2020 - Maximizing Value through High-Yield Contracting

OVERVIEW
While many contracting courses address risk, this webinar is focused upon value and how the commercial relationship contracting interface – between procurement/sourcing and sales – can maximize it for both parties. You will learn how to become effective at generating value for both sides and avoiding the pitfalls which many overlook. What is value? How can it be maximized? What threats exist which might ub-optimize value? What role do tendering documents, contract terms, scopes of work, service level agreements, key performance indicators, contracting strategies and relationship management plans have? These are just some of the easier questions we will address in this informative and practical session.
LEARNING OBJECTIVES
The key objectives include:
The structure of a value maximization strategy document and knowing what to cover
The core points to cover in certain contract documents, such as warranties, indemnities, acceptance, standards of performance and delivery
How to move value optimization from philosophical points, to conceptual elements and further on to specific details
Striving for complete, consistent and collaborative strategies
Why, how and when to not pursue certain value opportunities
Automation, tools and tactics which make value capture easier, cheaper and more reliable
WHY SHOULD YOU ATTEND
This session will allow the participants to understand how value is defined, created and maximized across a commercial contract and relationship portfolio, and anticipate how specific process steps will impact the value yield. Plus, there will be discussion around the tools and talent needed, allowing participants to identify the appropriate commercial skills needed for maximizing value and understand the commercial tools used in the journey. The session will also cover some of the tactical points, such as how to develop the key tactical points in a world-class value optimization plan and then define and measure one’s success.
AREAS COVERED
This session will focus on the strategic and tactical aspects of maximizing value between customers and vendors/suppliers. Topics will include:
The ideal timing to pursue value
Establishing the strategic direction for the value optimization process
Addressing stakeholder needs and expectations from the effort
Meeting the vendor’s/supplier’s needs
Approaching the strategic and tactical issues related to the value optimization process
Developing contingency and fallback plans in case there are setbacks
Deciding when to fall back, compromise or pursue creative solutions when value is not optimized
Plus, the trends and pitfalls to avoid in value capture
WHO WILL BENEFIT?
Purchasing, sourcing and supply management professionals
Sales contracting professionals
Contract lawyers and attorneys
Contract management professionals
Contract managers and administrators
End-users who impact, or are impacted by, the contracting process
Finance professionals involved in contracting
Auditing
Contract negotiators
Operational managers
Commercial relationship managers
SPEAKER
Jim Bergman is an experienced negotiation professional with international management consulting experience in commercial management across the USA, UK, Europe, China, India, SE Asia, the Middle East, Africa, and Australia. He has experience working on a wide range of direct and indirect categories in various industries and has a broad knowledge of numerous aspects of services, goods, and technology contracting. Previously, Mr. Bergman was a contract attorney for a Fortune 500 petrochemical corporation, Amoco Corporation, and was responsible for legal and negotiation support to the procurement staff.
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