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
Ed Hansen is a partner at Nelson Mullins where he co-chairs the Outsourcing & Digital Transformation group. He focuses his practice on clients who use technology as a conduit for business change. These programs include initiatives such as business process outsourcing, information technology outsourcing, enterprise resource planning (ERP), automation (RPA, AI), digital transformation, and other change-intensive corporate programs.
Ed works with clients and their advisors from the very early pre-RFx stage of deals to help teams and potential partners cut through much of the difficulty and complexity of these transformational programs. He has a long history of applying innovative thinking to deal processes and has been recognized for his work on collaborative negotiations and relationship-based contracting, focusing on deal factors such as organizational change management, relationship issues, innovation drivers, value creation, and other items that are important to get right, and provide strong indicia of deal success.
In 2004, Information Week named him to their “Innovators and Influencers” list of people most likely to drive change in the technology sector. In 2007, Forester did a case study on his deal processes. He has been a “go-to” authority for research on outsourcing and negotiation techniques and has been ranked by legal publishers Chambers USA every year since 2004.
Ed has acted as lead counsel and negotiator on a variety of very complex work, including all types of outsourcing, global ERP systems integrations, re-engineering programs, and global digital transformations. This work has spanned industries as diverse as financial services, automotive, healthcare, entertainment, agricultural, and CPG.
An active participant in the sourcing industry, Ed works with the Sourcing Industry Group (SIG) where he authored and presents the terms and conditions module for SIG University and developed and presents a full day masterclass on complex deal methodology as part of SIG’s Executive Immersion Program. Ed is also on the advisory board of SSON (Shared Services and Outsourcing Network), and regularly guest lecturers at universities and industry events.
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.
Vito Petretti’s practice focus is technology and outsourcing matters. Clients regularly turn to him to draft and negotiate domestic and international outsourcing service agreements for a variety of business processes, such as information technology, finance and accounting, human resources, and procurement. Within the realm of information technology, Vito drafts and negotiates agreements for software licensing, hardware purchases and leases, data licensing and subscriptions, website hosting and development, and other technology-related agreements, including system implementation, joint venture, and strategic alliance agreements.
Vito also works on a range of commercial matters such as supply and distribution agreements, manufacturing agreements, consulting and service agreements, marketing and advertising agreements, confidentiality agreements, and other documents and agreements in support of sourcing and supply chain operations.