity to access additional value in a commercial transaction through the formation of a partnership that enables both parties to realize more from the relationship than was originally expected.

Keld Jensen   CEO, MarketWatch Centre for Negotiation A/S
10:55 - 11:40

Morning Networking & Refreshment Break in Exhibit Hall
11:40 -12:40

Achieving Transformation: The Next Wave


  • Tools, systems and outsourcing / offshoring for improved contract management
  • Where next for sales contracting?

Tim Minahan  SVP Marketing, Ariba
12:45 - 13:45

General Lunch
13:45 - 14:45

Sizing and Seizing the Performance Prize from Better Procurement Partnering

Chris Sawchuk   Global Procurement Practice Leader, The Hackett Group
14:45 - 15:15

Afternoon Networking & Refreshment Break in Exhibit Hall
15:15 - 16:00

Managing Markets With Pro-active Contracting


  • Building contract and commercial competence across the organization
  • Aligning contract and pricing practices with product and service lifecycle management (and dealing with rapid market change)
  • Managing reputation risk
  • Our role as agents of change; do terms and conditions matter?

MC McNeill  Vice-President, IBM Global Services
16:00 - 16:45

The Continuing Journey


  • Market trends and expectations
  • Contracting practices and models
  • Organizational design, roles and alignment

Margaret Smith  Executive Director, Worldwide Contract Management, Accenture
16:45 - 17:30

Leveraging Lawyers More Effectively: Transforming Legal Support for Contracting


  • Reassessing risk in contracts
  • Drawing clear lines between legal advice and business
  • Designing a scalable and efficient support model, by properly aligning resources
  • Outsourcing to an LPO

Lucy Bassli   Sr. Attorney, Legal and Corporate Affairs, Microsoft Corporation
18:00 - 19:30

IACCM Cocktail Reception


Join us and other IACCM members for the IACCM Cocktail Reception, in the Orchid Room.

 
Day 3: Thurdsay, March 3rd
7:30 - 8:15

Registration & Coffee in the Exhibit Hall
8:15 - 9:00

Reengineering Contract Management Skills & Competencies In An Environment Of Continuous Change


  • Organizational design for better contracting
  • Achieving shorter cycle times – balancing speed with appropriate review
  • Managing skills and internal performance measures in an environment of continual change

Craig Guarente  Vice President, Global Contracts, Oracle Corporation
9:00 - 10:00

Breaking up is hard to do – Best Practices in Contract Exit Strategies


  • Contract exit planning and strategies
  • When to make a change: when the good times aren't good enough
  • The role of post-award contract and relationship management
Part 1: The buyer view

Diane Carco   President, Swingtide Inc.


Part 2: The customer view

Richard Sandler   Vice President, MSS Contracts, CSC
10:00 - 11:05

Contract & Relationship Management: A Route to Convergence?


  • Our role as agents of change; do terms and conditions matter?
  • Will contract management and relationship management converge?
  • Supplier and customer selection criteria – what should they be?

Jon Hughes  Partner, Vantage Partners
11:05 - 11:35

Morning Networking/Refreshment Break
11:35 - 12:10

Global Standards; Can The Technology Industry Simplify Its Contracting?


  • Economic volatility and the impact on contracting practices and models
  • Reengineering contract standards – the project and its potential benefits

Michel Gahard  Legal and Corporate Affairs, Microsoft Corporation
12:10 - 12:40

Cloud Computing & The Transformation of the CIO


  • Cloud computing – where next?
  • The changing role of the CIO – managing supplier networks

Peter Allen   President, Global Sales & Marketing, CSC
12:40 - 13:40

General Lunch
13:45 - 14:30

Contracts & Quality: The Road to Value Delivery


  • Balancing quality and performance
  • Building contract and commercial competency across the organization
  • Organizational design for better contracting and risk management
  • Our role as agents of change; do terms and conditions matter?

Dave Barton   Director of Contracts, Agilent Technologies
14:30 - 15:20

Leadership Challenge- The Journey to Excellence Panel


  • How do we raise the status of contracts and commercial professionals?
  • What does the current research tell us and how can we use it?
  • What skills do we need to develop and where do turn for the right training?

IACCM Board Members and Senior Staff
15:20 - 15:30

Conference Closure

Diane Homolak   Director for Americas Legal Quality and Operations, Hewlett-Packard
15:30 - 16:10

Demo Drive Continues in the Exhibit Hall
16:15

Prize Drawing & Close of Conference