Have you ever worked under a contract that hasn't fit your needs nor your agile values?-With Lean-Agile Procurement we've developed a new approach, that solves that problem and currently is disrupting the world of procurement/sales and partner management. In this talk we'll share the approach based on not one case, but with all our cases we've applied it so far with Gazprom, Barclays, Air France KLM, Auckland Council, etc. Expect honest insights about our experiences, pitfalls and learnings while we've e.g. sourced an ERP system in just 2 days having 3 competitors in the same room co-creating an agile contract each! Mirko Kleiner

1. MirkoKleiner
Lean-Agile Procurement
Speed-dating for Business’
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Incooperationwith:
&
Alliance

2. AGILE
SALES &
PROCUREMENT
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3. +
W I N N E R

4. 4
The overall challenge
Uncover the black box of partner evaluation
Value
Time-to-Market
OFFER
CONTRACT
AGILE DELIVERYIDEA
© All rights reserved
BLACK BOX

5. 5
The overall challenge
Uncover the black box of partner evaluation
Value
Time-to-Market
~6-12Months
SPECIFICATION
OFFER
CONTRACT
AGILE DELIVERYIDEA
WTF!"#
© All rights reserved
"Too late involvement
"No Value Delivered
"Time to market slowed down

6. 6
Lean Agile Procurement
Agile from the Start, eliminate Waste & increase Time to Market
Value
Time-to-Market
Vision
AGILE DELIVERY
DaystoWeeks
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2
3
4

7. RADICAL MINDSHIFT
PAST TODAY
Cross-functionalCollaboration
Acceptuncertainty
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8. 8
LEAN PROCUREMENT CANVAS
Partner
(Supplier)
Focus Customer
(Buyer)
Why
WhatHow
Who
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9. © All rights reserved
UrsulaSury,licjur,DieAdvokaturAG
TheLeanProcurement Canvas
isanAgileContract
9 9
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10. Lean Agile Procurement
An end-to-end Approach to build & manage adaptive Partner Ecosystems
DaysinsteadofMonths
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Business Model
Canvas
1 Initialization 3 BigRoomDay/s2
Lean Procurement
Canvas
Preparation
✓
4 PeerFeedback
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11. EmpoweritwithmainStakeholders
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Setupan agile,cross-functionalTeam1
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12. Quelle CKW, public Review / Pocathon 2018
Preparefor BigRoomEvaluationWorkshop
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GatherNeedswithrealUsers2
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13. Alignwith Peoplethat willdotheJob
StartCooperationevenbeforeaContract
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Invite3 CompetitorsinthesameRoom3
Image Source: CKW

14. Run a Proof-of-Concept
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Co-create anAgileContract3

15. ObservetheirBehaviors&Skills
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3 Apr 25

16. 16
EricChaumette ManagedDeliveryCentersProgramManagementAirFrance
Insteadof eliminatingthelesspromising
offers weendedupimprovingeachproposal
andchoosingthebestone!
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Image Source: Air France

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Co-createthebestLicenseModel3
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18. Co-createanAgileContract
RunaProof-of-Concept
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3 Jan30
Resolve Risks&openQuestionsimmediately3
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19. 19
Co-Create aProposal&Agreement3
NDA
SoW
GtC
Master Agreement
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© All rights reserved Image Source: Auckland Council

20. 20
Co-Create aProposal&Agreement3
NDA
SoW
GtC
Master Agreement
3-pager Auckland Council
2020
© All rights reserved Image Source: Auckland Council

21. Source: CKW, public Review / Pocathon 2018
Havea CommercialDiscussion3
2121
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22. © All rights reserved
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Lean-Agile Agreement
Overcome Uncertainty & endless Negotiations with Agile Contracts
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Improve theAgileContracttogether3
CometoanAgreement

23. © All rights reserved
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GetPeer-Feedback
Team-Decision
DemoResults4
Image Source: CKW

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Make itallONLINE1-4

25. * Comparison to anothercasefrom thepast with asimilarcomplexity
Expect the unexpectable
The team chose not one vendor but two!
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26. 2weeks(lead time)
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Improved Time to Market
From Idea to 1st Value delivered in just 2 Weeks, being faster would be possible!
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WORKING DAYS
1 Feb18
2 Feb20
CONTRACT
SENT (Draft)
INVITATION
SENT TO 3
VENDORS
DAYS WITH VENDORS
3 Feb28
3+4 Mar1
FM T W T FM T W T M T
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SigninganAgreement

27. * Comparison to anothercasefrom thepast with asimilarcomplexity
Our Results
Faster, cheaper, better
4-8xfaster fromIdea to1stValuedelivered
1/2Effort
80%SavingsthroughFocus
100%socialFit
91%recommendtheApproach
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28. Capacityof Team Members
Handling3vendorssimultaneously
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CONCLUSIONS
Legalasksforatemplate
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Challenges
Yes we also had challenges and still have!-But now those are transparent and get solved.
StayintheDriver-seat
Mindshift-Wearealljusthuman

29. !Up to 80% of biz’ revenue is
in hands of sales/procurement
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30. © All rights reserved
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Lean Agile Procurement
Application Areas of the Lean Procurement Canvas
Incremental Sourcing of external & internal Products/Services incl. Agile
Product Development Teams, or Team-of-Teams
Iterative Partner Management through-out the product-/service lifecycle
Iterative Partner Assessment with fixed feedback-loops (Retrospective)
Incremental Sales to co-create collaboratively a proposal
Lean-Agile Agreement iow. an Agile „Contract“
Team Setup during Agile Transformation
Conclusion
Every Leader, Agile Coach, Product Owner, Scrum Master, Sales-,
Procurement Professional, even Lawyer should have the Lean-
Procurement Canvas in his/her toolbox!
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31. Next workshops
Alliance
In Cooperation
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31
Latest early Adopters
Online

32. THANK YOU!
MirkoKleiner
+4179 6011990
mirko@flowdays.net
FREEDOWNLOAD
www.lean-agile-procurement.com
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FREEDOWNLOAD

33. ?Q + A
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