Contracting Excellence Journal

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Contracting Excellence Magazine - Sep 2012



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You can also print your accreditation Certificate in the same manner from My IACCM > My Account >> Certification.

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Contract & Commercial Management: Operational Guide

The Definitive Guide to Commercial Contracting

We are excited to announce that IACCM's groundbreaking commercial contracting guide - the first global work of its kind - is now available.

Secure your copy of Contract & Commercial Management: The Operational Guide today - and find out why this highly recommended title is being called 'a great catch all book that can be referred to by both sell and buy side for worldwide contracts', that will 'serve as a reference handbook throughout a career'. The definitive work on contracting and commercial best practice provides a comprehensive overview of the entire contract life-cycle over more than 500 pages of detailed insight.

The Operational Guide is a unique work, addressing contract and commercial principles on a worldwide basis, for both buy-side and sell-side practitioners. Invaluable for training, as a reference work, or simply to update your understanding of current practices, this is a volume that you really must own!

For more details and to order online, please go to:



October 16th - 18th * La Toretta Resort, Montgomery, Texas

Click on logo to Register Now!



'Supplier Relationship Management ' Program

This pioneering program equips practitioners with the skills and knowledge they need to implement SRM practices effectively within their organizations. Completion of the program leads to individual certification and a 'license to practise SRM'.

Relationship management requires a blend of technical capabilities - for example, in process and organizational design, and structuring of appropriate contracts and future-facing measurement systems - and key behavioural competencies such as communication, influencing and trust building.

Participants of this e-learning program will learn how to:

  • Prepare convincing SRM business cases
  • Design an effective governance structure
  • Create and implement a communications plan
  • Engage key stakeholders and supplier executives
  • Develop metrics that drive successful behaviours
  • Encourage positive approaches to change
  • Collaborate with strategic partners
  • Devise appropriate contractual arrangements
  • Track and report SRM benefits
  • Resolve conflicts and issues collaboratively

The program is flexible. Learning typically takes up to four months.

SRM Program participation includes:

  • a secure learning portal for you to access learning modules and skills assessment
  • a learning progress page to track your progress through the program

Skills Assessment

  • individual self-assessment online, against commercial competencies
  • external benchmark of skill level
  • analysis of your skills data
  • personal development report including recommendations

Learning Program

  • structured curriculum of learning modules
  • up to four months course of study
  • a mentored message board (if you have selected to join a scheduled cohort)
  • share knowledge and experience with others in the learning program
  • IACCM interventions to add value to discussions
  • Powerpoint presentations with audio commentary
  • Extensive module document library of 'optional extras'
  • Module tests, to enhance and assess learning and test understanding
  • 12 month license to access the learning modules
  • Unlimited number of module visits


Click below for information or to register:



You may also apply for certification at one of two levels. See below.

SRM Practitioner Certification is open to anyone with a minimum of 3 years in a relevant business function, with a current active role in relationship management activities.

SRM Expert Certification requires a minimum of 3 years of leading on supplier relationship management activities, at an advanced level. Able to mentor others in the principles and practices of SRM. A track record of introducing innovative SRM initiatives in your organisation.

Click below for Certification information or to register:


For further information, please contact:

Paul Mallory
Vice-President, Europe and Africa
+44 (0)759 553 4239





  Greg Harris

Greg Harris has been recruited as Head of Commercial for Avionics by Thales UK.  Over the past 15 years he had a successful career as Commercial Director at Cobham Mission Equipment and then Cobham Surveillance.  His new responsibilities include a team of commercial professionals who manage significant civil and defence contracts for advanced systems in a range of sectors world wide.

  Huseyin Kose

Huseyin Kose joined Eaton Fuel Systems Division UK in March as Divisional Lead – Contracts and Pricing.  He is tasked with taking the existing Contracts and Pricing practice and turning it into a function with a clear identity and purpose, aligned with the objectives of the business.  The team is truly international, with expertise based both in the UK and US but serving a number of international customers in the civil and military markets.

  Barry White

In March, after seven years as a Commercial Director with QinetiQ, Barry White joined Meggitt PLC as Group VP commercial.  Based in the UK his role has global influence.

  Kenneth Smith Petersen

In August, Kenneth Smith Petersen re-joined Dansk Bank Group, Copenhagen, as VP, Head of Category Management – Payments.

  Vincent Schatteman

Vincent Schatteman has joined Perceptive Software, Geneva, as Legal Counsel and will contribute to shortening the sales cycle, optimizing the revenues and expanding the contracts standardization across the recently acquired companies.

  Philip Wellstead

Philip Wellstead, previously Head of Contracts Management with Atos, is now Commercial Director at Thales Transportation & Security.  Philip’s career started in Oil and Gas some 20 years ago, successfully transferring his skills to the IT industry when he joined Siemens IT Solutions and Services in 1999.  Philip has enjoyed roles in Procurement, Commercial and Contract management.

  Dirk Ulleweit

With long experience at Siemens IT Solutions and Services (started in 1995) and some expertise in aerospace industry from a former position, Dirk was Global Director Legal Contract Management at Atos before moving to T-Systems International.  He is now joining the new founded Contracting Excellence group – a small exclusive team supporting the Sales and Services organization in all contractual matters and negotiations in complex IT outsourcing as well as in system integration major deals, organized within the department Corporate Affairs with a reporting line to the Executive Board.



  Jeffrey Rockett

Jeffrey Rockett has joined ACS, a Xerox Company.  As Senior Contract Manager in the organization’s Public Sector; State and Local Solutions Division, Jeffrey will provide contracting expertise to the Public Safety/Justice and Transportation business units.

  Andy Kerstan

Andy Kerstan has joined Rio Tinto in South Jordan, Utah, as Global Contracts Manager; to head and manage their newly formed Global Contracts Team.  As a strategic partner to the business and key member of the Legal/Procurement leadership team, he will help manage Procurement contracting risks and opportunities as well as focus on achieving global collaboration, consistency, and operational excellence in Procurement contracting.

  Jack Greene

Jack Greene has joined Cobham Antenna Systems as the Director, Contracts & Commercial for all North American operations.  Over the past 25 years Jack has provided both US and international commercial and contracting support to Cobham TCAS, Sensis Corporation, and several Divisions of Raytheon.

  Joe Bolmarcich

Remington Defence in Madison NC has recruited Joe Bolmarcich as Director of Government Contracts and DoD Compliance.  His responsibilities include oversight of all Domestic and International Government, Military, Commercial, and Law Enforcement contract operations for Remington and its parent and affiliated companies.  Prior to his work with GD, Joe held positions with Raytheon Integrated Defense Systems, the Department of Defense Space and Naval Warfare Systems Command, and the Department of Defence Naval Air Warfare Center.

  Greg Tennyson

Following 4 successful years as the VP of Global Procurement, Travel and Expenses, Greg Tennyson has accepted a new role overseeing global 3rd party (outsourced) operations at Salesforce.com.  The role is part of the Customer’s For Life organization and is initially focused on contact call center operations. Greg’s 25 + years of global leadership has included positions at Oracle, Tektronics, Olin, Hexcel and with UC Lawrence Livermore National Laboratory.

  Debra Wishom

After a successful career with HP, Debra Wishom has become Director of Commercial Deal Architecture for the Americas at Tata Communications.   Based in California she will lead the Americas global business expansion and organizational transformation where her team delivers end to end commercial construct services from pricing creation, P&L analysis, opportunity structuring, negotiations, through contract finalization, governance and compliance.

  Jeff Adamcik

After five years as Senior Corporate Counsel at Diebold/Premier Election Solutions Jeff has moved to Honeywell Aerospace in Phoenix, Arizona, as Senior Contracts Manager, providing direct Law & Contracts support for the Integrated Supply Chain/ Materials Management organization; and direct support of the Electrical Commodity Team, Vendor Managed Inventory (VMI) Program, as well as obsolescence and counterfeit part initiatives.

  Maribel Bunin

After five years as Director of Contracts at Thales In-Flight Entertainment, Maribel has moved to the position of Director of Contracts for Parker Aerospace Fuel Systems Division in Irvine, California, overseeing contract management for all sites.  

  Lesley Johnson-Gelb

Lesley Johnson-Gelb has joined Tata Communications as Commercial Deal Architect, based California she is responsiblefor the structure and commercial terms of services offers to enterprise customers.


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Editorial Board

Theo Adriaans, Capgemini, Contract Manager
Flora Cabean, VF Corporation, Sr. Contracts Analyst
Tim Cummins, IACCM, CEO
Ratislav Funta, Dell Inc., Contract Manager
Margo Lynn Hablutzel, CSC Inc., Senior Contract Manager
Katherine Kawamoto, IACCM, Regional Vice President, Americas
Sandra Lewy, IACCM, Regional Development Manager
Alan Roach, ConocoPhillips, Contracting Consultant
Haward Soper, Shell, Regional Contracts Manager



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