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webinara overview
Sales

Contracting Why Do We Keep Destroying Value

webinar description

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.

Reasons to attend the webinar
  • 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:
IACCM
Anne Kohler, Executive Vice President and COO of The Mpower Group
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.
14

Jan

2016

11:00 - 12:00 PM
(GMT -4)

(Duration - 60 minutes)

ATTENDANCE FEE - FREE

WEBINAR HAS ENDED

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

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