Agenda

Keynote Address

Gary E. Hoover, Founder of Hoovers.com and Best-Selling Author

General Session

Risk and Opportunity Management: Maximizing Your Potential

Moderator: Rod Osborne, Director of Global Contract Management, Lucent Technologies

Panelists: Gary Hoover, Founder of Hoovers.com and Best-Selling Author; Jon Maxim, President, Maxelerate; and Helena Haapio, International Contract Counsel, Lexpert, Ltd.

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Capture Management: Winning Profitable Revenue

Nancy Kessler, Vice President, Process Consulting Shipley Associates

How confident are you that your capture and proposal teams have fully and accurately assessed the competitive environment and formulated effective strategies for “must-win” programs? How do you keep capture reviews focused on the customer, your position, and your strategy? How do you keep proposal reviews focused on compliance, clarity, responsiveness, and effective implementation of your strategy?

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Bernard D. Clendenin, Equa Terra LLC

Learn about the state of the business process outsourcing (BPO) industry and outsourcing governance and relationship management, in particular, governance and relationship management best practices for contracting managers and executives.

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Dave Catino, Solution Leader for Supply Chain Systems, Information Technology & Services, Hospital Corporation of America (HCA), and Kevin Bond, Director, Supply Chain Systems Development, HCA Healthcare

Forced into action to better address compliance issues related to physician contracts, the HCA has leveraged their efforts to establish an enterprise-wide contract management initiative that strives to standardize their contracts and improve controls over contracting and contract management.

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Helena Haapio, International Contract Counsel, Lexpert, Ltd.

Fire Your Customer

Tom Reid, Chief Problem Solver, Certified Contracting Solutions, LLC

Not all customers are created equal. Learn how to apply the “Pareto Principle” to your existing customer base and list of new prospects—and increase revenue and customer satisfaction while doing so!

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Jon Maxim, President, Maxelerate

You have negotiated long and hard to obtain an excellent deal for your purchases or services. You have signed excellent binding contracts that protect your interests. And, yet, there are still vendors that cannot or will not deliver on what they committed. One key is that there is a difference between a ‘”vendor” and a “supplier.” Understand the current best practices in this rapidly evolving field.

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Reception in Exhibit Hall

Exhibits closed after 6:00pm; No exhibits on Tuesday

General Session

Ethics and Compliance: Sarbanes-Oxley Act and Beyond

Moderator: Gregory Garrett, Chief Compliance Officer, U.S. Federal Government Programs, Lucent Technologies

Panelists: Conrad Brooks, Associate, McKenna, Long & Aldridge; and Anthony W. Miller, Executive Vice President, Operations, LRN, Inc.

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From Piracy to Profitability: Re-Thinking Intellectual Property Protection in China

Dr. Juan Gonzalez III, Principal, KPMG

Experience suggests that the traditional focus on legal remedies employed in the United States and Western Europe for protecting intellectual property may prove unsatisfactory in China. How has China’s emergence on the world economy shaped the evolving intellectual property landscape in China? Learn some of the creative and robust intellectual property rights approaches required for China and other emerging economies, as well as explore the contracting and contract management implications.

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Managing Contracts in Turbulent Time: The Contract Management Maturity Model

Dr. Rene Rendon, Professor, Naval Postgraduate School

As the corporate contract management function increases in importance, the need for a systematic approach to assessing effectiveness and competence will become critical for an organization to maintain a competitive advantage. The Contract Management Maturity Model is an evolutionary roadmap an organization can pursue to improve its contract management process.

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Effective Communications Among Project Teams

Rick Crawshaw, President, RAC Leadership Inc

Learn about the four fundamental communication styles. Identify your personal style and be aware of the strengths and potential blind spots of that style. And, discuss how to identify the communication styles of others and how to adapt your own natural style to improve your ability to communicate effectively.

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Luncheon Presentation

Contract Negotiation: Skills, Tools, and Best Practices

Gregory Garrett, Chief Compliance Officer, U.S. Federal Government Programs, Lucent Technologies

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The New Uniform Commercial Code: What Every Business Must Know

Alan Dickson, Attorney, Epstein, Becker, Green, P.C.

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Effective Communications Among Project Teams—Repeated

Rick Crawshaw, President, RAC Leadership Inc

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Fred Sollish, Director, eParagon, LLC, and Janie Maddox, President and Owner, Corporate Learning Solutions

Newly appointed contract administrators and managers will learn to understand the complex processes involved in sourcing service contracts. Experienced managers can learn how to train their staff on this process.

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