Menu Shape 3 copy 2Created with Avocode.

Contracting Why Do We Keep Destroying Value

It is no longer a hypothesis that our current processes used to establish commercial relationships are flawed – on both the buy and sell side. Yet we keep trying to optimize each side of the process (which logically may mean we are increasing the value destruction) and don’t identify the flaws that continue to diminish value for both sides. Most of the time is spent on the pre-nuptial agreement, trying to anticipate all the things that may go wrong (self-fulfilling prophecies perhaps?) and how to protect our own interests.

Far more time should be spent on establishing a good relationship and working on the marriage in order to multiply the total value for both partners. In the first of a two-part series, Anne will challenge long held assumptions based on Theory X that drive the wrong behavior and propose going even beyond Theory Y (Best Practices) to Theory Z (Next Practices). She will explore how both the buy side and sell side approach the contracting process today, when the leverage shifts between the two parties and how to improve the way we work with our trading partners.

If you are interested in learning how to address changes in processes and competencies to create a relationship that will result in a sustainable marriage, then this is a session you will not want to miss.
Why attend?
  • Learn how to spend more time establishing good relationships

  • Challenge long held assumptions that drive the wrong behavior

  • Learn how to address changes in processes and competencies that create lasting relationships

Speakers
speaker
Anne Kohler, Executive Vice President and COO of The Mpower Group at IACCM
As one of the Founding Partners and Executive Vice President and COO of The Mpower Group, Anne has been leading consulting and financial management organizations for over 30 years. Anne is responsible for overseeing all client engagements and all operations of the firm. Anne has a passion for collaborating and educating her clients while helping them to uncover hidden value in their organizations. She has extensive expertise in Strategic Sourcing, change management, contracting & contract management (both the buy side and sell side) organizational design and supply chain management. In addition, Anne has been named by Supply & Demand Chain Executive as a “Top 100 Provider Pro to Know” every year since 2007 and a 2013 Top Female Supply Chain executive.

Before founding TMG, Anne was the SVP of Strategic Sourcing and Initiatives for JPMorgan Chase (formerly Bank One). In this role, Anne led a team of over 100 professionals, internal and external staff in developing and executing supply strategies for the entire bank’s externally purchased goods and services. Over four years, this organization managed over $3 billion in annual spend and contributed in excess of $1.3 billion in savings.

Prior to heading the Sourcing organization, Anne led a major reengineering effort of the bank’s finance function. This two year effort streamlined the finance organization and core processes, and was founded on a successful implementation of SAP as a fully integrated financial systems solution. At that time, Anne also led complementary initiatives focusing on Insourcing / outsourcing, supplier management, eProcurement, and financial reengineering. Prior to her role in Strategic Sourcing Anne was a CFO in the retail bank. Anne started her career as an auditor for Ernst & Whinney.

Anne is a recognized thought leader, a frequent contributor to articles and a highly sought after speaker on the topics of Strategic Sourcing, Change Management, Organizational Transformation and Building Strong Trading Partner Relationships.

Anne is a CPA, CGMA and has an MBA in Finance from The University of Chicago.

WEBINAR HAS ENDED

Organizer:

Kelly Barner owns, manages, and edits Buyers Meeting Point. She has a unique perspective on procurement from the numerous roles she has held during her 15 years in procurement. Kelly worked for Ahold USA (parent company of grocery chains Stop & Shop, Hannaford, Giant Landover, and more) on their not ...
Read More

Other webinars you may like
FREE
Aug 28, 1.00 PM (GMT -04:00)
Less Stress and More Success
This 45-minute presentation – followed by a live Q&A on all things negotiation – will provide techniques to boost your leverage and confidence at the negotiating table while still achieving lower prices. ProPurchaser Founder and President Rod Sherkin will discuss four ideas that will
ProPurchaser
Speaker - Rod Sherkin
More info
FREE
Aug 27, 2.00 PM (GMT -04:00)
The Convenience Revolution with NYT Best-Selling Author Shep Hyken!
Today’s customers want a convenient and frictionless experience. Companies like Amazon and Uber disrupted their respective industries by being more convenient. But, you don’t have to disrupt your entire industry. Just disrupt your competition. Learn how to leverage convenience as a powerful
Panviva
Speaker - Panviva Inc
More info
FREE
Jul 23, 12.00 PM (GMT -04:00)
20th Century Leadership Skills in the 21st Century
How do the leaders that were taught in the 20th century lead groups and companies in the 21st century? Is there any difference in leadership skills from 30 or 40 years ago to the present day with Millennials? And how do the leaders of the last century get ready to guide those upcoming individuals to
Michelin
Speaker - Chuck Baker
More info
Other webinars you may like

No webinars are available.

Other webinars you may like
FREE
Duration: 60 Min
Less Stress and More Success
This 45-minute presentation – followed by a live Q&A on all things negotiation – will provide techniques to boost your leverage and confidence at the negotiating table while still achieving lower prices. ProPurchaser Founder and President Rod Sherkin will discuss four ideas that will
ProPurchaser
Speaker - Rod Sherkin
More info
FREE
Duration: 60 Min
The Convenience Revolution with NYT Best-Selling Author Shep Hyken!
Today’s customers want a convenient and frictionless experience. Companies like Amazon and Uber disrupted their respective industries by being more convenient. But, you don’t have to disrupt your entire industry. Just disrupt your competition. Learn how to leverage convenience as a powerful
Panviva
Speaker - Panviva Inc
More info
FREE
Duration: 60 Min
20th Century Leadership Skills in the 21st Century
How do the leaders that were taught in the 20th century lead groups and companies in the 21st century? Is there any difference in leadership skills from 30 or 40 years ago to the present day with Millennials? And how do the leaders of the last century get ready to guide those upcoming individuals to
Michelin
Speaker - Chuck Baker
More info
SHOW ALL WEBINARS
ARE YOU 100% SURE YOU WANT TO YOU WANT TO DISCONNECT ?

Yes No
ARE YOU 100% SURE YOU WANT TO REMOVE THIS SPEAKER ?

Yes No
THIS SPEAKER CANNOT BE REMOVED. YOU HAVE ALREADY SELECTED THIS SPEAKER ABOVE. SELECT ANOTHER SPEAKER ABOVE TO REMOVE IT.

OK
PLEASE TYPE A VALID KEYWORD IN THE SEARCH FIELD