piw 2016 full agenda 8-26

P a g e | 1 September 19-21, 2016

JW Marriott Camelback Inn Resort & Spa, Scottsdale, AZ

Monday, September 19, 2016 Practitioners-Only Day—The Road to 2020

7:15-8:15 Registration and Breakfast

8:15-8:20 Welcome

8:20-8:30 Chairman’s Opening Remarks Michael Shaw, Founder and Board Member, ACSPE

8:30-9:10 CPOs Unfiltered: Driving Innovation into the Business In this unscripted executive roundtable, leading CPOs will give you a window into their world, what’s driving their thought processes, and how they’re delivering value for their company. Think The View’s “Hot Topics,” but with Chief Procurement Officers! Potential areas of discussion include:

• Is a CPO’s role to innovate within procurement, or use procurement as a tool to enable business innovation? • Elevating procurement’s value to keep their seat at the table • The future of procurement: What will a CPO in 2020 be doing for the business?

Emma Chontos, Senior Vice President Procurement, Paramount Pictures Chris Sample, Director, Global Procurement Services, AECOM Linda Chuan, Sr. Director - Global Corporate Services & Strategic Sourcing, Salesforce.com Greg Tennyson, Chief Procurement Officer, VSP

9:10-9:15 Transition to Working Groups 9:15-10:25 Working Groups for Improving Business Functions

Attendees will break into these working group sessions, facilitated by area and category specialists, who will guide the group toward crafting an action plan of five ideas that you can implement immediately to begin getting results back in the office. The action plans will be reported back to the entire group during the afternoon sessions. Each group is limited to 30 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.

Working Group 1: Making the Most of Your Outsourcing Engagements

Working Group 2: Sourcing Diverse and Small Business Suppliers

Working Group 3: Implementing Best-in-Class Supplier

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When considering outsourcing a category or part of the procurement function, there are many considerations you must take into account to ensure that you’ll actually receive promised savings. During this working group, discuss: • How to determine what is core to your

company’s procurement function, and what can be outsourced

• Selecting the right BPO for your organization- it’s not one size fits all

• Achieving value creation and ROI based on what’s outsourced and where

• The impact of compliance costs and global economic volatility on savings

• The evolution of the outsourcing engagement lifecycle

Neil L. Schloss, Sourcing Manager, Perdue Farms John O. Proverbs, Head of Procurement, KLA-Tencor Corporation

Diversity is a monster issue. It’s always good to not have all global and large suppliers, whether or not there’s a diversity mandate. This working group will help you develop strategies for maintaining a strong supplier diversity program. • Managing diverse suppliers to

performance over price • Best practices for sourcing diverse

suppliers in 2016-2017 • How to evolve your supplier diversity

initiatives • Has supplier consolidation impacted

supplier diversity? • Due diligence strategies for diverse

suppliers Richard Niven, Director, Indirect Sourcing & Procurement, St. Jude Medical Kathy Thrasher, Senior Procurement Manager, The Clorox Company

Scorecarding and Benchmarking Techniques Whether you have a supplier that wants more of your business or a one who’s not performing up to your standards, you need an effective way to review and audit their performance that produces viable information for you to make informed decisions. • Crafting mutually beneficial supplier

scorecards so they know exactly how they’re performing against your SOW

• Obtaining the right mix of data to benchmark

• At what point do you determine your suppliers need to be audited—is there a regular schedule or review process?

• What are the best methods to audit and assess your suppliers?

• Working with underperforming suppliers Jennifer Clark, Senior Manager, Global Indirect Commodity Team, SunPower Corp. Melissa Burkland, Purchasing Director, Federal-Mogul Motorparts

Working Group 4: Finding a Common Ground Between Hard and Soft Savings Requirements Solving the disconnect between finance, who only wants to see bottom-line savings improvement, and sourcing, who believes that any costs taken out of a contract should be considered savings, is a perennial headache for procurement practitioners. In this working group, you’ll put your heads together and

Working Group 5: Mastering the Art of Influence and Negotiation Dealing with people is perhaps the biggest reason why negotiations fail, whether it’s with your key suppliers or your internal stakeholders. Both the substance and the conflict must be taken into account when working toward a solution. While face-to-face negotiation seems to be a dying art due to millennials’ lack of interest in personal

Working Group 6: Using Effective Contract Management Processes To Deliver Value & Mitigate Risk Working in volatile and international markets, many companies need to maintain a close focus on value delivery and risk management. What strategies can you implement to leverage your supplier relationships and contracts to manage supplier and market risk and ensure sustainable value delivery through

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develop strategies for potentially solving this conflict. • Why doesn’t a standard definition for

savings exist across departments and organizations? Should there be one?

• Reinvestable vs harvestable savings- should you only take on projects that will be recognized?

• Changing incentive structures so procurement has reason to tackle soft savings

• Methodologies for tracking savings • Getting procurement, finance, and the

stakeholders in alignment- can it be done? Should it?

Jay Sklar, Chief Procurement Officer, HUB International Suzanne Harris, Vice President, Strategic Sourcing and Procurement, First American

interaction, it’s still the most important function of a sourcing executive—how are you going to save money if you won’t negotiate? Discuss with your peers how to hone your skills to get the deal you need to get done, done. • Performing an emotional intelligence

review to determine strengths and weaknesses

• Best practices for getting through to suppliers and customers

• Determining the outcome you need, and where you’ll be willing to compromise before negotiation begins

Patrick Baffaro, Director, Corporate Services, Global Indirect Procurement, Hewlett-Packard Aditya Talwar, Director, Indirect Procurement, Charming Charlie

the contract lifecycle. • Segmenting contract portfolios • Delivery value for money throughout the

contractual relationship • Demonstrating year over year continuous

improvement within the contract • Understanding the value of contract

management as a lever in spend management

• Using non-disclosure agreements as a risk mitigation tool with key suppliers

• Examining how to manage complex contracts and cross-organizational demands

• Measuring the importance of process vs technology vs people in effective contract management

Andrew Patterson, Independent Supply Chain Executive Kevin Alexander, Chief Procurement Officer, Toyota Material Handling North America

10:25-10:45

Networking Break

10:45-11:55

Working Groups for Mastering Complex Categories These working group sessions are designed to help you develop strategies for dealing with complex or non-traditional categories that many procurement practitioners are now responsible for. Each group will be facilitated by a category expert and two practitioners, and they will guide the group toward constructing five ideas for tackling these categories and report back the results to the entire group during the afternoon sessions. Each group is limited to 30 participants in order to maximize interactivity.

Working Group 1: Marketing With content-led marketing, advertisers are in a midst of an evolving new world- how should you adapt and evolve to capitalize on this

Working Group 2: HR & Benefits As companies have better understanding of how the Affordable Care Act, Same-Sex Marriage and Employer Health Exchanges play

Working Group 3: Professional Services Whether you’re sourcing legal, consulting or other professional services, you need to

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change? • Taking marketing procurement to the next

level - what does marketing procurement 3.0 look like?

• How changes in the marketing environment are impacting marketing and marketing procurement KPIs

• How do you know you’re really contributing to the company goals through marketing procurement?

• With more agency consolidation and globalization, how will this impact the function?

• Integrated marketing – how can you work with agencies and suppliers in a more structured and organized way?

• The impact of big data on the procurement function

Nicholas Kline, Strategic Sourcing Manager, Toyota Motor Sales Antonio Humphreys, Senior Manager, Global Procurement, Adobe Systems, Inc.

into how healthcare and benefits are sourced, how can procurement work better with HR & Benefits to bring further clarity to rein in the variety of costs associated with each? • Working with HR and Benefits managers

and vendors to ensure contracts contain costs without sacrificing quality

• The sometimes controversial ways companies are solving these issues

• How procurement is working with HR to find additional savings in areas such as recruitment and supplier negotiation

Mariam Georgaroudakis, Strategic Commodity Management Team, Raytheon Company Erica Hill, Head of Procurement – USA, Primark

change your buying mindset. Discuss why sourcing services is more difficult than sourcing goods, and how to get buy-in from stakeholders to ensure a win-win for everyone. • Getting users to follow procurement’s

processes • How to penetrate spend in the legal

department and work with them on contract development and negotiation

• Extracting savings through alternative pricing structures, eliminating redundant fees, and contract consolidation

• Creating a template for consultant engagement

• Benchmarking freelance and boutique consulting houses

Chris Petersen, Director of Strategic Sourcing, Teichert Don Stancil, Global Sourcing Director, Professional Services, International Paper

Working Group 4: Information Technology With every department in your company spending some of their budgets on IT, each with different needs and different processes, it’s important to have a unified and coherent program. Discuss during this session: • Developing relationships with the IT

Stakeholders and getting the CIO’s buy-in • Understanding future needs- not just

current ones

Working Group 5: Travel & Meetings Management Procurement practitioners believe they’ve gotten their travel and meetings spend to a point where they feel they’ve squeezed out all the savings. What’s next in program management? Go beyond re-writing the program and focus on changing the user's mindset permanently for soft benefits and hard bottom line results. • Benchmarking your travel and meetings

Working Group 6: Contingent Labor and Workforce Management What you need to know about the risks and opportunities of managing different levels of contingent employees: • Co-employment and compliance issues,

who’s responsible for violations? • Benchmarking labor costs against current

market trends, not last year’s budget • Sourcing talent • How large a role should MSPs play in your

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• How product lifecycle and upgrade cycles impact the cost and buying process

• Exploiting your sourcing knowledge to show how it dovetails with their category expertise

• How the emergence of cloud and SaaS platforms impacts sourcing strategy

• The interplay of IT with other indirect categories- who owns the project?

Suzanne Harris, Vice President, Strategic Sourcing and Procurement, First American Marc Gerdy, Assistant Manager, Corporate Procurement, Discount Tire

programs; have you really extracted all the savings?

• Structuring relationships and negotiating fees

• Innovations in meetings management • The impact of airline consolidation and

plunging oil prices on negotiations with your program provider

Christian T. Widmann, Senior Manager of Global Indirect Commodities, Manitowoc Foodservice, Inc. Rendi Miller, Director, Travel & Procurement, Splunk Inc.

contingent labor workforce? • Rolling out contingent labor programs

globally • Developing playbooks to manage contract

labor outside of the United States • If there’s a mandate to reduce employees,

does staff augmentation really save money?

Teri D. Lee, Global Sourcing Manager, First Solar, Inc. Patrick Baffaro, Director, Corporate Services, Global Indirect Procurement, Hewlett-Packard

11:55-12:55

Procurement Practitioners Networking Lunch

12:55-1:15 Keynote Presentation: State of the Industry Remko van Hoek, former SVP Sourcing and Procurement, The Walt Disney Company

1:15-2:25 Working Group Report Backs The facilitators of the morning working groups will each take 5 minutes to present the outcomes from their session.

2:25-2:50 Industry Vertical Breakout Discussions Attendees of ProcureCon Indirect West will be broken into groups based on their industry vertical for a small-group discussion to find solutions to niche issues directly related to their specific industry. Table 1: Industrial and Manufacturing Table 2: Financial Services Table 3: Public, Non-Profit, University Table 4: Consumer Businesses

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Table 5: Technology & Telecommunications Table 6: Media & Entertainment Table 7: Business and Professional Services Table 8: Energy & Resources Table 9: Healthcare & Life Sciences

2:50-3:10 Strategic Sourcing and Supplier Risk Management James Tucker, Vice President, Go-to-Market Strategy & Operations, Ariba Spot Buy

3:10-3:50 Networking Break and Opening of The Solutions Zone (Conference Opens to All Attendees)

Track A: Building a Roadmap Track B: Breaking the Rules Track C: Procurement Operations 3:50-4:10 Case Study: New Perspectives on

BPO Management Natasha Gurevich, Senior Director, Enterprise Sourcing, McKesson

Presentation: Questioning the Value of Procurement Do vendor changes really save money? Underestimate disruption, cost of change, other details. The company then questions procurement. Don’t always push for a vendor change or consolidation to save money. Matthew B. Ziskie, Head of Global Procurement & Travel, Airbnb

Presentation: Extracting Information from Multiple Sources and Using Procurement Analytics To Convert Data Into Intelligence Everyone is looking at ways to make their spend management processes even more efficient. However, as companies amassed large amounts of data over the years, the challenges associated with categorizing data and making it meaningful have also grown. • What type of framework do you need to

create to overcome your data problem? • Are there any tools that can talk to your

current systems? • Are there cultural or political hurdles you

must first overcome? • Can your data even be trusted? • Do the codes align to real business

P a g e | 7 September 19-21, 2016


functions? • How much human analysis do you need to

allocate to clean your data? Mani Janakiram, Sr. Director Supply Chain Strategy & Analytics, Intel Corporation

4:10-4:50 Panel: Understanding How Business Metrics, Not Procurement, Drive Value Once you’ve exhausted a good amount of P&L savings, how do you reposition procurement to maintain your relationships with your category owners to ensure they still see the value of procurement? • Developing category agnostic value drivers • Self-assessment of your procurement

organization to measure the true value you’re bringing

• Ensuring the quality of your supply base stays strong so business owners continue to use procurement

• Research and data analytics to provide insight into the business

• Aligning procurement’s metrics with the category’s

Moderator: Michael Shaw, Founder and Board Member, ACSPE Panelists: Hyrum Kirton, V.P. Of Alliance Services and Procurement, Avalon Health Care Chris Sample, Director, Global Procurement

Panel: Third Party Vendor Risk Management Moderator: Eileen McCulloch, Co-Founder, Network for Value Chain Excellence , W.P. Carey School of Business at Arizona State University Panelists: Lorry J. Freeman, Director, Third Party Risk Management, MUFG Union Bank, NA David Kern, Director of Procurement, TripAdvisor Suzette Neyra-Jones, Director, IT Strategic Sourcing, Intel Corporation

Panel: Improving Procurement Operations Whether you’re automating tactical processes to focus on the strategic, implementing a new technology tool, or crafting new contract management templates, you need to make sure you have the resources available to you. Discuss: • What are the criteria and metrics for Best

in Class procurement ops organizations? • The impact of policy vs. relationship • Implementing systems—funding,

justifying, bandwidth, who’s absorbing it, how to get them to use

• How to make it easier for people in your company to buy stuff—is there a UI that’s user friendly?

• Optimizing your mix of tools- eSourcing, P2P, contract management- and consolidating where necessary

• Should operations be centralized globally or regionally?

• Benchmarking your organization against other organizations- how do you stack up?

Moderator: Joseph Richardson, CEO, Professional Purchasing Partners

P a g e | 8 September 19-21, 2016


Services, AECOM Antonio Humphreys, Senior Manager, Global Procurement, Adobe Systems, Inc.

Panelists: John O. Proverbs, Head of Procurement, KLA-Tencor Corporation Sunil Gupta, Director Group Procurement, Walgreens Boots Alliance Krish Suresh, Sr. Director & GPO – Shared Services / Procure to Pay, Apollo Education Group

4:50-5:10 Next Generation Spend Analytics & Data Visualization — Strategies To Move the Needle From Tactical To Strategic • A brief look at the history of spend

analytics. • The rise and fall of the current solutions

and why they failed to provide true spend visibility.

• How the future of spend analytics will help you go from simple data analysis to being a strategic asset within your organization.

Jake Wojcik, Senior Vice President, Insight Sourcing Group & SpendHQ

Please Choose Track A or C. Upgrading to the Suite: The Journey to Source-to-Pay Transformation at Carlson Rezidor Hotel Group Phil McDonald, Director, Strategic Sourcing, Carlson Rezidor Hotel Group Richard Waugh, VP Corporate Development, Zycus Inc.

Interactive Roundtable Discussions 5:10-6:15 TABLE 1: Strategic Sourcing and Supplier Risk Management

Hosted by: James Tucker, Vice President, Go-to-Market Strategy & Operations, Ariba Spot Buy TABLE 2: Next Generation Spend Analytics & Data Visualization — Strategies To Move the Needle From Tactical To Strategic Hosted by: Jake Wojcik, Senior Vice President, Insight Sourcing Group & SpendHQ

TABLE 7: TBA Hosted by: Edgeverve TABLE 8: Marketing: Creative Agency Management Hosted by: Nicholas Kline, Strategic Sourcing Manager, Toyota Motor Sales TABLE 9: Dealing with Rogue Spend Hosted by: Kevin Ahlborn, Senior Manager, Strategic Sourcing,

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TABLE 3: Contract Lifecycle Management Hosted by: Barb Sexton, President, ISM Arizona TABLE 4: The Impact of the ACA on Contingent and Contract Employees Hosted by: Anup Pillay, VP - Indirect Procurement, The Coca-Cola Company TABLE 5: Supplier Segmentation and Rationalization Hosted by: Alex Brown, Chief Procurement Officer, GLOBALFOUNDRIES TABLE 6: Tail Spend Management Hosted by: Andy Murray, Head of Technical Procurement, Nestlé North America

LinkedIn TABLE 10: Upgrading to the Suite: The Journey to Source-to-Pay Transformation at Carlson Rezidor Hotel Group Hosted by: Phil McDonald, Director, Strategic Sourcing, Carlson Rezidor Hotel Group & Richard Waugh, VP Corporate Development, Zycus Inc. TABLE 11: TBA Hosted by: Cynthia Radford, Senior VP, Innovatix TABLE 12: Achieving Savings by Participating in Group Purchasing Organizations and Consortiums Hosted by: Greg Tice, Director, Indirect Procurement, Asurion

6:15-7:30 Welcome Reception in the Solutions Zone 7:30-9:30 New! Women in Procurement Dinner

Women bring a different perspective to procurement and supply chain management and are increasingly becoming an integral part of many supply chain organizations. The ever-popular ProcureCon Women in Procurement session gets an upgrade for 2016, as a dinner. Without the time constraints the breakfast has in forcing your networking to

end to attend conference sessions, you’ll have at least two hours in an intimate setting to discuss the challenges women in procurement face and celebrate their successes. Participation provides you with access to a growing network of peers you can connect with throughout the year. Space is limited to just 40 attendees, so be sure to RSVP as soon as you can! Dinner Host and Facilitator: Joanna Martinez, former CPO, Cushman & Wakefield

P a g e | 10 September 19-21, 2016


Tuesday, September 20, 2016 Day 2: Managing The Value Stream

7:45 – 8:30 Registration and Breakfast

8:30 – 8:40 Welcome Remarks

8:40-8:50 Chairman’s Opening Remarks Gabe Smith, Vice President, Client Development - Americas Region, Schneider Electric

8:50-9:20 Fireside Chat: Managing Expectations During a Procurement Transformation Interviewer: Gabe Smith, Vice President, Client Development - Americas Region, Schneider Electric Perspectives: Sakari Sippola, VP Sourcing/ Chief Procurement Officer, Verifone Benia J. Smith, Director, Global Indirect Materials, Tate & Lyle

General Session CPO Network (limited to 30 CPOs & Global Heads of Indirect with $1B+ in spend)

9:20-10:10 Interactive Case Study: Not Your Father’s Procurement—Reinventing Sourcing for a 21st Century Corporation A lack of resources and funding can leave even the most innovative and forward-looking procurement practitioner bound by antiquated rules and processes. But how can you break the mold using what you have to get your suppliers and your stakeholders engaged like never before? Hear how Linda Chuan at Salesforce.com reinvented her procurement department to focus on innovation, and come prepared with your ideas and challenges, because she’s going to ask you to chime in on what you can do within your own organization! Linda Chuan, Sr. Director - Global Corporate Services & Strategic Sourcing, Salesforce.com

Session 1: Laying the Foundation for Success: Learnings Regarding Senior Executive Alignment • Identify proven practices & metrics for

procurement alignment with the business

• Understand the strategies, tactics and lessons learned for achieving senior executive alignment

• Discuss the barriers to alignment and how to overcome them

10:10-10:30 Procurement’s New Mission Beyond Savings—Agility Unpredictability, hyper competition and disruptive innovation are the new normal. While a focus on only savings is important, it'll only get you so far in this new normal. The next evolution of procurement is upon us and it's centered around innovation and the ability to

P a g e | 11 September 19-21, 2016


respond rapidly to changing market conditions. We understand that savings is a key part of procurement but isn’t procurement much more than that? It’s time to think bigger and change the conversation from savings to driving business-wide value. Go from the department of cost-cutting to the enabler of business agility and innovation. Christian Lanng, CEO, TradeShift

Thomas Nash, Chief Procurement Officer, American Red Cross

10:30-11:10 Networking Break

11:10-11:40 Keynote Presentation: Constructing a Business Intelligence Unit to Further Procurement’s Transformation Into a Strategic, Company-Wide Resource Creating an independent, objective intelligence department within your organization can allow all divisions understand what’s going on in the market and become a key process in business partner relations. By leveraging across stakeholders who all want the same data, you’re able to create a simple, coordinated approach to doing business with third parties, and spread the costs among a multitude of departments. How can you further develop this type of centralized coordination, and measure the impact of its success? Tracy Joshua, Vice President, Procurement Indirect, Kellogg Company

Session 2: Building Top-Top Relationships with Key Suppliers • Developing and maintaining strategic

relationships with your key suppliers o driving understanding across your

organization on the 'need' o establishing breadth and depth of

those relationships to prepare for shifts in organizational structures

• Utilizing partners and key suppliers to drive innovative thought leadership - are there some best practices that can be shared when there is a need to think 'beyond the deal'?

• Driving the need in your organization to be transparent with key suppliers - for building greater alliances

Greg Tennyson, Chief Procurement Officer, VSP

11:40-12:00 The Uber-ization of Supplier Enablement In 2016, do you ever get the feeling that technology has passed supplier enablement by? Think about you personal life, when do you have to be enabled? In this session we will talk about how on demand, real time services have changed our personal lives, and how we must rethink the legacy processes and networks that have failed procurement." Gabe Perez, VP of Strategy & Market Development, Coupa Software

12:00-12:30 Presentation: Performance-Based Transformation Through Stakeholder Collaboration Through collaboration and tightly aligned objectives, coupled with supporting processes, learn how Tony transformed his company’s categories from a series of scopes of work managed independently into a highly orchestrated performance based machine that delivered significant returns to their stakeholders.

P a g e | 12 September 19-21, 2016


Tony Sabulski, VP Procurement, CSS Industries 12:30-12:50 Harnessing the Purchasing Power of Aggregation

Ask procurement professionals about their day-to-day responsibilities and they’ll undoubtedly name RFPs and contract negotiation. These are probably also the first two items on their job descriptions. Entire workdays are guided by upcoming contract renewal dates, with favoritism often given to suppliers offering an easy win. So what’s wrong with this mindset? Listen as CoreTrust discusses an innovative approach to delivering value by harnessing the purchasing power of aggregation. Tripp Cates, Director, Sales, CoreTrust

12:50-2:00 Lunch for All Attendees

Track A: Building a Roadmap

Track B: Breaking the Rules

Track C: Procurement Operations

CPO Network (limited to 30 CPOs & Global Heads of Indirect with $1B+ in spend.)

2:00-2:20 Presentation: Risk Management and Due Diligence in aaS Licensing & Negotiating As technology platforms move from owned to subscription-based, a number of things need to change as how aaS applications are sourced, bought, negotiated and accounted for. This presentation will help you navigate the complexities and the nuances involved with contracting cloud-based applications, including: • Determining optimal deal

length • Budgeting and accounting:

Presentation: Winning the Contract Game After a Divestiture Integrating supplier contracts after a merger or acquisition is the easy part, but what happens to all those supplier contracts after you’ve spun off or sold a division? This presentation will help you manage the complex negotiation and supplier contracting process. • How do you efficiently and

quickly renegotiate hundreds of contracts?

• Avoiding anti-trust pitfalls • Remaining on good terms

with suppliers afterward

Building a Sustainable Indirect Supply Chain While “going green” and contracting with sustainable suppliers was always good from a public image perspective, being sustainable for cost reasons was always a challenge. Now, technology advances have made sustainability economically viable. This presentation will address the best ways to build a sustainable indirect supply chain in today’s environment. • Risk management • conflict-free minerals • Degrees of a successful

sustainability program • Shrinking the carbon

Session 3: What’s Next? Building a Career Path Beyond CPO You’ve been a successful CPO, and you’re looking for your next challenge. With the average tenure of a CPO at 3 years, and not many companies left initiating transformation, how can you position yourself for your next move? Should you even stay in procurement? What skills do you need to develop and progress to get to the next stage? Discuss with your fellow CPOs. Alex Brown, Chief Procurement Officer, GLOBALFOUNDRIES

P a g e | 13 September 19-21, 2016


moving from CapEx to OpEx • Protecting your IP,

assignment rights, and limitations of liability

• How to handle cloud deals at renewal time? Do you need to RFP again?

JP Kirkley, Associate General Counsel, VSP

Patrick Baffaro, Director, Corporate Services, Global Indirect Procurement, Hewlett-Packard

footprint • New tactics for energy

management Michael Sladen-York, Senior Director, Indirect Procurement, Stryker

2:20-3:00 Panel: Optimizing Budgets, Timelines and Resources to Establish Proactive Procurement-Stakeholder Relationships Working with internal customers at the onset of project and budget planning can create many win-win situations. This panel will discuss ways for you to: • Work with your stakeholders

to overcome value misalignment

• Develop an effective pipeline • Improve transparency in the

sourcing process • Get in front of the budget so

you’re not just relegated to making cuts

• Gain insight into your customers’ needs

• Better use your limited

Panel: Taking Supplier Relationship Management to the Next Level From vendor, to supplier, to strategic partner, the relationship between procurement and suppliers is still evolving. This panel will address how to take your supplier relationship management to the next level. • With mainly small companies

driving true innovation, how can you encourage your existing suppliers to be the potential source of new products?

• Leveraging the capabilities of second-tier suppliers to generate savings

• Tactics for getting suppliers to become engaged and support you to bring costs

Panel: Creating a Procurement Center of Excellence Procurement is one of the few organizational departments that can see across the entire company. Funneling certain functions into a centralized center of excellence can help make the tactical more proactive and create additional value to your stakeholders. Gain insight into: • How procurement can and

should be used as a shared service

• Using a center of excellence to handle transactional projects

• Strengthening connections with finance, audit, legal, sales and marketing to get the best deals on your sourcing projects and create

P a g e | 14 September 19-21, 2016


resources • Create a roadmap for

forward planning Moderator: Joseph Richardson, CEO, Professional Purchasing Partners Panelists: Peter Meuel, Director of Strategic Sourcing & Procurement, AAA Northern California, Nevada, Utah Tejas Dumaswala, Senior Director: Head of Strategic Sourcing / Procurement, Incyte Pragya Nair, Director, Indirect Procurement, KIND Snacks

out • Regaining leverage with

suppliers from rogue stakeholders

• How do you move a supplier to strategic partner status?

Moderator: Gabe Smith, Vice President, Client Development - Americas Region, Schneider Electric Panelists: Christian T. Widmann, Senior Manager of Global Indirect Commodities, Manitowoc Foodservice, Inc. Andy Murray, Head of Technical Procurement, Nestlé North America

more fruitful engagements • Best-in-class CoE templates—

moving beyond a “center of good”

Moderator: Bruce Gilmore, Professor of Practice- Supply Chain Management Department, W. P. Carey School of Business at Arizona State University Panelists: Monica McAndrew, Director, Strategic Procurement Services, Deloitte Services LP Kelly Mathis, Manager, Sourcing Center of Excellence, Intuit Molly Nystuen, Senior Sourcing Manager, Global Indirect Operations, General Mills

3:00-3:40 Networking Break

3:40-4:00 Building a Sustainable Supply Chain Using CSR Ratings Daniel Perry, Senior Account Executive, EcoVadis Andy Murray, Head of Technical Procurement, Nestlé North America

Marketing Procurement – An Untapped Category With Big Potential Companies invest vast sums in marketing each year yet inefficiencies in spend is rife, hidden behind the curtain of creativity. Huge opportunities await those procurement teams ready to tackle one of the few

Three Ways To Increase Savings and Operational Efficiencies Within Your Indirect Spend Jeff Hillenmayer, Head of Corporate Sourcing - Americas, HRS Global Hotel Solutions

Session 4: Free Flow For the next hour, one of the Camelback Inn’s sommeliers will present a selection of some of his favorite wines. This is your opportunity to chat with your peers on top of mind issues and current events, because we know that your business is never static.

P a g e | 15 September 19-21, 2016


unconquered areas of spend. But how can procurement teams get closer to marketing to gain their trust and unlock sustainable value. In this session you will discuss: • Becoming marketing’s ally • Generating additional

budget for marketers • Identifying quick-wins and

tackling more complex budget categories

• Value vs cost • Measuring what matters Patrick Fogarty, CEO Americas, Charterhouse

Wine Tasting Hosted by Xeeva

4:00-4:40 Interactive Case Study: How to Create a Simple and Effective Category Strategy Many of us heave a huge sigh when we think about preparing a category strategy. Is it a wasted effort? Will I ever look at this again? Does anyone care? The output doesn’t have to resemble a novel and there doesn’t have to be cells and cells of data to analyze. This session will help you create a workable plan that can be used as a tool throughout the year and an elevator speech so you can converse about the

Panel: Hitting Targets Without Asking Suppliers for Price Reductions A truly mature procurement organization knows that price isn’t the only indicator of getting a great supplier contract. From the RFP process through the contract’s signing, how can you establish wins and hit your targets without ever asking your suppliers for cost cuts? This panel will examine: • Moving away from

comparing RFPs on prices instead of full proposal

• Driving efficiencies into the

Panel: Sharpening the Effectiveness of Your Spend Analysis and Infrastructure Support Tools Do you really know how much spend you have under management, and how much spend left to capture? To make your spend analysis more efficient, you need the best tools to get the best value. However, as companies amassed large amounts of data over the years, do your tools have the capability to truly integrate, analyze and manage that data to produce

P a g e | 16 September 19-21, 2016


key areas of the categories you support. Nicole Cefalu Tuttle, Director, Global Procurement, eBay

contract • Asking for more, increasing

the scope • Strategic negotiation

practices • Getting the suppliers to

make the tough decisions • Are RFPs even necessary?

You’re wasting an FTE on reading proposals

Moderator: Gabe Smith, Vice President, Client Development - Americas Region, Schneider Electric Panelists: Beatrice Walker, Director, Goods and Services Indirect Procurement, AGCO Corporation Kerry A. Welland, Senior Director, Head Strategic Sourcing & Procurement, ZipRecruiter Anup Pillay, VP - Indirect Procurement, The Coca-Cola Company Ara Arslanian, SVP of Commercial Operations, Corporate United

useable reports? • Justifying an ROI for spend

analysis tools • Creating a framework for

overcoming your data problem

• Project tracking data to ensure your spend goals are being reached

• Is the problem really with your tool, or just how it’s set up?

• Showcasing and demonstrating the savings to the CFO

Teresa O'Brien, Director of Indirect Purchasing and Operations, Intuitive Surgical Fannie Boulanger, Sr. Director, Global Procurement, Yahoo Inc. Dave Gallaer, VP, Head of Procurement, Americas, Royal Bank of Scotland Scott Moorhouse, Consultant, SAP Fieldglass

4:40-5:45 Roundtable Discussions TABLE 1: Harnessing the Purchasing Power of Aggregation

Roundtable Discussions TABLE 7: Three Ways To Increase Savings and Operational

P a g e | 17 September 19-21, 2016


Hosted by: Tripp Cates, Director, Sales, CoreTrust TABLE 2: The Uber-ization of Supplier Enablement Hosted by: Gabe Perez, VP of Strategy & Market Development, Coupa Software TABLE 3: Building a Sustainable Supply Chain Using CSR Ratings Hosted by: Daniel Perry, Senior Account Executive, EcoVadis TABLE 4: Procurement’s New Mission Beyond Savings—Agility Hosted by: Christian Lanng, CEO, TradeShift TABLE 5: Mastering the Art of Managing Sole Sources Hosted by: Kristin Gallagher, Director, Global Sourcing and Procurement, Russell Investments TABLE 6: Creating an Effective Total Talent Management Sponsorship Model Hosted by: Ronald H. Lippitt, Senior Vice President, Agile•1

Efficiencies Within Your Indirect Spend Hosted by: Jeff Hillenmayer, Head of Corporate Sourcing - Americas, HRS Global Hotel Solutions TABLE 8: Marketing Procurement – An Untapped Category With Big Potential Hosted by: Patrick Fogarty, CEO Americas, Charterhouse TABLE 9: Total Collaboration Management Hosted by: Lesley O’Bryan, Principal and Vice President, Advito TABLE 10: ProcureCon Survey Findings: Benchmarking Procurement’s Role in Driving Innovation Hosted by: Michael Blough, GVP, Sales – North America, Rimini Street TABLE 11: P-Card Innovation Hosted by: Joanna Martinez, former CPO, Cushman & Wakefield

5:45-7:15 Wild West Casino Reception at Mummy Mountain Hosted by Coupa

P a g e | 18 September 19-21, 2016


Wednesday, September 21, 2016 Day 3: Talent: Leadership, Management & Development

7:45-8:30 Registration and Breakfast

8:30-8:35

Welcome

8:35-8:45 Opening Remarks Monica Lowry, Senior Director, Business Development, Carlson Wagonlit Travel

8:45-9:05 Presentation: Talent Development Building and developing talent can be a key differentiator for procurement organizations. As team members develop new capabilities, not only does morale and engagement increase, but the procurement team as a whole is able to generate more value for the organization. This session will cover a case study of how one company’s Indirect Procurement organization has embraced talent development as a key differentiator and enabler for the organization. Joel Huntington, Senior Vice President, Procurement Services Group Manager, Zions Bancorporation

9:05-9:45 Keynote Presentation: Preparing the Next Generation of Negotiators There is a wealth of Millennial talent waiting to be hired by your organization. So, when they come on board, are you ready to train them to negotiate effectively on behalf of your organization? Past generations learned “on the job in a trial by fire approach” to negotiate deals. That approach is no longer good enough for one very important reason: most B2B deals are much more complex than ever before. Therefore, your organization simply cannot afford to allow a generation of workers to sink or swim. It’s time for organizations to re-think negotiation skills training, from design to delivery to content that will leverage Millennials’ natural collaborative work styles. Negotiation expert Jeanette Nyden will outline key considerations for preparing the next generation of negotiators at your organization, including:

• Why context is so important to their learning • How to use assessments to ensure success • What to consider when developing a continuous learning environment • The importance of graduated learning objectives • How to leverage Millennial’s innate collaborative negotiation style

Jeanette Nyden, Commercial Contracts Expert and Co-Author Getting to We

9:45-10:05 Presentation: Developing the Resilience to Bounce Back from Job Disruption Corporate America is in a state of constant disruption, and you may end up stagnating without moving up, or find yourself made redundant and

P a g e | 19 September 19-21, 2016


forced to find a new position. During this presentation, you will hear from a former CPO who lost her job 18 times during her career, and how she was able to reposition herself for success each time.

• Making yourself stand out among other candidates • Interviewing periodically to ensure your skills are in line with market demands • Overcoming public speaking fears • Going out of your way to help those who aren’t

Joanna Martinez, former CPO, Cushman & Wakefield

10:05-10:25 Bringing Flex to Your Outsourcing Model Build, Operate & Transfer (BOT), as an outsourcing model has many examples globally in the infrastructure environment, as well as its use in off-shoring of services, whether call-centers or accounting centers. BOT models are used where companies have a desire to develop new capabilities, build out best practices or reduce operational costs by leveraging the expertise, innovation and investment of service providers. A BOT model allows companies to reduce risk by partnering with a proven provider, while improving speed to value. Applying the BOT model to your MRO supply chain makes sense given the challenges and risks associated with the type of change in operating model – one that has touch points in procurement, finance, operations, maintenance and engineering. Flex your thinking about how a BOT model can deliver value for your company. Kurt Meiers, Vice President, Strategic Sourcing, SDI

10:25-10:55 Presentation: What Does the CPO of Tomorrow Look Like? Procurement transformations have resulted in a big turnover of CPOs in recent years. Getting potential CPOs trained to take the reins is crucial to continued success and procurement’s visibility and viability. But what qualities should the CPO of tomorrow possess? And then, what should a new CPO do on the job? This presentation will discuss:

• What are the top 10 traits to develop to become a CPO? • Identifying and prioritizing future leaders for development • The playbook for a new CPO: a 100-day game plan • Determining what you need based on what you’ve had- do you want a change in direction or a continuation of your processes? • Hiring smarter- what interview questions will allow future CPOs to break through the clutter?

Mel Ohl, Vice President Global Procurement, Pitney Bowes

10:55-11:25 Networking Break and Final Visit to the Solutions Zone

11:25-12:05 Panel: Building a Successful Multigenerational Procurement Team Today, there can be as many as four generations on one team, as millennials take over from retiring boomers. As the needs of the corporation

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change, and the role of procurement is consistently under pressure to deliver value, how are new leaders being developed? How is fresh talent brought in without alienating veterans? This panel discusses:

• Adapting your business’ communication styles and processes to what they perceive as indicators of success. • Developing skillsets so everyone is up to speed: External certification vs internal training programs • What types of relationship skills do you need to build or change without getting bogged down in the minutia? • Do mentoring programs work? How about reverse mentoring, or integrated/ interactive mentoring? • Overcoming compensation concerns (Salary, Stock, Bonus) • How do you manage a team where work-life balance is important?

Moderator: Monica Lowry, Senior Director, Business Development, Carlson Wagonlit Travel Panelists: Michael Cygan, Director, Indirect Procurement, True Value Company Rudy Batts, Director of Procurement, ZenDesk Daeon Richardson, Director, Global Procurement, Dentsply Sirona Teresa O'Brien, Director of Indirect Purchasing and Operations, Intuitive Surgical

12:05-12:25 Total Collaboration Management Lesley O’Bryan, Principal and Vice President, Advito

12:25-12:55 Talent Management Small Group Discussions (Choose 1) TOPIC 1: Effective Retention and Reward Structures Hosted by: Beatrice Walker, Director, Goods and Services Indirect Procurement, AGCO Corporation TOPIC 2: Building a Well-Aligned and High-Functioning Team Hosted by: TOPIC 3: Overcoming Talent Shortages—Best Practices for Doing More with Less Hosted by: Kristin Gallagher, Director, Global Sourcing and Procurement, Russell Investments TOPIC 4: Mentoring Program Best Practices Hosted by: Tony Benedict, Vice President, Procurement & Supply Chain, HonorHealth

P a g e | 21 September 19-21, 2016


TOPIC 5: Working with Universities to Develop Curriculum Aligned with Real World Expectations Hosted by: Eileen McCulloch, Co-Founder, Network for Value Chain Excellence , W.P. Carey School of Business at Arizona State University

12:55-1:25 Presentation: Managing a Global Workforce Multinational organizations often don’t have centralized teams, and the challenges of managing a spread-out team today are different than were just 5 years ago. This session will discuss how to effectively manage a global team.

• Finding the right mix of global and local staff • Bringing a globally dispersed and diverse team together despite the geographical and cultural distances • Balancing remote vs on-site management • Dealing with dotted-line reporting and local vs. global decision making in hybrid and global organizations • Overcoming communication hurdles

Melani Wilson-Smith, Lead, North America Procurement, Mondelēz International

1:25-2:30 Networking Lunch

2:30 Conference Concludes

piw 2016 full agenda 8-26

Documents