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| 8:00am – 8:50am |
Registration and Continental Breakfast
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| 8:50am –9:00am |
Welcome & Opening Remarks
Frank J. Casale - Founder & CEO,
The Outsourcing Institute
Richard Raysman - Brown Raysman, Millstein Felder & Steiner
LLP
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| 9:00am – 9:40am |
Pay As You Go” IT Services:
The Next Big Thing?
William S. McNee, President, Saugatuck Technology
The evolution of services-oriented architectures now makes it feasible to selectively
outsource non-mission-critical business systems. Often referred to as either
Utility Computing, On Demand, Adaptive Enterprise or “Pay As You Go” IT,
we believe that this new model of delivering IT service and business value has
the potential to help redefine the IT industry as we know it longer term. The
rub is that more hype has been delivered than substance – although there
is a groundswell of buyer interest amid the confusion. This presentation will
provide an executive-level perspective on the key megatrends shaping the future
of “Pay As You Go” IT, as well as highlighting preliminary findings
from a research study of CFO, CIO and LOB executive buying intentions being conducted
by Saugatuck in partnership with CFO Research Services.
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| 9:45am – 10:15am |
Buyer’s Perspective: Why
I Outsourced, Who I Picked and Why
Guest Speaker
Interested in hearing firsthand from buyers, what are their reasons
for outsourcing and how they made their selections? Understanding
the buyer’s perception of the outsourcing process and the
factors defining the selection process can help you guide your
sales and marketing strategy. Learn how to position your company
in a competitive market by taking a hard look at the other side
of the decision making process.
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| 10:15am – 10:30am |
Networking Break
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| 10:30am - 11:10am |
Panel: From Services to Solutions - Making the Transition to
Selling Outsourcing Services
Jim Treyz - Senior Advisor to The Outsourcing
Institute
Most outsourcing service providers originally come from a traditional product
or service background. When his is the case, evolving into outsourcing sales
and
marketing
requires a reengineering of pricing model, sales process, risk tolerance and
skill sets.
In this panel, several service providers who have successfully made this transition
will discuss what
worked.
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| 11:10am - 11:55am |
Selling at the C-Level – How
to Get There; What to do There
Brenda Klockenga, Regional Directo -
Glomark Corporation
Why do Bill Gates and the Microsoft executive team organize an
annual CEO summit? Because selling to C-Level Managers is a function
that goes beyond the sales force – it requires a well-structured
external and internal campaign, with multiple elements necessary
to demonstrate to C-Level executives how your solutions create
economic value. This is especially true when selling outsourcing
solutions. While it is important to train your sales force on
how to call on C-level managers and to equip them with ROI and
Business Case tools, it is not enough to succeed.
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| 12:00pm - 1:30pm |
Networking Luncheon
Jeff Perdue - Carnegie Mellon University
The eSourcing Capability Model (eSCM) is a set of outsourcing
best practices developed by an industry consortium at Carnegie
Mellon University. The presentation will address 3 questions:
What is the eSCM? How is it used? What is the status of industry
adoption of the eSCM?
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| 1:30am - 2:15pm |
Paying for Performance
Larry Janis - Managing Partner, Integrated
Search Solutions Group
Survey results of a comprehensive survey conducted by Integrated
Search Solutions Group and The Outsourcing Institute on how and
what outsourcing sales professionals are earning.
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| 2:15pm - 3:00pm |
Contract Management for Risk and Reward
Richard Raysman - Partner, Brown Raysman
Millstein Felder & Steiner
Contract negotiations are the beginning of the ongoing relationship
with the customer. Vendors of outsourcing services face enormous
risk every time they enter into an outsourcing agreement. We
will explore the issues of pricing, the importance of a clearly
defined statement of work, negotiating limitations of liability
and termination for convenience, and key provisions that help
secure a positive relationship.
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| 3:00pm - 3:15pm |
Networking Break
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| 3:15pm - 4:00pm |
Panel: How a Financial Partner Can Help You Expand your Outsourcing
Business
Tom Shattan - Co-Founder & Managing
Director, The Shattan Group
Growing your business is not just about sales. Getting a good financial partner
to invest in your company and provide you capital for growth, potential acquisitions
and/or even some personal liquidity.... without giving up control.... can be
a big boost
to your business. A panel of experts from The Shattan Group, Specialists in Private
Equity Financings, as well as some Private Equity Fund investors will share with
you how to think about such a capital infusion, where to find the money, who
makes the best "partner", what are the market terms for such transactions,
what is the process of getting the capital.
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| 4:00pm - 4:30pm |
Outsourcing Demand forecast 2004: The Good, The Bad and The
Ugly
Frank J. Casale - Founder & CEO, The
Outsourcing Institute
2003 was a challenge for most in the outsourcing business. Will 2004 be any different?
Any better? Learn what outsourcing buyers are planning to outsource in 2004,
and how they will determine which vendors to select.
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