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Conference Agenda

Below is the agenda from our 2016 event. We are currently working on the agenda and speakers for 2017.

If you are interested in taking on an active role at the event, please contact events@iaccm.com

Day 1  |  Day 2  |  Day 3
 

24 Oct 2016
Day 1

 

07:30

Breakfast & Registration
 

08:00

Academic Forum Workshop 1
Academic & Research Forum Leadership, Trust and the Contracting Relationship

The Strategy of Change: Driving Commercial Success and Improving Business Functions


Supported by: JSCAN, ProActive ThinkTank, Nordic School of Proactive Law

IACCM’s Academic and Research Forum is aimed at bringing together academics and business professionals to explore the ever-evolving world of contracts. Launched to bridge the gap between academia and business, this unique Forum will allow you to see what new ideas are around the corner and how they will impact you.

IACCM and JSCAN are pleased to bring you the 2016 Academic Forum.

8:05am Opening Remarks

Thomas D. Barton, Louis and Hermione Brown Professor of Law, Director, Louis M. Brown Program in Preventive Law, Coordinator, National Center for Preventive Law
 


Papers and Presenters:

8:15am How can Technology Advance Relationships, Strategy and Performance?
James C. Ioannou, Jangho Curtain Wall Australia Pty Ltd

8:30am Contract Simplification and Change Management: Lessons from a Case Study in Business Transformation
Carol Savage, IBM 
George Siedel, University of Michigan’s Ross School of Business 
Helena Haapio, LL.M. (Masters of Laws), MQ (Master of Quality), DSC (Doctor of Science (Econ.),
Assistant Professor of Business Law, University of Vaasa; International Contract Counsel, Lexpert Ltd, Finland

8:50am Portability of US Contracts in the Age of Globalization
Rohini Mohan, Chevron

9:05am An Agenda for Contract Reform: Scaling up Better Communication
Thomas Barton, Louis and Hermione Brown Professor of Law, California Western School of Law

9:25am Audience Q&A with Speakers

As the role of contract mangers expand within the organization, so too do the pressures to meet quotas and demands of stakeholders.  As conflicts of interests arise, the need to act as an ‘honest broker’ within your organization is vital to achieving contracting success and professional development.

In this workshop session, we’ll take a closer look at the role of trust in the contracting relationship and how implementing ethical leadership skills at any level can improve collaboration and lead to contracting success.

Doug Turner Consultant, True Balancing Coaching

 

09:45

Networking Coffee Break
 

10:15

Academic Forum Workshop 2
Academic & Research Forum Three Essential Behaviors to Improve the Quality of your Most Important Conversations

Academic Forum Presenters continued:


10:15am Sensing Urgency for Entrenching Solution Organization and Strategy Change to Drive Commercial Success
Johanna Liinamaa, Åbo Akademi University 
Magnus Gustafsson, PBI Research Institute

10:30am The Risk of Using Unilateral Contracts in the Business Context
Rohini Mohan, Chevron

10:45am The Building Blocks of a Contract
Milva Finnegan, Karhu LLC, Univesity of Vaasa

11:00am Contracts as Collaboration Mechanisms
Anna Hurmerinta & Sampo Viding, Faculty of Law, Finland

11:15am Contract Design Manifesto
Helena Haapio, LL.M. (Masters of Laws), MQ (Master of Quality), DSC (Doctor of Science (Econ.), Assistant Professor of Business Law, University of Vaasa; International Contract Counsel, Lexpert Ltd,Finland

11:30am Strategizing Intellectual Property for Open Innovation
Deepika Jeyakodi & Mirjam Ros, Airbus Defence and Space, Netherlands

11:55am Award for Best Paper

 

At the heart of collaboration and negotiation is the ability to have calm and focused conversation.  The question is: could your conversations be more effective? How often do you struggle to get traction?  How often do your emotions get in the way? These types of questions are worth grappling with as so much rests on how we approach our most important conversations.  If we are weak in how we handle our conversations, then everything becomes harder.  We lose momentum, resources are withheld, barriers go up and people get frustrated.  
 
In this workshop session we will explore three key behaviors that can make all the difference to your most important conversations.  This is a practical session where you will walk away with some new thinking and behaviors that you can immediately apply to your next challenging conversation.  This is not about tactics - designed to take advantage of the people you're talking to - but rather effective behaviors that will help you smooth the way to more effective conversations and collaboration.    

Stuart van Rij Head Coach for Australia and New Zealand, Camp Negotiation Systems

 

12:00

Lunch
Networking Lunch Meet the IACCM Team: IACCM membership and its value to you and your organization

 

 

 

 

 

 

Jim Bergman VP Asia Pacific & Middle East; Relational Contracting Expert, IACCM

Pablo Cilotta Director South & Central America, IACCM

Diane Kilkenny Senior Director, Europe, IACCM

Jennie Vickers Director Australia & New Zealand, IACCM

Nick Seiersen Director, North America, IACCM

 

13:00

The Year of Transformation

New organizational models? Consolidation of buy-side and sell-side contracting? New contracting vehicles? Innovative commercial practices? New skills and technologies?

In 2015, IACCM identified the need for ‘commercial excellence’. We defined the shift in executive expectations and the opportunities for the contract management, procurement and legal community. Now we move to implementation. 2016 is the year when the leaders will harness new technology, emerging contracting models and increased collaboration to deliver greater value – and to acquire growing status.

In this opening session, IACCM CEO Tim Cummins and COO Sally Hughes will set the scene for what lies ahead as we explore the year of transformation.

Tim Cummins President & CEO, IACCM

Sally Hughes COO, IACCM

 

13:20

Keynote Panel: Maximizing Value Through Collaborative and Agile Relationships

Top executives today understand the critical importance of well-managed, sustainable trading relationships.  In order to achieve this goal and maximize value, the contract and the relationship must be completely integrated to develop a more consistent approach.  The organisations of the future will put greater emphasis on collaboration and agility in the contracting process in order to maximize value. What should you be doing to stay ahead of the curve?

Our expert panel will discuss the key areas of executive focus:

  • Collaboration
  • Reputation
  • Agility in contracting
  • Simplification

Moderator:

Sally Hughes COO, IACCM

Panellists:

Bryan Barker Senior Director Contracts - International & Strategic Pursuits, Raytheon Integrated Defense Systems

Tim Cummins President & CEO, IACCM

M.C. McBain VP, Global Business Development, IBM

Joseph Martinez Chief Procurement & Financial Operations Officer, MUFG Americas

 

14:10

Networking Coffee Break
 

14:20

Track A Track B
IBM Sponsored Session: Unlocking New Insights in the Cognitive Era Embracing Transformative Technology to Ensure you Stay Relevant

Cognitive technology promises a dramatic shift in technology’s role in the business. Cognitive technology goes past automation and analytics – it’s a solution that can actually understand, reason, learn and interact. Join this session to learn how cognitive contract management can unlock unimagined new insights, enable enhanced decision making, and deliver highly optimized outcomes and value.

 

 

 

John Colbert Program Director, Emptoris Procurement Solutions Offering Management, IBM

The use of technology to improve efficiencies and simplify the process is something everyone can get behind.  So, why haven’t we? Much of the contract management software is largely ignored because it is viewed as too basic and it automates processes that already exist rather than innovating and challenging us to think differently.

Determining what your technological needs are and how technology can address these needs is no small task.

In this session, we assess where organizations are and where they should be headed. You’ll learn what tools are available to improve collaboration and streamline contracting processes.

Kai Jacob Head of Global Contract Management Services, Global Field Legal, SAP

Kingsley Martin President & CEO, KMStandards LLC

 

15:00

Session switch
 

15:05

Track A Track B Executive Boardroom Session
Mergers, Acquisitions and Divestitures: The impact on contracting Contract Lifecycle Management: Why it should be a priority for your organization Critical Trends: The function, the business and the market

In todays market conditions, most contracts and legal functions face the periodic turmoil associated with a merger, acquisition or divestiture.  In this case study based session, our presenters will outline good practices and lessons learned. 

Peggy Barber Vice President & Associate General Counsel, Hewlett Packard Enterprise

Todd Sulger Vice President & Associate General Counsel, HP Inc.

In this session our panelists will highlight the benefits that are achieved when Commercial & Contract Management are backed by processes, consistencies and formulas which allow for the right allocation of resources onshore and offshore.

Moderator:

Jennie Vickers Director Australia & New Zealand, IACCM

Panellists:

Milva Finnegan Contracts Manager & CEO, Karhu LLC

Rod Wade Vice President, Contract Management, MedImpact Healthcare Systems, Inc.

Following a brief 'Ted Talk', this interactive session will enable functional leaders to exchange ideas and discuss major influences on our roles and value.

Tim Cummins President & CEO, IACCM

Sally Hughes COO, IACCM

 

15:50

Session switch
 

15:55

Track A Track B Executive Boardroom Session
Public and Private Sector: What we can learn from one another Cybersecurity and your Supply Chain Executive Boardroom Continued

According the the UK's National Audit Office, the Public Sector is starting to out-pace the Private Sector in the quality of its contract management.  Are they right?

The pressure to maximize value while still achieving results continues to drive the Public Sector's approach to contract management and procurement. Establishing a strong commercial strategy throughout the contracting process is vital to reducing costs, eliminating waste and driving better outcomes.

In this session, you’ll hear directly from those in the Public Sector on how they are innovating to improve contract performance and relationship management practices.

 

Moderator:

Diane Kilkenny Senior Director, Europe, IACCM

Panellists:

Jose Arrieta Director, Office of Disadvantaged Business Utilization (OSDBU), Department of the Treasury

Carolyne Blain Director General at Public Services and Procurement, Government of Canada

This session will address what contracting professionals can do to respond to customer requirements for cybersecurity and to assure compliance and cyber “hygiene” on the part of their supply chain.  Cyber threats to the supply chain include unauthorized access to information, corruption of data or disruption to information systems.  Increasingly, government authorities are moving to require cyber protection of sensitive information.  Regulatory or other forms of legal liability can be consequences of failure to protect information security in the supply chain.  Many information types merit protection, including proprietary technical and financial information, other business confidential records, consumer records or other information subject to privacy and security legal requirements.  The program will provide practical insights on what information requires protection, how to respond to customer cyber demands, ways to assess and improve internal cyber practices, and where to use contract terms and conditions to reduce cyber supply chain risk.  

 

We will discuss means to protect export controlled information in a multi-national business environment, security issues distinct to cloud services and techniques such as information rights management to preserve authority and control over information even after a breach.

Robert Metzger Shareholder, Rogers Joseph O'Donnell

Tim Cummins President & CEO, IACCM

Sally Hughes COO, IACCM

 

16:30

Keynote Presentation: The Impact of Presidential Elections on Financial Markets and the Economy

Jason Schenker President, Prestige Economics, LLC

 

17:25

The IACCM Innovation Awards 2016 Ceremony - Celebrating Excellence & Innovation in Contracting

The winners of the IACCM Innovation Awards 2016 will be announced in the following categories:

Award for personal initiative - For an individual practitioner who has shown outstanding leadership or endeavor in delivering value and raising the profile of contract and commercial management

Award for operational improvement - Awarded for initiatives that have delivered significant business value through improved commercial or contracting process or practices

Award for strategic direction - Awarded for initiatives that have raised the strategic profile and contribution of the commercial or contracting process or function

Award for outstanding service provider - For consultants, service or application providers who have led or enabled high value initiatives at client organizations

Program of visionary change award - The award recognizes those who are setting a new level of aspiration for commercial and contract management performance. This award is not open for general submissions

Member’s choice award – Voted on by IACCM members, this award recognizes the individual or corporate member that has achieved success through innovation in contracting during the past year              

 

 

18:00

Innovation Awards Reception

Hosted on the Sunset Terrace.

 

25 Oct 2016
Day 2

 

08:00

Registration Networking Session
Registration, Networking & Breakfast all for Attendees Evolving Trends in Professional Development

Expectations of the contract and commercial expert are growing and that means a need to think differently about our professional development planning.  Join us as IACCM explains the results of its conversations with executive management and how we are equipping our members for leadership positions.  

Moderator:

Jeanette Nyden COMMERCIAL CONTRACT COACH, J. NYDEN & CO., INC.

Panellists:

Tim Cummins President & CEO, IACCM

Carol Savage Director of Contracts & Negotiations, IBM

Dr. Dierk Schindler Head of EMEA Legal Field Services & WW Contract Management & Services, NetApp

 

08:50

Interactive Thought Leadership Session: The future of contracting

In this interactive session, we will analyze the results of our ‘Future of Contracting’ survey; taking a look at how approaches to contracting, technology, organizational structure and budgeting will change in the years ahead.  We will describe what you and your organization need to do to flourish and grow through this era of transformation.

Tim Cummins President & CEO, IACCM

Sally Hughes COO, IACCM

 

10:05

Networking Break: Sharing your challenges

In this networking session, we want to hear about how our Future of Contracting session relates to the daily challenges of your organization.  We will collect your feedback and share some of your challenges and solutions in the closing conference session.

 

10:35

Innovation in Contracting: Comic contracts

Comic Contracts? Are you joking?

The approach to how contracts are designed is evolving. Join us for this session which will challenge many of our perceptions.

Robert De Rooy Attorney, Robert De Rooy and Associates

Sally Hughes COO, IACCM

 

11:15

Track A Track B Think Tank
Assessing the Impact of Reputation on your Relationships Avoiding, Defending, and Managing High Stakes Supply Chain Disputes Outcome and Performance-Based Contracts

Throughout the contracting process, parties are learning about one another and how to work with each other.  But, what about the things they already know about one another from a pre-existing relationship?  How does that impact the way companies operate? Does it sway the negotiating process in one party’s favor versus another? Does it make negotiating contract terms more challenging?

We will take a look at how trust-based social capital can be used in place of more formal means of contract governance. How do these trust-based relationships influence decision making?

 

Dr. Barbara Chomicka PhD PhD MA MSc Eng Arch FRSA FAPM MCCM (Cert.) RIBA, Associate, Arcadis EC Harris, UK; IACCM elected board member

Today, the supply chain has an established place in the C-suite, and with good reason.  Companies’ key supply chain relationships involve hundreds of millions of dollars in business.  Supply chains today, however, are more global and more lean, which means that they are increasingly stretched, brittle, and thin.  Therefore, supply chain contract disputes are more likely to erupt, and when they do, much more is at stake than ever before.  This session will discuss the common characteristics of high stakes supply chain disputes.  We will discuss how to see high stakes disputes coming, how to mitigate them in real time, and how to manage them. We will discuss the practical aspects of dealing with contentious supply chain relationships from both an operational and a legal standpoint, and will discuss how contract managers can limit their legal spend and achieve the best outcomes.
 

 

Rosemary Coates President, Blue Silk Consulting

Sarah Rathke Partner, Squire Patton Boggs

Outcome and performance based contracts; what are they, what benefits do they bring and how to make them work.  This session will discuss the challenges and opportunities that come from transitioning to these contract models.

Moderator:

Tim Cummins President & CEO, IACCM

Panellists:

Kim Miller Director, Contract Policy, Processes & Compliance, The Boeing Company

Pablo Zarra Contracting Discipline Manager, Chevron Corporation

Kate Vitasek Faculty, Graduate & Executive Education, University of Tennessee

 

12:00

Lunch Executive Boardroom Lunch
Networking Lunch IBM Sponsored Executive Boardroom Luncheon: Contract Management in the Cognitive Era

Cognitive technology promises a dramatic shift in technology’s role in the business. Cognitive technology goes past automation and analytics – it’s a solution that can actually understand, reason, learn and interact. Embracing a cognitive approach represents a key stepping stone for procurement and legal organizations if they want to increase their relevance to the business and successfully differentiate themselves. With the right strategy the contracting function is best placed to thrive and evidence its value to the organization in the cognitive era.

 

Invite only

Tim Cummins President & CEO, IACCM

John Colbert Program Director, Emptoris Procurement Solutions Offering Management, IBM

 

13:05

Track A Track B: The Legal Transformation Track C
Collaborative Contracting: The integration of the contract and the relationship E-signatures: Impact on contracting and enforceability Interactive Executive Boardroom: Capability assessment

In this session, you'll learn innovative contracting approaches to drive sustainable relationships and instill trust between business partners. Benefit from the best practices shared to advance your relational, performance-based contracting competency.

Moderator:

Jim Bergman VP Asia Pacific & Middle East; Relational Contracting Expert, IACCM

Panellists:

Dr. Dierk Schindler Head of EMEA Legal Field Services & WW Contract Management & Services, NetApp

Rod Wade Vice President, Contract Management, MedImpact Healthcare Systems, Inc.

Captain Greg Laxton Director FFGSPO, Chair Enterprise Governance Board

The use of e-signature has become commonplace in the contracting world.  Businesses continue to become more global and with the need for rapid responses, e-signatures provide a highly sought after service that meets the needs of many organizations.

This convenience provided by e-signature companies does not come without challenges.  Determining the enforceability of an e-signature remains a topic that is on the minds of all that are using this service. Additionally, getting buy-in from the legal team can also be a struggle.

In this session, you’ll hear directly from e-signature service providers as they shed light on the enforceability of their service.

We’ll discuss:

Whether the enforceability of e-signatures can hold up should litigation arise
Getting legal to buy-in to the use of e-signatures
Quantifying the risk associated with e-signatures

Ilene Vogt SVP Sales, Marketing & Services eSignLive by VASCO

Carol Savage Director of Contracts & Negotiations, IBM

What can a capability assessment tell us and how does it help us to gain the investments we need. In this invite only session, specific cases studies and benchmarking information will be shared and discussed enabling participants to understand the methods and assess the value that comes from the assessment process.

(Roundtable discussion)

Tim Cummins President & CEO, IACCM

Sally Hughes COO, IACCM

 

13:45

Session Switch
 

13:50

Track A Track B: The Legal Transformation Think Tank
Integrating the Project Management Role into Contract Management Ecteon Sponsored Session: Transformation to Next Gen Contract Management Systems The Shift from Template Thinking to Custom-Based Thinking

Is the contract manager the project manager of the future?  As the contract management function continues to diversify and newer skill sets are developed, project management is emerging as the next phase in this already complex role.

What should you be doing to prepare?  In this session we take a look at the two functions and hear from our panel on what you should be doing to stay relevant in the future.

Jim Bergman VP Asia Pacific & Middle East; Relational Contracting Expert, IACCM

Panellists:

Diane Homolak Legal Operations Quality & Strategy Manager, Hewlett-Packard

Louise Kaiser Commercial Contracts Lead, Innovative Steam Technologies Inc

Changing contract management systems doesn't have to be a nebulous initiative. Dayna and Kunal of Blue Shield of California will share their journey transitioning from manual contract generation to an automated solution. Prior to adopting Ecteon’s next generation contract management system, Blue Shield of California teams were exhausting their time and energy manually publishing documents, which risked inaccurate content, and missed or extended deadlines. After transforming its contract management system to Ecteon Contraxx, Blue Shield of California now uses resources more efficiently, publishes more accurate content, meets or exceeds any service-level agreements, and see increased customer satisfaction. Join them as they walk you through their transformation and the benefits they've seen investing in a next generation CLM.

Dayna Bryant Senior Business Analyst, Blue Shield of California

Kunal Dharia Project Manager, Blue Shield of California

The contracting process involves a wide variety of activities and a large number of stakeholders. Ensuring speed and consistency is often a problem, but this can be tackled with the help of standard templates. But, what happens when the functions are not so straight-forward?

In this session, we will discuss how to transition to custom-based thinking when more complex contracting challenges arise. 

Tim Cummins President & CEO, IACCM

Kingsley Martin President & CEO, KMStandards LLC

 

14:30

Session Switch
 

14:35

Track A Track B: The Legal Transformation
Developing the Procurement Role of the Future Elevate Sponsored Session: The Future of Legal Outsourcing and its Impact on Contract Management

With the disaggregation of the traditional enterprise, procurement and sales are struggling to establish their relevance to the businesses of the future in the digital economy.  IACCM has researched this change in procurement closely and looked at how innovation and technology have impacted the role.  Software and automation have changed much of what procurement professionals do on a day-to-day basis. As the industry shifts more towards outcome-based contracting, the procurement function has changed its perspective to look beyond just cost savings.  
In this session procurement experts will share their thoughts on what your need to be doing to evolve and stay relevant as the procurement role transforms.

Moderator:

Diane Kilkenny Senior Director, Europe, IACCM

Panellists:

Dave Barton Director - Indirect Procurement, WhiteWave Foods Company

Bill Huber Managing Director, Alsbridge

John Proverbs Sr. Director Procurement, KLA Tencor

In recent years, outsourcing and the use of LPOs has become more common. As companies look to manage their resources better, LPOs and outside counsel can offer a more efficient option. 
In addition to handling legal processes, they  have data analytics capabilities that your internal legal team may not.  
In this session we will discuss:
• How legal outsourcing can reduce costs and cycle times
• Getting the most value out of your LPO
engagement through their use of metrics
and analytics
• How the legal outsourcing model is evolving

 

Moderator:

Kunoor Chopra Vice President Legal Services and Strategic Accounts and Co-founder, Elevate Services Inc.

Panellists:

Ginger Dolgow Legal, Contract Management, NetApp

Lucy Bassli Assistant General Counsel, Head of Legal Operations, Microsoft

 

15:15

Networking Coffee Break
 

15:45

Track A Executive Boardroom Session
Roundtable Discussions - 2 x 30 minute tables Executive Boardroom: Accountability and Leadership: Acting as an agent of change
  1. Contract Logix Sponsored Roundtable: Streamlining Contract Lifecycle Management Processes to Mitigate Risk
     
  2. Icertis Sponsored Roundtable: What's Wrong with Contract Execution? 
     
  3. BlockChain Technology and its Impact on Contract Management
     
  4. Integreon Sponsored Roundtable: Engineering Change in your Contracting Process - Contract Playbooks and Triage
     
  5. Understanding Cross Cultural Negotiations
     
  6. From Proposal to Award to Project Kick-Off - Bridging the Contract Void
  7. The Status of the Contract Management Role in Latin America
  8. Best Practices When Establishing Performance Based KPIs
  9. Designing Statements of Work that Work

Moderators:

Tom Barton Louis and Hermione Brown Professor of Law, California Western School of Law

Jim Bergman VP Asia Pacific & Middle East; Relational Contracting Expert, IACCM

Pablo Cilotta Director South & Central America, IACCM

Timothy Donaghy Founder, Contract Logix

Louise Kaiser Commercial Contracts Lead, Innovative Steam Technologies Inc

Seth Nesbitt Chief Marketing Officer, ICERTIS

Jeanette Nyden COMMERCIAL CONTRACT COACH, J. NYDEN & CO., INC.

Mark Ross Global Head, Legal Process Outsourcing, Integreon

Dave Schell Contracting Process Owner, Microsoft

Pablo Zarra Contracting Discipline Manager, Chevron Corporation

CCM competence is becoming more critical for business. This is resulting in growing pressure to focus on sources of value and to demonstrate they are being achieved. This shift in importance is also resulting in a belief that leaders of CCM will occupy an elevated role - reporting to the CEO 

In this session we will discuss:

  • What are those sources of value?
  • How can we best measure them?

Tim Cummins President & CEO, IACCM

Tony Leng Practice Leader and Office Managing Partner, DiversifiedSearch & AltoPartners

 

16:45

Keynote: Will I Still Have a Job? How Robotics and the Digital Markets will Change the Way we Work

Martin Ford Author of The New York Times Bestseller, Rise of the Robots

 

17:45

Beachfront Dinner Reception for all
 

26 Oct 2016
Day 3

 

08:00

Registration & Morning Coffee
 

08:30

Leadership in a Complex World - Teams and Trust

Work is more complex than ever. Faced with accelerating volumes of activity and information, our teams must be adaptable to succeed. In this session, Liam Brown, Founder and Chairman of Elevate, will share case studies and strategies for cultivating trust and collaboration in order to develop and empower effective teams.

Liam Brown Founder and Chairman, Elevate Services, Inc.

 

09:00

Reducing Business Risk: Counter Crisis Strategies

With the new types of crisis surfacing in today’s world, there is a new type of crisis response. Counter-crisis management (CCM) theory was developed by Brett Bruen, while serving on the U.S. National Security Council. Facing two civil wars in Africa, a new conflict in Ukraine, and the emergence of ISIS, Bruen began to develop a new strategy for the U.S. Government to use when planning for global problems. CCM enables companies and organizations to identify their vulnerabilities early and develop reputational countermeasures that can be immediately deployed in the event of an incident. In an age of increasing uncertainty, these skills and strategies, Bruen explains, will prepare your business to take on the unexpected.

Brett Bruen Former U.S. Diplomat & Director of Global Engagement at the White House

 

09:50

Case Study: Contracting Excellence Award Winner

Susan Wittenberg of the Bill & Melinda Gates Foundation will share her journey of how contract management is helping eradicate polio.

Susan Wittenberg Senior Officer, Grants and Contracts Management - Global Development, Bill & Melinda Gates Foundation

 

10:30

Networking Break for all Attendees
 

11:00

Track A Track B
Thinking Ahead: Preparing for exit - the perils and pitfalls of the relationship breakdown Post-award: Improving the workflow to allow for transformational change management

"Plans are worthless, but planning is everything."  Being prepared for when a contracting relationship ends can often be just as important as the contract execution itself.  In this session, you'll learn how to handle the exit.

 

David Isaac Partner - Head of Global Sector, Pinsent Masons

Being flexible in the contract execution phase is necessary to effectively address changes that will inevitably arise. Being able to make and communicate adjustments in an efficient manner will not only improve your ROI but it will keep all parties to the contract relationship happy.

In this session, you will learn how to create flexibility within your contracting process to allow for necessary adjustments.  You’ll also review how you can track your contract during the execution phase to capture and address the changes that arise in a timely manner

Paul Branch Head of Major Contract Management, BT Global Services

Jim Bergman VP Asia Pacific & Middle East; Relational Contracting Expert, IACCM

 

11:40

Track A Track B
2016 Dispute Report: Where we are and where we need to be Optimizing Negotiation Outcomes

The 2016 Arcadis Global Construction Disputes report shows that while the cost and time involved solving construction disputes is rising in some parts of the world, the costs have decreased for the third year in a row in North America – the only global region where it’s also taking less time to resolve disputes.
The 2016 report, now in its sixth year, analyzes how global economic conditions are impacting the construction industry as well as construction disputes. This session will provide insight into the main causes of disputes and how best to avoid, mitigate and resolve disputes quickly and cost effectively. 

The report predicts that the decline in duration and value of construction disputes in North America will continue into 2016. The report explains more participants are including provisions in construction contracts specifying a procedure to address disputed issues. The result is a growing number of disputes being dealt with early while fewer are growing into full-blown disputes involving consultants and counsel. 

The most common cause of disputes remains the failure to administer contracts properly, perennially the most common reason. A new cause in the rankings is related to incomplete design information, which is considered to be linked generally to the poor quality of design information and a proportionate increase globally in the use of design and build forms of contract.

Joe Seibold Executive Vice President, Arcadis

The concept of “mano a mano” still exists here in 2016. The macho mindset and its devotion to domination are still with us, in fine form. There really is nothing inherently wrong with winning, but I find it to be a problem when the winning comes at the serious expense of someone else.

To see the “mano a mano” in action, have a look at this year’s American election campaign – or at Brexit in the U.K., for that matter or just visit the procurement department. 

Why don’t more businesses work together, for mutual benefit? Why don’t politicians share great ideas and support each other for the common good, instead of constantly battling? What is everyone so afraid of? Not only are we not getting the best results – we are potentially losing up to 42% of the profit in NegoEconomics

By applying the principles of SMARTnership, companies and political factions could instead work out the asymmetric values between them and create far greater value – mutual value – with the lowest costs and highest profits.

Many loudly assert that negotiation is by nature a zero-sum-game: For every winner there must be a commensurate loser. I call this phenomenon NegoPorn. Ethics, morals and good behavior are set aside in favor of the almighty prize, winning. Regardless of any costs.

NegoPorn is populist. It’s fast. It looks smart and clever. But real-world negotiation is not a TV reality show, where a panel of judges awards points to contestants and only one can emerge the victor. It is not about looking smart at the negotiating table, and cleverly dominating an opponent. It is about achieving a result that is maximally advantageous for you, and just as beneficial to the other party. Hurt and humiliation play no part.

Serious companies hire NegoPorn consultants and they charge the companies with saving a few percent on the next year’s procurement budget. How do these consultants approach the task? Through adversarial, zero-sum negotiations,  rather than seeking mutual benefit by relying on NegoEconomics – creating value for one party without wrestling it away from the other, and ideally creating greater value for everyone involved.

If you are interested in the latest research in negotiation from the awarded author and speaker Mr. Keld Jensen and learn why organizations such as Novo Nordisk, Rolls Royce, EADS, LEGO, Danish Government, ThermoFisher, UNICEF and others taps into his brain for advice and support this is a presentation not to be missed. 

Keld Jensen Author, Founder and CEO, MARKETWATCH CENTER FOR NEGOTIATION

 

12:20

Closing Remarks: Continuing the Transformation Journey

Tim Cummins President & CEO, IACCM

Sally Hughes COO, IACCM

 

12:45

Closing Lunch
 

13:15

Closing Workshop 1 Closing Workshop 2
Streamlining the Negotiation Process through Automation Driving Change within your Organization through Collaborative Contracting

With so much change stemming from greater automation and with the introduction of Artificial Intelligence, the extent to which negotiation will be effected remains a continuous concern for many in the contracting community. 

In this workshop, we will explore how technology has already begun to change the negotiations process from what we have come to traditionally know.  We will also take a look at what lies ahead and what looks you can use to help you stay ahead of the curve in the ever evolving environment.

Edward Taylor CEO, synergist.io

Better collaboration with customers or suppliers is high on executive agendas - but how many manage to bridge the gap between concept and reality? Many contracting professionals struggle with the practical implications of 'collaborative' contracting, negotiations and relationships. 

In this session, we'll take and in-depth look at the skills required to achieve successful collaborative contracting in the months and year ahead.  

 

Jim Bergman VP Asia Pacific & Middle East; Relational Contracting Expert, IACCM

Kate Vitasek Faculty, Graduate & Executive Education, University of Tennessee

 

15:00

End of Americas Conference 2016