IACCM Americas 2012

“Mastering Change - Complex Projects &

The Role of Contracts”

La Torretta Lake Resort & Spa, Montgomery TX

October 16 - 18 , 2012

www.iaccmamericasconference.com

This program offersup to 14 CPD Credits

The only event that explores the impact of contracting andcommercial practices on the delivery of complex projects, combiningcross-industry, global perspectives and the unique knowledge ofIACCM, the sole provider of worldwide professional expertise andresearch in contact and commercial management. This event will enable you to:

• Raise the value of contracting and commercial processes • Form and sustain collaborative relationships with key customers

and suppliers• Assess and manage risks through better structured contracts• Speed up decision-making and improve business judgment in

project development, negotiation and post-award execution• Reconcile responsibilities of internal business functions • Eliminate unnecessary rules and bureaucracy that stand in the way

of successful project management• Make the compelling business case for change

Schedule of Events • Pre-Conference Workshops, Tuesday, October 16th • Welcome Cocktail Reception, Tuesday, October 16th • Main Conference, Tuesday - Thursday, October 16th – 18th

Who Should Attend? • Heads of contracts, directors, managers and specialists dealing

with contracts• Heads of commercial management, directors, managers and

specialists, involved in commercial function• In-house counsel• Heads of procurement, directors, managers and specialists• Senior project managers• Heads of outsourcing• Heads of supply chain management and logistics• Negotiators

Event Sponsors

Welcome to IACCM Americas“Mastering Change - ComplexProjects And The Role Of Contracts”

October 16 - 18, 2012 • Montgomery TX

2 www.iaccmamericasconference.com

Dr Nick Nayak, Chief Procurement Officer,Department of Homeland Security

Dan Mahlebashian, Chief ContractingOfficer & Global Purchasing Director, ITPurchasing, General Motors Corporation

Jerry Jacobson, Global Process Adviser,Chevron

Louis Calmenson, Head of ContractManagement for North America, Ericsson

David Mortensen, Director of TechnicalServices – Innovation, CH2M HILL

Marc Sirois, General Manager,Contracting & Purchasing Services, GreaterToronto Airports Authority

Angela McDonald-Fisher, Legal Counsel,Rolls-Royce North America

Kate Vitasek, Faculty, Center forExecutives Education, The University ofTennessee

Gary Friedlander, Vice President &Division General Counsel, TransUnion LLC

Ed Africano, Director, Regional Manager,Latin America, Rockwell Automation

Anna Lynn Christoff, HPES CommercialContract Services Director, CCM GlobalStandards & Practices, Hewlett-Packard

J. Trevor Hughes, President & CEO,International Association Of PrivacyProfessionals

Brent Rogers, Managing Counsel, Officeof Privacy, Technology & Contract Services,Office of the Chief Legal & GovernanceOfficer, Nationwide Mutual InsuranceCompany

Robert McIntosh, WorldwideProcurement Director, Dell

Srini Krishna, Director, Finance Operations– Commercial & Global SupplierManagement, Microsoft Corporation

Over 80% Brand NewSpeakers From theFollowing Companies;

Welcome to IACCM Americas 2012 Conference

“Mastering Change – Complex Projects And The Role Of Contracts”

Commercial innovation and creative contracting will become increasingly important to businessperformance in 2012 and beyond. This need will challenge us to think beyond traditional approachesand boundaries. We must be open to new ideas and methods if we are to flourish.

Today’s market conditions demand creative solutions that can readily adapt to rapid andunpredictable change. In the coming years, businesses face an environment of great uncertainty

due to financial imbalances, shifting economic and political power, growing dependence on unfamiliar markets and newsources of competition. This demands fresh thinking about the role of contracts and the skills of the commercial community.Nowhere is this more apparent – or urgent – than in the formation and management of major projects.

In the words of inventor Charles Kettering, "All human development, no matter what form it takes, must be outside therules; otherwise we would never have anything new”.

IACCM’s Americas 2012 Conference will address the challenges and opportunities that lie before us and provide everyparticipant with the opportunity to think ‘outside the rules’. It offers unique cross-industry, multi-national insights at a timewhen we must all expand our horizons and explore new ways of doing business. A combination of thought-leadership,research, case studies and open discussion groups will offer ideas and inspiration to meet the challenges that lie ahead.

Join us and make sure you are prepared for the demands of 2012 and beyond.

Tim Cummins, CEO, International Association For Contract And Commercial Management, (IACCM)

CHAIRMAN’S WELCOME ADDRESS

October 16 - 18, 2012 • Montgomery TX

With members from 141 countries and 10151 corporations, IACCM is leading the way in responding to the demands ofglobal networked markets.

Our membership is drawn from many industries and is made up of contract and commercial managers, negotiators,attorneys and supply chain professionals. Hundreds of organizations have also established Corporate Memberships, gainingenhanced services that support their performance and understanding of market trends.

Through our worldwide presence and networked technology, IACCM members gain access to the thought leadership andpractical tools that are essential for competitiveness in today's fiercely contested global markets. We provide insight to theleading-edge contracting and commercial skills, policies, procedures and methods that are fundamental to managingenterprise and individual risks. This insight equips professionals and their leaders to implement best practice governance ofcontractual commitments and trading relationships.

IACCM Offers You:Unique 'on-demand' research and benchmarks on commercial contracting topics, organization and professionaldevelopmentAccess to a worldwide community - easily search for fellow members and join active communities of interestA powerful collaborative forum that brings together sales contracting, legal and strategic sourcing experts around the world

3www.iaccmamericasconference.com

About IACCM

Pre- Conference WorkshopsTuesday, October 16, 2012

8:00 – 10:00 (Workshop registration begins at 7:30)

• Planning and execution: fundamental principles to improvenegotiation results

• Insight: understanding your strengths and weaknesses as a negotiator• Case study: prepare, negotiate, debrief

Gary BealSenior Negotiator & ConsultantBayGroup International

Negotiating Complex Agreements:Three Principles to Improve Results

A10:15 – 12:15 (Workshop registration begins at 9:45)

• Receive an overview of the tools and resources needed to makeincreasingly complex information and processes easier

• Gain practical advice on how to source and evaluate the availabletools for your projects

• Examples of how ‘simple things’ can deliver a big impact in thecommercial management landscape

• Participate in an interactive discussion on the use of tools such ascontract automation and share best practices with your peers

Simplification of CommercialProjects

B

11:30 Conference Registration In The Exhibit Hall

1:00 Chairman’s Welcome AddressKeynote: The Future Of Contracting: CopingWith Global ComplexityThe role and importance of contract and commercialmanagement is steadily growing. Increasingly, organizationsunderstand the significance of these capabilities in bothmaking and saving money, as well as in the broadermanagement of risk. This opening address will provide acontext for our conference and outline the challenges andopportunities facing those with responsibility for theirperformance and management.

Tim CumminsCEOIACCM

1:15 Embracing Change & Preparing For The Future This provocative and interactive keynote unveils a striking newperspective on how to create the killer culture of tomorrow.The key lesson: if we want people to approach changedifferently, we have to change our approach. Instead ofexpensive, sweeping culture change initiatives, Lisa will shareher views on how teams can actually do less to achieve more.Attending this inspiring session you will:• Learn why providing guardrails instead of handcuffs to theirteams can reignite critical aptitudes (curiosity, inquiry,creative problem solving) and more

• Rethink business as usual to reimagine the organization.

Lisa BodellFounder & CEOFuturethink

1:55 Different Industry Perspectives OnContracting In A Complex World What is a complex project and how does the answer varybetween industries? What are the major contract andcommercial issues that need to be addressed and how muchare these consistent, what lessons can be shared acrossindustries? To what extent and in what ways must sell-sideand buy-side work together in enabling successful outcomes?

Moderator: Tim CumminsCEOIACCM

Panelists:

Jerry JacobsonGlobal Process AdviserChevron

Cath WhistlerSenior Vice President, Manager, ContractsManagement and Vendor Risk AdministrationUnion Bank

2:30 Public Sector Procurement Challenges At ATime Of Global Economic UncertaintyBy their nature, Government projects are frequently among themost challenging. They often tackle areas of fundamental changeand are conducted in a highly political environment, with divergentstakeholder opinions and a high degree of public scrutiny. Growingtransparency and increased public expectations are making thisenvironment increasingly complex to manage – so what are someof the big issues and how must public procurement respond?

Dr Nick NayakChief Procurement OfficerDepartment of Homeland Security

3:10 Networking & Refreshment Break In TheExhibit Hall


Main Conference Day OneTuesday, October 16, 2012

Brent RogersManaging Counsel, Office ofPrivacy, Technology & ContractServices, Office of the Chief Legal &Governance OfficerNationwide Mutual InsuranceCompany

Dan MahlebashianChief Contracting Officer & GlobalPurchasing Director, IT PurchasingGeneral Motors Corporation

3:40 The Benefits And Challenges ofSupplier RelationshipManagementSRM is emerging as both an importantbusiness activity and a professional disciplinewithin major organizations around theworld. This session will cover recent researchon how SRM is viewed within organizations,discuss the tangible benefits it can bring andhighlight some of the challenges that SRMpractitioners currently face and the skills andknowledge they use to implement SRMpractices effectively within organizations.

Martin ChalkleyCo-Developer of the IACCM SRM e-LearningProgramConsultandomi

4:20 Rethink Your Legal Checklist Are we too reliant on boilerplate terms andstandard positions? Join this session anddiscuss practical ways of improving yourcontracts and relationships!• Find out examples of standard legal clausesand positions that work against a goodoutcome for a complex project

• Focus on the current business needs, noton how things were done in the past

• Learn from practical examples howchanges in checklist led to better contractsand relationships

Brent RogersManaging Counsel, Office of Privacy,Technology & Contract Services, Office ofthe Chief Legal & Governance OfficerNationwide Mutual Insurance Company

THEME: MANAGING COMPLEX PROJECTS THROUGH EFFICIENCY, SIMPLIFICATION & LEAN CONTRACTING:

Complex projects are often made more difficult to achieve by the commercial environment in which they are undertaken. Work to simplify thatenvironment through more appropriate terms and conditions, better structured contracts and more adaptive commercial policies and process is one waythat our community must contribute value. These tracks explore ideas and methods that are being employed to achieve that improved environment.

Vendor Risk Assessment InitiativeThe Finance industry was never simple. But thepost-2008 environment, surrounded by marketuncertainty and industry regulation on a globalscale, has made conditions especially difficult.Facing such volatility, improved relationshipsand understanding between customers andsuppliers is essential.• Find out what clients from financial servicesare looking for in a service provider

• Learn latest examples of automated processcontract management: how to avoidproblems and where to look for solutions

• Get the latest update on the regulatoryaspects of deploying outsourced software

• Discuss complex cases of how to deal withconfidential data as well as subcontractingissues

Cath WhistlerSVP, Manager, Contracts Management andVendor Risk AdministrationUnion Bank

Mastering The Sources OfComplexity: InternalRelationships & StakeholderManagement Building internal consensus is not onlycomplex in it is own right, but is frequentlyone of the major sources of eventual failurein complex projects. How do we improveinternal collaboration and cooperation toensure there is a well-balanced and inclusiveprocess?• Uncover complex issues of internalrelationships and their role in valuegeneration

• Discuss stakeholders’ interests and theirrole in the decision making process, whichare critical for project success

• Deal with conflicting interests of multiplestakeholders and different functionsinternally

• Manage those differences and build ‘maps’that will assist in managing the contracts

John BuschSenior DirectorHealth Care Service Corporation

Breakout Sessions Begin. Choose Between The Following:

Main Conference Day Onecontinued

5Register Here at www.iaccm.com • TEL + 1 800-882-8684

Case Study On Contract Life-Cycle Management Automation has an important role to play indelivering improved information,communication and oversight. In the first ofa series of case studies, we explore thebenefits achieved.• Learn best practices in contract draftingand wording

• Obtain maximum value during the closeprocess

• Discuss how long-term partnerships can be developed

• Lessons learned

Suchitra NarayenGeneral CounselOracle Corporation

Ram VasudevanCEOQuislex

Standardization Of Contracts:Global Industry Perspective Standardization of contracts and commercialpractices plays a significant role, even incomplex projects. A framework of certaintyallows both sides to better understand theareas where change may be needed.However, assembling those standards can bedifficult – especially when it is an industry-wide initiative. How can such a step beachieved and is it worthwhile?• Hear a case study example on outsourcingin the airport handling industry

• Learn how the industry developedstandardized procedures

• Learn an easy to understand approach incontracts deployed by the industry: can itbe transferred to other areas of business?

Mike FirsowiczWorking Group Member, International AirTransport Association Ground HandlingCouncil (IGHC); Regional Director, GlobalStrategic SourcingDelta Air Lines Inc.

4:55 Moving Into Lean Contracting • Hear practical examples of how a large multinational giant company is raising the efficiency of their complex projects by simplifying them • Obtain the utmost value out of your complex projects • Predict risk and manage through the change

Coen WilmsActing VP CP Strategy & HSE, Group Contracting Discipline ManagerShell Global Solutions International B.V.

5:30 Concluding Remarks From The Chair & End Of Conference Day One

5:45 Surprise

6:10 Cocktail Reception In The Exhibition Hall Sponsored ByWelcome AddressAshif MawjiPresident & CEOUpside Software Inc.


Main Conference Day Onecontinued

7.00 Registration & Coffee In the Exhibit Hall

7:45 Roundtable Discussions & Breakfast


ACHIEVING PROJECT SUCCESS THROUGHCOLLABORATIVE CONTRACTING

This track offers a series of sessions that discuss themajor elements of collaborative contracting and provide

a holistic method for delivering successful projects.

Chair: Jeannette Nyden, JD, Vested Deal Architect, J Nyden & Co, Inc.

INNOVATION & CHANGE:YOUR LICENSE TO ACT DIFFERENTLY

More than 70% of ‘troubled projects’ are under-performing due to contract and commercial issues. Thistrack features a range of case studies in which companies

are raising the profile and performance of contractmanagement to ensure improved engagement, increased

value and fewer ‘troubled projects’.

SAFEGUARDING OUTCOMES & FINANCIAL RETURNS

We enter into complex projects in order to makemoney or cut costs. That means our contracts andthose who negotiate them must focus on the skills,tools and methods to safeguard economic and

financial performance.

THEME: NEGOTIATION, INNOVATION & ECONOMICS

Our theme for Day 2, that includes a series of keynotes and track sessions, will allow delegates to explore some of the major factors that supportsuccessful projects. Our contracting process and practices have major impact on what and how we negotiate; this in turn affects the extent to which ourcontracts and relationships deliver innovation and favorable economic outcomes.

8:30 Customer Story from ConocoPhillips

9:00 Vested: Redefining Winning In BusinessRelationships The 21st century demands businesses innovate, create value,and get sustainable results, however, contracting contractingfor value creation is radically different than contracting for atraditional buy-sell relationship. Kate Vitasek will shareinsights from the University of Tennessee’s award winningresearch into how real companies are getting real results usinga “Vested” approach for contracting. She will share successstories from her latest book – Vested: How P&G, McDonald’sand Microsoft are redefining winning in business relationships,which will provide insight into some of the world’s mostsuccessful contracts and supplier relationships.

Kate VitasekFaculty, Center For Executive EducationThe University of Tennessee

With Introduction By Ashif MawjiPresident & CEOUpside Software Inc.

9.30 Panel Discussion: Principles For NegotiatingHigh-Value Contracts & Relationships

Tim CumminsCEOIACCM - Moderator

Panelists:Kate VitasekFaculty, Center For Executive EducationThe University of Tennessee

Katherine KawamotoRegional Vice President, AmericasIACCM

Jeannette NydenJD, Vested Deal ArchitectJ Nyden & Co, Inc.

Jacqui ArcherBritish Petroleum, Co-Author of The Vested OutsourcingManual

10.15 Networking & Refreshment Break In theExhibit Hall


How To Better Manage YourContracting Capabilities Learn from this Black Belt Six Sigma projecthow to better mitigate risks and to manageyour resources

Gregg J. McConnell Manager, Indirect ProcurementContract Management Office & CentralPurchasingCardinal Health

Panel: The Role of Contracting InInnovation & Change Complex projects normally depend uponinnovation and improvisation, both of whichcan be stifled by the wrong approaches tocontract terms and governance. Our panelwill describe how to avoid these problemsand ensure contracting contributes toinnovation and change.

Edward J. HansenPartnerBaker & McKenzie LLP

10:45 Microsoft Case StudyMicrosoft set out on a journey to transformtheir financial operations, but they needed atrue partner – someone that had a vestedinterest in their success. This session will lookinto how Microsoft and Accenture rethoughttheir outsourcing strategy and theunderlying contract to create an awardwinning relationship. • Gain insight into the thinking that wentinto why Microsoft wanted to move to aVested approach

• Find out how Microsoft and Accenturefollow each of the Vested Outsourcing Five Rules

• Learn from results of the award winningrelationship

Srini KrishnaDirector, Finance Operations – Commercial & Global Supplier ManagementMicrosoft Corporation

Main Conference Day TwoWEDNESDAY, OCTOBER 17, 2012

Breakout Sessions Continue. Choose Between the following:

8 Register Here at www.iaccm.com • TEL + 1 800-882-8684

11:30 Overview Of How To Create AVested Agreement So a Vested approach to working withsuppliers sounds like a great idea. But justhow does that relate to the contract?Jeanette Nyden brings a unique blend of realworld practicality to helping companiesstructure Vested agreements. An author ofthe Vested Outsourcing Manual, Jeanettewill share why it is important to link theVested concept as well as provide a simple tofollow framework that can help youstructure a Vested agreement.


12:15 Rule 1: Outcome versusTransaction-Based BusinessModel. Shared Vision.Statement of Intent The speaker of this session is a co-author ofThe Vested Outsourcing Manual, who worksfor BP, one of the worlds leadinginternational oil and gas companies withoperating revenue over $376 mln and83,400 employees.

Jacqui is passionate that an outcome-basedvs. transaction-based business model is theway to raise efficiency, but how do you getstarted? She will share her insights into howshe has personally structured Vested dealsthat are winners for both the buyer andsupplier – all of which started with a sharedvision and statement of intent to set theright tone from the start of the contractingprocess.

Jacqui ArcherBritish Petroleum;Co-author of The Vested OutsourcingManual

Contract Compliance AuditingFor Cost Recovery, CostAvoidance And ImprovedCompliance

Change Management &Organizational CultureThe speaker of this session recently led aneffort to implement a global contractsmanagement program for Novelis, theworld’s largest producer of rolled aluminumand the global leader in beverage canrecycling with operations spanning 11countries, more than 11,500 employees, andreported revenue of $11 billion in fiscal year2012. With world-class rolling mills andadvanced manufacturing technology, Novelisproduces aluminum sheet and foil productsfor high-value market applications. Thecompany serves customers in key sectors,including beverage can, auto, packaging,transportation, architecture, electronics, andothers. The company’s clients include: Audi,BMW, Coca-Cola, Ford, Samsung, Anheuser-Busch, Jaguar Land Rover, General Motors,among others. • Learn about Novelis’ approach to changemanagement for a global contractsmanagement program

• Look into the importance and the role ofcorporate governance to facilitate changemanagement

• Find out what tools Novelis used totransform the way it manages contracts

• Learn how change management impactedNovelis’ interaction with influentialcustomer/suppliers

• Get practical advice on changemanagement

Chris CourtsAssistant General Counsel, Operations andIntellectual PropertyNovelis

Complex Customized EnterpriseAgreements: Challenges AndSolutionsAs a seasoned attorney and a Head of StrategicAnalysis for the global Finance & Risk Sales teamat Thomson Reuters, this speaker and her teamhave analyzed complex customized deals.• Discuss the challenges encountered instructuring complex deals within a masteragreement framework

• Understand the details of why monitoringcustomized complex deals is important and therole that company strategy plays in complexcustomized deal

• Learn how commercial management of suchdeals can help drive the business and why thechanging customer landscape requiresinnovative and flexible commercial structures

Brenda GillHead of Strategy, Global

Joint Case Study With A Client:Driving And Capturing SignificantValue In Contract ExecutionManagement in Major CapitalProjectsThe speakers of this session are Clare Colhounand Geoff Lill. Geoff is a seasoned projectcontract professional working in the oil and gasindustry for over 35 years, in the Middle East, FarEast, Africa and Europe. Clare is currently CEO of8over8 Ltd and prior to this spent 15 years at thecoalface in mega projects across the globe. As projects become more complex andincreasingly costly to deliver, there is arequirement for the contract managementfunction within the project to become moreresponsive in how it manages the commercialrisks. Some of the largest projects have nowembraced a new disciplined approach tomanaging the contract execution phase. Thissession will help you; • Enhance the line of sight across financial, legal,engineering and contract functions as thecontract is executed

• Apply best practice CM processes during theexecution of a project and raise ROI particularlyin those industries, where a single servicescontract can be $12 bln and up

• Manage contract obligationschanges/variations in a sophisticated mannerthat enhances cost avoidance and supportsmaximum cost recovery

• Build Claims defense into the execution phase

Geoff LillSeasoned Project Contract Professional With 35Years Of Work In Oil & Gas Industry

Clare ColhounCEO8over8

Senior Executive, Company




Main Conference Day Twocontinued



2:00 Rule 2: Focus On The What, NotThe How Under a Vested approach, the buyer specifies“What” they want; the provider isresponsible for determining “How” it getsdone. The approach has motivated CH2MHill, a global leader in full-serviceengineering, construction, and operations,to achieve award winning results for theirclients as profiled in the Rocky Flats casestudy.

Join this session to find out how CH2M Hill,is applying Vested Rule 3 to a recentlyawarded a $929 million contract for theengineering, procurement, construction, andcommissioning of a combined cycle powerplant in Australia’s Northern Territory.

The CH2M HILL team includes UGL, aSydney, Australia headquartered companywith expertise in engineering, propertyservices, asset management, andmaintenance for the power, water, transport,resources, and property sectors; and GE,who will engineer and supply gas turbines,steam turbines and heat recovery steamgenerators for the $34 billion Ichthys project.

David MortensenDirector of Technical Services – Innovation,Operations & Maintenance Business GroupCH2M HILL

2:45 Rule 3: Clearly Defined andMeasurable Desired OutcomesCompanies embarking on a Vestedrelationship with their supplier must clearlydefine and measure their Desired Outcomes.Robert McIntosh knows first hand this iseasier said than done and is convinced thatboth parties must be explicit in defining thedesired outcomes.

Robert, a seasoned procurement professionfor Dell Inc., will share his insights into howDell and their supplier, Genco, had to rethinkand redefine success under their Vestedrelationship. As part of the session Robertwill share the process of how they jointlydefined outcomes with Genco, why it isessential, and how their Vested agreement isworking to keep the parties in synch withever changing business needs.

Robert McIntoshWorldwide Procurement DirectorDell Inc.

12:55 Networking Lunch

How Do Commercial ContractManagers Show Their Value ToThe Organization In AQuantifiable Way?Since the nature of commercial contractmanagers work is not process driven and isnot easily measurable, how to quantify thevalue they bring to their organizations?• Review the challenges of measuring theresults achieved through collaboration• Discuss the process that was used toupdate metrics for HP’s worldwidecommercial contract team

• Learn from HP’s metrics and how theywere designed to align with the businessgoals and objectives

• Compare data capture and reportingtechniques and find out what HP considersto be tangible and intangible measures

• Find out how HP measure individualperformance as well as business results

Anna Lynn ChristoffHPES Commercial Contract Services Director,CCM Global Standards & PracticesHewlett-Packard

A Case Study From An AwardsContestantIACCM would like to encourage a spirit ofleadership at all levels. This session willfeature a 'Licenced Agent', who signed acommitment that s/he will identify andpromote change and innovation withinhis/her own working practice and moregenerally within his/her organization. The speaker will explore practical steps on'how to act differently' and what impacts ithas within the business.

Deal Risk Management – CuttingEdge ApplicationsThe contracting environment is naturallysubject to a myriad of uncertainties andrisks. How well these are understood andmanaged can have a major impact on dealsuccess or failure. Best practice deal riskmanagement is integral to contracting andstarts long before the deal is signed. In thissession the speaker will highlight and discusshow risk management plays a central role inexcellent contracting. He will show 3 verydifferent examples of the application ofcutting edge deal risk management. Join thissession and learn how risk management canadd value, inform and guide you though:• Contract portfolio optimization • Risk responses and risk tailoring• Demand management

Robert A. EndresManaging PartnerSynaptic Decisions

Risk-Profiling Of Contracts -Benefits And Challenges• Find out the latest strategies for globalcontracts assessment through riskprofiling.

• Factors to a successful contractrisk assessment: resources, tools,processes and techniques to identify risksin contracts

• Analyze contract results and the effect onthe business

• Implement corrective measures basedupon results of risk profiling

Louis CalmensonHead of Contract Management for North AmericaEricsson







3:30 Rule 4 – Case Study – VestedPricing ModelThe fourth rule of a Vested approach is apricing model with incentives that rewardsthe supplier for achieving Desired Outcomes.

Srini Krishna will share the process andinsights into how Microsoft had the look atpricing from a different – Vested – lens ifthey were to create a true win-winrelationship with Accenture on their quest totransform their financial operations.

Srini will also share the key obstacles theyhad while implementing their Vested pricingmodel and what solutions they found mosteffective. This is a chance to discover thetricks and tips of the trade in creating ashared value pricing model that has beenearning Microsoft and Accenture awardsand accolades for over 4 years.

Srini KrishnaDirector, Finance Operations – Commercial &Global Supplier ManagementMicrosoft Corporation

Choosing The Right Contract Management Solution For GrowingCompanies: Chart Industries’ Case StudySince its inception more than 50 years ago, Chart Industries has strategically positioned itselfas a global leader within the natural gas and related technology markets. With offices all overthe globe, Chart discovered that its then-current contracting processes and information siloswere preventing the organization from providing increased oversight of its contracts –reducing costs and risks, streamlining operations, and improving visibility – within which tokeep up with the growing demands of the market.

As an influential and integral member of this case study, Stacey A. Childs, who leads theContract Administration group within Chart’s BioMedical Business Group, will review itscontract management vendor selection process and highlight the key criteria that made thedifference in its solution choice which helped contribute to significant growth of theorganization as a whole over the past year. This session will:• Map the contracting needs of a rapidly growing company• Define the solution criteria for meeting growth needs• Illustrate important success metrics of an automated solution• Outline key value-add features of a comprehensive contract management solution

Stacey A. ChildsContract Administration Group Leader, BioMedical Business GroupChart Industries

Matt PatelProduct Line Manager for Contract Lifecycle ManagementRevitas

Requirements And Scope OfProjects: How To PreventContract Disputes • Hear examples of setting the requirementsand scope of complex commercial projectsin automotive industry

• Find out what measures General Motorsputs in place to maintain an accuratescope of projects

• Discuss the details of critical steps toachieve contracting effectiveness


Why Asset ManagementMatters

Lara NicholsSenior Director, Global Partner Strategies, Tyco International

Randy Littleson,Senior Vice President,Flexera Software

4:40 Rule 5 – A Case Study OnImproving GovernanceIt is one thing to get a good contract, but itis another to maintain the relationship andperformance year after year. The Universityof Tennessee’s work on Vested shows theimportance of having an insight – not anoversight governance structure.

Jacqui Crawford knows first hand thedifference – and the power – of shifting herthinking to focus on insight versus oversight.Attend this session to examine practicaldetails of how a sound governance structureestablishes good insight – not provide layersof oversight. You will walk away from thissession with real examples of how toimprove governance in your organisation.

Jacqui ArcherBritish Petroleum; Co-author of The VestedOutsourcing Manual

4:10 Afternoon Networking & Refreshment Break In The Exhibit Hall



5:20 Panel Discussion: How Can Different Industries Implement Vested Principles Relationships, Contracts And‘Collaborative Contracting’• Discuss how collaborative contracting looks like at various phases• Prepare convincing SRM business cases• Learn from others experience on how to design an effective governance structure• Create and think how to implement a communications plan• Engage key stakeholders and supplier executives• Discuss how to develop metrics that drive successful behaviors and encourage positive approaches to change• Find out how panelists collaborate with their strategic partners• Learn how to devise appropriate contractual arrangements• Check how to tackle and report SRM benefits

Katherine KawamotoRegional Vice President, AmericasIACCM – Moderator

Kate VitasekFaculty, Center For Executive EducationThe University of Tennessee


David MortensenDirector of Technical Services – Innovation, Operations & Maintenance Business GroupCH2M HILL

Robert McIntoshWorldwide Procurement DirectorDell Inc.

5:45 Concluding Remarks From The Conference Chair

7:30 'Licence to Act Differently' Awards Ceremony, Dinner Reception & Entertainment

Hosted By Ashif MawjiPresident & CEOUpside Software Inc.

Last year, IACCM announced its 'License To Act Differently', a program that encourages innovation in contract and commercial practices. Thisaward ceremony will recognize some of the leaders in the global commercial contracting community – individuals and teams who are raising theprofile of contract and commercial capability. Finalists will be featured in the following categories: “Award For Personal Initiative”, “AwardFor Operational Improvement”, “Award For Strategic Direction” and “Award For Outstanding Service Provider”.

9:30 End Of Conference Day Two



GLOBAL PERSPECTIVE &INTERNATIONAL COMPLEXITY

REGULATIONS, COMPLIANCE &THINGS THAT SCARE US

PREPARING FOR THE FUTUREChair: Russ Edelman, President & CIO,

Corridor Consulting

8.00 Registration & Coffee In The Exhibit Hall

THEME: GLOBALIZATION, REGULATION & UNCERTAINTY

Some of the major issues that make today’s projects so complex must increasingly be taken into account as we design and manage our contracts. Weneed to find effective ways to both protect and enable our businesses in navigating our fast-changing environment.


8:45 Panel Discussion: Risks OfInternationalWhether we like it or not, all businessestoday are impacted by global factors – linkedeconomies, new competitors or supplysources, challenges to IP rights, global andregional regulation being just a few.

J. Trevor HughesPresident & CEOInternational Association of PrivacyProfessionals – Moderator

Panelists: Marc Sirois|General Manager, Contracting & Purchasing ServicesGreater Toronto Airports Authority

Angela McDonald-FisherLegal CounselRolls-Royce North America


9:30 The Latest Trends, Issues,Directions Regarding DataProtection And Data Privacy• Receive an overview of the data flowscomplexity, several meanings andexpectations of privacy in different concepts

• Learn what needs to happen when data isstolen or misused

• Manage the diverse social and legalexpectations in the era of globalization

• Learn methods for regulating privacy needto be applied as the amount and speed ofonline data increases

• Learn the ways to improve data privacymanagement internally to avoid overlyburdensome regulation that couldjeopardize the many benefits data presents

J. Trevor HughesPresident & CEOInternational Association of PrivacyProfessionals

Rethinking Risk: MaximizingValue In A Complex EnvironmentComplex projects are often highly visible andhighly vulnerable. Unfortunately, in an effortto manage risks many projects get off to abad start, encourage counter-productivebehaviors, are poorly structured and thenlimp along never to achieve the intendedbenefits for either party. In this session wewill:• Redefine risk beyond the legal• Examine static and dynamic risk• Identify the highest risk areas and exploremitigation techniques

• Suggest strategies that YOU can use inyour next project

Edward HansenPartnerBaker & McKenzie LLP

Best Practice In Health & SafetyFor Complex Projects • Manage a diverse workforce that mightnot be well skilled to avoid injuries

• Receive examples of compliance with localgovernment t rules and regulations

• Learn how to initiate and maintain culturechange

• Lessons learned

The Impact Of EmergingTechnology On ContractManagement Tools and systems are key to improvedcontracting. They offer improved ways tomanage and report on complexity; indeed, inmany situations, management withouttechnology is perhaps impossible and certainlyunaffordable. So what works, what sort oftools and systems should we be developing?

Moderator:Russ EdelmanPresident & CIOCorridor Consulting

Liz ShilliamDirector of Enterprise Contract ManagementNike

Contracts & Pollution IndemnityIn Light Of The HorizonDeepwater DisasterIn the oil and gas market, the future ofcontracting is strongly tied to the use ofknock-for-knock indemnity provisions, and riskassessment and mitigation is of paramountimportance. The manner in which globalO&G companies conduct business haschanged dramatically since the Gulf disaster.Join this session to learn and dialogue the keyissues related to the indemnity provision andhow to address them.

Jeffrey S. SobieskiWestern Region Contracts ManagerRockwell Automation

Main Conference Day THreeTHURSDAY, OCTOBER 18, 2012



The Impact Of Cloud ComputingOn Contracts • Learn how to analyze and consider SLAfrom different cloud service providers

• Receive guidance on what to expect andwhat to be aware of as you evaluate SLAsfrom their cloud computing providers

• Use the content of this presentation as achecklist of key criteria for evaluating andcomparing SLAs from different providerswill be included

• Understand the role that standards play toimprove interoperability and comparabilityacross different cloud providers, andidentify areas where future standardizationcould be effective

Automation Of CommercialProjects Of The Future This session will examine how companiescan prepare for the shifting global economyand use of new technologies in developingnations impact on commercial contracting.

Michael CrameCLM Solutions Practice LeadHighPoint Solutions LLC

10:15 Contracting in a Complex GlobalEnvironment • Learn how to deal with conflict of laws• Uncover the challenges of working withsuppliers globally

• Discuss the most crucial cultural issues inglobal contracts

• Highlight major regulatory challenges

Angela McDonald-FisherLegal CounselRolls-Royce North America

Collaboration Tools For A GlobalLegal Group Of The Future • Understand the importance of speakingthe same language, if you want to bringtogether local teams

• How to bring together local and globalteams

• Benefit from practical examples on how toencourage sharing: The SharePoint Way

• How to ensure collaboration success

Gary FriedlanderVice President & Division General CounselTransUnion LLC

Social Media In ComplexCommercial Projects • Find out how your project can benefitfrom social media

• Be aware of the complications and riskswhen dealing with social media

• Gain practical examples of how yourprojects can benefit from social mediachannels

• Learn how to evaluate social media risks tomeasure against anticipated rewards

• Discover the four steps to generate acohesive social media system, bothinternally and externally

• Discuss the emerging regulatory issuesimpacting social media usage

Ryan GarciaLegal Director for Social MediaDell Inc.

11:25 Managing Through The DynamicAnd Diverse Cultures In LatinAmerica • Review the general approach ofmultinationals at covering contracting needsin Latin America & Caribbean region

• Learn how to navigate through different legalsystems, different countries, diverse cultures

• Find out how to deal with changingmarketplace - Latin America has reachedcritical mass market size levels

• Discuss the latest examples of workingtogether with government owned oil & gascompanies: PEMEX, PDVSA, Petrobras,Ecopetrol, etc.

• Find out the details of how RockwellAutomation educate their HQ department onlegal theory vs legal reality

• Hear practical examples of how to deal withcomplexity of contract with private sector:how to deal with local language forms, localresources and local approach

Ed AfricanoDirector, Regional Manager, Latin AmericaRockwell Automation

10:55 Morning Networking & Refreshment Break In The Exhibit Hall

12:05 Attendees Back To General Session For Concluding Sessions

12:10 IACCM Board Members Panel DiscussionThis panel will provide you with a review of achievements and futureIACCM initiatives. Join the call to action from the IACCM Board!

Moderator:Diane HomolakGlobal Legal Operations Quality and Strategy ManagerHewlett-Packard CompanyChair IACCM Board of Directors

Tim CumminsCEOIACCM

12:40 Concluding Panel Discussion With RepresentativesFrom “Most Admired” Companies • How did they become most admired companies?• What is their approach and how is it different to others?• Look back at the different ideas debated over three days and discusspractical actions one can take to further development of commercialcapabilities in the changing market

• Set out a practical plan for action that will equip you for the steps neededto build your commercial capability

• Go through Highlights of the most interesting ideas and ‘lessons learned’during the conference

• Summarize of the areas, where further attention is required• Come up with a structured approach on how to gain executive supportTim CumminsCEOIACCM – Moderator

1:05 Box Lunch & End Of Conference

GLOBAL PERSPECTIVE &INTERNATIONAL COMPLEXITY

REGULATIONS, COMPLIANCE &THINGS THAT SCARE US

PREPARING FOR THE FUTURE

Main Conference Day THREEcontinued

Angela McDonald-FisherLegal CounselRolls Royce North America

Lara NicholsSenior Director, GlobalPartner StrategiesTyco International


Sponsors and Exhibitors

Platinum Sponsors

QuisLexwww.quislex.comA premier litigation and corporate support services provider to Global 500 corporations, Am Law 50 and Magic Circle law firms.Headquartered in New York, QuisLex provides its services to a worldwide client base from its state-of-the-art, 24/7 secure executioncenters. QuisLex has grown organically since 2004 from 3 employees to over 550+, entirely due to repeat work and references fromclients.Led by seasoned U.S. attorneys with decades of cumulative experience with leading international law firms and Fortune 500companies, QuisLex is certified ISO 9001:2008 and ISO/IEC 27001:2005 compliant for quality and information security. QuisLex is aSSAE 16 entity, HIPAA compliant and EU Safe Harbor self-certified.

Upside Software Inc.www.upsidesoft.comUpside Software is the worldwide leader in Contract Lifecycle Management (CLM) solutions with hundreds of deployments in about180 countries. Upside’s award winning product suite, including their UpsideContract solution, offers a fully automated contractmanagement process that starts from collaborative contract creation, negotiation and award, and includes risk, performance,compliance and deliverable tracking and management, financial processing (e.g. invoices and payments), and on-going eventmonitoring and management. UpsideContract also includes a wizard-like request entry function, amongst the best Microsoft Wordintegration, and extensive security and business intelligence features.Upside Software has extensive experience delivering real valueto customers of every size and in virtually every industry vertical. Upside Software offers both on-premise and SaaS solutions.

Sponsors

8 over 8www.8over8.comOur mission: to help Contract Stakeholders make informed decisions and execute their contracts in the most efficient mannerpossible. We work with our clients to protect their investment in capital projects, delivering collaborative contract managementsolutions bringing together people, processes and content to maximize their contractual relationships.Our web based solutionsenable customers to leverage the value of their contract management function to deliver optimal benefits around increasedstandardization, greater contract control and visibility, risk and cost avoidance and recovery, in an increasingly complex andchallenging capital project landscape.

Connolly Inc. www.connolly.comConnolly is the largest recovery audit firm worldwide. For more than 30 years, we have provided a comprehensive and integratedset of audit and associated advisory services focused primarily on post payment & post-award contract management with the goalof delivering value to our clients in one or more of four major value categories: • Cash Recovery • Future Savings / Leakage Prevention • Compliance Improvement and Assurance • Contract Risk Management

With more than 1000 professionals, offices in the US and Europe, and a network of professionals inside and outside those regions,we can be a truly global partner in post contract recovery, compliance and risk auditing. We are proud to say that last year in the“cash recovery” value category, we were able to recover more than $1 billion for our clients - straight to their bottom line. Visitwww.connolly.com for more information.

BayGroup Internationalwww.baygroup.comBayGroup International is a global performance improvement firm that helps corporate leaders reach critical profitability, costcontainment, and team effectiveness goals quickly, with high impact. The firm helps its clients improve individual performance,organizational profitability, and shareholder value by: ensuring that key business initiatives demonstrate significant ROI; helpingimplement corporate strategies successfully and building planning and execution skills across the organization for creatingprofitable agreements, both internally and externally; leveraging online technology to improve individual and team performance.Since its founding in 1980, BayGroup International has built a select client list of major global corporations, focusing on thetechnology, telecommunications, pharmaceuticals, transportation, consumer products, and financial services industries. Ourconsultants have worked in North and South America, Asia, Europe, and the Middle East. The firm serve its clients from offices inmajor cities around the world.

Revitaswww.revitasinc.comRevitas, the leader in Enterprise Revenue Dynamics, delivers integrated solutions for contracts, pricing, and compliance that drivehigher profitability and lower risk. Revitas empowers companies to optimize contract performance by defining, managing, andanalyzing complex, multi-tier pricing incentives and enabling positive proof of compliance with commercial, financial, and industryrequirements. Powered by the secure, scalable, and standards-based Flex platform, Revitas applications speed time to market andimprove visibility across B2B relationships. Hundreds of organizations across the most highly regulated and challenging industriesleverage Revitas’s integrated solutions to save money, make money, and reduce risk.

Sponsors and Exhibitors ...continued

CorridorMicrosoft SharePoint has evolved into one of the most popular computing platforms of all time. Well suited for basic contractmanagement, it continues to gain acceptance in the contract management community. Coupled with Corridor’s ContractManagement Business App for SharePoint [CM.app™], it surpasses the functionally of most legacy CLM systems. Now in its fifthrelease, CM.app is solving global challenges for contract automation, contract repository management, internal and externalnegotiations, and comprehensive obligation tracking. Please stop by our booth as we celebrate our fifth year of sponsorship withIACCM and learn how CM.app can make a difference for your organization.

Synaptic Decisionswww.synapticdecisions.comSynaptic Decisions is a management consulting firm specializing in applying leading-edge thinking and best practices in sales andsourcing, contracting and value assurance—to create value and competitive advantage for our clients. The firm was founded on thepremise that critical and essential ties between strategy, contracting and business results are either weak or missing in manycompanies. And that contracting commonly falls far short of its potential to protect and unleash business value. We have theexpertise and methodologies to bridge these gaps. On any engagement, the key measures of our success—the way we judgeourselves—are the value we create for our client, how fast the value is captured by our client and whether our client is morecapable to meet future challenges after the engagement. As a result, we are the trusted partner to an increasing number ofcompanies in the Fortune Global 500. For more information on Synaptic Decision’s approach and consulting services that form thefoundation of our practice, select from the links under Services

Flexera Softwarewww.flexerasoftware.comFlexera Software is the leading provider of strategic solutions for Application Usage Management, delivering continuouscompliance, optimized usage and maximized value to application producers and enterprises. Flexera Software is trusted by morethan 80,000 customers that depend on our comprehensive solutions- from installation and licensing, entitlement and compliancemanagement to application readiness and software license optimization - to strategically manage application usage and achievebreakthrough results realized only through the systems-level approach we provide. For more information, please go to: HYPERLINK"http://www.flexerasoftware.com/"www.flexerasoftware.com.

RPostwww.rpost.comRegistered Email® services by RPost – the global standard for sending legal electronic contract notices with proof of delivery,content and time. Use e-signing options to obtain recipient’s legal electronic signature on contracts.

Huron Legalwww.huronconsultinggroup.comHuron Legal provides advisory and business services to assist law departments and law firms to enhance organizational effectivenessand reduce legal spend. Huron Legal advises on and implements strategy, organizational design and development, outside counselmanagement, operational efficiency, and discovery solutions, and provides services relating to the management of matters,contracts, documents, records, digital evidence and e-discovery.

Prodagiowww.prodagio.comFor more than 15 years, Prodagio Software contract management and accounts payable solutions have been used to address thecomplex business problems of Fortune 500 companies. Prodagio Contract is a complete solution designed to help you minimizerisk, and maximize revenue around enterprise, sell-side, and buy-side contracts. Prodagio Contract manages legal documentsthroughout your organization by streamlining the authoring, reviewing, and executing of contracts through an easy-to-use web-based interface. It provides the visibility necessary to ensure transparency, accountability and compliance with both internal andregulatory requirements.Prodagio Contract has been used be leading commercial and government organizations, enabling them to transform into best classoperations.

IBM® Emptoris Contract Management www.emptoris.com As companies work to optimize how they manage their business, they have realized that effective contract management eliminatesmaverick contracting, helps them meet commitments, and ensures that deliverables comply with terms - all of which directly impactthe success of their business. Global 2000 companies leverage IBM® Emptoris Contract Management solutions to capture revenueopportunities, develop better supplier and vendor relationships, increase customer satisfaction, and actively enforce compliance andmitigate risks. To learn more about how IBM® Emptoris Contract Management can deliver immediate impact to your business, call1-855-391-2561—or visit www.emptoris.com.


Registration Information

Corporate Member pricing includes a 30% discount. To learn more about Corporate Membership please contact [email protected]

“I like the number of people, and the right diversity ofpeople at the event.” (Coen Wilms, CM Process Owner, Shell Global Solutions)

“This is more important than any of the other events that Igo to, because it is talking about my own profession andthings I deal with on a day-to-day basis.” (Graeme Sloan, Commercial

Director, Serco)

“What a wonderful Conference! And how refreshing to besurrounded by so many interesting and dynamic individuals -it was so inspiring and so much fun! I really have come awaywith such a huge renewed enthusiasm for what I do andwhere I want to go.” (Sally Hughes, Director, Condicio Ltd)

“I wanted to say how much I enjoyed the conference. Froman interest as well as a networking perspective it was veryproductive for me.” (Simon Rowley, Director, Rowley Bateman)

La Torretta Lake Resort & Spa600 La Toretta BlvdMontgomery, TX 77356936-448-4400 I Reservation 877-286-9590http://www.latorrettalakeresort.com/

Rate for conference attendees $179.00 per night + tax

IACCM Cancellation, Postponement and Substitution Policy• Cancellation Policy: Substitutions are welcome at any time. Cancellations made prior to September 16,

2012 will be issued a credit towards a future IACCM event. There will be no refunds for registrants whodo not attend the conference. Cancellations cannot be accepted by telephone at any time, but can bemade by email to [email protected] and will be valid for the relevant refund/credit so long as you havewritten acknowledgment.

• Privacy Policy: Credit card information will not be disclosed to other parties.• IACCM is not responsible for any loss or damage as a result of a substitution, alteration or

cancellation/postponement of an event. IACCM shall assume no liability whatsoever in the event thisconference is cancelled, rescheduled or postponed due to a fortuitous event, Act of God, unforeseenoccurrence or any other event that renders performance of this conference impracticable, illegal orimpossible. For purposes of this clause, a fortuitous event shall include, but not be limited to: war, fire,labor strike, extreme weather or other emergency.

• Please note that while speakers and topics were confirmed at the time of publishing, circumstancesbeyond the control of the organizers may necessitate substitutions, alterations or cancellations of thespeakers and/or topics. As such, IACCM reserves the right to alter or modify the advertised speakersand/or topics if necessary without any liability to you whatsoever. Any substitutions or alterations will beupdated on our web page as soon as possible.

What is included?

• IACCM Cocktail Reception

• All daytime refreshments and conference lunches

• Post-event access to all conference materials and presentations

• Invaluable networking opportunities and access to industryexperts

Please note that hotel accommodation is not included in theregistration fee.

Individual Member Rate Corporate Member Rate Non/Renewing Member Rate (includes 1 year IACCM membership)

Main Conference Only (17-18 Oct) $1445 $1116.50 $1595

Main Conference + 1 Workshop (16-18 Oct) $1595 $1266.50 $1745

Main Conference + 2 Workshops (16-18 Oct) $1745 $1416.50 $1895

PricingRegister by September 10th to secure the early-bird prices shown below - a $150 saving on standard rates!

Venue Information
