March is Supply Management Month!
Bring your boss and we'll buy them dinner.
This event is free to affiliate members and their bosses. Non-member fee: $25 payable at the door.

Please RSVP no later than Noon Monday March 19, 2007.
A portion of this evening is underwritten by OfficeMax

Presenter: Joe Auer, ICN - is president of International Computer Negotiations Inc. (www.dobetterdeals.com), a consultancy that educates users on high-tech procurement. ICN sponsors CAUCUS: The Association of High Tech Acquisition Professionals. He is an award-winning columnist and is a nationally recognized speaker in the supply management field.

Experience has shown that the greatest successes achieved in implementing the Managed Acquisition Process^TM are those that are supported by senior management. To encourage that level of support, ICN's Executive Briefing provides a customized orientation to the unique challenges of technology procurement. The briefing is designed for you to bring senior to mid-level management and focuses on the integral role of effective technology procurement in helping to meet overall business objectives. Time and again, prudent business practices during the technology procurement process have proven to save companies millions of dollars and avoid costly dispute resolution with suppliers. 

Benefits

• Are you negotiating or begging?
• Allocate dollars and risk
• Acquisition: a process, not an event
• Understand the process
• Dealing with opposing objectives
• Balance price and protection

Negotiations As a Process

• The rationale for a process
• Why and how to manage the people, places and things
• Gaining stakeholder approval
• Maximizing your power

The Ten Truths…In Technology Negotiations

1. If it’s not part of the contract, it’s not part of the deal
2. Contract management is essential, even critical
3. It is not a relationship of trust— it is not a partnership
4. Are we acquiring results or resources
5. Information is power
6. Don’t worry about the vendor’s feelings or profits
7. The entire procurement process is about control and negotiating power
8. You have to hear some noes
9. Remedies are essential
10. Don’t select a vendor before you’ve negotiated the deal

Overview of the Managed Acquisition Process (MAP)

• Form Team
• Establish Decision Criteria
• Determine Relationship Architecture
• Gain Management Approval
• Develop Contract
• Issue Request for Proposal
• Conduct Bidders’ Conference
• Evaluate Potential Suppliers
• Implement Zone of Consideration
• Manage the Contract
  
  

*Please note
The Executive Briefing is an excellent tool to also gain end user support for a disciplined procurement process. When given to groups of users who interact with suppliers, this briefing has been highly effective in changing corporate cultures to Do Better Deals.