Mastering RFPs for a Winning Supply Chain

Transcription

1 March 18, 2014 Marriott Downtown CI Energy Group s March 20, 2014 Marriott Bloor Yorkville APICS members SAVE $200!* See page 6 for details. Mastering RFPs for a Winning Supply Chain Advance your RFP strategies and skills to ensure you secure the best vendors and contractors to sasfy your business needs Interactive workshops: A B An A to Z Guide for Wring Eecve RFP s, Including How to Seamlessly Customize Your Template Strategies and Tools for Managing and Communicang with Your Bidders Throughout the RFP Lifespan to Drive Your Contract Process Forward Industry Partners: A custom built program designed by seasoned experts to give you fresh ideas, practical insights and useful tips covering all aspects of your RFP process including: Qualifying for and perfecng the bid and source list Wring the RFP RFP Legal Fundamentals Managing Your RFP Evaluang and Awarding the RFP EARN CPD HOURS Share ideas and experiences from leading organizations including: Shell Canada Staples TransCanada Athabasca Oil Sands ConocoPhillips Corporaon Corporaon Encana Kinross Gold Bombardier PwC Aecon CIBC Suncor Energy Enbridge Inc. Telus Register Now CanadianInstitute.com/RFP #RFPs

2 Take Home Practical Solutions to Overcome Your Top Challenges in RFP Management! Put Them to Work Right Away! Hear praccal knowledge and crical insights from experienced supply chain professionals and top legal experts to ensure your RFP process selects the best supplier for the job. Aend CI Energy Group s Mastering RFPs for a Winning Supply Chain for the proven techniques you need to build stronger vendor relaonships, increase compeon among suppliers and ensure you select the right partner to meet your organizaon s business objecves. Designed by the industry, for the industry, this unique, custom built program will provide you with the latest strategies and real world lessons to help you tackle your most pressing challenges on all aspects of the RFP lifecycle. As procurement becomes more complex and company resources more constrained, you cannot aord to miss this opportunity to protect your organizaon against vendor sourcing delays and higher procurement costs that can impact your boom line. Gain hands-on experience to successfully prepare and manage your RFP documents through advanced and interacve learning sessions that take you through the enre RFP process including: Qualifying and perfecng the bid list to secure the best vendor: exploring the bid list from both sides of the table Wring an eecve RFP to improve supplier responses Exploring legal essenals to ensure your RFP document is sound How to minimize risk and control disputes to keep your contract on track Selecng, evaluang and awarding the best supplier to t your business needs Examining new trends, developments and models as an RFP alternave Don t miss the opening roundtable discussion examining the issues you care most about! Join leading and disnguished experts as they examine soluons to today s number one challenges to move your RFP process forward. Plus! Add value to your conference experience to perfect your RFP by aending in-depth, hands-on workshops: A B An A to Z Guide for Wring Eecve Request for Proposals, Including How to Seamlessly Customize Your Template Strategies and Tool for Managing and Communicang with Your Supply Chain Throughout the RFP Lifespan to Drive Your Contract Process Forward One Information-Packed Conference, Two Exciting Locations! : March 18, 2014 : March 20, 2014 Industry Partners: The APICS Chapter builds operaons management excellence in individuals and enterprises through superior educaon and training, internaonally recognized cer caons, comprehensive resources, and a worldwide network of accomplished industry professionals. The APICS Chapter is dedicated to helping individuals and enterprise to achieve operaons management excellence through conducng superior educaon and training programs, organizing events, providing comprehensive valuable resources and enabling networking with highly renowned industrial professionals. SupplyChainBrain, the world s most comprehensive supply chain management informaon resource, is accessed year round through a wide range of ever evolving mul-media formats by hundreds of thousands of senior level industry execuves. In addion to addressing the fundamental principles of supply-chain management, SupplyChainBrain idenes emerging trends, technologies and best pracces, forward thinking ideas and cung-edge soluons-and connues to write and report about these as they evolve and mature. Supply & Demand Chain Execuve is the execuve's user manual for successful supply and demand chain transformaon, ulizing hard-hing analysis, viewpoints and unbiased case studies to steer execuves and supply management professionals through the complicated, yet crical, world of supply and demand chain enablement to gain compeve advantage. Supply & Demand Chain Execuve is a publicaon of Cygnus Business Media. On the Web at and on smartphones and tablets at WHO YOU WILL MEET A must aend event for supply chain, procurement and legal professionals. You will meet CEO s, VP s, directors and managers involved in: Contract Management, Supply Chain Management, Legal, Procurement, Resource Management, Project Management, Consulng, Contract Administraon, Planning, Purchasing, Buying, In-house Counsel, Sourcing From the following industries: Oil and Gas, Retail, Energy, Telecommunicaons, Transportaon, Consumer Goods, Mining, IT, Banking and Finance Register at or Sponsorship & Exhibion Opportunies Maximize your organizaon s visibility in front of key decision-makers in your target market. For more informaon, contact Director of Business Development Daniel Gellman at ext. 7389, toll-free ext or by at [email protected] Supply Management Network

3 Main Conference : MARCH 18, 2014 : MARCH 20, :30 Registration Opens and Coffee Served 8:30 Opening Remarks by Conference Co-Chairs Jason Kis Senior Legal Counsel, Encana Corporaon Mitchell Mostyn Partner, Davis LLP Howard Krupat Partner, Davis LLP 8:45 Examining Current Trends, Issues, and Challenges in Today s RFP Process: What You Need to Know to Ensure Your RFP Strategy is on Track Industry Roundtable Sean Baker Moderator President, APICS Roy Sudipto Supervisor, Contracts and Funconal Excellence ConocoPhillips Canada Maureen Sullivan President, NECI Randy E. Lonsdale Senior Legal Counsel, Projects and Technology Shell Canada Limited Lori Bonne Senior Corporate Counsel Athabasca Oil Sands Corporaon Harold H. Hansel R.E.T. Contract Analyst, Encana Corporaon Gary Salsman, P Eng. Director, Supply Chain Management Operaons TransCanada Corporaon Lula Kosanic Senior Director, Vendor Management, Infrastructure Business Services, CIBC Pina Trentadue Supervisor, Contracts and Supply Chain Management, Bombardier Niguel Mousseau Legal Counsel, Aecon Group Inc Catherine A. Workun, Q.C. Senior Counsel, Telus How can an RFP play a role in an organizaon s business strategy? Understanding the major obstacles vendors and contractors are facing when responding to RFP s. How can buyers aid the process? What makes a bad RFP? What makes a good RFP? Are electronic RFP portals hindering or helping? How far can automaon go? Examine common mistakes made by the vendors and contractors? Where are the greatest improvements needed? Explore trends and emerging pracces in the RFP process? How can communicaon and collaboraon with suppliers be improved to enhance responses? How can suppliers dierenate themselves amongst competors to improve their chances for success? What makes a buyer happy? 10:00 Networking Coffee Break 1. QUALIFYING FOR AND PERFECTING THE BID AND SOURCE LIST 10:15 What Buyers and Suppliers Need to Know to Secure and Match the Best Vendors and Contractors for the Job Rod Smith Vice President, Sales and Markeng, Century Vallen Sandy Brodie Director, Vendor Management, Century Vallen Nicholas Macan Senior Manager, Supply Chain Operaons, Kinross Gold Assessing organizaonal needs: - Idenfying core requirements - Centralized or distributed purchasing: Which is best for you? - Assessing the business, market and economic outlook - Using in-house resources or outsourcing Developing vendor criteria - Using local suppliers or sourcing internaonally? What are the risks? - Sourcing from small and medium enterprises; What are their special needs? How to communicate and bring them into the process? Idenfying and creang the bid list - Prequalifying suppliers; What criteria do you use? - Incorporang transparency and fairness Benets of automang the source list When should you refresh the bid list? How are supplier relaonships changing? Understand how trade agreements may aect your source list 2. WRITING THE RFP 11:00 Practical Procurement: Moving Beyond the Basics Richard Venerus Principal, RV & Associates (RVA) Challenging situaons that arise during the RFP process - RFP situaonal awareness - Predicng what might go awry Ounce of prevenon - Managing risk through draing - Creang a reliable Smart RFP document Pound of Cure - Defending your document when prevenon fails - Best pracces that get you into the clear This session will include an interacve acvity to provide parcipants the opportunity to prepare and execute a request for proposal document. Register at or #RFPs

4 12:00 Networking Luncheon for Delegates and Speakers 3. RFP LEGAL FUNDAMENTALS 1:15 A. Exploring the Legal Essentials Surrounding the RFP Process: What You Need to Know to Ensure Your RFP Document is Sound Maureen Sullivan President, NECI Marianne Smith Partner, Blake, Cassels & Graydon LLP Judy Wilson Partner, Blake, Cassels & Graydon LLP RFPs, RFQs and Invitaons to Tender; - What are the dierences? - What are the essenal elements of each? Non-legally binding RFP s: - When should you use these? - What are the risks? How do you keep an RFP and Tender disnct? How can a tender be indirectly created? Understand the importance of party intenons What are the latest rulings and legal developments? - Crical review of awards and selements Explore recent domesc and internaonal changes to procurement law; How will these impact private industry? Ensuring your documentaon reects changes in law 1:55 B. The Most Common Serious Mistakes in RFPs and Procurement and How To Easily Avoid Them Jason Roth Partner, Benne Jones LLP Duncan Card Senior Partner and Naonal Co-Chair Procurement & Sourcing Pracce, Benne Jones LLP Understand the most frequent and serious RFP mistakes Where, when and how are those mistakes most likely to occur? Understanding legal, commercial and procurement process mistake dierences Tips and techniques to easily avoid or migate those costly mistakes Examine the most successful to do s for RFP and contracng success Expeding RFPs and contracng by geng it RIGHT from the outset 4. MANAGING YOUR RFP 2:35 Techniques for Minimizing Disputes and Controlling Risk to Stay on Track During the RFP Lifecycle Hugh Lawson Director, Business Development, Staples Promoonal Producers Understand the importance of conducng due diligence on potenal suppliers beforehand Idenfying risks prior to the RFP: - Bonding and insurance - Logiscal challenges; Risks with internaonal suppliers - Matching the right RFP model to the procurement process and supplier base Designing the RFP to minimize disputes proacvely: - Transparent instrucons - Exclusion of bidders - Draing ps - Dispute selement mechanisms Key personnel for managing the RFP; What requisite skills should they possess? Ensuring vendors have established reasonable melines How to eecvely communicate noncompliance issues Ensuring transparency throughout the process Examining leading cases and examples 3:15 Networking Coffee Break 5. EVALUATING AND AWARDING THE RFP 3:25 Evaluating Your Bids: A Guide to Analyzing and Selecting the Best Supplier for Your Organization s Needs Alissa Hudy Manager, SCO Enablement, Enbridge Inc. Understand the owner s legal obligaons to bidders in the RFP and Tender processes Evaluaon of vendors and contractors - Criteria categories; developing the matrix - Comparing proposals; using a points system to evaluate Going beyond the boilerplate response; Examine how responders can dierenate themselves Developing the bid criteria; Do they match your organizaonal needs? Methods for selecng the winning bidders Finalist interviews: When are they needed? Examples and case studies The session will include both a seminar and an interacve acvity to give parcipants the skills and tools necessary to allow them to apply knowledge and insights gained back in their work environment. 3:25 Getting the Best Result from your RFP Process: Guiding Suppliers and Internal Stakeholders to the Right Outcome David Sinclair Director, Consulng and Deals, PwC Best pracces for evaluang vendors and contractors Examine how suppliers can dierenate themselves to make their bid stand out Understanding what your vendors need to know for making a quality response Methods for selecng the winning bidders to get the right outcome How to improve your internal processes to improve your bid response Examples and case studies of winning RFP outcomes The session will include both a seminar and an interacve acvity to give parcipants the skills and tools necessary to allow them to apply knowledge and insights gained back in their work environment. Register at or Supply Management Network

5 4:40 Scanning the Horizon: Examining New Trends, Developments and Alternative Models in the Bid Selection Process Future Outlook Robert Lepine, B. Comm., MBA, CMA President, Supply Management Group Inc. Ken Rawson, BA, MBA, SCMP Manager SCM, Market Intelligence & Supply Planning Suncor Energy Dražen F. Bulat Partner, Miller Thomson Pina Trentadue Supervisor, Contracts and Supply Chain Management Bombardier Examine the future direcon of the tradional RFP model - Is this the right model as procurement increases in complexity? Explore more open, exible, negoated type models Is the Request for Soluons a beer approach? - When is this model appropriate? Idenfy other collaborave approaches being used by industry? What role can technology play? 5:15 Chairs Closing Remarks and Conference Concludes Workshops : MARCH 17, 2014 : MARCH 19, 2014 A 9:00 a.m. 12:00 p.m. (Registraon Opens at 8:30 a.m.) An A to Z Guide for Writing Effective Request for Proposals, Including How to Seamlessly Customize Your Template B 1:00 p.m. 4:00 p.m. (Registraon Opens at 12:30 p.m.) Strategies and Tools for Managing and Communicating with Your Supply Chain Throughout the RFP Lifespan to Drive Your Contract Process Forward Workshop Leader: Chris Petrucci Associate, Blake, Cassels & Graydon LLP Dražen F. Bulat Partner, Miller Thomson Making the right purchasing decisions is crical for ensuring your business needs are met. A well wrien RFP communicates to the market your organizaon s needs, helps build stronger relaonships with vendors and suppliers and increases compeve responses to further your boom line. This workshop will examine strategies and techniques for creang an eecve RFP to enable your organizaon to maximize the use of crical company me and resources and ensure you achieve a favourable outcome with suppliers. Goals of the RFP Wring for your audience - Ensuring an adequate supplier response Introductory remarks - Background informaon; Contract objecves; RFP scope Vendor instrucons - Schedule; Submission informaon; Condenality statement - Format Supplier request and quesonnaire - Company informaon - Summary and details of supplier soluon - Length of Contract; Terms and condions - Payments, penales and performance bonuses Developing award criteria - Outcome and performance standards Points of contact Customizing the template - Language consistency - What to include; what to eliminate Workshop Leader: Leopold Ko, B.A., B.Ed., CPSM, CPM, CSCMP Professor, Supply Chain & Operaons/Purchasing Mgmt School of Business & Hospitality, Conestoga College ITAL Managing relaonships with suppliers and contractors to stay on track and maintain a producve relaonship is crical during the RFP process. Advance your communicaon and supplier management skills with this hands-on workshop, which will provide strategies and ps for ensuring your sourcing relaonships are fair, transparent and add value to your organizaon. Adapng to new and changing situaons as they arise during the contract lifespan Forging strategic relaonships with key vendors and suppliers Enforcing compliance during the RFP lifecycle while allowing needed exibility Proacvely avoiding disputes and disagreements Maintaining transparent communicaons and striving for process fairness - Communicang your expectaons with suppliers - Monitoring and communicang milestones to ensure bidders remain on track Keeping abreast of changes in law to ensure company compliance Protecng the corporate reputaon and respecng condenality EARN CPD HOURS This program can be applied towards 5.5 of the 12 hours of annual Continuing Professional Development (CPD) required by the Law Society of Upper Canada. Please note that these CPD hours are not accredited for the New Member Requirement. This program has been approved by the Law Society of Saskatchewan for 5.5 CPD hours for the conference. Members will also receive 3 additional CPD credit hours for the attendance at the workshop. The same number of hours may be applied toward your continuing legal education requirements in British Columbia. The Barreau du Quebec automatically recognizes the same number of hours for this training activity, the latter having been accredited by another Law Society subject to MCLE. Attendance at this program by members of the Law Society of Alberta may be submitted to the Law Society for Continuing Professional Development credits. The Canadian Institute, 2013 Register at or #RFPs

6 March 18, 2014 Marriott Downtown CI Energy Group s To expedite your registration, please mention your Priority Service Code REGISTRATION FORM ATTENTION MAILROOM: If undeliverable to addressee, please forward to: Contract Manager, Supply Chain, Procurement, Legal I cannot attend but would like information on purchasing a copy of the Program Proceedings 2 *ELITEPASS is recommended for maximum learning and networking value. CONTACT DETAILS NAME POSITION ORGANIZATION ADDRESS CITY PROVINCE POSTAL CODE TELEPHONE FAX TYPE OF BUSINESS NO. OF EMPLOYEES APPROVING MANAGER POSITION 3 PAYMENT PLEASE ADD 5% GST OR 13% HST TO ALL ORDERS Wire Transfer ($CAD) Please charge my VISA MasterCard AMEX DISCOVER CARD NUMBER EXP. DATE CARDHOLDER I have enclosed my cheque for $ including applicable taxes made payable to The Canadian Institute (GST No RT0001 ) March 20, 2014 Marriott Bloor Yorkville Mastering RFPs for a Winning Supply Chain Advance your RFP strategies and skills to ensure you secure the best vendors and contractors to sasfy your business needs 218CX02 Members of APICS SAVE up to $200*! Be sure to mention this discount* and your priority service code 218CX02 when you register. *See chart for details. Discount applies to regular conference fee at the time of registration and is not valid in combination with any other offer. 1YES! Register the following delegate for Mastering RFPs for a Winning Supply Chain Fee Per Delegate Register & Pay by February 18, 2014 Register & Pay after February 18, 2014 (Program Code: 218W14-CAL) Please add 5% GST to all orders Program (on site) $1295 $1095 $1495 $1295 Program + Workshop A or B $1890 $1690 $2090 $1890 ELITEPASS*: Program + Both Workshops $2385 $2185 $2585 $2385 (Program Code: 219W14-TOR) Please add 13% HST to all orders Program (on site) $1295 $1095 $1495 $1295 Program + Workshop A or B $1890 $1690 $2090 $1890 ELITEPASS*: Program + Both Workshops $2385 $2185 $2585 $2385 Live Webcast ( Program Only) $995 All program participants will receive an online link to access the program materials as part of their registration fee Please add a copy of the *Program Proceedings BINDER or CD-ROM to my order for $295 + $22.95 (S+H) + applicable taxes *Program Proceedings are published and shipped 4 weeks from the program Please quote the name of the attendee(s) and the program code 218W14 or 219W14 as a reference. Beneficiary: The Canadian Institute Bank Name: HSBC / Account #: Address: 150 Bloor St, Suite M100,, ON Swift Code: HKBCCATT / Transit #: / Bank #: 016 Top Reasons to Attend Learn advanced wring techniques to perfect your RFP draing skills Gain valuable ps for choosing the right vendor or supplier for your organizaon s needs Explore need-to-know legal essenals crical to your RFP documentaon Network with peers and fellow delegates to share strategies and exchange ideas Discover the most common mistakes during the RFP process and how to avoid them 5 EASY WAYS TO REGISTER Phone: or Fax: ADMINISTRATIVE DETAILS VENUE: Marriott Downtown VENUE: Marriott Bloor Yorkville ADDRESS: 110 9th Avenue SE,, AB TEL.: ; or [email protected] Mail: The Canadian Institute 1329 Bay Street, Ontario M5R 2C4 Online: CanadianInstitute.com/RFP CanadianInstitute.com/RFP PROGRAM CODE: 218W14-CAL OR 219W14-TOR ADDRESS: 90 Bloor Street East,, ON TEL.: ; Hotel Reservations : A limited number of rooms have been set aside for conference registrants at the Marriott Downtown. The guest room block will be available until Thursday, February 13th OR until the room block is full, whichever comes first, so please make reservations as soon as possible. Rates start at $ for a single/double occupancy. For reservations, please visit: For additional assistance, please call and reference the Supply Chain conference when speaking to reservations. : For information on hotel room availability and reservations, please contact the Marriott Bloor Yorkville at (416) and request the Canadian Institute s Preferred Corporate Rate. To book online, please go to the Marriott Bloor Yorkville website and click on the Special Rates & Awards drop down menu and use Corporate/Promotional Code KN8. Registration Fee The fee includes the program, all program materials, coffee breaks and lunches. Payment Policy Payment must be received in full by the program date to ensure admittance. All discounts will be applied to the Program Only fee (excluding add-ons), cannot be combined with any other offer, and must be paid in full at time of order. Group discounts available to 4 or more individuals employed by the same organization, who register at the same time. For more information on group rates, please call Cancellation and Refund Policy You must notify us by at least 48 hrs in advance if you wish to send a substitute participant. Delegates may not share a pass between multiple attendees without prior authorization. If you are unable to find a substitute, please notify The Canadian Institute in writing no later than 10 days prior to the program date and a credit voucher will be issued to you for the full amount paid. Credit Vouchers are valid for 1 year and are redeemable against any other program by The Canadian Institute. If you prefer, you may request a refund of fees paid less a 25% service charge. No credits or refunds will be given for cancellations received after 10 days prior to the program date. The Canadian Institute reserves the right to cancel any program it deems necessary and will, in such event, make a full refund of any registration fee, but will not be responsible for airfare, hotel or other costs incurred by registrants. No liability is assumed by The Canadian Institute for changes in program date, content, speakers or venue. CALL FOR GROUP OR SPECIAL INDUSTRY PRICING OPTIONS