AGENDA

Articulating the Value of Contract Terms: How To Communicate What You Create

Chair: Paul Mallory, VP, Training & Development, IACCM

Sharing a real life success of an organization making the transition from operational to strategic contracting.

David Chameli  Associate General Counsel, Sears Holding

Brad Peterson  Partner, Mayer Brown LLP

Group Discussion: Innovating your Contracting Approach

Chair: Patti Dailey, Director, Contracting, Roche

A facilitated working session to share and brainstorm innovations to achieve:

• Reducing rules and bureaucracy
• Increasing the organization's ability to take risks
• Making and managing better customer relationships

Pete Maniago   Director, Contract Strategy and Operations, Diabetes Care, Roche

Elyse Viola   Director, Program Management Office, Roche

Group Discussion: Safety & Operational Risk

Chair: Jim Bergman, VP Training, IACCM

During this interactive session we will discuss the ways in which supply chain and contracting can bring value and improve overall safety.

Moderator:

Alan Schenk  VP Common Process, Contracting and Compliance, BP Exploration and Production

Trends in Pricing: Financial Modeling and Analysis

Chair: Paul Mallory, VP, Training & Development, IACCM

Stu Schlachter   Manager, Pricing Programs and Competencies, Rockwell Automation

Contracting for Strategic Advantage

Chair: Patti Dailey, Director, Contracting, Roche

Healthcare organizations today are challenged by rapid change, dynamic cost structures, and volumes of increasingly complex contracts. To improve profitability in face of rising medical care and material costs, organizations must take a new approach to driving strategic advantage.

• Discuss the current weaknesses in the health care commercial practices
• Gain control and manage beyond the T&C of agreements with payers and insurance network organizations
• Demonstrate compliance with a range of regulations, including HIPAA
• Leverage automated capability
• Balance between risk and operations expediency

Daron Whisman  Director of Financial Services Supply Chain, Memorial Hermann Healthcare System

Improving Safety & Value Creation Through Integration of Key Procurement & Supply Chain Processes – The BP Story

Chair: Jim Bergman, VP Training, IACCM

During this session, Alan Schenk will cover discussion in the following areas: category management, contracting, supplier quality management and contracting safety.

Alan Schenk  VP Common Process, Contracting and Compliance, BP Exploration and Production

Collaborative Risk Management

Collaborative Risk Management is an alternative to 'pushing as much risk on your counterparty as possible'. Shared risk allocations are developed that consider the ability of each counterparty to control and to bear the risk. A wide range of treatment and transfer options are considered, including those that require joint or coordinated efforts. This session will cover the following two areas:

• An overview of Collaborative Risk Management
• Costing and Pricing Risk Allocations
• Selected examples of how companies have successfully implemented this approach

Bob Endres  Partner, Synaptic Decisions

Group Discussion: Health Care Reform

Understanding today's landscape and what the future may hold/implications to the health care providers and vendors

Kathleen Claessens   Director, Federal Health Policy, Legislative & Reimbursement, Roche Diagnostics

Group Discussion: Tripping On a Dollar to Pick Up a Dime: How Much Can You Squeeze Suppliers Before You Start Damaging Quality & Safety?

• The compromise between savings and safety
• Losing sight of the big picture?
• How do you find the right balance?

Eric Beylier   VP/CPO - Head of Global Supply Chain & Procurement, Tetra Technologies

Smart Partnerships: Developing the Optimal Relationship Between Legal and Compliance and the Purchasing Function

Chair: Paul Mallory, VP, Training & Development, IACCM

Smart partnerships are essential in today's business environment. Businesses need materials, supplies and services to support their operations. Effective leaders know how to manage the interrelationships between the legal and compliance functions as well as the purchasing function that enable winning partnerships. This session will explore some things to consider when developing optimal relationships including:

• Why is Purchasing important?
• What are some of the key regulatory and legal requirements when purchasing?
• What are the key elements the purchasing function needs to address that enable smart partnerships?

Rose Gazarek  Director, Government Compliance, OCEUS Networks

Group Discussion: Offsets/Countertrade/Industrial Participation - What Does It All Mean to My Company?

Chair: David Broadbent, Senior Director, International & Strategic Pursuits, Raytheon

During this panel we will discuss current trends as it impacts Aerospace & Defense products. We will highlight the ways to turn Offset into an opportunity.

• Are you prepared properly when bidding projects with Foreign countries/companies
• What are the 'experts' saying?
• Are 3rd party providers the best solution?
• Discussion in innovative industrial participation solutions
• What opportunities does Offset present BOTH in the Defense and Non-Defense sectors?

Stephen Murphy   Vice President, Contracts - Integrated Defense Systems, Raytheon Company

Group Discussion: CLM Real World Implementation

Chair: Russ Edelman, President & CEO, Corridor Consulting

Hear seasoned practitioners and experts share their best practices for a successful implementation and then break out into groups discussing the following;

• Common issues and ways to overcome – change management
• When in document automation overkill – criteria for document automation and technology vs. discipline

Chair:

Russ Edelman   President & CEO, Corridor Consulting

Ashif Mawji   President and CEO, Upside Software

John Busch  Senior Director of Contract Management, Health Care Services Corporation

Building Internal Operations for the Future

Chair: Paul Mallory, VP, Training & Development, IACCM

Economic pressures combined with greater demands for increased speed, global operations and shifts in business culture will all impact how companies interact and contract. Your internal operations must balance meeting the needs of today while building to support a changing future. This session explores how your processes, use of internal and external resources, and technology must create new efficiencies and provide data to drive fact-based decisions.

Nancy Jessen  Managing Director, Huron Consulting

Group Discussion: Working Under Various Export Regulations - US, UK, NATO

Chair: David Broadbent, Senior Director, International & Strategic Pursuits, Raytheon

During this panel we will discuss current trends in military products and strategies for export and import planning.

Stephen Murphy   Vice President, Contracts - Integrated Defense Systems, Raytheon Company

Group Discussion: CLM Adjacent Technologies
Overview & Case Studies

Chair: Russ Edelman, President & CEO, Corridor Consulting

How to work with technologies that complement and/or integrate with CLM technologies

• CRM
• Case Management
• ERP Systems
• E-Signature
• Non-Standard LoB System

Zafar Khan   CEO, RPost

Jason Lemkin   VP, Web Business Services, Adobe

Communicating Contracts in Split Seconds

Using Visualization Tools to Make CEOs Pay Attention

Milva Finnegan  Finance Manager, The Boeing Company

Helena Haapio   Contract Coach, Lexpert Ltd & Author, Proactive Law for Managers

Beyond the Negotiation of the Terms and Conditions: The Role of Risk Management Across the Whole Contract Deliverable & Interpretation

Stephen Beeching  VP Commercial, Cobham Avionics and Surveillance

Group Discussion: Contract Collaboration - How It Parallels Many Social Networking Trends

• Information sharing
• Collaboration defined
• External and internal and how these differ

Russ Edelman   President & CEO, Corridor Consulting

Proactive Law for Managers: A Hidden Source of Competitive Advantage

Chair: Diane Homolak, Director for Americas Legal Quality and Operations, HP

If you mention lawyers and the law to some managers, the first things that come to mind are litigation, regulation, and risk mitigation.

But it doesn't have to be that way. Your contracts are not only legal tools but are also management tools, and your contracting process can become an important source of competitive advantage when you shift from a reactive mindset to a proactive one.

In this session, IACCM members and authors George Siedel and Helena Haapio discuss how to revolutionize your business strategies related to law and contracts. Their new book titled Proactive Law for Managers: A Hidden Source of Competitive Advantage* includes a practical plan that contract and commercial managers as well as lawyers can use to achieve business success in a variety of areas, including contracting practices, intellectual property, and retaining the best talent.

George Siedel  Professor, University of Michigan & Author, Proactive Law for Managers

Helena Haapio   Contract Coach, Lexpert Ltd & Author, Proactive Law for Managers

Group Discussion: What the Future Holds for Public Sector

Chair: Gianmaria Riccardi, European Commercial Director, Cisco

With all branches of Government facing radical shifts in public spending over the coming years, what impact will this have on the role of public sector/government procurement?

During this session we explore a Canadian perspective on procurement complexity experience against the backdrop of earlier ICCPM collaborative work around the 'Conspiracy of Optimisim - Why Mega Projects Fail'. The session will then look to the future through the lens of the international task force report 'Complex Project Management - Global Perspectives and the Strategic Agenda to 2025' new approaches to service delivery and the need for better structured commercial strategies.

Ian Mack   Director General (Land & Sea), Canadian Department of National Defense

Panel Discussion: Vendor Risk Management

Chair: Katherine Kawamoto, VP Research & Advisory Services, IACCM

Today's global economy has resulted in more complexity and risk. Evaluating this risk of trading relationships (suppliers, customers, sub-contractors, alliance partners) is paramount.

During this interactive session you will learn how to prepare for and mitigate risk as well as score vendors on business conduct risks like product liability, breach of contract, human rights and environmental harm.

Richard Cellini  CEO, BriefcaseData

Jean Kinney  Associate Director Corporate Purchases, Procter & Gamble

Using KPIs to Achieve Customer Satisfaction/Loyalty via a Supplier - Success is Rooted in Impactful KPIs and Remedies with Bite!

Chair: Tim McCarthy, Director, Contracts & Pricing, Rockwell Automation

This presentation will provide realistic guidance in and discussion about client-centric business via incisive KPIs, material breach of which would effectively 'bite'. We will discuss:

• Developing optimum KPIs to measure and manage outsourced production / services quality
• Negotiating strategically to secure provider agreements with enforceable KPIs to realize quality outcomes
• Utilizing vehicles to avoid the 'bite' of SLAs and to sustain and to increase quality production/services

James Fason   Assistant General Counsel, SunTrust Banks, Inc.

Kelly Jurgens  SVP - Enterprise Payment Strategies, SunTrust Banks

The Profession's Never Ending Search for Simplified Terms & Conditions

Chair: Gianmaria Riccardi, European Commercial Director, Cisco

For decades the Contracts profession has pursued simplifying terms and conditions without ever moving the needle in the annual IACCM survey on most negotiated terms. Is there no way to move the focus of negotiations to a more productive and meaningful discussion?

• Explore concrete steps your organization can take to finally streamline your standard agreement
• Hear suggestions for dealing with the internal and external change management issues
• Discover the real obstacles to simplicity in contracting and how to tackle them for your organization

Diane Homolak  Director for Americas Legal Quality and Operations, HP

Cloud Computing & Contracting

Chair: Katherine Kawamoto, VP Research & Advisory Services, IACCM

There's a lot of buzz about cloud computing. However, what it means to you or your client's businesses may not be what it means to others.

If your business is moving, as many businesses are, into using cloud computing to run business critical applications and host business sensitive data, you will be negotiating and/or drafting a contract to address numerous cloud computing legal, business, and technology issues. Although the parties may not title the agreement "Cloud Computing Contract", how the parties to these contracts define "cloud computing" deliverables in the context of a specific transaction will impact the risk allocations and liabilities of the parties.

Tanya Forsheit   CIPP, Partner, INFORMATIONLAWGROUP

Impact of Different Legal Traditions on Contract Management

Chair: Timothy McCarthy, Director, Contracts & Pricing, Rockwell Automation

There are sometimes fundamental differences between legal traditions, e.g. between Common law and Civil law, on issues like contract formation, interpretation, good faith, warranties and liabilities. These differences may affect the parties' obligations and remedies. But does these differences also affect the way contract management is conducted in different jurisdictions? Should there be any difference at all?

This presentation will highlight some of the most important differences that may or may not affect contract management, and will be highly interactive in order to include the experience from the audience on these important issues.

Rene Franz Henschel   Department of Law, Aarhus University, Business and Social Sciences Denmark

Electronic Signatures and Contracting

Chair: Gianmaria Riccardi, European Commercial Director, Cisco

Contract managers have always had a lovehate relationship with electronic signatures. Many have appreciated the convenience, yet have expressed concerns about compliance. Today electronic signature applications have matured to the point where the question is not “should we use a signature application?”, but rather “why aren’t we using a signature application?”. See how both fast growing social media companies like Facebook, Groupon and Pandora, as well as traditional companies like Aetna and Cigna are leveraging signature applications to make it easier to conduct business in the cloud with customers and partners.

Jason Lemkin   VP, Web Business Services, Adobe

Panel Discussion: Outsourcing - Evaluating Your Options

Chair: Katherine Kawamoto, VP Research & Advisory Services, IACCM

During this discussion we will hear varying perspectives on the following; traditional outsourcing, offshoring options, vested outsourcing and mixed models.

Jeff Russell  Project Manager, Duke CIBER

Kate Vitasek  Author, Vested Outsourcing

KB (Monu) Iyappa  Executive Vice President - Legal, GMR Energy

Corporate Governance in Contract Lifecycle Management

Chair: Timothy McCarthy, Director, Contracts & Pricing, Rockwell Automation

In today's corporate world, contracts play a critical role. Given the impact of the terms of contract on legal-financial & brand value aspects of a company, structuring and executing a contract smoothly is paramount for an organization.

However, this is easier said than done: especially in large organizations where most of the revenue is earned from projects and associated work, contracts tend to be extremely complex. And there are multiple stakeholders and high expectations. Right from the negotiation stage, various internal departments/groups such as legal, finance, sales and delivery are involved. Contract lifecycle management is difficult not only due to complexity of the contracts, but also due to the dynamics amongst various departments/units/groups involved.

During this session we will highlight:

• The presence of a strong corporate group at the central level in improving the effectiveness and operational efficiency in contract life cycle management
• Pragmatic processes with various tools and techniques to bring synergy amongst various groups/departments and align them to corporate goals
• A good end-to-end risk management framework which provides 'global' visibility of contractual responsibilities

Ketan More   Senior Manager, Corporate Delivery Risk Management Group, Infosys

US Government Trends Relative to FCPA Prosecutions
The Impact for US and Non-US Businesses

Chair: Gianmaria Riccardi, European Commercial Director, Cisco

Following the 2009 lull, FCPA prosecutions are on the upswing with more than $1.7 billion in penalties assessed in 2010. Unlike the past, most of the new cases involved non-U.S. companies, particularly those whose home nations have been less than aggressive in enforcing corruption laws. At the same time, the U.S. government has pursued enforcement actions in industry sectors with aggressive techniques including stings, prosecutions of individuals and an expansive interpretation of corporate liability.

Steve Liccione, a former federal prosecutor, will review these trends and look ahead to see how they and the UK's 2010 Bribery Act impact the way companies conduct business globally. The FCPA now has statutory company and businesses need to adapt to these developments.

Stephen Liccione  Director Corporate Compliance, Johnson Controls, Inc.

Developing the Professional Contracting Competency

Chair: Paul Mallory, VP, Training & Development, IACCM

During this session you will learn about;

• People development for skills; gap assessment, planning, and closure through competency development
• Knowledge acquisition; professional associations (e.g. IACCM), on-line community development, certifications (e.g., addition of key personnel to our worldwide professional network)
• Progressive job assignments, facilitative mentoring, networks and communities of practice

Tom Crimi  Global Learning & Development Manager, Chevron

Paul Mallory   VP, Training & Development, IACCM

Michael Greener   Senior Director, Training & Development, Oracle