Full Agenda 8:00am - 8:45am   Registration and Networking Breakfast   8:45am - 9:00am   Welcome & Opening Remarks Frank J. Casale, Founder & CEO, The Outsourcing Institute Jim Treyz, Senior Advisor to The Outsourcing Institute David Guedry, Partner, Hughes & Luce, LLP – TX   9:00am - 9:45am   From ITO to BPO - Keynote Graham Kemp, Senior Advisor to The Outsourcing Institute OI is pleased to welcome our 2004 Keynote speaker, Business Process Outsourcing pioneer Graham Kemp. Graham’s presentation will explore the similarities and differences between IT outsourcing and BPO, and give a how-to overview of Benefits-Based Contracting (BBC), the must-have outsourcing best practice for 2004 and beyond.   9:45am - 10:30am   Buyer's Perspective: Why I Outsourced, Who I Picked and Why Denise D. Wofford, Division Chief, US Peace Corps Interested in hearing firsthand from a buyer? Outsourcing buyers present reasons for outsourcing and how selections were made. Understanding the buyer’s perception of the outsourcing process and the vendor 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   10:30am - 10:45am   Networking Break   10:45am - 11:30am   Influencing the Industry Influencers: What to Know - and Who to Know Kevin Young, Principal, The Young Group We all know the adage, “It's not what you know, but who you know.” Three barriers to entry in selling ITO and BPO services are getting in at the executive level; staying in at the executive level; and not being "pushed down" to managers who can kill your opportunity if they feel threatened. Knowing the right people, the “Industry Influencers,” can help you get in, and stay in the executive suite. Industry Influencers – Analysts, Researchers, Associations, Attorneys, Consultants , and Journals/Trade Press - have the eyes and ears, heart share and mindshare of the CEOs, Presidents, COOs, CFOs and CIOs you need to know. This presentation provides a framework for designing, developing, implementing and measuring a successful “Industry Influencer Program” at your company.   11:30am - 12:15pm   Offshore Outsourcing ITO & BPO: The State of the Industry Marty McCaffery, Executive Director, Software Outsourcing Research Today, over 400 U.S. companies outsource some aspect of their software application and development offshore, and the industry is forecast to grow over 25% this year. With cost savings estimated at 20-40%, offshore is a trend that cannot be ignored in today’s tight fiscal IT environment. We’ve seen much recent debate on the pros and cons of outsourcing offshore, but there is little information available on the actual key issues, like Offshore Development Centers (ODCs), Second Generation Offshore Outsourcing alternatives, communication challenges and collaborative solutions, maximizing offshore ROI, dealing with offshore backlash, and the role of IT in offshore Business Process Outsourcing. This presentation, from one of the pioneer researchers in offshore, will share lessons learned relative to these issues in offshore ITO and BPO.   12:15pm - 1:15pm   Luncheon   1:15pm - 2:00pm   Panel: Service Provider Opportunities for the BPO Marketplace Moderator: Jim Treyz, Senior Advisor to The Outsourcing Institute   2:00pm - 2:45pm   3 Years, 5 Years, 10 Years: How to Keep Pricing Competitive Throughout Outsourcing Relationships David Guedry, Partner, Hughes & Luce, LLP. TX A review of pricing frameworks, including benchmarking, open book pricing, most favored customer provisions, gain sharing, allocation of tax risks, inflationary adjustments, regulatory changes.   2:45pm - 3:00pm   Networking Break   3:00pm - 3:45pm   Outsourcing Certification for Competitive Advantage Jeff Perdue, Associate Director ITsqc, Carnegie Mellon University Carnegie Mellon?s eSourcing Capability Model (eSCM) is the set of outsourcing best practices developed by an industry consortium at Carnegie Mellon University, rapidly generating buzz among leading service providers, outsourcing buyers, and industry influencers. This presentation will address 3 questions: What is the eSCM? How is it used? What is the status of industry adoption of the eSCM?   3:45pm - 4:30pm   Outsourcing Demand Forecast 2005: The Good, The Bad & The Ugly Frank J. Casale, Founder & CEO, The Outsourcing Institute If you think that 2004 was a challenge for the outsourcing business, will 2005 be any different?  Any better?  Learn what outsourcing buyers are planning to outsource in 2005, and how they will determine which service providers are right for them. 4:30pm - 5:30pm   Networking Reception Click here to register
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