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25th Annual IT Procurement Summit

For all IT Procurement Summit Registrations, please see our Summit page here.

Early-bird Discount Save $400 - Register by 4/29/22 - Payment due on or before 4/29/2022

Total Vendor Management

Getting What You Pay For

Online Event • April 6-8, 2022

Benefits

  • Identify which vendors to manage
  • Enhance relationships with vendors
  • Ensure vendor performance
  • Exercise your rights
  • Monitor vendor obligations
  • Learn to use Key Performance Indicators (KPIs)
  • Implement an effective vendor management system
  • Upcoming Events
  • Events Search and Views Navigation

Overview

Tired of worrying about your vendors’ performance? Concerned about contractual disagreements and products/services that don’t measure up to standards? This workshop will show you how to control your vendors and get what you pay for. You’ll learn techniques to establish and maintain a meaningful working relationship with your key vendors. And, you’ll discover how to create and utilize leverage that improves vendor performance.

Topics Include

  • Essential Governance Structure and Tools
  • Vendor Classification
  • Key Performance Indicators (KPIs)
  • Relationship Management Techniques
  • Managed Acquisition Process

Whether you currently have or are interested in establishing a Vendor Management Office (VMO) you’ll gain valuable insights by attending this seminar.

Register for Total Vendor Management

 

IT Contracting Boot Camp

Get Informed. Leave Empowered.

Online Event • May 3-5, 2022

  • The Art of Becoming a Dealmaker
  • Contracting Philosophy Tool
  • Popular Vendor Ploys and How to Counter Them
  • Fundamentals of Drafting, Reviewing, and Negotiating
  • Four Ways Suppliers Limit Their Risk Contractually
  • Cloud Contracting:  Risks & Strategies
  • 10 Habits of a Successful Procurement Analyst

Register for IT Contracting Boot Camp

 

Statements of Work Done Right!

Successfully Draft, Negotiate and Manage

Online Event • May 18-19, 2022

Benefits

This highly interactive SOW workshop uses classroom discussion and group exercises to develop and improve skills in the following areas:

  • Best-practice elements of great SOWs
  • Getting input from stakeholders for SOW requirements
  • Preventing vendors from using SOWs to modify master agreements
  • Revising vendor-written fuzzy wording that might shift risk to the customer
  • Licensing principles that maximize protections and money savings for customers
  • Drafting SOW acceptance tests so customers get what they pay for
  • Countering practices used by vendors to defeat customer protections in SOWs

Attendees will also come away with sample templates and checklists providing a solid foundation for negotiating, drafting and managing SOWs.

Overview

In Statements of Work (SOWs) we spend a lot of money while many products and services are bought. Oftentimes SOWs fail, causing delays, financial loss and other damages. Some SOWs written by a customer can be so unclear that acceptance testing is almost impossible. SOWs that are written by a vendor are often riddled with fuzzy words that shift all the risk to the customer. Additionally, vendors will use SOWs to modify key terms of a Master Agreement that inevitably put the customer at an increased disadvantage. Even customers with the best templates and negotiated SOWs still get burned by skilled vendors adept at managing the engagement and in turn, bypassing any written protections.

  • Are your SOWs written by the Vendors? 
  • Do Vendors use SCOPE creep and Change Orders
  • to charge more and bust your budgets?
  • Do you need to get control of your SOWs?

With a curriculum purposefully designed to provide those new to the profession, and veterans looking to get back to basics, with practical tips and tactics for negotiating a better deal with suppliers, this 9-hour interactive workshop will leave participants feeling informed, empowered, and excited about their future in technology procurement. Sessions are hands-on, collaborative, and facilitated by some of the industry’s most engaging professionals.

Register for Statements of Work Done Right!

 

Cloud Contracting

Demystifying the Fog

Online Event • June 8-10, 2022

Benefits

  • What is Cloud Computing?
  • Learn the benefits and risks of Cloud Services
  • Get the factors essential to the paradigm shift presented by Cloud Computing
  • Prepare yourself to acquire Cloud Services
  • Analyze/evaluate Cloud Services options
  • Mitigate Cloud Service risks

Overview

This ICN course targets the contract negotiating side of the new and rapidly evolving world of Cloud computing. The course identifies potential Cloud-contracting problems and sets forth a process to help the IT sourcing professional and his/her internal clients (users, IT, project managers, business managers, executive sponsors, and so forth) prepare and conduct effective negotiations to enable the customer to get better deals and better contracts among the Clouds.

Register for Cloud Contracting

 

RFP Lab

Forms - Training - Templates

Overview

A well-designed RFP will address your needs effectively. It should require that responding vendors propose concrete solutions and be accountable for those solutions.
Your RFP process should determine

  • How willing is a vendor to accept contractual commitments?
  • Does the vendor have the skills and experience to do the job right, on time and within budget?
  • What responsibilities will the vendor have?
  • What deliverables can you expect to see? When?
  • What happens if the vendor does not deliver as expected
  • What is the best deal?

Benefits

  • Establish vendor competition
  • Convert vendor “sales talk” into enforceable contractual commitments
  • Codify all requirements in a single document
  • Align objectives and evaluation criteria
  • Stop vendors from bypassing the procurement process
  • Obtain multiple solutions to your “problem”
  • Gain, improve and retain negotiating power
  • Provide a disciplined, repeatable approach to the RFP process

Register for RFP Lab: Forms-Training - Templates

 

NEGOTIATIONS

Power * Process * Principles

Online Event • July 20-22, 2022

Benefits

  • Avoid risk
  • Save money
  • Resolve disputes
  • Close that big deal
  • Get what you pay for
  • Gain and retain power
  • Learn strategies and tactics
  • Prevent future headaches
  • Get a better agreement
  • Obtain your objectives

Overview

If you’re ever in a position that requires you to negotiate, this is a must-attend seminar! Do better trade agreements, acquisitions/mergers, real estate transactions, labor settlements and corporate or government procurement. Close large sales or improve any deal where you need to protect your interests. Unlike other ICN courses, which are aimed at IT procurement professionals, this seminar is for anyone who negotiates anything.

Register for NEGOTIATIONS: Power * Process * Principles

 

Total Vendor Management

Getting What You Pay For

Online Event • August 3-5, 2022

Benefits

  • Identify which vendors to manage
  • Enhance relationships with vendors
  • Ensure vendor performance
  • Exercise your rights
  • Monitor vendor obligations
  • Learn to use Key Performance Indicators (KPIs)
  • Implement an effective vendor management system
  • Upcoming Events
  • Events Search and Views Navigation

Overview

Tired of worrying about your vendors’ performance? Concerned about contractual disagreements and products/services that don’t measure up to standards? This workshop will show you how to control your vendors and get what you pay for. You’ll learn techniques to establish and maintain a meaningful working relationship with your key vendors. And, you’ll discover how to create and utilize leverage that improves vendor performance.

Topics Include

  • Essential Governance Structure and Tools
  • Vendor Classification
  • Key Performance Indicators (KPIs)
  • Relationship Management Techniques
  • Managed Acquisition Process

Whether you currently have or are interested in establishing a Vendor Management Office (VMO) you’ll gain valuable insights by attending this seminar.

Register for Total Vendor Management

 

 

 
 
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