"Best Practices for Negotiations and Contracting"
October 21, 2004

"Best Practices for Negotiations and Contracting"
October 21, 2004

Program Description
Program Outline
Panelist Information


Program Description

Supply managers spend a substantial amount of time negotiating contracts and tackling matters related to contracts. This satellite seminar explores leading-edge ways to enhance the effectiveness of negotiating and contracting by focusing on the dynamic relationship between these activities. Discover strategies to enhance your organizational processes for negotiations and contract management, analyze team roles and essential elements of an effective negotiation, and learn how to draft and manage contracts to meet your organization's objectives.

Program Outline

Segment 1 - What is Best Practice Strategy?

1. A Look at the Digital Economy
2. What Do We Mean by Best Practice?
3. Threats to Success
4. Considerations for a Best Practices Model
5. Summary and Takeaways for Segment 1

Segment 2 - Contract Terms and Conditions

1. How to Draft Terms and Conditions
2. Size and Scope Considerations
3. Using Templates and Checklists
4. Negotiating the Terms
5. e-Contracts
6. Summary and Takeaways for Segment 2

Segment 3 - The Role of Contracting and Negotiations in Risk Management

1. Using Contract Clauses to Manage Risk
2. Contract Administration and Negotiations for Today's Business Environment
3. Summary and Takeaways for Segment 3

Segment 4 - Integrating Contracting and Negotiations into the Organization

1. Why Contracting and Negotiations Matter
2. What Goes Wrong?
3. The Contracting and Negotiations Process
4. Expected Results
5. Summary and Takeaways for Segment 4 and

Panelist Information

Main Presenter:

Tim Cummins is executive director of the International Association of Contract and Commercial Managers and worked with the founder corporations to establish IACCM in 1999. He has more than 25 years experience in commercial contracting, gained with corporations that included NatWest, British Leyland, BAe and IBM Corporation. Tim has led negotiations up to $1.5bn in value and has lived or worked in over 40 countries. While working in the Chairman's office at IBM Corporate Headquarters, he led studies on the business impacts of globalization and then successfully managed projects to reengineer IBM's global contracting processes. Tim was a member of the UK's Commercial Lead Body and has had papers commissioned by both the U.S. Department of Labor and the UK Department of Education. He has provided consulting and research services to many large corporations in the areas of both commercial contracting and skills assessment and certification techniques.

Panelists:

Ernest G. Gabbard, JD, C.P.M., CPCM is director of corporate strategic sourcing for Allegheny Technologies, Inc. at their global headquarters in Pittsburgh. He previously held procurement and contracting management positions with Litton and Teledyne. Ernest has conducted business in 34 countries, and resided for 10 years in Europe, Asia, and Middle East. He is a frequent speaker on procurement and contracting law and management for ISM and NCMA, and taught these subjects at the undergraduate and graduate levels for several universities. Ernest currently serves on the Editorial Review Board for IOMA's Strategic Supplier Management Report and ISM's Journal of Supply Chain Management. He appeared on a previous ISM satellite seminar in 1999, and also served as an advisor for the ISM Technote publication, Terms and Conditions for Purchase Orders and Other Contractual Agreements. Ernest has several degrees, including a JurisDoctorate (law) degree.

Joseph A. Leister, C.P.M., A.P.P., CBM is vice president of operations for Information Acquisition Systems Corporation based in San Antonio, Texas. In late 2003, he retired from SBC Services, Inc., after serving in supply management and contract management positions with SBC Services, SBC Operations and Southwestern Bell Telephone since 1983. Joe's previous work experience includes procurement/supply chain management positions with Honeywell, American Medicorp, Allied Piping Products, and Philco-Ford-Automotive Electronic Division. He has a bachelor's degree in business management from Brigham Young University, and an MBA from Lindenwood College. Joe received his lifetime C.P.M. certification in 1997, and he received the Certified Business Manager designation from the Association of Professionals in Business Management in 2002. He has been active in ISM both on the local and national level, serving as president of NAPM-St. Louis, Inc., and he currently serves on ISM's General Conference Committee. He previously appeared on an ISM satellite seminar in 1998.

Tim McCarthy is vice president, contracting and negotiations at Invensys plc. Prior to his current position, he was with Honeywell for 24 years where he gained 10 years experience in federal contracting in a variety of military avionics-based programs, from new concept development through full production. Tim also had 10 years international and domestic commercial construction contracting experience in the HVAC and process controls projects-based services industries, and extensive experience in performance contracting, fire and security "life safety" liability issues, risk assessment and management, and negotiations strategies and tactics. Tim has his MBA and is a certified Six Sigma Black Belt.

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