IACCM Americas 2012


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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 contract and commercial management.

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IACCM Americas 2012

  1. 1. This program offers up to 14 CPD Credits “Mastering Change - Complex Projects & The Role of Contracts” La Torretta Lake Resort & Spa, Montgomery TX October 16 - 18 , 2012www.iaccmamericasconference.com
  2. 2. October 16 - 18, 2012 • Montgomery TX Welcome to IACCM Americas Over 80% Brand New Speakers From the “Mastering Change - Complex Following Companies; Projects And The Role Of Contracts” Dr Nick Nayak, Chief Procurement Officer, Department of Homeland Security The only event that explores the impact of contracting and commercial practices on the delivery of complex projects, combining Dan Mahlebashian, Chief Contracting cross-industry, global perspectives and the unique knowledge of Officer & Global Purchasing Director, IT IACCM, the sole provider of worldwide professional expertise and Purchasing, General Motors Corporation research in contact and commercial management. Jerry Jacobson, Global Process Adviser, This event will enable you to: Chevron • Raise the value of contracting and commercial processes Louis Calmenson, Head of Contract • Form and sustain collaborative relationships with key customers Management for North America, Ericsson and suppliers • Assess and manage risks through better structured contracts David Mortensen, Director of Technical Services – Innovation, CH2M HILL • Speed up decision-making and improve business judgment in project development, negotiation and post-award execution Marc Sirois, General Manager, • Reconcile responsibilities of internal business functions Contracting & Purchasing Services, Greater • Eliminate unnecessary rules and bureaucracy that stand in the way Toronto Airports Authority of successful project management Angela McDonald-Fisher, Legal Counsel, • Make the compelling business case for change Rolls-Royce North America Kate Vitasek, Faculty, Center for Schedule of Events Executives Education, The University of • Pre-Conference Workshops, Tuesday, October 16th Tennessee • Welcome Cocktail Reception, Tuesday, October 16th Gary Friedlander, Vice President & • Main Conference, Tuesday - Thursday, October 16th – 18th Division General Counsel, TransUnion LLC Ed Africano, Director, Regional Manager, Who Should Attend? Latin America, Rockwell Automation • Heads of contracts, directors, managers and specialists dealing Anna Lynn Christoff, HPES Commercial with contracts Contract Services Director, CCM Global • Heads of commercial management, directors, managers and Standards & Practices, Hewlett-Packard specialists, involved in commercial function J. Trevor Hughes, President & CEO, • In-house counsel International Association Of Privacy • Heads of procurement, directors, managers and specialists Professionals • Senior project managers • Heads of outsourcing Brent Rogers, Managing Counsel, Office • Heads of supply chain management and logistics of Privacy, Technology & Contract Services, • Negotiators Office of the Chief Legal & Governance Officer, Nationwide Mutual Insurance Company Event Sponsors Robert McIntosh, Worldwide Procurement Director, Dell Srini Krishna, Director, Finance Operations – Commercial & Global Supplier Management, Microsoft Corporation2 www.iaccmamericasconference.com
  3. 3. October 16 - 18, 2012 • Montgomery TXCHAIRMAN’S WELCOME ADDRESS Welcome to IACCM Americas 2012 Conference “Mastering Change – Complex Projects And The Role Of Contracts” Commercial innovation and creative contracting will become increasingly important to business performance in 2012 and beyond. This need will challenge us to think beyond traditional approaches and boundaries. We must be open to new ideas and methods if we are to flourish. Today’s market conditions demand creative solutions that can readily adapt to rapid and unpredictable change. In the coming years, businesses face an environment of great uncertaintydue to financial imbalances, shifting economic and political power, growing dependence on unfamiliar markets and newsources of competition. This demands fresh thinking about the role of contracts and the skills of the commercial community.Nowhere is this more apparent – or urgent – than in the formation and management of major projects.In the words of inventor Charles Kettering, "All human development, no matter what form it takes, must be outside therules; otherwise we would never have anything new”.IACCM’s Americas 2012 Conference will address the challenges and opportunities that lie before us and provide everyparticipant with the opportunity to think ‘outside the rules’. It offers unique cross-industry, multi-national insights at a timewhen we must all expand our horizons and explore new ways of doing business. A combination of thought-leadership,research, case studies and open discussion groups will offer ideas and inspiration to meet the challenges that lie ahead.Join us and make sure you are prepared for the demands of 2012 and beyond.Tim Cummins, CEO, International Association For Contract And Commercial Management, (IACCM) About IACCM With members from 141 countries and 10151 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 todays 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. IACCM Offers You: 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 www.iaccmamericasconference.com 3
  4. 4. Pre- Conference Workshops Tuesday, October 16, 2012 8:00 – 10:00 (Workshop registration begins at 7:30) 10:15 – 12:15 (Workshop registration begins at 9:45) A Negotiating Complex Agreements: Three Principles to Improve Results B Simplification of Commercial Projects • Planning and execution: fundamental principles to improve • Receive an overview of the tools and resources needed to make negotiation results increasingly complex information and processes easier • Insight: understanding your strengths and weaknesses as a negotiator • Gain practical advice on how to source and evaluate the available • Case study: prepare, negotiate, debrief tools for your projects • Examples of how ‘simple things’ can deliver a big impact in the Gary Beal commercial management landscape Senior Negotiator & Consultant • Participate in an interactive discussion on the use of tools such as BayGroup International contract automation and share best practices with your peers Main Conference Day One Tuesday, October 16, 2012 11:30 Conference Registration In The Exhibit Hall 1:55 Different Industry Perspectives On Contracting In A Complex World 1:00 Chairman’s Welcome Address What is a complex project and how does the answer vary Keynote: The Future Of Contracting: Coping between industries? What are the major contract and With Global Complexity commercial issues that need to be addressed and how much The role and importance of contract and commercial are these consistent, what lessons can be shared across management is steadily growing. Increasingly, organizations industries? To what extent and in what ways must sell-side understand the significance of these capabilities in both and buy-side work together in enabling successful outcomes? making and saving money, as well as in the broader Moderator: Tim Cummins management of risk. This opening address will provide a CEO context for our conference and outline the challenges and IACCM opportunities facing those with responsibility for their performance and management. Panelists: Tim Cummins Jerry Jacobson Brent Rogers CEO Global Process Adviser Managing Counsel, Office of IACCM Chevron Privacy, Technology & Contract Services, Office of the Chief Legal & Cath Whistler 1:15 Embracing Change & Preparing For The Future Governance Officer Senior Vice President, This provocative and interactive keynote unveils a striking new Nationwide Mutual Insurance Manager, Contracts perspective on how to create the killer culture of tomorrow. Company Management and Vendor The key lesson: if we want people to approach change Risk Administration Dan Mahlebashian differently, we have to change our approach. Instead of Union Bank Chief Contracting Officer & Global expensive, sweeping culture change initiatives, Lisa will share Purchasing Director, IT Purchasing her views on how teams can actually do less to achieve more. General Motors Corporation Attending this inspiring session you will: • Learn why providing guardrails instead of handcuffs to their teams can reignite critical aptitudes (curiosity, inquiry, 2:30 Public Sector Procurement Challenges At A creative problem solving) and more Time Of Global Economic Uncertainty • Rethink business as usual to reimagine the organization. By their nature, Government projects are frequently among the most challenging. They often tackle areas of fundamental change Lisa Bodell and are conducted in a highly political environment, with divergent Founder & CEO stakeholder opinions and a high degree of public scrutiny. Growing Futurethink transparency and increased public expectations are making this environment increasingly complex to manage – so what are some of the big issues and how must public procurement respond? Dr Nick Nayak Chief Procurement Officer Department of Homeland Security 3:10 Networking & Refreshment Break In The Exhibit Hall4 www.iaccmamericasconference.com
  5. 5. Main Conference Day Onecontinued THEME: MANAGING COMPLEX PROJECTS THROUGH EFFICIENCY, SIMPLIFICATION & LEAN CONTRACTING: Complex projects are often made more difficult to achieve by the commercial environment in which they are undertaken. Work to simplify that environment through more appropriate terms and conditions, better structured contracts and more adaptive commercial policies and process is one way that our community must contribute value. These tracks explore ideas and methods that are being employed to achieve that improved environment. Breakout Sessions Begin. Choose Between The Following: 3:40 The Benefits And Challenges of Vendor Risk Assessment Initiative Case Study On Contract Life- Supplier Relationship The Finance industry was never simple. But the Cycle Management Management post-2008 environment, surrounded by market Automation has an important role to play in SRM is emerging as both an important uncertainty and industry regulation on a global delivering improved information, business activity and a professional discipline scale, has made conditions especially difficult. communication and oversight. In the first of within major organizations around the Facing such volatility, improved relationships a series of case studies, we explore the world. This session will cover recent research and understanding between customers and benefits achieved. on how SRM is viewed within organizations, suppliers is essential. • Learn best practices in contract drafting discuss the tangible benefits it can bring and • Find out what clients from financial services and wording highlight some of the challenges that SRM are looking for in a service provider • Obtain maximum value during the close practitioners currently face and the skills and • Learn latest examples of automated process process knowledge they use to implement SRM contract management: how to avoid • Discuss how long-term partnerships can practices effectively within organizations. problems and where to look for solutions be developed • Get the latest update on the regulatory • Lessons learned Martin Chalkley aspects of deploying outsourced software Co-Developer of the IACCM SRM e-Learning • Discuss complex cases of how to deal with Suchitra Narayen Program General Counsel confidential data as well as subcontracting Consultandomi Oracle Corporation issues Ram Vasudevan Cath Whistler CEO SVP, Manager, Contracts Management and Quislex Vendor Risk Administration Union Bank 4:20 Rethink Your Legal Checklist Mastering The Sources Of Standardization Of Contracts: Are we too reliant on boilerplate terms and Complexity: Internal Global Industry Perspective standard positions? Join this session and Relationships & Stakeholder Standardization of contracts and commercial discuss practical ways of improving your Management practices plays a significant role, even in contracts and relationships! Building internal consensus is not only complex projects. A framework of certainty • Find out examples of standard legal clauses complex in it is own right, but is frequently allows both sides to better understand the and positions that work against a good one of the major sources of eventual failure areas where change may be needed. outcome for a complex project in complex projects. How do we improve However, assembling those standards can be • Focus on the current business needs, not internal collaboration and cooperation to difficult – especially when it is an industry- on how things were done in the past ensure there is a well-balanced and inclusive wide initiative. How can such a step be • Learn from practical examples how process? achieved and is it worthwhile? changes in checklist led to better contracts • Uncover complex issues of internal • Hear a case study example on outsourcing and relationships relationships and their role in value in the airport handling industry generation • Learn how the industry developed Brent Rogers • Discuss stakeholders’ interests and their standardized procedures Managing Counsel, Office of Privacy, role in the decision making process, which • Learn an easy to understand approach in Technology & Contract Services, Office of are critical for project success contracts deployed by the industry: can it the Chief Legal & Governance Officer • Deal with conflicting interests of multiple be transferred to other areas of business? Nationwide Mutual Insurance Company stakeholders and different functions Mike Firsowicz internally Working Group Member, International Air • Manage those differences and build ‘maps’ Transport Association Ground Handling that will assist in managing the contracts Council (IGHC); Regional Director, Global John Busch Strategic Sourcing Senior Director Delta Air Lines Inc. Health Care Service Corporation Register Here at www.iaccm.com • TEL + 1 800-882-8684 5
  6. 6. Main Conference Day One continued 4:55 Moving Into Lean Contracting • Hear practical examples of how a large multinational giant company is raising the efficiency of their complex projects by simplifying them • Obtain the utmost value out of your complex projects • Predict risk and manage through the change Coen Wilms Acting VP CP Strategy & HSE, Group Contracting Discipline Manager Shell Global Solutions International B.V. 5:30 Concluding Remarks From The Chair & End Of Conference Day One 5:45 Surprise 6:10 Cocktail Reception In The Exhibition Hall Sponsored By Welcome Address Ashif Mawji President & CEO Upside Software Inc.6 www.iaccmamericasconference.com
  7. 7. Main Conference Day TwoWEDNESDAY, OCTOBER 17, 2012 7.00 Registration & Coffee In the Exhibit Hall 7:45 Roundtable Discussions & Breakfast THEME: NEGOTIATION, INNOVATION & ECONOMICS Our theme for Day 2, that includes a series of keynotes and track sessions, will allow delegates to explore some of the major factors that support successful projects. Our contracting process and practices have major impact on what and how we negotiate; this in turn affects the extent to which our contracts and relationships deliver innovation and favorable economic outcomes. 8:30 Customer Story from ConocoPhillips 9.30 Panel Discussion: Principles For Negotiating High-Value Contracts & Relationships 9:00 Vested: Redefining Winning In Business Tim Cummins Relationships CEO The 21st century demands businesses innovate, create value, IACCM - Moderator and get sustainable results, however, contracting contracting for value creation is radically different than contracting for a Panelists: traditional buy-sell relationship. Kate Vitasek will share Kate Vitasek insights from the University of Tennessee’s award winning Faculty, Center For Executive Education research into how real companies are getting real results using The University of Tennessee a “Vested” approach for contracting. She will share success Katherine Kawamoto stories from her latest book – Vested: How P&G, McDonald’s Regional Vice President, Americas and Microsoft are redefining winning in business relationships, IACCM which will provide insight into some of the world’s most successful contracts and supplier relationships. Jeannette Nyden JD, Vested Deal Architect Kate Vitasek J Nyden & Co, Inc. Faculty, Center For Executive Education The University of Tennessee Jacqui Archer British Petroleum, Co-Author of The Vested Outsourcing With Introduction By Manual Ashif Mawji President & CEO Upside Software Inc. 10.15 Networking & Refreshment Break In the Exhibit Hall Breakout Sessions Begin. Choose Between The Following: ACHIEVING PROJECT SUCCESS THROUGH INNOVATION & CHANGE: SAFEGUARDING OUTCOMES COLLABORATIVE CONTRACTING YOUR LICENSE TO ACT DIFFERENTLY & FINANCIAL RETURNS This track offers a series of sessions that discuss the More than 70% of ‘troubled projects’ are under- We enter into complex projects in order to make major elements of collaborative contracting and provide performing due to contract and commercial issues. This money or cut costs. That means our contracts and a holistic method for delivering successful projects. track features a range of case studies in which companies those who negotiate them must focus on the skills, are raising the profile and performance of contract tools and methods to safeguard economic and Chair: Jeannette Nyden, JD, Vested Deal Architect, management to ensure improved engagement, increased financial performance. J Nyden & Co, Inc. value and fewer ‘troubled projects’. 10:45 Microsoft Case Study Panel: The Role of Contracting In How To Better Manage Your Microsoft set out on a journey to transform Innovation & Change Contracting Capabilities their financial operations, but they needed a Complex projects normally depend upon Learn from this Black Belt Six Sigma project true partner – someone that had a vested innovation and improvisation, both of which how to better mitigate risks and to manage interest in their success. This session will look can be stifled by the wrong approaches to your resources into how Microsoft and Accenture rethought contract terms and governance. Our panel Gregg J. McConnell their outsourcing strategy and the will describe how to avoid these problems Manager, Indirect Procurement underlying contract to create an award and ensure contracting contributes to Contract Management Office & Central winning relationship. innovation and change. Purchasing • Gain insight into the thinking that went Edward J. Hansen Cardinal Health into why Microsoft wanted to move to a Partner Vested approach Baker & McKenzie LLP • Find out how Microsoft and Accenture follow each of the Vested Outsourcing Five Rules • Learn from results of the award winning relationship Srini Krishna Director, Finance Operations – Commercial & Global Supplier Management Microsoft Corporation Register Here at www.iaccm.com • TEL + 1 800-882-8684 7
  8. 8. Main Conference Day Two continued Breakout Sessions Continue. Choose Between the following: ACHIEVING PROJECT SUCCESS THROUGH INNOVATION & CHANGE: SAFEGUARDING OUTCOMES COLLABORATIVE CONTRACTING YOUR LICENSE TO ACT DIFFERENTLY & FINANCIAL RETURNS 11:30 Overview Of How To Create A Contract Compliance Auditing Complex Customized Enterprise Vested Agreement For Cost Recovery, Cost Agreements: Challenges And So a Vested approach to working with Avoidance And Improved Solutions suppliers sounds like a great idea. But just Compliance As a seasoned attorney and a Head of Strategic how does that relate to the contract? Analysis for the global Finance & Risk Sales team Jeanette Nyden brings a unique blend of real at Thomson Reuters, this speaker and her team world practicality to helping companies have analyzed complex customized deals. structure Vested agreements. An author of • Discuss the challenges encountered in the Vested Outsourcing Manual, Jeanette structuring complex deals within a master will share why it is important to link the agreement framework Vested concept as well as provide a simple to • Understand the details of why monitoring follow framework that can help you customized complex deals is important and the structure a Vested agreement. role that company strategy plays in complex customized deal Jeannette Nyden • Learn how commercial management of such JD, Vested Deal Architect deals can help drive the business and why the J Nyden & Co, Inc. changing customer landscape requires innovative and flexible commercial structures Brenda Gill Head of Strategy, Global 12:15 Rule 1: Outcome versus Change Management & Joint Case Study With A Client: Transaction-Based Business Organizational Culture Driving And Capturing Significant Model. Shared Vision. The speaker of this session recently led an Value In Contract Execution Statement of Intent effort to implement a global contracts Management in Major Capital The speaker of this session is a co-author of management program for Novelis, the Projects The Vested Outsourcing Manual, who works world’s largest producer of rolled aluminum The speakers of this session are Clare Colhoun for BP, one of the worlds leading and the global leader in beverage can and Geoff Lill. Geoff is a seasoned project international oil and gas companies with recycling with operations spanning 11 contract professional working in the oil and gas operating revenue over $376 mln and countries, more than 11,500 employees, and industry for over 35 years, in the Middle East, Far 83,400 employees. reported revenue of $11 billion in fiscal year East, Africa and Europe. Clare is currently CEO of 2012. With world-class rolling mills and 8over8 Ltd and prior to this spent 15 years at the Jacqui is passionate that an outcome-based advanced manufacturing technology, Novelis coalface in mega projects across the globe. vs. transaction-based business model is the produces aluminum sheet and foil products As projects become more complex and way to raise efficiency, but how do you get for high-value market applications. The increasingly costly to deliver, there is a started? She will share her insights into how company serves customers in key sectors, requirement for the contract management she has personally structured Vested deals including beverage can, auto, packaging, function within the project to become more that are winners for both the buyer and transportation, architecture, electronics, and responsive in how it manages the commercial supplier – all of which started with a shared others. The company’s clients include: Audi, risks. Some of the largest projects have now vision and statement of intent to set the BMW, Coca-Cola, Ford, Samsung, Anheuser- embraced a new disciplined approach to right tone from the start of the contracting Busch, Jaguar Land Rover, General Motors, managing the contract execution phase. This process. among others. session will help you; Jacqui Archer • Learn about Novelis’ approach to change • Enhance the line of sight across financial, legal, British Petroleum; management for a global contracts engineering and contract functions as the Co-author of The Vested Outsourcing management program contract is executed Manual • Look into the importance and the role of • Apply best practice CM processes during the corporate governance to facilitate change execution of a project and raise ROI particularly management in those industries, where a single services • Find out what tools Novelis used to contract can be $12 bln and up • Manage contract obligations transform the way it manages contracts • Learn how change management impacted changes/variations in a sophisticated manner Novelis’ interaction with influential that enhances cost avoidance and supports customer/suppliers maximum cost recovery • Get practical advice on change • Build Claims defense into the execution phase management Geoff Lill Chris Courts Seasoned Project Contract Professional With 35 Assistant General Counsel, Operations and Years Of Work In Oil & Gas Industry Intellectual Property Clare Colhoun Novelis CEO 8over8 Senior Executive, Company8 Register Here at www.iaccm.com • TEL + 1 800-882-8684
  9. 9. Main Conference Day Twocontinued 12:55 Networking Lunch Breakout Sessions Continue. Choose Between the following: ACHIEVING PROJECT SUCCESS THROUGH INNOVATION & CHANGE: SAFEGUARDING OUTCOMES COLLABORATIVE CONTRACTING YOUR LICENSE TO ACT DIFFERENTLY & FINANCIAL RETURNS 2:00 Rule 2: Focus On The What, Not How Do Commercial Contract Deal Risk Management – Cutting The How Managers Show Their Value To Edge Applications Under a Vested approach, the buyer specifies The Organization In A The contracting environment is naturally “What” they want; the provider is Quantifiable Way? subject to a myriad of uncertainties and responsible for determining “How” it gets Since the nature of commercial contract risks. How well these are understood and done. The approach has motivated CH2M managers work is not process driven and is managed can have a major impact on deal Hill, a global leader in full-service not easily measurable, how to quantify the success or failure. Best practice deal risk engineering, construction, and operations, value they bring to their organizations? management is integral to contracting and to achieve award winning results for their • Review the challenges of measuring the starts long before the deal is signed. In this clients as profiled in the Rocky Flats case results achieved through collaboration session the speaker will highlight and discuss study. • Discuss the process that was used to how risk management plays a central role in update metrics for HP’s worldwide excellent contracting. He will show 3 very Join this session to find out how CH2M Hill, commercial contract team different examples of the application of is applying Vested Rule 3 to a recently • Learn from HP’s metrics and how they cutting edge deal risk management. Join this awarded a $929 million contract for the were designed to align with the business session and learn how risk management can engineering, procurement, construction, and goals and objectives add value, inform and guide you though: commissioning of a combined cycle power • Compare data capture and reporting • Contract portfolio optimization plant in Australia’s Northern Territory. techniques and find out what HP considers • Risk responses and risk tailoring The CH2M HILL team includes UGL, a to be tangible and intangible measures • Demand management Sydney, Australia headquartered company • Find out how HP measure individual Robert A. Endres with expertise in engineering, property performance as well as business results Managing Partner services, asset management, and Anna Lynn Christoff Synaptic Decisions maintenance for the power, water, transport, HPES Commercial Contract Services Director, resources, and property sectors; and GE, CCM Global Standards & Practices who will engineer and supply gas turbines, Hewlett-Packard steam turbines and heat recovery steam generators for the $34 billion Ichthys project. David Mortensen Director of Technical Services – Innovation, Operations & Maintenance Business Group CH2M HILL 2:45 Rule 3: Clearly Defined and A Case Study From An Awards Risk-Profiling Of Contracts - Measurable Desired Outcomes Contestant Benefits And Challenges Companies embarking on a Vested IACCM would like to encourage a spirit of • Find out the latest strategies for global relationship with their supplier must clearly leadership at all levels. This session will contracts assessment through risk define and measure their Desired Outcomes. feature a Licenced Agent, who signed a profiling. Robert McIntosh knows first hand this is commitment that s/he will identify and • Factors to a successful contract easier said than done and is convinced that promote change and innovation within risk assessment: resources, tools, both parties must be explicit in defining the his/her own working practice and more processes and techniques to identify risks desired outcomes. generally within his/her organization. in contracts The speaker will explore practical steps on • Analyze contract results and the effect on Robert, a seasoned procurement profession how to act differently and what impacts it the business for Dell Inc., will share his insights into how has within the business. • Implement corrective measures based Dell and their supplier, Genco, had to rethink upon results of risk profiling and redefine success under their Vested relationship. As part of the session Robert Louis Calmenson will share the process of how they jointly Head of Contract Management defined outcomes with Genco, why it is for North America essential, and how their Vested agreement is Ericsson working to keep the parties in synch with ever changing business needs. Robert McIntosh Worldwide Procurement Director Dell Inc. www.iaccmamericasconference.com 9
  10. 10. Main Conference Day Two continued Breakout Sessions Continue. Choose Between the following: 3:30 Rule 4 – Case Study – Vested Choosing The Right Contract Management Solution For Growing Pricing Model Companies: Chart Industries’ Case Study The fourth rule of a Vested approach is a Since its inception more than 50 years ago, Chart Industries has strategically positioned itself pricing model with incentives that rewards as a global leader within the natural gas and related technology markets. With offices all over the supplier for achieving Desired Outcomes. the globe, Chart discovered that its then-current contracting processes and information silos were preventing the organization from providing increased oversight of its contracts – Srini Krishna will share the process and reducing costs and risks, streamlining operations, and improving visibility – within which to insights into how Microsoft had the look at keep up with the growing demands of the market. pricing from a different – Vested – lens if they were to create a true win-win As an influential and integral member of this case study, Stacey A. Childs, who leads the relationship with Accenture on their quest to Contract Administration group within Chart’s BioMedical Business Group, will review its transform their financial operations. contract management vendor selection process and highlight the key criteria that made the difference in its solution choice which helped contribute to significant growth of the Srini will also share the key obstacles they organization as a whole over the past year. This session will: had while implementing their Vested pricing • Map the contracting needs of a rapidly growing company model and what solutions they found most • Define the solution criteria for meeting growth needs effective. This is a chance to discover the • Illustrate important success metrics of an automated solution tricks and tips of the trade in creating a • Outline key value-add features of a comprehensive contract management solution shared value pricing model that has been earning Microsoft and Accenture awards Stacey A. Childs and accolades for over 4 years. Contract Administration Group Leader, BioMedical Business Group Chart Industries Srini Krishna Director, Finance Operations – Commercial & Matt Patel Global Supplier Management Product Line Manager for Contract Lifecycle Management Microsoft Corporation Revitas 4:10 Afternoon Networking & Refreshment Break In The Exhibit Hall 4:40 Rule 5 – A Case Study On Why Asset Management Requirements And Scope Of Improving Governance Matters Projects: How To Prevent It is one thing to get a good contract, but it Contract Disputes Lara Nichols is another to maintain the relationship and • Hear examples of setting the requirements Senior Director, Global Partner Strategies, performance year after year. The University and scope of complex commercial projects Tyco International of Tennessee’s work on Vested shows the in automotive industry importance of having an insight – not an Randy Littleson, • Find out what measures General Motors oversight governance structure. Senior Vice President, puts in place to maintain an accurate Flexera Software scope of projects Jacqui Crawford knows first hand the • Discuss the details of critical steps to difference – and the power – of shifting her achieve contracting effectiveness thinking to focus on insight versus oversight. Attend this session to examine practical Dan Mahlebashian details of how a sound governance structure Chief Contracting Officer & Global establishes good insight – not provide layers Purchasing Director, IT Purchasing of oversight. You will walk away from this General Motors Corporation session with real examples of how to improve governance in your organisation. Jacqui Archer British Petroleum; Co-author of The Vested Outsourcing Manual10 www.iaccmamericasconference.com
  11. 11. Main Conference Day Twocontinued 5:20 Panel Discussion: How Can Different Industries Implement Vested Principles Relationships, Contracts And ‘Collaborative Contracting’ • Discuss how collaborative contracting looks like at various phases • Prepare convincing SRM business cases • Learn from others experience on how to design an effective governance structure • Create and think how to implement a communications plan • Engage key stakeholders and supplier executives • Discuss how to develop metrics that drive successful behaviors and encourage positive approaches to change • Find out how panelists collaborate with their strategic partners • Learn how to devise appropriate contractual arrangements • Check how to tackle and report SRM benefits Katherine Kawamoto Regional Vice President, Americas IACCM – Moderator Kate Vitasek Faculty, Center For Executive Education The University of Tennessee Jeannette Nyden JD, Vested Deal Architect J Nyden & Co, Inc. David Mortensen Director of Technical Services – Innovation, Operations & Maintenance Business Group CH2M HILL Robert McIntosh Worldwide Procurement Director Dell Inc. 5:45 Concluding Remarks From The Conference Chair 7:30 Licence to Act Differently Awards Ceremony, Dinner Reception & Entertainment Hosted By Ashif Mawji President & CEO Upside Software Inc. Last year, IACCM announced its License To Act Differently, a program that encourages innovation in contract and commercial practices. This award ceremony will recognize some of the leaders in the global commercial contracting community – individuals and teams who are raising the profile of contract and commercial capability. Finalists will be featured in the following categories: “Award For Personal Initiative”, “Award For Operational Improvement”, “Award For Strategic Direction” and “Award For Outstanding Service Provider”. 9:30 End Of Conference Day Two Register Here at www.iaccm.com • TEL + 1 800-882-8684 11
  12. 12. Main Conference Day THree THURSDAY, OCTOBER 18, 2012 8.00 Registration & Coffee In The Exhibit Hall THEME: GLOBALIZATION, REGULATION & UNCERTAINTY Some of the major issues that make today’s projects so complex must increasingly be taken into account as we design and manage our contracts. We need to find effective ways to both protect and enable our businesses in navigating our fast-changing environment. Breakout Sessions Begin. Choose Between The Following: GLOBAL PERSPECTIVE & REGULATIONS, COMPLIANCE & PREPARING FOR THE FUTURE INTERNATIONAL COMPLEXITY THINGS THAT SCARE US Chair: Russ Edelman, President & CIO, Corridor Consulting 8:45 Panel Discussion: Risks Of Rethinking Risk: Maximizing The Impact Of Emerging International Value In A Complex Environment Technology On Contract Whether we like it or not, all businesses Complex projects are often highly visible and Management today are impacted by global factors – linked highly vulnerable. Unfortunately, in an effort Tools and systems are key to improved economies, new competitors or supply to manage risks many projects get off to a contracting. They offer improved ways to sources, challenges to IP rights, global and bad start, encourage counter-productive manage and report on complexity; indeed, in regional regulation being just a few. behaviors, are poorly structured and then many situations, management without limp along never to achieve the intended technology is perhaps impossible and certainly J. Trevor Hughes benefits for either party. In this session we unaffordable. So what works, what sort of President & CEO will: tools and systems should we be developing? International Association of Privacy • Redefine risk beyond the legal Professionals – Moderator Moderator: • Examine static and dynamic risk Russ Edelman Panelists: • Identify the highest risk areas and explore President & CIO Marc Sirois mitigation techniques Corridor Consulting |General Manager, • Suggest strategies that YOU can use in Contracting & Purchasing Services your next project Liz Shilliam Greater Toronto Airports Authority Director of Enterprise Contract Management Edward Hansen Nike Angela McDonald-Fisher Partner Legal Counsel Baker & McKenzie LLP Rolls-Royce North America Dan Mahlebashian Chief Contracting Officer & Global Purchasing Director, IT Purchasing General Motors Corporation 9:30 The Latest Trends, Issues, Best Practice In Health & Safety Contracts & Pollution Indemnity Directions Regarding Data For Complex Projects In Light Of The Horizon Protection And Data Privacy • Manage a diverse workforce that might Deepwater Disaster • Receive an overview of the data flows not be well skilled to avoid injuries In the oil and gas market, the future of complexity, several meanings and • Receive examples of compliance with local contracting is strongly tied to the use of expectations of privacy in different concepts government t rules and regulations knock-for-knock indemnity provisions, and risk • Learn what needs to happen when data is • Learn how to initiate and maintain culture assessment and mitigation is of paramount stolen or misused change importance. The manner in which global • Manage the diverse social and legal • Lessons learned O&G companies conduct business has expectations in the era of globalization changed dramatically since the Gulf disaster. • Learn methods for regulating privacy need Join this session to learn and dialogue the key to be applied as the amount and speed of issues related to the indemnity provision and online data increases how to address them. • Learn the ways to improve data privacy management internally to avoid overly Jeffrey S. Sobieski burdensome regulation that could Western Region Contracts Manager jeopardize the many benefits data presents Rockwell Automation J. Trevor Hughes President & CEO International Association of Privacy Professionals12 www.iaccmamericasconference.com
  13. 13. Main Conference Day THREEcontinued Breakout Sessions Continue. Choose Between the following: GLOBAL PERSPECTIVE & REGULATIONS, COMPLIANCE & PREPARING FOR THE FUTURE INTERNATIONAL COMPLEXITY THINGS THAT SCARE US 10:15 Contracting in a Complex Global The Impact Of Cloud Computing Automation Of Commercial Environment On Contracts Projects Of The Future • Learn how to deal with conflict of laws • Learn how to analyze and consider SLA This session will examine how companies • Uncover the challenges of working with from different cloud service providers can prepare for the shifting global economy suppliers globally • Receive guidance on what to expect and and use of new technologies in developing • Discuss the most crucial cultural issues in what to be aware of as you evaluate SLAs nations impact on commercial contracting. global contracts from their cloud computing providers Michael Cram • Highlight major regulatory challenges • Use the content of this presentation as a eCLM Solutions Practice Lead checklist of key criteria for evaluating and Angela McDonald-Fisher HighPoint Solutions LLC comparing SLAs from different providers Legal Counsel will be included Rolls-Royce North America • Understand the role that standards play to improve interoperability and comparability across different cloud providers, and identify areas where future standardization could be effective 10:55 Morning Networking & Refreshment Break In The Exhibit Hall 11:25 Managing Through The Dynamic Social Media In Complex Collaboration Tools For A Global And Diverse Cultures In Latin Commercial Projects Legal Group Of The Future America • Find out how your project can benefit • Understand the importance of speaking • Review the general approach of from social media the same language, if you want to bring multinationals at covering contracting needs • Be aware of the complications and risks together local teams in Latin America & Caribbean region when dealing with social media • How to bring together local and global • Learn how to navigate through different legal • Gain practical examples of how your teams systems, different countries, diverse cultures projects can benefit from social media • Benefit from practical examples on how to • Find out how to deal with changing channels encourage sharing: The SharePoint Way marketplace - Latin America has reached • Learn how to evaluate social media risks to • How to ensure collaboration success critical mass market size levels measure against anticipated rewards Gary Friedlander • Discuss the latest examples of working • Discover the four steps to generate a Vice President & Division General Counsel together with government owned oil & gas cohesive social media system, both TransUnion LLC companies: PEMEX, PDVSA, Petrobras, internally and externally Ecopetrol, etc. • Discuss the emerging regulatory issues • Find out the details of how Rockwell impacting social media usage Automation educate their HQ department on legal theory vs legal reality Ryan Garcia • Hear practical examples of how to deal with Legal Director for Social Media complexity of contract with private sector: Dell Inc. how to deal with local language forms, local resources and local approach Ed Africano Director, Regional Manager, Latin America Rockwell Automation 12:05 Attendees Back To General Session For Concluding Sessions 12:10 IACCM Board Members Panel Discussion 12:40 Concluding Panel Discussion With Representatives This panel will provide you with a review of achievements and future From “Most Admired” Companies IACCM initiatives. Join the call to action from the IACCM Board! • How did they become most admired companies? • What is their approach and how is it different to others? Moderator: • Look back at the different ideas debated over three days and discuss Diane Homolak practical actions one can take to further development of commercial Global Legal Operations Quality and Strategy Manager capabilities in the changing market Hewlett-Packard Company • Set out a practical plan for action that will equip you for the steps needed Chair IACCM Board of Directors to build your commercial capability Tim Cummins • Go through Highlights of the most interesting ideas and ‘lessons learned’ CEO during the conference IACCM • Summarize of the areas, where further attention is required • Come up with a structured approach on how to gain executive support Tim Cummins Angela McDonald-Fisher Lara Nichols CEO Legal Counsel Senior Director, Global IACCM – Moderator Rolls Royce North America Partner Strategies Tyco International 1:05 Box Lunch & End Of Conference www.iaccmamericasconference.com 13
  14. 14. Sponsors and Exhibitors Platinum Sponsors QuisLex www.quislex.com 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. Upside Software Inc. www.upsidesoft.com Upside Software is the worldwide leader in Contract Lifecycle Management (CLM) solutions with hundreds of deployments in about 180 countries. Upside’s award winning product suite, including their UpsideContract solution, offers a fully automated contract management process that starts from collaborative contract creation, negotiation and award, and includes risk, performance, compliance and deliverable tracking and management, financial processing (e.g. invoices and payments), and on-going event monitoring and management. UpsideContract also includes a wizard-like request entry function, amongst the best Microsoft Word integration, and extensive security and business intelligence features.Upside Software has extensive experience delivering real value to customers of every size and in virtually every industry vertical. Upside Software offers both on-premise and SaaS solutions. Sponsors 8 over 8 www.8over8.com 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 Inc. www.connolly.com Connolly is the largest recovery audit firm worldwide. For more than 30 years, we have provided a comprehensive and integrated set of audit and associated advisory services focused primarily on post payment & post-award contract management with the goal of delivering value to our clients in one or more of four major value categories: • Cash Recovery • Future Savings / Leakage Prevention • Compliance Improvement and Assurance • Contract Risk Management With more than 1000 professionals, offices in the US and Europe, and a network of professionals inside and outside those regions, we can be a truly global partner in post contract recovery, compliance and risk auditing. We are proud to say that last year in the “cash recovery” value category, we were able to recover more than $1 billion for our clients - straight to their bottom line. Visit www.connolly.com for more information. BayGroup International www.baygroup.com 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 www.revitasinc.com 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.14 www.iaccmamericasconference.com
  15. 15. Sponsors and Exhibitors ...continued Corridor 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 www.synapticdecisions.com 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 www.flexerasoftware.com 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. For more information, please go to: HYPERLINK "http://www.flexerasoftware.com/"www.flexerasoftware.com. RPost www.rpost.com 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 www.huronconsultinggroup.com 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. Prodagio www.prodagio.com 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. IBM® Emptoris Contract Management www.emptoris.com 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. www.iaccmamericasconference.com 15
  16. 16. Registration Information Pricing Register by September 10th to secure the early-bird prices shown below - a $150 saving on standard rates! Individual Member Rate Corporate Member Rate Non/Renewing Member Rate (includes 1 year IACCM membership) Main Conference Only (17-18 Oct) $1445 $1116.50 $1595 Main Conference + 1 Workshop (16-18 Oct) $1595 $1266.50 $1745 Main Conference + 2 Workshops (16-18 Oct) $1745 $1416.50 $1895 Corporate Member pricing includes a 30% discount. To learn more about Corporate Membership please contact kkawamoto@iaccm.com What is included? IACCM Cancellation, Postponement and Substitution Policy • Cancellation Policy: Substitutions are welcome at any time. Cancellations made prior to September 16, • IACCM Cocktail Reception 2012 will be issued a credit towards a future IACCM event. There will be no refunds for registrants who • All daytime refreshments and conference lunches do not attend the conference. Cancellations cannot be accepted by telephone at any time, but can be • Post-event access to all conference materials and presentations made by email to info@iaccm.com and will be valid for the relevant refund/credit so long as you have written acknowledgment. • Invaluable networking opportunities and access to industry • Privacy Policy: Credit card information will not be disclosed to other parties. experts • IACCM is not responsible for any loss or damage as a result of a substitution, alteration or cancellation/postponement of an event. IACCM shall assume no liability whatsoever in the event this Please note that hotel accommodation is not included in the conference is cancelled, rescheduled or postponed due to a fortuitous event, Act of God, unforeseen registration fee. occurrence or any other event that renders performance of this conference impracticable, illegal or impossible. For purposes of this clause, a fortuitous event shall include, but not be limited to: war, fire, labor strike, extreme weather or other emergency. • Please note that while speakers and topics were confirmed at the time of publishing, circumstances beyond the control of the organizers may necessitate substitutions, alterations or cancellations of the speakers and/or topics. As such, IACCM reserves the right to alter or modify the advertised speakers Venue Information and/or topics if necessary without any liability to you whatsoever. Any substitutions or alterations will be updated on our web page as soon as possible. “I like the number of people, and the right diversity of people at the event.” (Coen Wilms, CM Process Owner, Shell Global Solutions) “This is more important than any of the other events that I go to, because it is talking about my own profession and things I deal with on a day-to-day basis.” (Graeme Sloan, Commercial Director, Serco) “What a wonderful Conference! And how refreshing to be surrounded by so many interesting and dynamic individuals - it was so inspiring and so much fun! I really have come away La Torretta Lake Resort & Spa with such a huge renewed enthusiasm for what I do and 600 La Toretta Blvd Montgomery, TX 77356 where I want to go.” (Sally Hughes, Director, Condicio Ltd) 936-448-4400 I Reservation 877-286-9590 http://www.latorrettalakeresort.com/ “I wanted to say how much I enjoyed the conference. From Rate for conference attendees an interest as well as a networking perspective it was very $179.00 per night + tax productive for me.” (Simon Rowley, Director, Rowley Bateman)16 www.iaccmamericasconference.com