New York: December 3, 2009

Frank Casale of The Outsourcing Institute and Vivian L. Hanson of Morrison & Foerster

John Willmott, Nelson-Hall

In a rapidly evolving outsourcing 2.0 world, it is no longer a luxury to be on top of the latest trends and best practices – its mandatory. Your success depends on it. This session will provide the latest research and intelligence with regard to who is outsourcing, where are they outsourcing to and why. Hear firsthand about both the opportunities as well as the risk and danger zones. Learn what is real, what is hype and what to anticipate in the months ahead

Frank Casale, The Outsourcing Institute

• Need to get an important issue resolved and are seeking answers now?
• Need to find a peer to compare and contrast challenges with?
• Need to find the right service provider
• Looking to acquire or be acquired?
• Looking for a Job?
• • Key elements and examples of a Sales Readiness Plan
  • The Five Most Important Measurements for Achieving Sales Success
  • Old Rules and New Tools: What still applies in the 2.0 world and how to make it work

Here is your opportunity!

This unique segment of the enhanced Roadshow program has received rave reviews from our attendees. It is where you truly get to maximize on the collective experience and rolodex of the attendees, speakers and sponsors. It is your opportunity to have the floor and let your fellow attendees know what you need. For every question there is an answer. If you have a real need and you are not the shy type here is your opportunity to make the connection you need and or get the answer you are looking for.

Watch the sparks fly and the moderators do their best to maintain control of this exchange as buyers and providers discuss and debate topics ranging from the concept of a partnership, better communication, fair pricing, innovation, governance, SLAs and more. This is edu-tainment at its best.

All of this learning and interaction does make one hungry. Be our guest at lunch and enjoy the opportunity to further network, share and build your Rolodex.

Track 1: Outsourcing Excellence

(12:45–1:30) Vendor Selection and the “new RFP”:

“Outsourcing 2.0" - A new approach to the RFP process”

Paul Pinto, Sylvan VI

Why are so many customers still ending up with what seems to be the wrong service provider? In an outsourcing 2.0 world, enlightened practitioners and advisors are leveraging lessons learned and new techniques to ensure that the selected vendor has not only the right pricing and domain expertise, but also the required traits and capabilities that will ensure a productive and long lasting relationship. Compare and contracts your current approach to selecting a vendor with the emerging 2.0 approach, and get ready for an outsourcing procurement upgrade.

(1:30–2:20) Getting to Value and Innovation in Outsourcing:

“Making the Most of End-of-Contract Opportunities”

Bob Mathers, Compass MC

The end of an outsourcing contract term is traditionally seen as an ideal time for client organizations to negotiate significant concessions from service providers. Conventional wisdom states that service providers are eager to retain customers and willing to offer discounts and service improvements to retain business. However, Compass has observed that businesses often fail to significantly benefit from end-of-contract negotiations. For one thing, service providers recognize that replacing an incumbent vendor is complicated, expensive, and risky.

As such, they're often willing to "call the bluff" of a client threatening to repatriate or go to RFP. Moreover, clients determined to play hardball often make arbitrary demands for across-the-board rate cuts without considering existing services or business requirements -- putting critical operations at risk.

This presentation will outline specific steps client organizations can take to optimize their end-of-contract negotiating position.  These include: assessing existing pricing and service levels to identify strengths and opportunities; defining specific goals, based on specific requirements, for the service provider to address; engaging the support of key stakeholders in the negotiation; and preparing and evaluating alternative courses of action to ensure an optimal outcome.

(2:20–3:10) Outsourcing Vendor Management Best Practices:

“Perfecting the Three Pillars of Vendor Management: Contract, Relationship, and Performance”

Joe Talik, Booz Allen Hamilton

Research and experience confirms that buyers have the ability to significantly increasing the value of their outsourcing initiatives by proactively managing their relationships with their selected providers. This session will look at what leading buyers are doing to manage the outsourcing agreement and on-going relationship with providers, along with the in-house capabilities that are required in order to attain success.

Track 2: Sales and Marketing Best Practices

(12:45–1:30) The Role of Social Media in Outsourcing

“How to Optimize the Use of Social Media in Outsourcing Marketing”

David Reingold, Integrated Alliances

Discuss the use of Social Media (e.g., LinkedIn, Twitter) as an advantage for buyers, sellers, and influencers. Explore how LinkedIn can be used by anyone to meet their research needs and realize their marketplace goals.

(1:30–2:20) Marketing Best Practices:

“Using an Integrated Approach to Reach Economic Buyers, Influencers, Recommenders & Deal Breakers”

Jeanne Achille, The DEVON Group

This presentation will share actionable tips and techniques for elevating brand recognition and creating demand. Tools such as events, public relations, social media, and analyst relations will be covered.

(2:40–3:30) Sales Best Practices:

Martyn Clarkson and Will Davis, The Delve Group

This presentation will highlight the challenges facing outsourcing sales organizations, include examples to help participants identify where these forces may be impacting their businesses and provide approaches to overcoming

"Is Outsourcing History Destined to Repeat Itself?"

Vivian L. Hanson and Julian S. Millstein, Morrison & Foerster

One tremendous advantage of Outsourcing 2.0 is that it operates as a positive feedback loop by exposing the issues and problems from earlier waves of outsourcing.  Clear lessons are there to be learned for those who choose to look.  In this session we will debate the question of whether outsourcing history is destined to repeat itself.  The themes we will address include: Are the current generation of multisourcing deals working as well as they could be?  Can multisourcing deals be future-proofed by learning lessons from the past?  Are procurement cycles as long - and costly - as they ever were?  Do customers get more choice in today's sourcing market?  Have we learnt lessons around quantifying risks and apportioning them?  Are we getting governance right?

The world’s first outsourcing reality series, “The Transaction”, showcases a real Fortune 500 company battling their way through a real BPO procurement process. In episode 3, attendees will be able to view and discuss this client’s experience in what, in essence, is vendor selection on steroids.

Sara Enlow, Vantage Partners; Donald Mones, McGraw Hill; Joe VanLoy, Equaterra

We all know the way outsourcing relationships are managed directly impacts the success of the deal. During this session, Sara Enlow will moderate a discussion about outsourcing relationship management with two of the 2009 RMMY award judges, Donald Mones and Joe VanLoy. You’ll hear about their experiences managing relationships and their thoughts on good governance practices, the skills and tools required to manage relationships effectively, best practices around assessing performance, as well as innovation and the increased pressure faced by both buyers and providers in the downturn. They’ll also discuss lessons from this year’s RMMY awards.

Join us in honoring the winners of the second annual RMMY Awards! Find out who they are, why they won, information about the RMMY Awards program, and how you can be involved and possibly named a winner in future awards!