A unique strategic level Conference aimed at leveraging ...€¦ · TCQ TRIANGLE • P. O. Box...

November 24 - 27, 2013, Dusit Thani Hotel, Dubai, UAE

World Class Speakers • Post Conference Master Classes • Interact ive Panel Discussions

TCQ TRIANGLE • P. O. Box 54620 • Dubai • UAE

+971 4 214 9560 I +971 4 214 9501 [email protected] www.procurementconference.com

Disclaimer: This brochure is a promotional material and shall not be considered contractually binding. The specifications of the event including dates, venue, agenda or speakers are subject to change without notice.

Who Should Attend?

A unique strategic level Conference aimed at leveraging the cost reduction initiatives of today's Organizations and delivering sustainable value for customers

to excel in a post-crisis world.

Featured Speakers

C-Level Executives(CEO, CFO, CIO) • General Managers and Managing Directors • E-Procurement Service Providers • Outsourcing Service Providers • VPs, Directors, Managers and Heads of • Procurement • Purchasing • Contracts • Logistics • Supply Chain Management • Materials Management • E-Procurement Enablers • Finance • Operations • Vendor Relations • Legal Services • Business Process Management • Corporate Planning • Support Services • Strategy • Quality and Performance Management • Corporate Affairs • Corporate Governance • Stores and Inventory Control

CONFERENCE MENA 2013

4th Annual

Strategic Supplier Relationship and Risk Management in Procurement and Contracting

Dr. Cyril Jankoff CEOThe Risk DoctorMelbourne AreaAustralia

Jonathan HughesPartnerVantage PartnersUSA

Mark TrowbridgePrincipalStrategic ProcurementSolutions LLCUSA

• Recognition of Role of Strategic Procurement in an Organization

• Procurement’s Organizational Relationships

• Developing Procurement Strategy to Deliver Vision and Objectives

• eSourcing Technology provides Procurement Optimisation

• Outsourcing Strategic Procurement

• Corporate Social Responsibility and Socially Responsible Procurement

• Strategic Contracts Management

• Procurement Negotiations

• Procurement Risk Management

• Supplier Partnership Development

Topics Covered

Speakers

Master Classes

Supplier Relationship Management1

Strategic Contract Risk Management2

Expert Strategic Sourcing3

Eng. Atif Omar SindiVice President & Head of Procurement DivisionBank Al Jazira,Saudi Arabia

Federico MariscottiDirectorA.T. KearneyUAE

Gary GribbenIndependent ConsultantBahrain

Hariharan LaxminarayanHead BuyerEmalUAE

Jason BrownHead of Procurement & Commercial ManagementNational Bank of Abu DhabiUAE

Juwad Al OmariRegional Procurement Manager - MEAGE Energy, UAE

Steven SpeterManaging Director36 Strategies General Trading LLCUAE

Susheem GroverManager - Business Continuity & Outsource GovernanceEmitates Integrated Telecommunications Company, UAE

Brijesh AnsariGroup Procurement Manager - PropertyM. H Alshaya Co.UAE

Bhanu Pratap SinghDirector of ProcurementAtlantis Palm JumeirahUAE

Wael SafwatFCIPSDirector of Procurement, MENAMajid Al Futtaim Properties (MAFP) UAE

Waleed ElhenawyMEA External Manufacturing Strategic Sourcing ManagerMondelezUAE

Organized By



Conference 4th Annual Strategic Procurement & Contracting Conference MENA 2013

Day One - 24th November 2013 Day Two - 25th November 2013

08:00 AM – 08:30 AM : Registration 08:30 AM – 08:40 AM : Chairman’s Opening Remarks


08:40 AM – 09:10 AM : Maximizing your organizational Contract Management Capabilities

Dr. Cyril JankoffCEOThe Risk DoctorMelbourne Area, Australia

09:10 AM – 09:40 AM : Harvesting Supply Management TalentMark TrowbridgePrincipalStrategic Procurement Solutions LLCUSA

09:40 AM – 10:10 AM : Coffee Break

10:10 AM – 10:40 AM : PANEL DISCUSSION

Procurement Transformation 10:40 AM – 11:10 AM : Developing Strategies for Sustainable Value Creation


11:10 AM – 11:40 AM : Strategic SourcingWaleed Elhenawy MEA External Manufacturing Strategic Sourcing ManagerMondelezUAE

11:40 AM – 12:10 PM : Outsourcing – a balanced approach to getting it right

Jason BrownHead of Procurement & Commercial ManagementNational Bank of Abu DhabiUAE

12:10 PM – 01:30 PM : Lunch Break01:30 PM – 02:00 PM : Bargaining power of Buyers through strategic Partnerships which resulting in tremendous cost saving with better quality of services

Eng. Atif Omar SindiVice President & Head of Procurement DivisionBank Al JaziraSaudi Arabia

02:00 PM – 02:30 PM : Contract life cycle management as enabler of localization and capabilities development


02:30 PM – 03:00 PM : Supply Chain Strategy Empowerment

Juwad Al OmariRegional Procurement Manager - MEAGE EnergyUAE

03:00 PM – 03:10 PM : Chairman’s Closing Remarks03:10 PM : End of Day One

08:30 AM – 08:40 AM : Chairman’s Opening RemarksDr. Cyril JankoffCEOThe Risk DoctorMelbourne Area, Australia

08:40 AM – 09:10 AM : World Class Supplier Relationship Management


09:10 AM – 09:40 AM : Risks in Procurement Wael Safwat, FCIPSDirector of Procurement, MENAMajid Al Futtaim PropertiesUAE

09:40 AM – 10:10 AM : Coffee Break

10:10 AM – 10:40 AM : Strategically positioning a Start up Procurement – Enabling Procurement Models


10:40 AM – 11:10 AM : Procurement Presentation


11:10 AM – 11:40 AM : Risk Governance of Outsourcing Engagements

Susheem GroverManager - Business Continuity & Outsource GovernanceEmitates Integrated Telecommunications CompanyUAE

11:40 AM – 12:10 PM : Application of IT and mobile technology in procurement


12:10 PM – 12:40 PM : Procurement Presentation

Brijesh AnsariGroup Procurement Manager - PropertyM. H Alshaya Co.,UAE

12:40 PM – 02:00 PM : Lunch and Prayer Break

02:00 PM – 03:00 PM : Group Discussion

03:00 PM – 03:10 PM : Chairman’s Closing Remarks

03:10 PM : End of Conference

Agenda in the next page

Master Classes4th Annual Strategic Procurement & Contracting Conference MENA 2013



Post-Conference Master Class 1 - November 26-27, 2013

The 2 days will be divided into a combination of:

IntroductionLeading organizations, across industries and regions, are increasingly adopting supplier relationship management (SRM) as an essential discipline. Success in a dynamic, competitive, and uncertain global economy requires moving beyond a transactional approach to dealing with suppliers, and instead systematically building and sustaining collaborative relationships with key suppliers across the entire lifecycle of interactions.

Despite the benefits delivered by strategic sourcing, research shows that anywhere from 25-50% of the value in supplier contracts is typically lost during implementation, and additional opportunities to capture additional value are often missed. Procurement's traditional focus on supplier selection and contract negotiation needs to be supplemented with greater attention to how interactions with suppliers are managed after contracts are signed. Moreover, while competitive bidding and reverse auctions will remain useful tools for sourcing and procurement groups, the ability to create strategic partnerships with key suppliers, and to leverage the power of collaboration, are becoming ever more important.

Why this Master Class?This event will explore all aspects of supplier relationship management: from foundational principles, to supplier segmentation, to governance, required business processes, software systems and other tools, as well as critical skills. This is a highly interactive Master Class that includes case studies, group discussions, exercises and simulations, and numerous examples to illustrate key points and highlight common challenges and key success factors. The focus throughout will be on presenting proven advice for how to design, implement, sustain, and enhance an effective SRM program, and how to enhance collaboration with key suppliers. Delegates will have the opportunity to gain hands-on experience applying practical frameworks and tools to develop an SRM plan of action for their organization, as well as address risks and opportunities with specific, strategic suppliers.

Key Learning OutcomesThe goal of the Master Class is to ensure the delegates take away a practical understanding of what supplier relationship management is, and how to enable their organizations to use the principles and tools of SRM to achieve breakthrough business results. The session will impart practical advice and tools that can readily be put into practice as soon as delegates return to work.

Benefits of AttendingThis Master Class will provide unique insight and best-practice from a diverse range of markets such as construction and engineering through to Telecoms and IT Services to Financial Services to Oil, Gas and Power. Leading-edge research combined with actual case studies from private sector companies as well as state-owned enterprises will equip delegates to transform key supplier relationships that they manage, and to lead transformational change efforts in their organizations.

Supplier Relationship Management (SRM) Instructor

Jonathan Hughes is a partner at Vantage Partners (a spin-off of the Harvard Negotiation Project), and head of the firm’s sourcing and supply chain management practice. He is an expert in strategic alliances, negotiation, supply chain management, and organizational transformation. Jonathan has worked with leading companies and state owned enterprises across a range of industries in North and South America, Europe, Asia Pacific, Australia, and Africa, with particular focus on developing and implementing new strategies that leverage enhanced collaboration – across internal organizational boundaries, and with external business partners.

Mr. Hughes is the lead author of the chapter on Negotiation Systems and Strategies published in the 2008 International Contracts Manual, as well as the chapter entitled “From Individual Competence to Organizational Capability: Leveraging Insights from Organizational Learning to Improve Negotiated Results” in The Psychology of Negotiations in the 21st Century Workplace: New Challenges and New Solutions. Jonathan has had multiple articles published in both the Harvard Business Review and in CPO Agenda, as well as articles in Supply Chain Management Review, Global Business and Organizational Excellence, Journal of Strategic Alliances, Supply Chain Asia Magazine, Inside Supply Management, CIO Magazine, The Journal of Trading Partner Practices, Supply Chain Strategy, and The Outsourcing Journal. He is also a frequent keynote speaker on strategic sourcing, supply chain management, strategic alliances, and negotiation. Mr. Hughes has been a guest lecturer at the Fuqua School of Business at Duke University, the Darden School of Business at the University of Virginia, the Wharton School of Business at the University of Pennsylvania, and the Advanced Program of Instruction for Lawyers at Harvard Law School. Jonathan Hughes is a graduate of Harvard University.

Jonathan HughesVantage Partners

USA • Interactive presentations on best practices, frameworks, and tools• Case study discussions• Simulations• Opportunities for delegates to apply new tools to their own situations, and receive expert and peer feedback• Networking opportunities for delegates

1

Agenda Day One

08:30 AM – 10:00 AM - Module 1

• Introduction

• What is SRM?

• Overview of the Business Case for SRM

• Benchmarking SRM maturity in your own organization (delegates have an opportunity to use scored self-assessment instrument)

10:00 AM - 10:30 AM - Coffee Break

10:30 AM - 12:00 Noon - Module 2

• Multi-round simulation (exploration of supplier relationship dynamics such as trust, risk, communication, and pros and cons of collaborative versus competitive strategies)

• Overview of supplier relationship lifecycle

• Why and how to segment suppliers

12:00 Noon - 12:30 PM - Prayer Break

12:30 PM - 02:30 PM - Module 3 & 4

• Understanding suppliers: The Supplier Profile Tool (delegates have an opportunity to practice using tool)

• How to maximize leverage and strategic influence with suppliers – even single and sole source suppliers

• Exploring opportunities and aligning strategies: The Joint Business Planning Tool (delegates have an opportunity to practice using tool)

02:30 PM - 03:30 PM - Lunch

3:30 PM - End of Day one

10:30 AM - 12:00 Noon - Workshop & Module 2

• Supplier Risk Management: Framework for risk identification and management

• Case study on supplier risk and relationship management (small group analysis and full group discussion)

• Why and how to segment suppliers

12:00 Noon - 12:30 PM - Prayer Break

12:30 PM - 02:30 PM - Module 3 & 4

• Why and how to strategically manage communications with suppliers

• Video exercise on perception and communication challenges

• Tools for effective communication

• Implementing a formal SRM programme: Organizational models and best practices

• Tools and techniques for leading change

• Time for delegates to develop personal Plan of Action (referring back to SRM maturity self-assessment form Day One)

02:30 PM - 03:30 PM - Lunch

03:30 PM - End of Master Class

1 (Instructor bio-data in the previous page)Supplier Relationship Management (SRM)

Day Two

08:30 AM – 10:00 AM - Module 1

• Introduction

• Measuring Supplier Performance and Value: Designing effective Two-Way Scorecards (delegates have an opportunity to use scorecard framework to develop a balanced set of key performance indicators – KPIs – for one or more important suppliers)

• Best practices for Managing Supplier Performance:Tools and best practices for root cause problem diagnosis, and reviewing and improving performance

10:00 AM - 10:30 AM - Coffee Break

Certificate

A Certificate of Attendance will be handed to all delegates successfully completing this Master Class.

Who should attend?

• Strategic Sourcing Executives & Managers • Procurement & Purchasing Management • Supplier/Vendor Managers • Supply Chain Personnels • Commercial & Contract managers • Programme & Project Managers • Project Engineers and Technical support • Planning and Operations Managers

This Master Class will be relevant to anyone with responsibility for managing suppliers, or whose success depends on leveraging the best performance from external suppliers. Those who should attend include:

Master ClassesPost-Conference Master Class 1 - November 26-27, 2013

4th Annual Strategic Procurement & Contracting Conference MENA 2013




IntroductionA major problem facing senior management with contracts is the very real possibility of an employee exposing the organisation to potentially catastrophic litigation through commercial contracts. This can easily occur if an employee does not exercise proper care in negotiating, agreeing to and documenting the contract’s terms and conditions. What further worries management is that commercial contracts are an everyday occurrence for most corporate managers, and that many contracts can involve very large sums of money, and thus contractual problems can have potentially devastating consequences. This master class seeks to identify, assess and mitigate such risks. It will cover the key risk issues relating to the procurement lifecycle, finance, negotiations and the law.

Benefits of AttendingAs a result of attending this Workshop, participants should be able to:

• Identify the most significant contract risks in their projects

• Develop and implement controls to monitor and manage risk

• Identify ways to negotiate as much risk out of a project before signature

Who Should Attend?The content of the course will suit general managers, heads of department, senior managers, managers and all other professionals who are involved with the negotiation, drafting, management and administration of contracts.

Key Learning OutcomesThe goal of the Master Class is to ensure the delegates take away a practical understanding of what supplier relationship management is, and how to enable their organizations to use the principles and tools of SRM to achieve breakthrough business results. The session will impart practical advice and tools that can readily be put into practice as soon as delegates return to work.

Strategic Contract Risk Management (SCRM) Instructor

Dr Cyril Jankoff is a consultant in Strategic Contract Risk Management and also works as a course facilitator. He is known as The Risk Doctor. He has a multi-perspective background: in his 30 + year professional career he practised as an accountant, solicitor and business consultant. He was also the Australia and Oceania manager for a division of a UK listed global publishing company. Included in the above he worked as a forensic litigation accountant where he saw many cases being litigated, including the financial and human consequences due to contracts being insufficiently thought out and managed. He has facilitated contract-type subjects since 1986. Cyril has qualifications in: Law, Accounting, Management, Contract Management and Continuing Professional Development. He is the Australian contact for, and is on the Australian Advisory Council of, the International Association for Contract and Commercial Management (IACCM), a US-based international contract management organisation. He is a sought after international trainer in contract management and managing commercial contract risks. His courses are insightful, practical as well as entertaining.

Dr. Cyril Jankoff The Risk Doctor

Australia

2

Master Classes4th Annual Strategic Procurement & Contracting Conference MENA 2013

Agenda Day One

Session OneThe Inherent Risks in Contract Management

• The need to consider risks in negotiating and drafting commercial contracts

• The rights and obligations of the parties involved, and how these create risks

• The major internal and external risks when managing contracts

• How staff can expose their organisations to potentially catastrophic commercial contract litigation

Session TwoKey Contract Risks I: The Pre-Signature Stage

• Non-alignment of strategy risks and ways to reduce this misalignment risk

• Optimal selection of SLAs and KPIs

• Business case preparation: Pricing / costing, investment payback

• Risk levels in different contractor selection alternatives

• Key drafting issues to consider when negotiating and drafting a contract

Certificate


All Master Classes are running parallel. So please select your preferred ONE while enrolling.




Session ThreeKey Contract Risks II: The Post Signature Stage (During and After the Delivery of the Contract) • High risk issues needing negotiation, such as deliverables,

transition and oversight planning

• How good drafting of service levels can set up a contract for success

• The content of a close-out report, including lessons learned

• The risks of not negotiating in advance terms that endure after delivery

• Key enduring terms, such as warranties, transition, insurance, confidentiality and intellectual property clauses, and how to negotiate them

Session FourSuccessful Contractual Outcome Negotiations

• Strategic negotiation planning

• Prioritising resources for use on key negotiations

• The different negotiation styles and phases

• Leveraging your bargaining power in a negotiation

• High level corporate governance and the negotiation process

Session FiveFinancial Risks

• The key financial issues at each of the lifecycle stages

• Ways to price / cost your product

• Ways to better draft financial clauses

• Determining whether the contract has been financially sound and successful

• Negotiating the financial issues in the contract

• Ways to financially investigate a supplier

Session SixLegal risks I: Creating and Enforcing Common Law-Type Contracts

• Realising how a contract can be made invalid and unenforceable

• The obligation of the courts in relation to contracts

• Key issues that relate to the operation of a contract, including terms, parties and breach

• Other laws that are of relevance to contracts, including tender, agency, insurance and intellectual property laws.

2 (Instructor bio-data in the previous page)Strategic Contract Risk Management (SCRM)


Master Classes

Day Two

Session OneLegal Risks II - Key Common Law-Type Contract Lifecycle Legal Issues

• The nine key parts of a contract

• Key problematic contract terms throughout the lifecycle

• Vital operational issues such as witnessing, exchange of contracts, marking up

• Practical ways to draft contracts to reduce risk exposure

• Common legal problems faced by non-lawyers

Session TwoDispute Resolution Strategies

• Sources of commercial contract disputes of significance

• Ways to resolve commercial contract disputes

• Why making admissions is an insurance risk

• The need to consider taxes when settling disputes

• Cross-border dispute resolution

Session ThreeCommercial Contract Risk Management

• The role of ISO 31000 and Black Swan Events

• Key issues in relationship management

• Vital contract management policies and procedures

• Process risks during tendering stages

• Practical ways to reduce contract management risks

• The contracting risks that you smaller suppliers are likely to exhibit

Session FourMaximising Your Organisational Contract Management Capabilities

• The benefits of understanding your organisation’s contract management capabilities

• Ways to improve your organisation’s contract management capabilities

• The role of contract management software in the Maturity Model

• Practical applications of the Contract Management Maturity Model

• The organisation’s position relative to its competitors using the Maturity Model

Session FiveAction Planning Workshop

• Identifying key risks in your contract risk management systems

• Effective risk-countering strategies

• Ways to prioritise improvement within your organisation for better contract risk management.




Continued on the next page

IntroductionThis challenging program gives the key to participants so they can efficiently administer all the phases of the Strategic Sourcing Process. Program participants learn about various “Best Practice” techniques and tools employed by leading global supply management organizations, and apply them to their own environment. Upon completion of the program, participants are equipped with knowledge, strategic insight, tools and techniques to cost-effectively source all direct and indirect products/services. Participants receive a 300+ page training manual.

Master Class OutlineProgram Introduction

• Defining Procurement Excellence

• The Multi-Step Strategic Sourcing Process

Preparing for Strategic Sourcing

• Do We Have A Sourcing Project?

• Selling Early Procurement Involvement

• Internal Customer Needs - A Comparison Of Needs

• Internal Customer Relationship Management

• Common Procurement Myths

• Developing a Marketing Plan

• Internal Customer Marketing Support Tools

• Establish Steering Committee & Sponsor Team

• Establish Cross-Functional Team

• Project Plan Preparation

Profiling the Category

• Getting Started With The Strategic Sourcing Process

• Defining The Sourcing Category

• Identify Basic Category Characteristics

• Collect And Analyze Basic Information

• Expenditure Analysis

• Request For Information (RFI)

• Stakeholder Interviews

• Process Review and Mapping

• Total Cost Of Ownership Identification

• Cost Reduction Opportunity Development

• Market Analysis

• Market Segmentation Identification

• Defining Balance of Power in the Supply Market

• Sourcing Category Evolution

Expert Strategic Sourcing (ESS) Instructor

Mark has 28 years experience in procurement included supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company where he achieved $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions. For the last 13 years, Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Oil/Gas, Mining, Tele communications, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During well more than a decade of consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions. Mr. Trowbridge holds a Bachelor's Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations.

Certificate


3

Master ClassesPost-Conference Master Class 3 - November 26-27, 2013


Mark TrowbridgeCPSM, C.P.M., MCIPS

Principal

Strategic Procurement Solutions LLC

USA

Heather DrewerySupply Synergies, UAE

TCQ procurement conference is been an excellent event to learn about Strategic Sourcing and also to network with other fellow individuals who are experts in their field as well. The learning opportunities have been fantastic and have the network opportunities.





Developing Category Sourcing Strategy • Definition of Sourcing Strategy

• Category Positioning Matrix

• Determination of Buyer Power and Category Criticality

• Opportunities for Creating Value

• Strategic Sourcing Approach

• Positioning the Sourcing Category

Generating Supplier Portfolio

• Supplier Portfolio Generation

• Developing the Candidate Supplier List

• Supplier Types

• Supplier Capabilities

• Source Location

• Supplier Profile

• Identification of Potential Suppliers

• Developing the Short List of Pre-qualified Suppliers

• Evaluation Criteria and Methods

• Data Collection

• Request for Information

• Supplier Evaluation Summary

• Stakeholder “Buy-In”

Competitive Selection or Supplier Development

• Selection of Implementation Path

• Identification of Preferred Supplier(s)

• Supplier Development & the Sourcing Process

• Supplier Development Constraints

• Strategy Selection – Competitive vs. Collaborative

Selecting Competitive Supplier(s) and Preparation for Negotiation

• Preliminary Strategy Formulation

• Proposal Generation

• Developing the Request-For-Proposal (RFP)

• Proposal Solicitation and Evaluation

• Potential Post-Bid Problems

• Post-Bid Strategies

• Negotiations Overview

• Negotiation Goals

• Negotiation Strategies and Methods

• Preparing for Negotiations

• Negotiation Tools

• Negotiation Process

Azeezat SunmonuHoneywell Process SolutionsU A E

It was actually quite very interesting session with a number of amazing guest speakers and it was really a wide and varied indiscreet set of people. A very good value for money.

Implementation

• Key Implementation Activities & Factors

• Cross Functional Team Roles and Responsibilities

• Communication Needs & Methods

• Cost Savings Calculation & Tracking Methods

• Utilizing the Market Basket Approach

Continuous Improvement

• Continuous Improvement Activities

• Key Contract Administration Players

• Monitor Performance – Benchmarks

• Progression in Supplier Relationships

• Supplier Performance Rating System

• Supplier Performance Criteria

• Supplier Performance Reporting

3 Expert Strategic Sourcing (ESS) (Instructor bio-data in the previous page)

All Master Classes are running parallel.

So please select your preferred

ONE while enrolling.



Master Classes

Dubai. Reputed spend management consultant for diverse industries. Speaker and chair-person at international forums and seminars.

Dr Cyril Jankoff is a consultant in Strategic Contract Risk Management and also works as a course facilitator. He is known as The Risk Doctor. He has a multi-perspective background: in his 30 + year professional career he practised as an accountant, solicitor and business consultant. He was also the Australia and Oceania manager for a division of a UK listed global publishing company. Included in the above he worked as a forensic litigation accountant where he saw many cases being litigated, including the financial and human consequences due to contracts being insufficiently thought out and managed. He has facilitated contract-type subjects since 1986. Cyril has qualifications in: Law, Accounting, Management, Contract Management and Continuing Professional Development. He is the Australian contact for, and is on the Australian Advisory Council of, the International Association for Contract and Commercial Management (IACCM), a US-based international contract management organisation. He is a sought after international trainer in contract management and managing commercial contract risks. His courses are insightful, practical as well as entertaining.

Federico Mariscotti leads the Supply Management practice of A.T. Kearney in the Middle East from the Dubai office. He has led projects throughout the Gulf, in Europe, the Far East, North and South America for clients in Government, Process, Telecoms, Financial Institutions & service industries, with a particular focus on B2B. Federico started his career in the EPC industry, where he held positions in all three key areas of Engineering, Procurement & Construction in multinational projects. Federico will bring his experience in addressing the key success factor of successful contract management, with a focus on topics of strategic relevance for the GCC: Identifying & structuring relevant contracting objectives, contractors capability development, & localization of supply base.

Gary has over 30 years' experience in project development in International Banking, Manufacturing, Business Consultancy and Oil & Gas in both UK and Middle East and worked for two years as a University lecturer at Sheffield Hallam University, UK. He is Project Manager of the B9 Procurement project, leading a major PPI which

Speakers


Eng. Atif O. Sindi has more than thirteen years of experience in Banking business including Pharmaceutical industry. Currently he is the “Head of Procurement Division” at “Bank AlJazira” the leading Innovative Islamic Banking in Saudi Arabia. Converting the Internal function of Procurement to “Vendors Relations & Contracts Management Division” was real challenging task to be achieved in order to better service BAJ Group. Prior to that, he was the “Local Procurement & Administration Manager” at “Banaja Holdings” one of the leading Pharmaceutical companies in the region. Where the business model is extremely complex between the internal subsidiaries, the external 60+ principal companies (i.e. Roche, Pfizer, GlaxoSmithKline, Sanofi-Aventis etc…) and the regulators. At “The National Commercial Bank (NCB)” he was “AVP – Acting, Head of Business Support Department” at Auto Lease Division, the pioneer and leading auto leasing business in Saudi Arabia by the number of leased accounts and value. The insurance companies, the car dealers/sub-dealers and the regulators are key stakeholders and strategic partners in the success of the business. A brief about ERP II will be presented (Theory) where a distinction mark was obtained for the Dissertation titled “Enterprise Resource Planning II (ERP II): Study of the Expected Financial and Quality of Services Benefits for the Information Technology Division in the National Commercial Bank” at the University of Sheffield – The UK.

Bhanu joined The Atlantis The Palm in year 2008 as an Associates Director, Procurement and actively contributed towards successful opening of the Resorts. Bhanu got promoted as "Director, Procurement" in 2009 and since then assisting the business from the forefront. Before joining The Atlantis, Bhanu used to work for Hyatt Hotels. Atlantis Management was quick enough to recognized the team efforts and Bhanu has been awarded "Director of the Quarter "as well as "Director of the Year" of year 2011" Recipient of prestigious "Middle East Hotelier Award - Procurement Person of Year 2012" Finalist in 2012 "CIPS Middle East Procurement & Supply Chain Management Professional of the Year"

15 years in Strategic Sourcing, Supply Chain Improvement, Spend Management and Re-engineering. At present leading procurement transformation throughout the Middle East and North Africa for a Kuwait based retailer. In past set up central procurement of excellence for the largest automotive dealer in the UAE. and also lead start up business in




Brijesh AnsariGroup Procurement Manager - PropertyM. H Alshaya Co.UAE

Eng. Atif Omar SindiVice President & Head of Procurement DivisionBank Al JaziraSaudi Arabia



Dr. Cyril Jankoff CEOThe Risk DoctorMelbourne Area, Australia

includes two Government agencies and nine of the largest companies in the Kingdom of Bahrain, to implement sustainable procurement solutions and support Bahrain Vision2030. This project won the Bahrain eGovernment Excellence Award for Economy in 2012. He is a regular speaker and workshop coordinator in UK, Europe and the Gulf on eProcurement, Project Management and Sustainability, is a PMP Professional (2003), Prince2 Practitioner and Trainer (2005) and was recently awarded an MSc Project Management with Distinction from Aberdeen University, UK, with a focus on Cultural Diversity.

Hariharan has over 20 Years (including last 10 years at management level) of hands on experience in the fields of Primary Metals, Energy & Infrastructure, Petroleum, Gas & Oilfield, EPC Projects, Plastics Manufacturing and Engineering Project Services. He is currently now leading a team of procurement and contracts activities and has been successful in initiating streamlining and establishing processes for Procurement & Contracts including SLA's and KPI’s and initiating need based concepts and strategies - bringing recognition and appreciations to the profession at all levels. Laxminarayan is active in bringing professionalism and passion to the procurement and SCM members enabling himself and his team to win several management awards. He holds MCIPS Certification from the Chartered Institute of Purchasing and Supply (CIPS), Graduate Diploma in Supply Chain from Indian Institute of Materials Management (IIMM), Certified Professional Procurement Manager (CPPM) from American Institute of Business Management (AIBM), Fellowship from Institute of Logistics and Management (ILM), Chartered Manager from Chartered Management Institute, UK and Program on Leading and Management from Indian Institute of Management (IIM), Kolkatta. He was instrumental to win the CIPS Middle East Award for “Best Contribution to the reputation of the Procurement Profession 2013” for his current organization M/s. Emirates Aluminium (EMAL). He is a frequent speaker in regional procurement conferences.

Jason has 20 years' experience in procurement his experience ranges from electronic components, Automotive, FMCG, Pharmaceuticals and now Finance. He has worked for Multinationals such as Dana Corporation, British American Tobacco, Novartis Pharmaceuticals and now the National Bank of Abu Dhabi. Jason has worked in the following geographical areas, Australia and New Zealand, Asia Pacific including Japan, Korea and China and now is in his 4th year in the Middle East. Jason's goal is to raise procurement professionalism within the Middle East and ensure that Procurement becomes a recognised function whose contributions are recognised at the highest level within any given company.

Jonathan Hughes is a partner at Vantage Partners (a spin-off of the Harvard Negotiation Project), and head of the firm’s sourcing and supply chain management practice. He is an expert in strategic alliances, negotiation, supply chain management, and organizational transformation. Jonathan has worked with leading companies and state owned enterprises across a range of industries in North and South America, Europe, Asia Pacific, Australia, and Africa, with particular focus on developing and implementing new strategies that leverage enhanced collaboration – across internal organizational boundaries, and with external business partners. Mr. Hughes is the lead author of the chapter on Negotiation Systems and Strategies published in the 2008 International Contracts Manual, as well as the chapter entitled “From Individual Competence to Organizational Capability: Leveraging Insights from Organizational Learning to Improve Negotiated Results” in The Psychology of Negotiations in the 21st Century Workplace: New Challenges and New Solutions. Jonathan has had multiple articles published in both the Harvard Business Review and in CPO Agenda, as well as articles in Supply Chain Management Review, Global Business and Organizational Excellence, Journal of Strategic Alliances, Supply Chain Asia Magazine, Inside Supply Management, CIO Magazine, The Journal of Trading Partner Practices, Supply Chain Strategy, and The Outsourcing Journal. He is also a frequent keynote speaker on strategic sourcing, supply chain management, strategic alliances, and negotiation. Mr. Hughes has been a guest lecturer at the Fuqua School of Business at Duke University, the Darden School of Business at the University of Virginia, the Wharton School of Business at the University of Pennsylvania, and the Advanced Program of Instruction for Lawyers at Harvard Law School. Jonathan Hughes is a graduate of Harvard University.

Juwad Al Omari is a results-oriented, strategic-directed & solution provider supply chain leader with exceptional abilities in building cross functional teams & driving value synergies. He has the track record of reducing costs, delivering value and developing and improving sourcing programs to meet corporate objectives with high capability in building effective, efficient & centralized procurement & supply chain systems. Prior to the current position of Regional Sourcing Leader in GE for Middle East & Africa, he was the Regional Procurement Manager for MENA in Nalco, supporting oil & gas industry; Engineering Procurement Manager at Royal Jordanian Airlines; & many others, having outstanding records in developing procurement function and policies, leveraging market intelligence, driving cost reduction synergies, partnering with internal stakeholders, generating solutions & alternatives, managing engineering projects and more Juwad has a Master's Degree in Engineering& is an outstanding contributor to SC community.

Jason BrownHead of Procurement & Commercial ManagementNational Bank of Abu Dhabi, UAE



Speakers4th Annual Strategic Procurement & Contracting Conference MENA 2013



Juwad Al OmariRegional Procurement Manager - MEAGE EnergyUAE

Mark has 28 years experience in procurement included supply management leadership positions in the Services, Financial, & Manufacturing sectors, eventually as Director of Strategic Sourcing & Contracting Management for Bank of America, a global financial services company…where he achieved $250 Million in savings through sourcing and key negotiations of traditional and non-traditional acquisitions. For the last 13 years, Mark has also experienced great success in procurement consulting, exceeding targeted savings objectives on large sourcing projects in the Telecommunications, Oil/Gas, Mining, Governmental, Technology, Health Care, Banking, Manufacturing & Insurance sectors. During well more than a decade of consulting tenure, Mr. Trowbridge has assisted clients in capturing hundreds of millions in cost reductions. Mr. Trowbridge holds a Bachelor's Degree in Business Administration from Pepperdine University. He earned his Certified Purchasing Manager (C.P.M.) designation from the Institute for Supply Management (I.S.M.) in 1993, and Lifetime Certification in 2003. He also is a Certified Professional in Supply Management (CPSM). His MCIPS certification was granted by CIPS in 2011. Mark is currently an active member of the I.S.M., CIPS, and the National Contract Management Association. He is an invited guest speaker for supply management groups, including numerous seminars for global clients and professional associations.

Steve is the Founder and Managing Director of 36 Strategies, a provider of smart and efficient P2P (Procure-to-pay) solutions to leading corporations. He developed an online procurement platform which is at the core of the company’s solutions, dramatically improving efficiency in procurement processes of clients.

His previous roles include Head of Logistics for WHO Europe Regional Office and Global Head of SCM for Damco, where he has designed and delivered supply chain and procurement solutions for Global Fortune 500 organizations and corporations in Retail, Chemicals, Electronics, FMCG, Military & Defense, Facilities Management, and Construction.

Susheem Grover is a management professional who has been innovating application of risk management practices in supply chain domain. Susheem brings a decade of rich and diverse experience of

working with Technology Consulting, Indian Banks and Telecommunications and US Banking organizations in cost and risk management roles. He started as a cost management consultant helping organizations achieve better bottom line through implementation of strategic sourcing, spend analytics, Total Cost of Ownership, outsourcing services and procurement functional transformation programs. He then moved to risk management practice and managed business continuity, operations risk and compliance engagements. His latest areas of practice include Value and Risk Management in outsource and offshore operations.

Wael Safwat has more than 18 years of international experience in Europe & Middle East related to procurement, contracts and supply chain, mainly in the oil & gas Industry. He worked for Global 500 Companies namely Shell and ENI internationally and regionally in the Middle East for both ADNOC Group of Companies in Abu Dhabi and ENOC Group of Companies in Dubai holding various senior positions in procurement, strategic sourcing and currently as a Director of Procurement, MENA at Majid Al Futtaim Properties (MAFP). Wael is a fellow of various organizations in the UK (CIPS, CMI, ILM), USA and Canada. Wael has been recognized and acknowledged for his global contribution to the procurement and supply chain profession. Wael has been the vice-chairman of CIPS UAE Branch Committee since 2009. He is a part-time senior lecturer in the field of procurement & supply chain management and is as also a frequent keynote speaker on various conferences while being a judge for assessing the organizations' procurement & supply chains for awards.

Procurement / Supply Chain expert who leverages a total experience which exceeds 14 years with the blue-chip multinationals, 11 years of them with the FMCG market Leader Company and currently with the Snacks market Leader Company. Started in P&G Egypt in supply chain, doing different assignments in the supply chain on the local & regional level to end up as MEA (Middle East & Africa) MSM (Material Supply Management) Leader, then relocated to Dubai with P&G to handle MEA Chemicals Purchasing then MEA + Turkey MRO Purchasing, then EMEA (Europe Middle East & Africa) Benefits Sourcing Leader, after that moved to Friesland Campina as Middle East Procurement Head and the Global Sourcing Manager for Liq-Pack (Liquid Packaging), currently, MEA External Manufacturing Strategic Sourcing Manager in Mondelez (Kraft Foods).

Wael Safwat, FCIPSDirector of Procurement, MENAMajid Al Futtaim Properties (MAFP)UAE

Mark TrowbridgePrincipalStrategic Procurement Solutions LLCUSA



Speakers4th Annual Strategic Procurement & Contracting Conference MENA 2013

Waleed ElhenawyMEA External Manufacturing Strategic Sourcing ManagerMondelez, UAE


Susheem GroverManager-Business Continuity & Outsource GovernanceEmirates Integrated Telecommunications CompanyUAE

Attendees Details

24 - 27 November, 2013, Dusit Thani Hotel, Dubai, UAE

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CONFERENCE MENA 2013

4th Annual

November 24 - 25, 2013 Two-Day Conference

Post-Conference Master Class November 26 - 27, 2013 (Please choose only one.)

Expert Strategic SourcingSupplier Relationship Management Strategic Contract Risk Management

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