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Leading global excellence in procurement and supply
CIPS-Switzerland branch event "Game Theory for Enhanced Negotiations"
25th January 2016 Zurich
Leading global excellence in procurement and supply
Item Page
1. Agenda, photos & Misc. 3-7
2. Event Survey Results 8-18
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
17:30 Event Registration
18.00 Welcome and Introduction John Everett, CIPS Switzerland and Dow Chemical
18.05 "On Game Shows and Nuclear Talks", Dr. Philip Grech, ETH Zurich
18.30 "Game Theory in Procurement: a true Game Changer", Dr. Stephan Knapek, Partner at TWS Partners AG
19.00 "Stories from the Game Park", Adriaan t' Gilde, Head of Corporate Purchasing at Geberit International AG
19.30 Refreshments and networking 21.00 Event close
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
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And you‘re in GREAT company tonight Approx. 100 individuals, of whom
~ 33% are CIPS members.
Oracle
Triumph Logistics
Corning Inc
Elaine Pringle Photography
Normet International
EMEA Recruitment
Clariant
EMS Group
Dold
ETH Zurich
eBay
Firmenich
Novelis
GBhorizons
Porsche Design Timepieces AG
Baxter International
Coca-Cola Hellenic
5N Plus Inc
SKB Drive Tech
H.B. Fuller
Bank Julius Bär
HCP Consulting
Walgreens Boots Alliance
Hero Group
Mylan
Bombardier Transportation
Novartis
Bristol-Myers Squibb
Omya International
Intercoop
Paerl-Nexus Global Services
Yell
PricewaterhouseCoopers
ABB Switzerland
Roche
Kuehne + Nagel
Constellium
Cicor Technologies
Dana Corporation
Lonza AG
Soulman Enterprises
Melioris
Swisscom
Mettler Toledo
TE Connectivity
Cilag GmbH
TWS Partners
MMG Management
WIPO
Mondelēz
MWV International
IT-Suppliers.com
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
Images from the evening
Elaine Pringle Photography www.elainepringle.com
Speakers Adriaan 't Gilde Dr. Stephan Knapek Dr. Philip Grech
John Everett Event Organizer
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
Images from the evening
Elaine Pringle Photography www.elainepringle.com
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
Images from the evening
Elaine Pringle Photography www.elainepringle.com
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
Event Survey - Question 1:
How did you get to hear about this CIPS event..?
Learning
mutliple channels
of communication
contribute to
good participation
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Linkedin.com 11%
CIPS advert 12%
e-mail Notification 59%
British Swiss Chamber of Commerce
0%
Other, Misc. 18%
Leading global excellence in procurement and supply
Event Survey - Question 2: Where are you resident..?
Learning
Most people
attending from
the local area.
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Zurich-area 47%
Bern-area 6%
Zug-area 23%
Basel-area 16%
Geneva-area 1%
Schaffhausen-area 0%
Lausanne-area 3%
Outside-CH 4%
Leading global excellence in procurement and supply
Event Survey - Question 3:
Using a scale of 0 (= low) to 10 (= high), please rate the presentations:
Delivery
style
Presentation
Content
Philip Grech 7.9 7.4
Stephan Knapek 7.9 7.9
Adriaan 't Gilde 8.1 8.1
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
Event Survey - Question 4 & 5:
Several attendees volunteered as future presenters.
Also, the following candidates topics were raised:
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Big data revenue growth contribution by procurement (other than innovation) internet of things, Disruptive procurement, digital case studies of getting data base in procurement clear and easy to use Career planning in the Sourcing organisation, SME's negotiations with multinationals has to strengthen the position, approaches to commoditise purchased goods, cultural differences in negotiations more on negotiations! Very helpful, also marketing procurement category, Automation, Block chain application procurement, how to get pension from comparison from peers in the market? Educations, how to handle discounts. What does it make to have successful negotiations, Sourcing strategies, Pricing with formula costing within x-years contracts: Procurement 4.0, Talent attraction, Successful approaches to non-savings bases assessment of procurement, e-Auction, fairs, sourcing, new technologies in procurement, more details on the Game theory, more procurement cases/ examples, Risk management, success to innovations to the business, Body language in negotiation, Risk Management, supplier performance management, influencing , digital is changing business models, what is the impact for procurement, nego robots, reciprocity, adressing the long tail of spend. Innovation in procurement. Impact of digitalisation on procurement recruitment of procurement. People (EXAR) procurement in respect o price over quality, digital evolution
Leading global excellence in procurement and supply
Event Survey - Question 6:
How many times per year would you like to participate in a CIPS Swiss event (Networking, presentations, site visits, etc..)
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Monthly 6%
Bi-monthly 20%
Quarterly 61%
6-months 12%
Yearly 1%
Leading global excellence in procurement and supply
Question 7: > 80% of the participants were purchasing practitioners
70-30 mix of Specialists/managers and Directors/CPO
Total spend influence of the survey participants > 66.0 Bn CHF (approx. 66 Bn$)
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
11.3%
16.9%
2.8%
38.0%
25.4%
5.6%
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
30.00%
35.00%
40.00%
CPO Global Director Regional Director Purchasing teamleader
Category/PurchasingManager
Purchasing Specialist
Leading global excellence in procurement and supply
Event Survey - Question 8: What‘s your nationality?
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
Leading global excellence in procurement and supply
• Attendees were notified about the event by several different communication channels
• All event speakers gave really great presentations
• Many topics for future meetings proposed
• Majority of attendees favour Quarterly/Bi-monthly meetings
• Approx 66 Bn$ of purchasing influence at the event
• A diverse mix of participants from CPO‘s to junior buyers
• 18 different nationalities present at the event
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
• Appendix
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
Events are free to CIPS members. Non-Members pay £25/event
Typically 50 to 100 people attend each event
Zurich: -> 27th January, "Purchasing Information Systems"
-> 10th March, " Supply Management Excellence from Kanton Zug"
-> 13th June, "Disruptive Management of Indirects"
-> 5th October, "Women in Procurement"
Geneva/Lausanne: -> 15th September, "Innovation and Procurement"
Basel: -> 10th June, "Brexit - Are you affected?"
-> 15th September, "Beyond the Obvious Savings Numbers" -> 10th November, "Future purchasing competencies & skills"
Snapshot of the CIPS-Switzerland 2016 event list
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
CIPS-Switzerland events, typically 1/. Very internationally diverse (reflecting the Swiss purchasing community) e.g. 2/. Super range of attendees (from senior to junior roles) e.g.
12.8%
25.5%
12.8% 14.9%
25.5%
8.5%
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
30.00%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
128
62
36
10 9 1
CIPS-Switzerland / 2016 Community
Bern
Ticino Zug-Luzern & Zurich
Basel Geneva & Lausanne
(note: 25 are UN students)
=> Approx. 260 members => But, where are our subscribers located...??
CIPS-Switzerland, 25th January 2017
=> Special «new years» offer, save £50
Leading global excellence in procurement and supply
• Linkedin.com CIPS-CH on Linkedin.com had 249 (2013) connections CIPS-CH on Linkedin.com has 705 (March-2015) connections CIPS-CH on Linkedin.com has 994 (Jan-2017) connections
• CIPS-CH subscriptions (CIPS members listing CH as residence) CIPS-CH subscription rate has increased ~ 100% since branch start...!
CIPS-Switzerland / 2016 Community
CIPS-Switzerland, 25th January 2017
130
160
193
244
261
100
120
140
160
180
200
220
240
260
280
2012 2013 2014 2015 2016
Leading global excellence in procurement and supply
1. Courtesy to the Presenters
& others in the audience 2. Your feedback is very
important to CIPS-CH
CIPS-Switzerland, 25th January 2017
Leading global excellence in procurement and supply
25th January 2017 – AGENDA "Game Theory for Enhanced Negotiations"
17:30 Event Registration
18.00 Welcome and Introduction John Everett, CIPS Switzerland and Dow Chemical
18.05 "On Game Shows and Nuclear Talks", Dr. Philip Grech, ETH Zurich
18.30 "Game Theory in Procurement: a true Game Changer", Dr. Stephan Knapek, Partner at TWS Partners AG
19.00 "Stories from the Game Park", Adriaan t' Gilde, Head of Corporate Purchasing at Geberit International AG
19.30 Refreshments and networking 21.00 Event close
CIPS-Switzerland, 25th January 2017