Ask The Expert: Balancing Collaboration and Compliance
10th January 2019 Virtual Event Ask The Expert (ATE) Webinars
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Thursday 10 January - 11 am New York, 4 pm London, 5 pm Paris/Lagos, 7 pm Doha, 9:30 pm Mumbai, Midnight Perth

“Balancing Collaboration and Compliance”


The Buyer/Seller relationship is changing and the contracts that support those relationships are changing as well.  We have all heard that companies are trying to extract more value from their significant supplier relationships and are focusing more intently on how buyers and sellers collaborate.  However, is there a hidden cost to this?

Collaborative relationships take a new mindset on both sides of the table.  From the buyer’s perspective relationships need to be re-tuned to focus on long-term strategic goals and solving the problems of the ultimate consumer.  From the seller’s perspective, sharing knowledge and innovation needs to go hand-in-hand with revenue development.  While these two ideas are hard enough to coordinate between buyer and seller, often the solution results in relationships that are intentionally less formal and rely on less structure to create an environment that is more open.

The trade-off for these newer more open relationships is less focus on compliance and the questions we must ask are two-fold:

  1. Are we capturing the intended benefits for collaboration (successfully reaping the rewards from less structured relationships)?
  2. Do we fully understand the costs of weaker environments of compliance that are often the reality of these kinds of relationships?

IACCM has joined with The Beyond Group and ProVations to explore these issues next year in an exciting new ‘Think Tank’ where we will be able to deeply probe these issues with professionals who are the cutting edge of defining how these relationships are intended to work. The Beyond Group and ProVations are the champions of collaboration, and the IACCM is the steward of compliance, and we are pleased to link our efforts to deeply explore how to achieve the right balance between the two.

In our upcoming webinar we will get a sneak preview at this exciting offering and speak directly with the team who will be leading the Think Tank next year.  Tune in to hear them introduce this topic and ask the questions you want answered most.

Our Experts:

Giles Breault, Co-founder, The Beyond Group AG

Giles is a career Productivity, Supply Chain, Sourcing and Procurement executive with strategic and operational experience in the Pharmaceuticals. Electronics, and Aviation industries. He was previously Global Head of Productivity, Novartis Pharmaceuticals (Switzerland), Senior Vice-President, Aventis (Germany), and held several senior leadership positions at International Telephone and Telegraph Corporation (ITT), and F. Hoffman La Roche in the US and Switzerland.  Mr. Breault is a warm and genuine leader who is a retained advisor to numerous companies who are dramatically increasing their productivity through better Business Partnering.

Søren Mølby Henriksen CEO & Founder of ProVations and Member of the Commercial Transformation Alliance powered by the IACCM

Søren is an ambitious, results-driven professional with focuses on strategy, procurement, innovation, and sales and a background in relationship management and banking. Senior Relationship Manager for 7 years and Head of IT Procurement for 6 years with Nordea, with proven managerial skills and results in a continuously changing environment.

Most recently served 6 years with Danske Bank. During this period, realized yearly savings of EUR 25-100 million. In both organizations led and contributed to Group Procurement transforming into a highly professional team.

Used procurement innovation to create top-line growth for Danske Bank and improved customer experiences for Danske Bank clients, and transformed the Danske Bank procurement practice into a more customer-centric and commercially-oriented team. Applied my experience selling, networking, fostering innovation, and transforming procurement with a focus on the customer and a commercial mindset.