8:30 AM - Breakfast, SIG Welcome and Introductions
9:30 AM - Sourcing Fundamentals and Deal Risk
10:45 AM - Break
11:00 AM - Effective Deals in a Time of Disruption: Understanding Complex Contracts; Effective Drafting; Interactive Exercise
12:30 PM - Networking Lunch
1:15 PM - Making Strategic Use of the Contracting Process
2:15 PM - Break
2:30 PM - Case Study: Putting it all Together -- Where BPO & Robotics Converge
3:45 PM - Wrap-Up
4:00 PM - Adjourn
SIG is excited to present this popular session designed to enhance master competencies in contracting and negotiating. This interactive session will include direct examples from experienced and innovative industry thought-leaders who focus on information technology–enabled transformation as well as customer and vendor outsourcing deal management. This workshop is specially designed for practitioner sourcing professionals and in-house counsel who work together to create value for their organizations.
At a time when technology is enabling unprecedented business revolution, traditional sourcing which is focused on cost reduction, quality, standardization, compliance, and risk containment, may not always be enough. In this ever-evolving environment, sourcing professionals will be called on to focus on solutions that are centralized around transformation, capability enablement, differentiation, and speed while never losing sight of good practices and the basics.
In this session, we will outline best practices to maximize business value across hardware, software, cloud, network, outsourcing, and integrated solutions sourcing.
The learning objectives include:
- Defining an effective contract
- Understanding sourcing for complex contracts
- Drafting guidelines and considerations
- Framing, strategy and goals
- Defining a Service Level Agreement (SLA) framework
- Monitoring performance and defining Governance
- Discussing risk elements and mitigation strategies
- Contracting role of the Business Unit (non-Procurement teammates)
- Providing an analytical framework for interaction costs
- Differentiating between deal economics and financials
This session is designed to tie together the concepts covered in the workshop using RPA as part of a BPO solution as a case study. We will explore how shifting technology paradigms affect the BPO value proposition. This will be a highly practical and interactive session with key takeaways that you can use right away. Some of the topics we will cover include:
- “Gotchas” to watch out for in the procurement process
- Strategies for unlocking the value of RPA in existing deals
- Why some strong pricing terms can be a “wolf in sheep’s clothing”
- Avoiding transformation pitfalls that can sink your deal
Edward J. Hansen brings more than 20 years of experience representing clients in technology transactions that involve significant business change. From the early stages of deals, Ed works closely with clients and their advisers on whole deal advice, often before a request for proposal is sent, and continues his support throughout the engagement’s life cycle. Ed employs a highly collaborative approach in counseling clients that are executing technology-enabled programs that require substantial supplier/customer interdependence, such as information technology outsourcing, business process outsourcing, and complex system integration not only for newly sourced deals, but also for troubleshooting and realigning problematic deals and sourcing distressed processes. Ed has a long history of applying business-oriented, innovative, and collaborative negotiating techniques to help simplify complex sourcing arrangements. As early as 2004, InformationWeek named Ed a key innovator and influencer who drives change in the business technology sector. Later, a prominent industry consulting firm conducted a case study on his negotiating process, and most recently, he was featured in an exclusive interview with CIO.com and quoted at length in Strategic Sourcing in the New Economy: Harnessing the Potential of Sourcing Business Models for Modern Procurement . Chambers USA has noted that Ed is “recognized as a thought leader in the area” who is “challenging traditional ways to do outsourcing.” Commenting on his approach in Chambers USA , clients note that he “speaks to clients’ needs in an extraordinary way,” “is highly effective and respected by everyone involved in the deal,” and has a “disarming approach which can break down the pretense and malaise” that can build around a negotiating table. A leading industry expert notes that Ed is “fabulous at understanding how to construct complex outsourcing agreements that move beyond heavy-handed risk shifting to mutual gain and win-win.” In addition to being an active speaker at industry conferences, Ed authored and presents the “terms and conditions” module of the Sourcing Industry Group’s (SIG’s) SIG University certification program, regularly conducts contracting master classes (including for SIG’s Executive Immersion Program), serves on the advisory board of the Shared Services and Outsourcing Network, and is a regular guest lecturer at New York University’s executive Master of Business Administration program.
Peter M. Watt-Morse, one of the founding partners of the firm’s Pittsburgh office, has worked on all forms of commercial and technology transactions for more than 30 years. Peter works on business and intellectual property (IP) matters for a broad range of clients, including software, hardware, networking, and other technology clients, pharmaceutical companies, healthcare providers and payors, and other clients in the life science industry. He also represents banks, investment advisers, and other financial services institutions. Peter advises companies on business process (BP) and information technology (IT) outsourcing transactions. He also handles technology acquisition, development, licensing, and distribution agreements; strategic alliances and joint ventures; IP creation and strategy; university and governmental technology transfer issues; and general corporate and commercial matters. Peter developed innovative outsourcing arrangements for clinical trial services for major pharmaceutical companies and essential back-office operations of banks and investment advisors. The equity/license structure Peter developed helped launch the commercialization of revolutionary semiconductor technology for the networking industry. On behalf of consumer product and manufacturing clients, Peter has created long-term supply arrangements for essential commodities and components. He has also developed complex intellectual property agreements to carve up technologies in divestiture transactions, and cutting-edge agreements and procedures regarding e-commerce. Peter is an adjunct professor at the University of Pittsburgh Law School, where he teaches classes related to technology transactions and IP. He frequently speaks and writes about outsourcing, IP, and technology-related topics, including an annual seminar he moderates on Internet Law. He also has an extensive background in technology use in the practice of law and is past chairman of Morgan Lewis’s Technology Steering Committee.
Doneld G. Shelkey represents clients in global outsourcing, commercial contracts, and licensing matters, with a particular focus on the e-commerce and electronics entertainment industries. Doneld assists in the negotiation of commercial transactions for domestic and international manufacturers, technology innovators, and retailers, and counsels clients in the e-commerce and electronics entertainment industries on consumer licensing and virtual property matters. Doneld regularly assists clients in a wide spectrum of technology and data acquisition, implementation, and service agreements, including enterprise resource planning (ERP) implementation, licensing, software as a service (SaaS), information as a service (IaaS), data acquisition and services, cloud computing, and mobility agreements. He has particular experience in the alternative energy, specialized manufacturing, and consumer products industries, both in the United States and abroad. Doneld also has a background in the electronics entertainment industry; with a particular focus on consumer licensing and virtual property matters. He has assisted both developers and publishers in the electronics entertainment industry at all stages of development and has assisted clients in such matters in the United States, Japan, and South Korea. Doneld is a frequent speaker on e-contracting, cloud computing, and key issues in outsourcing.