ProcureCon Indirect East

March 06 - 08, 2017

Omni Championsgate Resort, Orlando, FL

Contact Us: 1.888.482.6012

Practitioners-Only Day—The Road to 2020

Monday, March 6, 2017

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7:15 AM Registration and Breakfast

8:20 AM Welcome

8:25 AM Chairman’s Opening Remarks

8:35 AM CPOs Unfiltered: Driving Innovation into the Business

Joe Shatynski, Head of Strategic Business Services, Senior Director, Daiichi Sankyo, Inc.

Melani Wilson-Smith, Vice President, Global Business Services, Hilton

Kristy McCown, Partner Development Manager, Verily (An Alphabet Company)

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?

 Joe Shatynski
Joe Shatynski
Head of Strategic Business Services, Senior Director
Daiichi Sankyo, Inc.

 Melani Wilson-Smith
Melani Wilson-Smith
Vice President, Global Business Services
Hilton
Melani Wilson Smith is vice president, global business services (GBS) for Hilton Supply Management, Hilton. Melani oversees global procure-to-pay systems, corporate strategic sourcing, and marketing communications and strategy for Hilton Supply Management (HSM).

Melani has experience in procurement, consulting ...[Read More]

 Kristy McCown
Kristy McCown
Partner Development Manager
Verily (An Alphabet Company)

9:15 AM Transition to Working Groups

Working Group 1

9:20 AM 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 35 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.

Karen Webley, Senior Director, Global Procurement, Gartner Inc.

Michael Francolino, VP, Procurement, SGS North America Inc.

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

 Karen Webley
Karen Webley
Senior Director, Global Procurement
Gartner Inc.

 Michael Francolino
Michael Francolino
VP, Procurement
SGS North America Inc.
As Vice President of Procurement for SGS, the global leader in the Testing, Inspection, and Certification, Michael Francolino is responsible for leading Procurement for SGS’s North American Region; a function he created in 2007.

Prior to SGS, Michael helped create the Procurement function at America Water, the largest private public
...[Read More]

Working Group 2

Sourcing Diverse and Small Business Suppliers

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 35 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.

Jeffrey Smith, Sourcing Director, DuPont

Loren Hopkins-Taylor, Sourcing Manager: Small Business/Supplier Diversity, DuPont

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

 Jeffrey Smith
Jeffrey Smith
Sourcing Director
DuPont

 Loren Hopkins-Taylor
Loren Hopkins-Taylor
Sourcing Manager: Small Business/Supplier Diversity
DuPont

Working Group 3

Implementing Best-in-Class Supplier Scorecarding and Benchmarking Techniques

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 35 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.

Nancy Jorgensen, Director, Professional Services Procurement and Performance Management, Grainger

Steve Hughes, Executive Director of Procurement, The College Board

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

 Nancy Jorgensen
Nancy Jorgensen
Director, Professional Services Procurement and Performance Management
Grainger

 Steve Hughes
Steve Hughes
Executive Director of Procurement
The College Board
Steve Hughes is the Chief Procurement Officer for The College Board, a 117 year old mission-driven not-for-profit organization that connects students to college success and opportunity.  He oversees a staff of 11 who manage $500 million in addressable spend for all direct and indirect categories.  Steve has an engineering degree from the United Sta ...[Read More]

Working Group 4

Adapting Your Sourcing Processes To Keep Pace with Fast-Changing Technology

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 35 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.

David Gallaer, Head of US Procurement, NatWest Markets

Marla Bradstock, Director - PMO, Alliant Technologies

Sometimes, process can get in the way of sourcing suppliers in a rapidly changing category, such as IT, and it’s necessary to break some or all the rules to speed up technology purchases. Here, you’ll discuss with your peers how to identify long-term technology needs to stay one step ahead of the product lifecycle, and best practices to speed up sourcing projects.
 David Gallaer
David Gallaer
Head of US Procurement
NatWest Markets

 Marla Bradstock
Marla Bradstock
Director - PMO
Alliant Technologies
Marla Bradstock is currently Director, Program Management Office at Alliant Technologies.  She leads a team of project managers focused on delivering Alliant’s innovative vision – making IT infrastructure simpler, more reliable and easier to consume, all at a lower TCO for our business customers.  
Since October 2016 Marla is also ...[Read More]

Working Group 5

Mastering the Art of Influence and Negotiation

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 35 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.

Eric Smith, Purchasing Manager, Straumann

Jamie Crump, Director, Strategic Sourcing & Supplier Diversity, United Rentals, Inc.

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 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

 Eric Smith
Eric Smith
Purchasing Manager
Straumann

 Jamie Crump
Jamie Crump
Director, Strategic Sourcing & Supplier Diversity
United Rentals, Inc.

Working Group 6

Optimizing Your GPO Engagements

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 35 participants to ensure practical takeaways. You can select your workshops at the time of conference registration.

Ken Hartman, Global Procurement Manager, Indirect, Processes, Systems, GCP Applied Technologies

Stephen Osmun, Manager, Business Services, Strategic Sourcing and Procurement, CareFirst BlueCross BlueShield

Ara Arslanian, Senior Vice President, Corporate United

Group purchasing organizations (GPOs) have delivered a good amount of value to companies who don’t have scale in some categories to make the supplier negotiations worth it. However, they were as bit controversial- with minimum spend requirements, buy-in fees, and confidentiality issues. But that is now a thing of the past, and many companies are looking at GPOs again to increase buying leverage. Join this working group to discuss how you can optimize and maximize your GPO relationships, and overcome any hurdles to using them effectively.
 Ken Hartman
Ken Hartman
Global Procurement Manager, Indirect, Processes, Systems
GCP Applied Technologies

 Stephen Osmun
Stephen Osmun
Manager, Business Services, Strategic Sourcing and Procurement
CareFirst BlueCross BlueShield

Ara Arslanian
Senior Vice President
Corporate United

10:30 AM Networking Break

Working Group 1

10:50 AM Marketing

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 35 participants in order to maximize inte

Charles Chkaiban, Director of Category Management & Spend Analytics (Marketing, Capital, Store Operations), Neiman Marcus Group

Dawn Luttrell, Senior Director - Strategic Sourcing, Contract Administration and Logistics, SeaWorld Parks & Entertainment

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

Charles Chkaiban
Director of Category Management & Spend Analytics (Marketing, Capital, Store Operations)
Neiman Marcus Group

 Dawn Luttrell
Dawn Luttrell
Senior Director - Strategic Sourcing, Contract Administration and Logistics
SeaWorld Parks & Entertainment
•    Dawn Luttrell is the Director of Strategic Sourcing for SeaWorld Parks & Entertainment. She leads a team that manages all indirect spend categories, logistics, warehousing and contract administration supporting 11 domestic theme parks across the country including the SeaWorld, Busch Gardens and Sesame Place brands. 
•    Previous to Se
...[Read More]

Working Group 2

MRO

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 35 participants in order to maximize inte

Jonathan Tucker, Senior Manager, Strategic Sourcing, JLL Americas, Inc.

Derek Krow, Strategic Sourcing Manager, Biogen

The MRO category still remains one of the most fractured, especially in decentralized, non-mandated corporations. Discuss with your peers ways to tackle:
•    Cleaning up the mismatched data permeating through the MRO category
•    Breaking the integrated model so each component can be sourced independently
•    Tools to help extract hidden savings that wouldn’t be seen otherwise
•    Can mandating suppliers in the MRO space yield cost reductions?
•    Can outsourcing MRO yield additional benefits?

 Jonathan Tucker
Jonathan Tucker
Senior Manager, Strategic Sourcing
JLL Americas, Inc.

 Derek Krow
Derek Krow
Strategic Sourcing Manager
Biogen

Derek Krow is a Sourcing Manager with Biogen’s Global Procurement Team in Cambridge, MA.  He leads indirect strategic sourcing strategies and initiatives with responsibility for over $300 Million in annual spend globally for categories supportin ...[Read More]

Working Group 3

HR, Benefits and Other Professional Services

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 35 participants in order to maximize inte

David Gallaer, Head of US Procurement, NatWest Markets

John Morse, Senior Sourcing Manager, Biogen

Whether you’re sourcing HR, benefits, legal, consulting or other professional services, you need to 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
•    Extracting savings through alternative pricing structures, eliminating redundant fees, and contract consolidation
•    Creating a template for consultant engagement
•    How can procurement work better with HR & Benefits to bring further clarity to rein in the variety of costs associated with each?

 David Gallaer
David Gallaer
Head of US Procurement
NatWest Markets

John Morse
Senior Sourcing Manager
Biogen

John Morse, C.F.C.M., is a Senior Sourcing Manager with Biogen’s Global Procurement Team in Cambridge, MA.  He leads indirect strategic sourcing strategies and initiatives with responsibility for over $300 Million in annual spend globally for categories supporting human resources, legal, and other general and administrative categories. 

...[Read More]

Working Group 4

Information Technology

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 35 participants in order to maximize inte

Lakshmi Narayanan, Global Category Manager- Business & Professional Services, John Wiley & Sons

Kumar Kannan, Director of Global Sourcing - Indirect Goods & Services, Owens Corning

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
•    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?

 Lakshmi Narayanan
Lakshmi Narayanan
Global Category Manager- Business & Professional Services
John Wiley & Sons

 Kumar Kannan
Kumar Kannan
Director of Global Sourcing - Indirect Goods & Services
Owens Corning

Working Group 5

Travel & Meetings Management

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 35 participants in order to maximize inte

Carol Philipps, Senior Indirect Sourcing Director, Biogen

Hally Duran, Sr. Director, Indirect Procurement, World Fuel Services

Marwan Batrouni, Director and Practice Area, Advito

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 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

Carol Philipps
Senior Indirect Sourcing Director
Biogen

 Hally Duran
Hally Duran
Sr. Director, Indirect Procurement
World Fuel Services

Marwan Batrouni
Director and Practice Area
Advito

Working Group 6

Contingent Labor and Workforce Management

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 35 participants in order to maximize inte

Michael Schiappa, Vice President, Global Labor and Consulting, MetLife

Shone Richardson, Director, Purchasing And Procurement, NCAA

Ron Latz, Director, PRO Unlimited

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
•    Onboarding contractors
•    How large a role should MSPs play in your 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?

 Michael Schiappa
Michael Schiappa
Vice President, Global Labor and Consulting
MetLife
Michael Schiappa is the Head of Global Labor and Consulting for MetLife, based in the Boston, MA office. He has over 15 years of experience in Finance and Strategic Sourcing across several industries. His areas of expertise are Procurement Operations, Strategic Sourcing, Supplier Performance Management and Change Management.
Since 2012, Mich
...[Read More]

 Shone Richardson
Shone Richardson
Director, Purchasing And Procurement
NCAA

Ron Latz
Director
PRO Unlimited

12:00 PM Procurement Practitioners Networking Lunch

1:00 PM Working Group Report Backs

The facilitators of the morning working groups will each take 5 minutes to present the outcomes from their session.

2:00 PM Panel: IQ, EQ and Negotiation Styles: Why Smart Emotions Matter at the Bargaining Table

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

Lula Kosanic, Senior Director - Expense, Vendor, Asset Management, CIBC

Joe Postiglione, VP, Global Procurement, National Basketball Association (NBA)

Joseph Richardson, CEO, Professional Purchasing Partners

Your Attitude, not your Aptitude will determine a your Altitude in life.  The same is true for negotiating business agreements; to master the process you will need both logical reasoning and smart emotional responses. While professionals are encouraged to rely on their intelligence and reasoning skills (IQ), they are not always encouraged to develop their emotional intelligence (EQ). But, as customers and their suppliers become increasingly interdependent, and their relationships more complex,  negotiators will also have to develop their ability to emotionally interact with their counterparts in an appropriate way.  This interactive panel discussion will address:
•    Common EQ characteristics for negotiating business deals
•    Suggestions on how to develop your EQ or that of your team members
•    How a stronger EQ lead to better business

 Lula Kosanic
Lula Kosanic
Senior Director - Expense, Vendor, Asset Management
CIBC

 Joe Postiglione
Joe Postiglione
VP, Global Procurement
National Basketball Association (NBA)
Joe is the functional head of the NBA’s Global Procurement Group. His top priority is to develop and deliver innovative and a best in class procurement operation that focuses on securing favorable pricing, terms and conditions for goods and services that are required. Joe has created an internal procurement consultancy as a shared service for all d ...[Read More]

 Joseph Richardson
Joseph Richardson
CEO
Professional Purchasing Partners
Joseph Richardson is an International Supply Chain Management Executive with demonstrated leadership in designing, developing and implementing effective sourcing, supply chain and procurement strategies (direct and indirect) that address global business issues.His international experience, with a variety of companies, helped him to recognize the po ...[Read More]

Moderated By:

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

2:40 PM Networking Break and Opening of The Solutions Zone (Conference Opens to All Attendees)


Track A: Building a Roadmap

3:20 PM Presentation: Using Sales Techniques to Sell Procurement to Internal Customers

David Hearn, Chief Advisor, CPO Advisement Services LLC (former Head of Indirect Sourcing, Juniper Networks)

In a non-mandated environment, procurement has to consistently sell their value to their category owners and stakeholders. However, most people working in procurement rarely include sales as part of their career path. As a result, they miss out on gaining a unique perspective that will ultimately make them stronger procurement professionals. Once you have insight into the inner workings of the sales process, you will be able to build more trust and obtain more wins for your organization. In this presentation, attendees will learn about the side of sales they don't see:
•    What sales execs are taught to build trust
•    How a sales organization gathers data & builds leverage
•    How they approach a contract negotiation
•    How sales teams are compensated

 David Hearn
David Hearn
Chief Advisor
CPO Advisement Services LLC (former Head of Indirect Sourcing, Juniper Networks)

Track B: Breaking the Rules

Presentation: Questioning the Value of Procurement

Kevin Giblin, Head of Global Sourcing and Chief Procurement Officer, Dun & Bradstreet

How does an organization view procurement’s role? What should procurement really be aspiring towards? Does moving to lower cost suppliers really save money?
Does procurement add value? Get answers to these and other questions. There’s never been a better time to be in procurement – find out why.

 Kevin Giblin
Kevin Giblin
Head of Global Sourcing and Chief Procurement Officer
Dun & Bradstreet
Kevin Giblin is the Head of Global Sourcing, and Chief Procurement Officer at Dun & Bradstreet. In this role he leads a team that manages $.6B spend across all categories and complexities, defining sourcing strategies and establishing ongoing SRM to ensure continuous value.
As part of this role, he also oversees the Oracle Procure-to-Pay te
...[Read More]

Track C: Procurement Operations

Presentation: Mastering Spend Analytics To Convert Data Into Intelligence

Galen Hersey, Director Indirect Sourcing, Land O’Lakes

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 functions?
•    How much human analysis do you need to allocate to clean your data?

Galen Hersey
Director Indirect Sourcing
Land O’Lakes

Track A: Building a Roadmap

3:40 PM Panel: Optimizing Budgets, Timelines and Resources to Establish Proactive Procurement-Stakeholder Relationships

Moderated By:
Joseph Richardson
, CEO, Professional Purchasing Partners

David Hearn, Chief Advisor, CPO Advisement Services LLC (former Head of Indirect Sourcing, Juniper Networks)

Bob Hein, Head, Enterprise Strategic Sourcing And Procurement, Verisk Analytics, Inc.

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 resources
•    Create a roadmap for forward planning

 David Hearn
David Hearn
Chief Advisor
CPO Advisement Services LLC (former Head of Indirect Sourcing, Juniper Networks)

 Bob Hein
Bob Hein
Head, Enterprise Strategic Sourcing And Procurement
Verisk Analytics, Inc.

Moderated By:

 Joseph Richardson
Joseph Richardson
CEO
Professional Purchasing Partners
Joseph Richardson is an International Supply Chain Management Executive with demonstrated leadership in designing, developing and implementing effective sourcing, supply chain and procurement strategies (direct and indirect) that address global business issues.His international experience, with a variety of companies, helped him to recognize the po ...[Read More]

Track B: Breaking the Rules

Panel: Hitting Targets Without Asking Suppliers for Price Reductions

Gabrielle “Gabby” Albert, Senior Director, Corporate Strategic Sourcing, Hilton

Moderated By:
Michael Shaw
, Founder and Board Member, ACSPE

Melissa Burkland, Corporate Purchasing Director EMEA / Americas, Federal-Mogul Motorparts

Tiffany Williams, Sr. Sourcing Manager, Non-Commercial Indirect, UCB

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 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

 Gabrielle “Gabby” Albert
Gabrielle “Gabby” Albert
Senior Director, Corporate Strategic Sourcing
Hilton
Gabrielle “Gabby” Albert is “Passionately to the Point”, a Results Oriented Strategic Sourcing Professional.  Gabby is a well-rounded “corporate athlete” who brings: vision, discipline/focus to the bottom line, strong analytical skills, and strategic thinking.   Coupled with a team player “work-hard, play-hard” mentality she has consistently delive ...[Read More]

 Melissa Burkland
Melissa Burkland
Corporate Purchasing Director EMEA / Americas
Federal-Mogul Motorparts
Melissa leads world-wide sourcing, procurement, and supplier management teams for both direct and indirect categories. 
 
She is responsible for building the Commercial Claims Spend Management organization at Liberty Mutual Insurance. She manages $3.5B in spend.  Additionally, she leads procurement strategy for Claims, Global Human R
...[Read More]

 Tiffany Williams
Tiffany Williams
Sr. Sourcing Manager, Non-Commercial Indirect
UCB
Tiffany Williams is a Sr. Sourcing Manager with UCB, Inc, a bio-pharmaceutical firm based in Brussels, Belgium with headquarters in Atlanta, GA.
 
She leads the U.S. Non-Commercial Indirect Team that manages addressable spend for a number of categories which include: Patient Access Programs, Supply Chain & Logistics, Sales Training,
...[Read More]

Moderated By:

Michael Shaw
Founder and Board Member
ACSPE

Track C: Procurement Operations

Panel: Third Party Vendor Risk Management

Joseph Martinez, Chief Procurement and Financial Operations Officer, MUFG Americas

Tim Mueller, EVP, Head of Strategic Sourcing Management, Insurance Risk and Corporate Real Estate, SunTrust Bank

David Swadling, VP, Strategic Sourcing and Procurement, John Wiley and Sons

Data and due diligence are two of the most important pieces of assessing and mitigating risk on your third party suppliers. But just what should you be looking for, and can risk be 100% mitigated? Panelists will discuss helping you:
•    Conducting third party VRM with no or limited budget- obtaining the resources you need
•    Obtaining the right data at the right cost
•    Sacrificing savings for compliance
•    Identifying red flags- cyber, fraud, political, etc., and what to do once you find them

 Joseph Martinez
Joseph Martinez
Chief Procurement and Financial Operations Officer
MUFG Americas

 Tim Mueller
Tim Mueller
EVP, Head of Strategic Sourcing Management, Insurance Risk and Corporate Real Estate
SunTrust Bank
Timothy S. Mueller is Executive Vice President and Head of Enterprise Core Services. In this role Tim is responsible for the Strategic Sourcing Management, Corporate Real Estate & Workplace, and Aviation businesses at SunTrust.
Prior to his current role, Tim was Executive Vice President and Head of the Wholesale Business Information Office (
...[Read More]

David Swadling
VP, Strategic Sourcing and Procurement
John Wiley and Sons

Track A: Building a Roadmap

4:20 PM Addressing Your Energy Spend the Right Way: Reducing Energy Cost & Consumption for EBITDA Impact

Tommy Greer, Vice President, Enterprise Energy Solutions, Insight Sourcing Group

Energy is one of the largest components of company cost structure, and it’s a complicated operational issue. But it’s rarely the target of deeper strategic thought.  In this session, we’ll discuss how to implement supply side energy strategies in conjunction with the development of enterprise wide renewable and sustainability programs that impact the bottom line.
 Tommy Greer
Tommy Greer
Vice President, Enterprise Energy Solutions
Insight Sourcing Group
Tommy is Vice President of Insight Sourcing Group’s Enterprise Energy Solutions division and has over 25 years energy industry experience working with utilities, local distribution companies, energy suppliers, energy service companies and energy users in both regulated and deregulated markets.
...[Read More]

Track B: Breaking the Rules

Slay Sacred IT Categories – Exceeding Savings Targets Plus Funding Innovation

Dan Ashton, Director Product Strategy, Rimini Street

Rick Jankura, Chief Financial Officer, Jones Packaging Inc.

IT procurement leaders are partnering with IT to transform the business.  However nearly 90% of IT budgets are spent on maintaining existing systems with only 10% available for strategic initiatives. How can procurement exceed savings targets and be a catalyst to lead business transformation?  Learn how your procurement peers are leveraging a new approach to uncover dramatic savings from costly ongoing maintenance of ERP systems including SAP and Oracle, enabling investment in game changing initiatives while reducing risk.
 Dan Ashton
Dan Ashton
Director Product Strategy
Rimini Street

 Rick Jankura
Rick Jankura
Chief Financial Officer
Jones Packaging Inc.

Track C: Procurement Operations

Your Vehicle Fleet as a Strategic Asset or Moving Your Fleet Management from Transactional to Strategic

Jamie Crump, Director, Strategic Sourcing & Supplier Diversity, United Rentals, Inc.

Mike Ramsey, Director-Fleet Solutions, ARI- Automotive Resources International

 Jamie Crump
Jamie Crump
Director, Strategic Sourcing & Supplier Diversity
United Rentals, Inc.

Mike Ramsey
Director-Fleet Solutions
ARI- Automotive Resources International

4:40 PM Interactive Roundtable Discussions

Garry Cullinane, Director Supply Chain Management, Southwest Airlines Co

David Hearn, Chief Advisor, CPO Advisement Services LLC (former Head of Indirect Sourcing, Juniper Networks)

Keith Woody, Vice President, Global Indirect Sourcing, Technicolor

Jeffrey Smith, Sourcing Director, DuPont

Mike Smith, Associate Director, Procurement Services, Agile-1

Dan Ashton, Director Product Strategy, Rimini Street

Rick Jankura, Chief Financial Officer, Jones Packaging Inc.

Tommy Greer, Vice President, Enterprise Energy Solutions, Insight Sourcing Group

Jeff Christensen, Business Development Director, Lionbridge

Stewart Stanton, Managing Director, C2FO

Jamie Crump, Director, Strategic Sourcing & Supplier Diversity, United Rentals, Inc.

Mike Ramsey, Director-Fleet Solutions, ARI- Automotive Resources International

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

Brooke Large, Director of Business Development, Aquiire

These interactive roundtable sessions take a deep dive into the specific areas you came to learn about. Sit and learn in an intimate format from the speakers who have had am impact on their company and industry. Take control of your own event experience and don’t be shy! Ask questions (or answer them!) alongside other conference attendees who are dealing with the same challenges as you network with industry peers with very similar challenges, interests and responsibilities. Don’t miss out on the discussions you want to participate in—you’ll get to select a new topic after 30 minutes.

TABLE 1: Building the Optimal Procurement Operating Model
Hosted by: Garry Cullinane, Director Supply Chain Management, Southwest Airlines Co.

TABLE 2: Using the Internet of Things to Streamline Processes and Deliver Increased Savings
Hosted by: David Hearn, Chief Advisor, CPO Advisement Services, LLC (former Head of Indirect Sourcing, Juniper Networks)

TABLE 3:  Creating a Procurement “Brand” to Win Over Stakeholders
Hosted by: Keith Woody, Vice President, Global Indirect Sourcing, Technicolor

TABLE 4: Managing a Global Procurement Team
Hosted by: Jeffrey A Smith, Sourcing Director, DuPont

TABLE 5: Identifying and Controlling Tail Spend using Statements of Work (SOWs)
Hosted by: Mike Smith, Associate Director, Procurement Services, Agile-1

TABLE 6: Slay Sacred IT Categories – Exceeding Savings Targets Plus Funding Innovation
Hosted by: Dan Ashton, Director Product Strategy, Rimini Street
      Rick Jankura, Chief Financial Officer, Jones Packaging Inc.

TABLE 7: Addressing Your Energy Spend the Right Way: Reducing Energy Cost & Consumption for EBITDA Impact
Hosted by: Tommy Greer, Vice President, Enterprise Energy Solutions, Insight Sourcing Group

TABLE 8: Procurement on a “Glocal” Scale: How Does Procurement Champion Central, Corporate Strategies While Being Responsive to Local and Regional Business Needs
Hosted by: Jeff Christensen, Business Development Director, Lionbridge

TABLE 9: Working Capital Knocks on Procurement's Doorstep
Hosted by: Stewart Stanton, Managing Director, C2FO

TABLE 10: Moving Your Fleet Management from Transactional to Strategic
Hosted by: Jamie Crump, Director, Strategic Sourcing & Supplier Diversity, United Rentals, Inc.
Mike Ramsey, Director-Fleet Solutions, ARI- Automotive Resources International

TABLE 11: Best Practices in Developing KPIs
Hosted by: Jeanette Nyden, Commercial Contracts Expert and Co-Author, Getting to We

TABLE 12: Realizing Negotiated Savings Through True Guided Buying and Purchasing Compliance:  Achieving These Seemingly Elusive Goals
Hosted by: Brooke Large, Director of Business Development, Aquiire
Garry Cullinane
Director Supply Chain Management
Southwest Airlines Co

 David Hearn
David Hearn
Chief Advisor
CPO Advisement Services LLC (former Head of Indirect Sourcing, Juniper Networks)

 Keith Woody
Keith Woody
Vice President, Global Indirect Sourcing
Technicolor

 Jeffrey Smith
Jeffrey Smith
Sourcing Director
DuPont

 Mike Smith
Mike Smith
Associate Director, Procurement Services
Agile-1
Mike is an execution-focused leader with five years of progressive and multi-faceted experience in tail spend management, supply chain management, operations, and procurement. He has a passion for driving change and results into the grass roots of an organization. In addition to a strong technical background, Mike possesses the ability to galvanize ...[Read More]

 Dan Ashton
Dan Ashton
Director Product Strategy
Rimini Street

 Rick Jankura
Rick Jankura
Chief Financial Officer
Jones Packaging Inc.

 Tommy Greer
Tommy Greer
Vice President, Enterprise Energy Solutions
Insight Sourcing Group
Tommy is Vice President of Insight Sourcing Group’s Enterprise Energy Solutions division and has over 25 years energy industry experience working with utilities, local distribution companies, energy suppliers, energy service companies and energy users in both regulated and deregulated markets.
...[Read More]

Jeff Christensen
Business Development Director
Lionbridge

Stewart Stanton
Managing Director
C2FO

 Jamie Crump
Jamie Crump
Director, Strategic Sourcing & Supplier Diversity
United Rentals, Inc.

Mike Ramsey
Director-Fleet Solutions
ARI- Automotive Resources International

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

Brooke Large
Director of Business Development
Aquiire

5:45 PM Welcome Reception in the Solutions Zone

7:15 PM 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 2017, 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!

















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