Post-Conference Master Class - November 03, 2010
With higher proportions of company spending being moved under long-term supplier agreements, it is critical that today’s procurement leaders be equipped with a solid understanding of procurement law, to have solid drafting skills, and to be able to manage the contract development process (including interaction with legal support groups) in a professional manner.
Benefits of Attending this Master Class
The Strategic Contracting program consists of dynamic instruction, interesting case studies, and interactive class exercises. It helps participants turn the contracting process into a strategic tool that empowers their Supply Management organization for strategic performance. Participants receive a 75+ page color training manual.
Who Should Attend
- C-Level Executives (CEO, CFO, CPO, CIO etc.)
- General Managers and Managing Directors
- VPs, Directors, Managers and Heads of
- Procurement
- Supply Chain
- Contracts
- Finance
- Logistics
- Strategic Planning
- Corporate Affairs
- Cost Management
- Process Re-Engineering
- Outsourcing
Program Outline
08:00 AM - 08:30 AM - Registration
08:30 AM - 10:00 AM - First Session
Requirements for the Existence of a Legal “Contract”
Best Practices in Formation of Business Agreements:
- Matching Industry Formats
- Use of Business English
- The Rule of Ten
- Other Drafting Techniques
- Pro-Forma Template Libraries
- Contracting Management Technologies
Use of Pro-Forma and Template Agreements
Contract Management Technology Tools
“Putting On Their Shoes” – Understanding Business From the Industry’s Perspective
The Price of Unnecessary Deliverables (i.e. Over-Specification)
Planning Expirations & Evergreen Renewals
Inclusion of Contract Terms in RFP Processes
10:00 AM - 10:15 AM - Coffee Break
10:15 AM - 12:00 Noon - Second Session
Importance of Legal Involvement
Effective Use of Legal Support
Statement of Work Types and Differences:
- Performance Based
- Function Based
- Design Based
Meaning of Key Contract Clauses:
- General Conditions
- Special Conditions
The Cost of a Poorly-Written Statement of Work
12:00 Noon - 12:30 PM - Prayer Break
12:30 PM - 02:30 PM - Third Session
Building Flexibility for Future Business Changes
Drafting Techniques for Writing an Effective SOW:
- Sentence Structure
- Need to Harmonize Defined Terms with Master Contract
- Clear Identification of Deliverables
- Balance Between Brevity & Excess Verbiage
Effective Contract Management Principles:
- Key Players & Roles
- Performance Indicators/Measurements
- Rating Supplier Performance
- Supplier Scorecard
02:30 PM - 03:30 PM - Lunch
03:30 PM - End of Master Class
Instructor:
 |
Mark Trowbridge, CPSM, CPM Principal Strategic Procurement Solutions LLC USA |
Mark has 26 years experience in procurement, which includes supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company…where he achieved $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions. Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Services, Telecommunications, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During his consulting tenure, Mark has assisted clients in capturing hundreds of millions in cost reductions. Mark holds a Bachelor's Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). Mark is currently an active member of both the I.S.M. and the National Contract Management Association. Mark is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations.
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