Procurecon Canada 2017 (past event)

10 - 12 April, 2017

Hyatt Regency Toronto, ON

ADVANCING SUPPLIER RELATIONSHIPS

PROCUREMENT NOW: Value, Innovation and Technology - PRACTITIONERS ONLY MORNING ADVANCING SUPPLIER RELATIONSHIPS THE FUTURE OF PROCUREMENT IN A GLOBAL ECONOMY

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07:15 - 07:30 Women In Procurement Breakfast

Speaker:
Mary Anderson President WBE Canada

Women bring a different perspective to procurement and supply chain management and are increasingly becoming an integral part of many supply chain organizations. The ever-popular ProcureCon Women in Procurement Breakfast returns to provide an intimate setting for executives to discuss the challenges women in procurement face and celebrate their successes. Participation provides you with access to a growing network of peers you can connect with throughout the year.

Host: Mary Anderson, President, WBE Canada

Mary Anderson

President
WBE Canada

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07:30 - 08:15 Registration and Breakfast

08:15 - 08:35 Welcome Remarks

Speaker:
Jennifer Platt Event Director ProcureCon Canada

Jennifer Platt

Event Director
ProcureCon Canada

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08:35 - 08:45 Chairman's Remarks

Speaker:
Caroline Comeau Executive IHG

Caroline Comeau

Executive
IHG

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08:45 - 09:05 Keynote Presentation: The Keys To The Castle: Unlocking the Value Of Procurement By Redefining Roles And Relationships

Speaker:
John Chen Senior Director, Procurement, Mining & Metallurgy SNC-Lavalin

Procurement is often thought of as purely transactional, but its role and relationships can go far beyond that, as the function continues to become more complex, yet segmented. In this keynote presentation, a leading procurement exec will explore the three key levels to unlocking procurement’s value and truly raising the bar: Service provider, solution provider and business enabler.

Topics include:

• Cross-pollinating skills for capital project procurement and non-capital project procurement

• Forming strong, strategic supplier relationships, going beyond the transactional level

• Practical and leading practices in life-cycle supplier relationship management including know your suppliers, supplier stratification, senior level engagement and performance management.

John Chen

Senior Director, Procurement, Mining & Metallurgy
SNC-Lavalin

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09:05 - 09:35 Fireside Chat: Partner Up: Strategic Sourcing and Supplier Relationships

Speaker:
Vitold Horodecki CPO North America Capgemini
Moderator:
Caroline Comeau Executive IHG

Every procurement practitioner wants the better price, the bigger value, and the best innovation. The key to all 3? Forming strong relationships with your suppliers. In this Fireside chat, you'll hear a leading executive divulge their indispensable methods for cultivating long-term partnerships and lasting value.

Vitold Horodecki

CPO North America
Capgemini

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Caroline Comeau

Executive
IHG

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09:35 - 10:20 Panel Discussion: Prepare For Lift Off: Getting Innovation Off The Ground By Leveraging Supplier Relationships

Speakers:
Christopher Marko Strategic Sourcing and Category Manager-IT Shaw Communications
Ryan Fernandes Director of Supply Chain Sun Rich Fresh Foods
Dimitrios Manolopoulos Senior Director, Strategic Sourcing & IT National Bank of Canada
Jack Bradley Vice President, Supply Chain & Inventory Strongco
Sherry Saunders Senior Vice President & GM Carlson Wagonlit Travel, Canada & North American Leisure
Moderator:
Caroline Comeau Executive IHG

A critical component to bringing change and value is innovation - but you can't do it alone. Working closely with suppliers to propel your products or services into the future is vital, and knowing how to do it is no longer a mystery, as these leaders in procurement innovation discuss what it takes to get moving.
• How to identify and find innovative suppliers in new markets
• How to encourage existing suppliers to be the potential source of new products or services
• How to become a customer of choice when dealing with highly innovative suppliers
• How to think small and get big results by collaborating with start-ups

Panelists:
Christopher Marko, Strategic Sourcing and Category Manager, Shaw Communications

Dimitrios Manolopoulos, Senior Director, Strategic Sourcing & IT, National Bank of Canada

Ryan Fernandes, Director of Supply Chain, Sun Rich Fresh Foods

Jack Bradley, Vice President, Supply Chain & Inventory, Strongco

MODERATOR: Caroline Comeau

Director of Sales - Canada | Americas Sales, IHG

Christopher Marko

Strategic Sourcing and Category Manager-IT
Shaw Communications

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Ryan Fernandes

Director of Supply Chain
Sun Rich Fresh Foods

See Bio

Dimitrios Manolopoulos

Senior Director, Strategic Sourcing & IT
National Bank of Canada

See Bio

Jack Bradley

Vice President, Supply Chain & Inventory
Strongco

See Bio

Caroline Comeau

Executive
IHG

See Bio

Sherry Saunders

Senior Vice President & GM
Carlson Wagonlit Travel, Canada & North American Leisure

See Bio

10:20 - 11:00 Networking Break In The Solutions Zone

11:00 - 11:45 Panel Discussion: The Dotted Line: Mastering Best Practices For Contract Management

Speakers:
Michael Johnson Site Contracting and Procurement Manager Shell
Priscilla Nesbitt Director, Supply & Studio Design Best Western
Maya Walker Director, Procurement Canadian Post
Jeff Seaman Director, Procurement and Contract Management SCI Group Inc.
Shawn King Managing Director MERX CLM Division
Moderator:
Caroline Comeau Executive IHG

What are the contract strategies and practices that will carry procurement beyond 2017? Topics include:

• Demonstrating year over year continuous improvement within the contract

• Understanding the value of contract management as a lever in spend management

• Using non-disclosure agreements as a risk mitigation tool with key suppliers

• Examining how to manage complex contracts and cross-organizational demands

• Measuring the importance of process vs technology vs people in effective contract management

Panelists:

Michael Johnson, Site Contracting and Procurement Manager, Shell

Priscilla Nesbitt, Director| Supply & Studio Design, Best Western

Maya Walker, Director, Procurement, Canadian Post

Jeff Seaman, Director, Procurement and Contract Management, SCI Group Inc.
Shawn King, Founder and Managing Director, ASC Networks Inc.

Moderator: Caroline Comeau, Director of Sales-Canada | Americas Sales, IHG

Michael Johnson

Site Contracting and Procurement Manager
Shell

See Bio

Priscilla Nesbitt

Director, Supply & Studio Design
Best Western

See Bio

Maya Walker

Director, Procurement
Canadian Post

See Bio

Caroline Comeau

Executive
IHG

See Bio

Jeff Seaman

Director, Procurement and Contract Management
SCI Group Inc.

See Bio

Shawn King

Managing Director
MERX CLM Division

See Bio

11:45 - 12:05 Presentation: Greater transparency. Greater security. Lower costs

Speakers:
Jason MacKay CEO Comparex Canada
Christian Terwiel Global Director of Software Asset Management COMPAREX

Jason MacKay

CEO
Comparex Canada

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Christian Terwiel

Global Director of Software Asset Management
COMPAREX

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12:05 - 12:35 Case Study: Revolutionizing For a Win-Win: Consumers Want Value Too!

Speaker:
Melinda Mui Vice President, Supply Chain BC Clinical & Support Services Society

Savings for an organization is, of course, the most desired result for every procurement department – but what about attaining robust reliability and distinction amongst end-consumers? Their experience can be critical to establishing your company’s value. Make it happen bytaking a cue from a leading health care exec who transformed a key function of her organization by rethinking supplier management, creating a modern, inspiring and innovative new model. Fundamental topics include:
• Consolidating service deliveries, implementing best value for the organization and end- consumer
• Creating a sustainable savings strategy with suppliers that extends to the end-consumer
• Lowering risk by providing a split award with a secondary vendor
• Including language in tender documents that encourage vendors to think about innovations, culminating in major rewards for both the end-consumer and organization
• Providing reliable services and products, resulting in a stellar reputation for your company

Melinda Mui

Vice President, Supply Chain
BC Clinical & Support Services Society

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12:35 - 12:55 Services Procurement: Can You See the Big Picture?

Statement of Work (SOW)-based services and labor now account for more than 40 percent of the average company’s total workforce spend per year. While sourcing and contracting capabilities continue to mature, operational procurement, especially for services, remains a challenge. Without complete services category management, your organization will grapple with excess spend, inefficiency and significant risk. Can you guarantee your users don’t engage non-preferred suppliers? Are you able to track time and deliverables? How do you ensure your suppliers hit key milestones? Join this session to learn how organizations streamline SOW management.

Executive from SAP Fieldglass

12:55 - 13:55 Private Lunch With American Express

13:55 - 14:05 CHAIRPERSON’S REMARKS

Speaker:
Sherry Saunders Senior Vice President & GM Carlson Wagonlit Travel, Canada & North American Leisure

Sherry Saunders

Senior Vice President & GM
Carlson Wagonlit Travel, Canada & North American Leisure

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TRACK A: SUPPLIER MANAGEMENT FUNDAMENTALS

14:05 - 14:45 Return To Tender: Essential Tendering Basics

Speaker:
Markus Lenarczyk Manager Strategic Sourcing Mohawk Shared Services Inc.

Once you've established the products you're sourcing, who the potential suppliers are, and the alignment of project goals with company goals, you're ready to consider your “go to market” approach and methodology for managing your sourcing project. Most think they know the tendering process as the act of obtaining competitive bids from potential suppliers - but often, they get confused and bogged down in the process. In this presentation, you'll learn or return to master clear and simple tendering basics and figure out how to put them into immediate and effective use in your own organization.

Markus Lenarczyk

Manager Strategic Sourcing
Mohawk Shared Services Inc.

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TRACK B: ADVANCED SUPPLIER MANAGEMENT

14:05 - 14:45 It's A Buyers Market! (Or Is It?): The Art of Negotiating In a Limited-Leverage Environment

Speakers:
Joseph Richardson CEO Professional Purchasing Partners
Jeanette Nyden Commercial Contracts Expert and Author Co-Author Getting to We

Usually, buyers assume it's a buyer’s market - but many suppliers are now consolidating, leaving organizations less choice and bargaining power than they once had, and making it increasingly difficult to use buying power as leverage. Most think they’re getting best price – but often when companies compare, inconsistencies in supplier pricing and agreements can prove otherwise. This case study will explore how one company negotiated fair and balanced evaluations and contracts, along with best practices in negotiations today. Afterwards, you’ll be encouraged to conceptualize your own revamped negotiation.
• Determine the right balance of relationship and power - how many suppliers do you need to retain buying power? And how low can you go without handing it all over?
• Revisit old contracts – a good deal today isn't necessarily a good deal tomorrow
• Explore best practices for getting through to suppliers
• Determine the outcome you need, and where you’ll be willing to compromise before negotiation begins
• Balancing supplier market pricing power
• Create a win-win situation through volume purchasing

Joseph Richardson

CEO
Professional Purchasing Partners

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Jeanette Nyden

Commercial Contracts Expert and Author
Co-Author Getting to We

See Bio

TRACK C: BOARDROOM 1

14:05 - 14:45 The Public Boardroom: An Exclusive Think Tank For Public Procurement

Speakers:
Ann Dolan Executive Director Strategic Procurement, Health Services Service New Brunswick
Arianne Reza Assistant Deputy Minister of Procurement PWGSC

The Public Sector often experiences a unique set of procurement challenges not shared by that of Private. In this Public Only Think Tank, an open discussion of issues and solutions is led by 2 forward-thinking leaders in Public Procurement. At the end, you'll break off into small brainstorming groups according to your greatest challenge, conceptualize brilliant solutions together and later share them with the larger group so all can benefit from this rare opportunity. Topics Include:
• Transforming from tactical to strategic sourcing
• The need for governance
• Catching up with technology
• Talent retention
• Negotiated RFP's
• Workload Balancing

Ann Dolan

Executive Director Strategic Procurement, Health Services
Service New Brunswick

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Arianne Reza

Assistant Deputy Minister of Procurement
PWGSC

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TRACK A: SUPPLIER MANAGEMENT FUNDAMENTALS

14:45 - 14:55 The Rise of the Chief Spend Officer

•Procurement should own all spend within a company, including T&E spend, invoice spend, and of course, procurement spend.

•VPs of Sales are now called Chief Revenue Officers, VPs of Procurement should follow suit and start titling themselves Chief Spend Officers. Align the job titles with your company's P&L.

•Silos between AP and Procurement are leading to spend leakage all over the place. This needs to stop.

TRACK B: ADVANCED SUPPLIER MANAGEMENT

14:45 - 14:55 Innovation Spotlight

TRACK C: BOARDROOM 1

14:45 - 14:55 The Public Boardroom: An Exclusive Think Tank For Public Procurement - Continued

Speakers:
Ann Dolan Executive Director Strategic Procurement, Health Services Service New Brunswick
Arianne Reza Assistant Deputy Minister of Procurement PWGSC

Ann Dolan

Executive Director Strategic Procurement, Health Services
Service New Brunswick

See Bio

Arianne Reza

Assistant Deputy Minister of Procurement
PWGSC

See Bio

TRACK A: SUPPLIER MANAGEMENT FUNDAMENTALS

14:55 - 15:35 Reap the Rewards of Rewarding Suppliers

Speaker:
Jeff Van Geel Strategic Sourcing Manager 3M

3M's ingenious 3M Canada Service Quality Supplier Awards have set the standard for supplier excellence. In this case study, find out how they measure strategic spend, contract compliance, and overall supplier performance to award the best and brightest for optimal impact on the organization. Afterwards, you'll be inspired to conceive of ways in which you can measure performance and reward suppliers at your own organization.

Jeff Van Geel

Strategic Sourcing Manager
3M

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TRACK B: ADVANCED SUPPLIER MANAGEMENT

14:55 - 15:35 Steering through The Storm: Crafting Contracts in Mergers and Acquisitions

Speaker:
Munish Dhanker Director, Category Management and Strategic Sourcing Open Text

Mergers & Acquisitions are happening at a faster pace than ever, and for procurement, that means contracts need to keep up. This case study will explore how one exec led his supply team through to the other side, engaging in contract negotiations during all phases including due-diligence, M & A negotiations, and post acquisition. Afterward, you'll conceptualize your own potential solutions to this challenging scenario.

Munish Dhanker

Director, Category Management and Strategic Sourcing
Open Text

See Bio

TRACK C: BOARDROOM 1

14:55 - 15:35 The Public Boardroom: An Exclusive Think Tank For Public Procurement - Continued

Speakers:
Ann Dolan Executive Director Strategic Procurement, Health Services Service New Brunswick
Arianne Reza Assistant Deputy Minister of Procurement PWGSC

Ann Dolan

Executive Director Strategic Procurement, Health Services
Service New Brunswick

See Bio

Arianne Reza

Assistant Deputy Minister of Procurement
PWGSC

See Bio

15:35 - 16:15 Networking Break in The Solutions Zone

TRACK A: SUPPLIER MANAGEMENT FUNDAMENTALS

16:15 - 16:55 Panel: IQ, EQ and Negotiation Styles: Why Smart Emotions Matter at the Bargaining Table

Speakers:
Lula Kosanic Senior Director – Expense, Vendor, Asset Management CIBC
Joseph Richardson CEO Professional Purchasing Partners
Joe Postigilione Vice President, Global Procurement NBA
Michael Shaw Founder and Board Member American Council of Sourcing and Procurement Executives (ACSPE)
Moderator:
Jeanette Nyden Commercial Contracts Expert and Author Co-Author Getting to We

Your Attitude, not your Aptitude will determine a your Altitude in life. The same is true for negotiating business agreements; to master the process you will need both logical reasoning and smart emotional responses. While professionals are encouraged to rely on their intelligence and reasoning skills (IQ), they are not always encouraged to develop their emotional intelligence (EQ). But, as customers and their suppliers become increasingly interdependent, and their relationships more complex, negotiators will also have to develop their ability to emotionally interact with their counterparts in an appropriate way. This interactive panel discussion will address:
• Common EQ characteristics for negotiating business deals
• Suggestions on how to develop your EQ or that of your team members
• How a stronger EQ lead to better business.

Lula Kosanic

Senior Director – Expense, Vendor, Asset Management
CIBC

See Bio

Joseph Richardson

CEO
Professional Purchasing Partners

See Bio

Jeanette Nyden

Commercial Contracts Expert and Author
Co-Author Getting to We

See Bio

Joe Postigilione

Vice President, Global Procurement
NBA

See Bio

Michael Shaw

Founder and Board Member
American Council of Sourcing and Procurement Executives (ACSPE)

See Bio

TRACK B: ADVANCED SUPPLIER MANAGEMENT

16:15 - 16:55 Panel: Supplier Scorecards: Trends And Techniques To Better Manage Supplier Performance

Moderator:
Geoff Parsons Consultant and former CPO Deloitte
Speakers:
Melissa Kolling Director, Procurement-Strategic Sourcing PotashCorp
Ankur Thakur Supplier Program Manager-Strategic Supply Chain/Strategic Procurement SMART Technologies
Marina Chin Manager, Supplier Delivery Assurance Volvo Bus Corporation

Whether you have a supplier that wants more of your business or one who’s not performing up to your standards, you need an effective way to review their performance that produces viable information to make informed decisions. Key topics include:

•Building interactive scorecards that provide accurate and timely performance results to suppliers

•Consolidating supplier performance data from multiple sources to present a more detailed view of overall performance

•Adopting new approaches to communicating supplier performance and managing performance improvement

Geoff Parsons

Consultant and former CPO
Deloitte

See Bio

Melissa Kolling

Director, Procurement-Strategic Sourcing
PotashCorp

See Bio

Ankur Thakur

Supplier Program Manager-Strategic Supply Chain/Strategic Procurement
SMART Technologies

See Bio

Marina Chin

Manager, Supplier Delivery Assurance
Volvo Bus Corporation

See Bio

TRACK C: Boardroom 2

16:15 - 16:55 Hold On Tight!: The Top Pitfalls In Contract Management

Speaker:
Nick Seiersen Director, Business Development, North America International Association for Contract & Commercial Management

The loss of value through ineffective contract management is estimated at over 9% of revenue, and as much as 15% in complex projects and construction environments. The leadership at the International Association for Contract & Commercial Management (IACCM) has identified the industries and the areas of the world that are most at risk of value leakage, and the ways in which you can avoid major pitfalls in contract management and thus, loss of value. Attendees will learn why these pitfalls occur, and come away with both a simple set of tips to make an immediate impact, and an understanding of how their contracting must evolve to further stem these losses over time.

Nick Seiersen

Director, Business Development, North America
International Association for Contract & Commercial Management

See Bio

16:55 - 17:55 INTERACTIVE ROUNDTABLE DISCUSSIONS:

Speakers:
Karen Taylor Director, Strategic Sourcing Sun Life Financial
Janet Buck Supervisor, Payables & PCard Program City of Toronto
Marnie Banting Director, Vendor Supply Chain Holt Renfrew
Christine Young Manager, Procurement – Audio Visual Programs and Business Analytics FRHI Hotels & Resorts/AccorHotels
Drazen Bulat Partner, Leader, Procurement Miller Thomson LLP
Guillaume Desbois Category Management, Manager Rio Tinto
Catharine Gracon Key Account Director IHG
Lesley Hunter Key Account Director, Corporate Travel IHG
Christopher Andrews President The&Partnership Canada
Erik Moll Director of Digital Transformation COMPAREX Canada
Kate Dohaney Director of Operations & Client Services - The Box - Dow Jones Hogarth Worldwide

Roundtable 1: Payables and P-Cards

HOST: Janet Buck, Supervisor, Payables and PCard Program, City of Toronto

Roundtable 2: Building trust with Stakeholders

HOST: Marnie Banting, Director, Vendor Supply Chain, Holt Renfrew

Roundtable 3: Strategic Partnerships

HOST: Christine Young, Manager, Procurement – Audio Visual Programs and Business Analytics, AccorHotels

Roundtable 4: Supply Chain Collaboration: Maximizing Value Through Procurement Decisions And Innovation

HOSTS: Catharine Gracon, Key Account Director, IHG & Lesley Hunter, Key Account Director, IHG

Roundtable 5: Digital Transformation and the Impact to the Businesses

HOST: Erik Moll, Director of Digital Transformation, COMPAREX Canada

Roundtable 6: RFP’s and Auctions

HOST: Karen Taylor, Director, Strategic Sourcing, Sun Life Financial

Roundtable 7: Payment Terms

HOST: Guillaume Desbois, Atlantic Strategic Sourcing Manager, Rio Tinto

Roundtable 8: Planning, Creating and Delivering Specialized Marketing Collateral

HOSTS: Christopher Andrews, President, The&Partnership Canada and Kate Dohaney, Director of Operations & Client Services – The Box - Dow Jones, Hogarth Worldwide

Roundtable 9: Best Practices for Contract Management

HOST: Drazen Bulat, Partner, Leader, Procurement, Miller Thomson LLP

Roundtable 10: Services Procurement: Can You See the Big Picture?

HOST: Scott Moorhouse, Consultant, SAP Fieldglass

Additional Roundtable Topics TBA