Slideshare introducing whitebridge v1.0

Introducing Whitebridge

January 2013
Gerwin Pol

Whitebridge This presentation, including any supporting materials,
is owned by Whitebridge Consulting
and is for the sole use of Slideshare Use - internal use only.
© 2013 Whitebridge Consulting. All rights reserved.

Whitebridge
Table of Content

•  About Whitebridge

•  Market place challenges and opportunities

•  Our approach

•  Our collaborative relationships

•  Our solutions

•  Our people

Introducing Whitebridge Slideshare Use
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January 2013 – page 1 © 2013 Whitebridge Consulting. All rights reserved.

Whitebridge
Table of Content



•  Our approach



•  Our people


Whitebridge
About Whitebridge
•  Whitebridge was formed by a group of IT governance, legal and sourcing industry practitioners
who’s collective objective is to improve the adoption, integration and automation of sourcing
practices to enable customers and suppliers to gain real benefits and advantages from
sourcing relationships as the market matures.

•  Whitebridge has strategic collaborative relationships across EMEA and in the US and Asia as
well as links to industry forums, which support the delivery of it’s client solutions and ongoing
review of performance and relationships.

•  Whitebridge tracks the evolution of various industry methodologies and standards including
eSCM, ITIL, CMMi & PMI, ISO 37500 etc. in order to provide an overall ‘e2e’ integrated
approach between the touch-points of the specific standards and the processes they align to
and the software used to support them in the delivery of sourcing services.

•  This approach enables Whitebridge to tailor its solutions to fit the client situation and adapt its
methodology to enable an efficient and effective approach to IT governance and sourcing.

The key focus for Whitebridge is on helping clients to build ‘the bridge’ between supply and
demand from a sourcing perspectiveSh

Whitebridge
Table of Content



•  Our approach



•  Our people


Whitebridge
The Sourcing Market is maturing, but its still hard-work to bridge the
gaps and make Sourcing ‘deliver it’s promise’
Client challenges and gaps: Cloud, Crowd
•  On-time Project Delivery
•  Service Quality and Networked -
•  Effective cost management Sourcing
•  Integrated Strategy and Governance
•  Innovation and adopting new technology
‘Future Era
Proofing’
to support the business
•  Collaborative Relationships M:N
•  Appropriate Retained Competencies Multi- Relationships
•  IT Process Standardization Sourcing
‘Bridging the Era
Complexity /

gap’
Maturity

1:N
Strategic Relationship
Sourcing
‘Mind the
gap’ Era
1:1
Relationship
Outsourcing
Era

‘Transaction’

‘70/’80 2000 2005 2010 - Future

‘The Bridge’ Whitebridge
Whitebridge focuses on helping clients to bridge the gap from the Strategic
Sourcing Era to the Multi-Sourcing Era - building the foundations for on-
going future proofing as the sourcing industry continues to evolve

‘Strategic Sourcing Era’ ‘Bridging the gap’ ‘Multi-Sourcing Era’

‘Bridging the gap’ ‘Results Focussed’ IT,
Sourcing Strategy
Strategy and Governance

Strategic fit Innovation and speed
of improvements

Single Relationship Portfolio of Relationships

Specialized
Consultancies Key Internal Competence

Standardized,
Craftmanship
IT Supported & Automated


Whitebridge
Table of Content



•  Our approach



•  Our people


Whitebridge
Four reasons why Whitebridge provides exceptional value for its clients
through its ‘game changing’ approach
•  Expert based consulting. Whitebridge Consulting entity is structured as a cooperative. Clients work with
experienced sourcing advisors directly. Each advisor is an entrepreneur incentivized to provide the
maximum value to the client whilst being networked together in a collaborative knowledge sharing
environment.

•  Knowledge transfer at the core. In their engagements Whitebridge advisors are focused on educating
the client, which reduces the consultancy dependency scenario. Even more, Whitebridge’s mission is to
help improve the maturity of the overall Sourcing profession. Whitebridge advisors are working on multiple
standards committees and industry bodies. Taking the lead, Whitebridge is sponsor and co-founder of the
Sourcing Exchange to provide an advisor independent source of knowledge, information and collaboration.

•  Maturity out of the box. Automation and standardization are core to Whitebridge engagements.
Whitebridge is working with multiple Independent Software Vendors to develop a toolset that will help
clients to adopt and implement standards and certified processes straight out of the box. Also Whitebridge
is using these tools in its engagements to eliminate the need for multiple consultants on the ground,
providing the direct access to the expert advisors.

•  Value based fee structure. Because of this, clients only pay for the advisors working on their project and
still have available the full value of the Whitebridge network. Whitebridge advisors and associates tightly
work together through a propriety social media network. The cooperative structure eliminates the
traditional typical ‘overheads’, therefore increasing the value directly to fees paid.


Whitebridge
Table of Content



•  Our approach



•  Our people


Whitebridge
Whitebridge actively supports the development of standards and aligns its
methodology and approach to eSCM, ISO 37500 and other key industry standards

–  Alignment with eSCM (eSourcing Capability Model, similar to CMMi, also developed by Carnegie
Mellon University) and other industry standards to provide ‘industry driven approach’
–  Pragmatic solutions using industry checklists and repository for templates and best practices
–  Integrated methodology for strategic, change and operational content for developing knowledge,
maturity and standardisation through automation

ISO 37500 Sourcing Strategy and IT
- Outsourcing Governance
COBIT PMI

Sourcing Change
TOGAF CMMi Initiatives

eSCM
Security ITILv3 Sourcing Management -
BS 11000 Operational Reviews
Collaborative
Business
Introducing Whitebridge Relationships Slideshare Use

Whitebridge
Whitebridge is a key sponsor of the Sourcing Exchange – which is focussed on
being a ‘Sourcing Professional’ dedicated multi level community
•  Sourcing Exchange is a multi level community for Sourcing
Professionals Face 2 Face Events
▫  Online community, focused on sharing of information, Meetings, Conferences, Best
leveraging the collective knowledge and experience of Practice Sessions, Round Tables
the members
▫  Face 2 Face events focused on sharing of information,
networking and advancing the members in “real-life” Online community
▫  Professional Development, as the Sourcing Exchange Blogs, Challenges, Benchmarks,
is focussed on improving the overall maturity of the Standards, Expert Q&A
profession and market, professional development
opportunities are key to its members
▫  Market Place, this is a space where information is
Professional Development
found or gather on the market place (players, services, Training, Certification, eLearning,
solutions) Webinars
▫  Business Exchange, this is a set of tools and functions
that will help the sourcing professional in to be more Market Place
successful in his day-to-day realizing of his/her goals Market Consultation, Innovation
•  Access Challenges, eRfI, Market Place info
▫  Parts of the community will be open to anyone, eg. Blogs
▫  Sourcing Professionals and Business Partners will have
access to the open sections of the online community, the
Business Exchange
free tooling and the free meetings Deal Accelerator, Transition
▫  Service Recipient staff will have dedicated areas that are Navigator, Contract Lifecycle
invitation only Manager, etc.


Whitebridge
Whitebridge works with its partners to develop a tool supported sourcing
approach and process automation
Example ‘Deal Accelerator’
•  Traditional sourcing events have a high Sourcing Procurement
degree of custom process and tools, advisor space space
leading to high support cost as % of the
deal size (1% for large deals to 2-5% or
more for small deals)
•  Available tooling is procurement, service
management and/or M&A focussed. The
tooling does not take the complex nature

Sourcing event cost
as a % of deal size
of sourcing into account
•  Available tooling is not integrated across Traditional
advisor supported
the sourcing life cycle
•  Whitebridge’s approach, unlike traditional
sourcing processes, leverages tooling to
provide an accelerated, interactive and
innovation driven process
Deal Accelerator
supported

Deal size

Whitebridge
Table of Content



•  Our approach



•  Our people


Whitebridge
Whitebridge Solutions

Focussed on building ‘the bridge’ between customers and suppliers
•  The Supplier Portfolio - Strategy, Change Initiatives and Operational Management solutions
which are integrated, aligned to standards and end to end customer focussed.

Supply Side Demand Side
‘The Bridge’
Sourcing Strategy and IT
Governance Strategy, Innovation & Governance
Delivery

Change

Sourcing Change Operations
Initiatives
Managing Managing Managing Managing Managing
Management

Suppliers Support Services & the Office of Customers
Functions Technology the CIO
Service &
Sourcing Management - Supplier
Technology
Customer
Operational Reviews Portfolio Portfolio
Portfolio


Whitebridge
Whitebridge Tender approach
Maximize Competition and Interaction
Typical elapse time, excl. Transition & Transformation:
9 to 12 months
Transaction Brokering Gates
I- II - III - IV - V- VI - VII
Analyse Define Solution Contract Integrate Transition Transform
•  Longlist •  RfI •  RfP •  BAFO •  Integrated •  Existing •  Service
(7-10) •  Shortlist •  Initial Bids •  Preferred SP Solution Services Environm.
•  Sourcing (3-4) •  Finalists (2) •  Signed •  OLAs Transferred Implement.
Initiation •  Draft •  Market Agreement •  Detailed •  Sourcing •  Transform.
Decision Agreement Tested •  Negotiated Transfer Gov. and Business
•  High Level •  Detailed Business Business Plan Mgmt Plan Case
Business Business Case Case •  Integrated Effective
Case Case Business •  Transferred
Case Business
Case
Key Characteristics Approach
•  Pre-work upfront (Draft Agreement, Due Diligence Prep.) to allow for clear requirements and solid
response, speeding up the later stages
•  Maximizing competition (SPs have a large chance of winning, thus increasing eagerness)
•  Highly interactive approach shaping the solution and aligning on the agreement instead of focussing on the
negotiations
•  Ensuring integration of the relationship into the existing (service) environment before starting transition


Whitebridge
Standard Approach: Key Deliverables per Stage

I - Analyse II - Define III - Solution IV - Contract V - Integrate VI - Transition

•  Current State •  Prepare Short •  Send out RfP •  Clarify •  Validate and •  Transfer
Report List Selection and draft proposals integrate Resources
•  Market Scan – (RfI) Agreement finalists Transition and •  Transfer People
Longlist •  Data Collection •  Confirm •  Align with Transform. Plan (optional)
Selection •  Shortlist Existing finalists on •  Complete •  Transfer
•  Proposed Selection Conditions Agreement & Transfer Plan Knowledge
Sourcing •  Prepare Draft •  Site Visits Schedules •  Detail Sourcing •  Implement
Approach Agreement, •  Communicate •  Detail Transition Management Transition Plan
•  Governance incl. SoWs Requirements & Transform. Plans •  Implement
Model SLAs •  Evaluate Plan •  Complete Sourcing
•  Impact and Risk •  Prepare proposals •  Best and Final Comm.Plan Governance
Selection Transfer-out •  Select Finalists Offer •  Prepare Service and
•  High Level (HW, SW, •  Market Tested •  Negotiated Integration Management
Business Case People) Business Case Business Case •  Integrated Plans
•  Sourcing •  Prepare Finalist •  Select Final SP Business Case •  Transferred
Implementation Selection – RfP •  Sign Agreement Business Case
Plan and Evaluation
•  Sourcing Model
Initiation •  Detailed
Decision Business Case


Whitebridge
Example RfP Structure and Components
Whitebridge has templates and checklist for all components

•  RfP Instructions, including: •  Enclosure C – Draft Agreement
▫  Scope ▫  Master Services Agreement
▫  Objectives ▫  Services Agreement Schedules
▫  RfP Process ▫  Services Agreement Attachments
•  Enclosure A – General Response •  Enclosure D - Additional RfP
Format and Template, including: Information
▫  Compliance to Legal Terms
•  Enclosure E – Data Room Protocol
▫  Compliance to Schedules
▫  Proposed Approach
•  Enclosure B – Financial Response
Format
▫  Cost Summary
▫  Ongoing fees
▫  Transition fees
▫  Hourly Rates
▫  Pricing Assumptions

Whitebridge
Example Sourcing Agreement –
MSA & Schedules can be simplified based on scope
Master Service
Agreement

2. Relationship Relationship
1. Definitions Governance Services 4. Pricing Change Legal

2.1 Strategic 5.1 Transition & 6.1 Data
Objective 3.1 Advisory & 3.2 Project Operational Transformation Processing
Staffing Services Services Services 4.1 Pricing Sheet
Statement Plan Agreement

2.2 Demand 6.2 Transfer
Management 3.3 Service Agreement
Integration 4.2 Travel Policy 5.2 Exit Plan
Plan Template

2.3 Contract 6.3
Management 3.4 Application 5.3 Human Confidentiality
Services 4.3 Inventory Capital Plan
Plan Agreement

5.4
2.4 Measurement 3.5 Application Communication
Charter Hosting
Plan

2.5 Key
Personnel 3.6 ITSM Tooling

2.6 Audit
Requirements

2.7 Security
Policy

2.8 Acceptance
Procedure

Whitebridge
For exchange of information during the tender process
Whitebridge uses a Virtual Data Room
Why
•  Secure access to (sensitive and confidential, e.g. HR) information
•  Secure and controlled sharing of, and access to Due Diligence information
•  Tracking of questions and answers
•  Process control (notifications, responses, negotiations)

Characteristics
•  Easy and secure access via web browser
•  No software installation
•  Available instantly and anywhere
•  Protection from threats with two-factor authentication and service provider/
administrator shielding
•  Tamper-proof audit trail of all data room activities helps ensure compliance
•  Process tool (notifications, Q&A, tasks)


Whitebridge
Table of Content



•  Our approach



•  Our people


Whitebridge
Example CVs

•  Gerwin Pol, Managing Partner Europe and Benelux
•  Alexander Dortland, Managing Partner Benelux
•  Martin Stacey, Managing Partner UK
•  Adrian Quayle, Managing Partner UK
•  Alberto, Managing Partner South Europe

Depending on the timing and scope of the engagement other CVs are
available.


Whitebridge
Gerwin Pol
Managing Partner Europe and Benelux
•  Gerwin Pol, founder and Managing Partner of Whitebridge Consulting, with
over 20 years experience in business and IT strategy, has worked on a full
range of sourcing assignments spanning all phases of the sourcing lifecycle
•  Formerly Gerwin was Sourcing Program Manager at Dutch Insurance
Company, reporting to the CIO (spanning an external spend of 120 million
Euro). Designing and implementing the new central organization for IT supply
and supply management of external suppliers, and restructuring of the
supplier portfolio, including the restructuring of the infrastructure deal (65
Million per annum)
•  Recently Gerwin was interim Head of Sourcing & Vendor Management
reporting to the CIO, responsible for establishing the Sourcing & Vendor
Management Office inside a Pan-European IT Organization of a European
Manufacturing company. This includes the outsourcing of the infrastructure
and retendering the application development and maintenance contracts
•  Gerwin is co-author of a book on the critical factors of outsourcing success,
has published multiple articles, and presented on numerous occasions on
sourcing related topics


Whitebridge
Alexander Dortland
Manager Partner Benelux
•  Alexander is a Managing Partner of Whitebridge Consulting and is
responsible for Strategic Sourcing assignments across the Benelux.
•  Alexander has over 15 years of experience in strategic business and IT
projects. He has had multiple roles and has carried out multiple types projects
in Strategic Sourcing, IT programme management and IT Innovation. He has
experience in a wide range of industries including, Education, Financial
Services, and Telecoms.
•  Before joining Whitebridge in 2010, he was Transition Manager Sourcing at
Delta Lloyd Group and program manager at INHOLLAND and Leiden
University Colleges. Alexander specializes in complex programs in complex
environments. Alexander is focused on creating business value and
innovation. He easily understands strategic sourcing and architectural
success factors and drives results by getting things done. Before that he has
worked as business consultant for KPMG Consulting.
•  Alexander is co-author of a book on creating business value through IT and
communication media, has published multiple articles, eg. on innovation and
IT architecture, and presented on numerous occasions on sourcing and
innovation related topics.

Whitebridge
Martin Stacey
Managing Partner UK
•  Martin has more than 20 years experience in advising clients on strategy,
change management, organizational design, governance, outsourcing &
procurement activities, and is responsible for the UK activities of Whitebridge.
•  During his career he has completed a number of client assignments -
including: The development of client sourcing strategies and assisting
organisations with change management programs. Participating and
supporting a range of client sourcing & procurement projects. Developed
client management, governance and sourcing capabilities.
•  He has presented at conferences, published a number of research notes and
papers covering major aspects of Strategic Sourcing. He was also a major
contributor to the book 'Multisourcing ‘ and developed a leadership group for
clients covering best practices in outsourcing.
•  Prior to Whitebridge he worked as a Director for TPI, Gartner and Morgan
Cambers (Now part of KPMG/EquaTerra). During his business career he has
held a number of senior management positions.
•  Martin is a Chartered Management Accountant with a BA (Hons) Degree in
Business Studies and a Diploma in Marketing.


Whitebridge
Adrian Quayle
Managing Partner UK
•  Adrian is an experienced Sourcing Consultant working with a wide range of
clients and service providers across all areas of the Sourcing Lifecycle. This has
included a number of engagements relating to the management of multi-sourced
environments including the positioning of the service integrator role.
•  As a Board Member of the National Outsourcing Association (NOA) he
represented the outsourcing industry on the British Standards Institution (BSI)
Committee which recently drafted the new British Standard on Collaborative
Business Relationships (BS11000). Adrian is also Chair of the ISO Committee on
Outsourcing (PC/259). This committee has recently produced an initial draft
document to set out good industry practice for use by outsourcing customers,
providers and advisers world-wide.
•  Prior to this from 1995 to 2010, as Vice-President Gartner Consulting, Strategic
Sourcing EMEA Adrian Quayle led and delivered client engagements throughout
EMEA and worldwide. Prior to this he was a Vice President in Gartner
Measurement EMEA, and a Principal Consultant for ACT Business Systems.
•  Mr. Quayle earned a BSc Electrical Engineering and Electronics and a Diploma
in Management Studies (DMS). He is a Chartered Engineer, a Member of the UK
Institute of Management and a Member of the Institution of Engineering &
Technology (IET).

Whitebridge
Alberto Parolo
Managing Partner South Europe
•  Alberto is an Executive Consultant with deep experience and leadership credentials
in customer-connected areas (sales, marketing, customer care, projects, delivery).
He has a sound experience both as senior advisor and as director in projects
concerning deep change: integration, transition/migration and outsourcing.
•  His advisory experience includes major ICT European outsourcing deals (network,
data center, SAP infrastructure, workplace, service desk), in the roles of project
director and transition manager for the customer.
•  Fluent in four languages, Alberto spent most of his career in large multinational
enterprises and international organizations (Council of Europe) managing
international teams. Prior to consultancy, he held IT senior roles at British Telecom,
Telefònica group, Fiat Group, Council of Europe, IBM joint ventures.
•  An international and multicultural team builder. Quick. Optimistic. A leader and
positive thinker in complex and difficult negotiations. Unquestionable integrity.
•  Teaching experience on technology, ICT strategy and communication. He gave
courses at MBA and led training programs in enterprises.
•  Alberto holds a Master degree in Electronic Engineering and Computer Science
from Turin Polytechnic, Physics at Boston College, MBA courses at Corep, and
postgraduate training at London Business School.

Whitebridge
Contacts

Whitebridge Consulting BV
Gerwin Pol
Managing Partner
De Atoomclub Rotterdam
Vlaardingweg 62
3044 CK Rotterdam
The Netherlands
Mob: +31 6 57 32 46 52
Email: gerwin.pol@whitebridge.eu


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