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September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules:

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Presentation on theme: "September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules:"— Presentation transcript:

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2 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 2 Moderator: Lenn Vincent, Vice President, CACI, International Panelists: Dennie Norman, Principal Strategist, SAS Supply Chain Intelligence Nick Bomba, Contract Management Director, Lucent Technologies Peter Murley, Senior Manager, Global Contract Management, Avaya Contract Management Tools: Transformation in Action

3 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 3 CACI International Inc  A $1.5 billion international information technology solutions company  Experienced management team  A legacy of stability, earnings growth, and strong cash flow  Leading provider of IT services, communications and solutions, primarily to U.S. Government  Approximately 9,400 highly skilled employees; over 65% with security clearances

4 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 4 World-Wide provider of professional services from concept definition through life cycle support including: –Designing, developing and integrating systems –Performance testing of systems –Workflow analysis and business process modeling & simulation –Program management support –Integrated financial systems execution –Integrated logistics support –Interoperability analyses and interface design Acquisition/contracting support / e-procurement system design, development and consulting Corporate Capabilities

5 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 5 Technology Foundations Transforming the Way We Create & Manage Contracts Computers: Paperless Contracting Ubiquitous Networks: The World Wide Web Common Meaning: Information Standards Useful Meaning: the Semantic Web Wireless: Freedom Frictionless Information Exchange Security: Safety in an Online World Collaboration: the Collapse of Space and Time

6 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 6 But You Have to be Watchful of Technology Application costs Licensing & maintenance fees Other Costs Program & project management Requirements scoping Implementation Digitization Systems Integration Change management Contract rationalization Process re-engineering End-user training Associated licensing (e.g., document management tools) * From Contract Life Cycle Management in the Real-Time Enterprise, Gartner Symposium ITXPO 2002; © 2002 GartnerG2 Gartner on the Hidden Costs*

7 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 7 General Session Dennie Norman, WW Director Supply Chain Intelligence SAS Institute Date September 2, 2004 Time 9 AM Demand Driven Sourcing - Manage Uncertainty

8 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 8 Global Reach & Local Presence Connecting with Customers 238 offices in 53 countries 9,100 employees 3.5 million users worldwide –40,200 sites –113 countries –90% of Fortune 500 –97 of Forbes Super 100 Hundreds of local user groups globally Largest privately held software company

9 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 9 The Mandate …...reach 5-10% cost savings and still satisfy our customers. See our supplier base profile. What do we buy, from whom, how much? Enhance our negotiating position. Financial, technical and performance information. Reduce time to look for info. Standardized reports on the fly. Leverage our buying power. Pool volumes and move to key suppliers. Reduce inventory costs Optimize inventory levels and on time delivery Target only the best suppliers. Profiles of successful/unsuccessful suppliers. Reduce lead time for contracts. Access/reuse already legally approved contracts. Better control our risks. Assessment reports and performance. Reduce the number of suppliers. Availability of primary and secondary sources.

10 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 10 The Strategy! (Enabled by an Analytical SRM Solution) Leverage total buying power –Commodity Segmentation –Pool and move volumes to fewer suppliers Partnership contracts, for critical commodities –Premium Partners, to receive 80% of total volume –Prices based on 2-year forecasted volume, no guarantees Management –Change program –Commodity teams –Cost savings metrics Goals for cost savings – 15% >10% >5% Drive your future!

11 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 11 Leverage demand to reduce price Volume Price/ Unit $100/unit $90/unit $80/unit ContractTotal Volume Price/ unit ($) Total Spend Year 11000$100$100k Year 22000$90$180k Year $80$240k Leverage spend saves $40,000 (14%)

12 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 12 eSMART (ABB SRM) Functionalities From whom ? What is purchased ? Who purchases (BAU) ? How much ? Volume ? Business Intelligence

13 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 13 Future with eSMART Data is available on mouse click Data is combined for all locations of a supplier Data is supplied by all ABB locations on eSMART Profiles can be supplied by Division, by BA, by BAU, or by region By click you get a bar chart profile Supplier Base Profile Today without eSMART Must send out surveys to other BAUs to obtain information Must follow up with s and telephone calls to obtain data Must manually assemble into spreadsheet for analysis Issues Time & resource consuming Data incomplete No common supplier number

14 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 14 Click the “Reach-through” button in the Viewer. A new window will be opened. Reuse of Contracts Future with eSMART Reach through functionality from eSMART to CAFÉ SCM where contracts are stored Today without eSMART Must request information from other ABB locations using s & telephone calls Time & resource consuming

15 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 15 Contract A C B Today Time (yr) $/Volume Demand driven strategic sourcing Increase negotiated volume Long term contracts Form strategic partnerships Maximize volume for fixed price Understand demand drivers Leverage market demand Increase forecast accuracy Become a predictable customer

16 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process You need to see what is behind you, but… Current forecasting situation…

17 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process This is what “true” analytics can do for your forecasting process – see it all! Challenges Are Ahead…

18 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 18 Analytics Drive the Power of Information ROI Raw data Data Cleansing & Classification Reports & OLAP Descriptive modeling Predictive modeling DataInformationKnowledgeIntelligence Optimization Insight Vs. Hindsight What will happen ? What is the best that could happen ? Enterprise Performance Why did it happen ? Scenario modeling & root cause analysis What happened (hindsight)? How can I act on this insight? RROI

19 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 19 An SRM system will make you the most informed person at the negotiating table able to deliver sustainable growth under control Supply Manager Benefits Ad-hoc reporting that answers the five basic questions: –What? How Much? From Whom? By Whom? From Where? Provides intelligence, “one version of the truth”, for decision-making –Links to Contracts –Dependency Ratios –Supplier Performance Monitoring –Risk exposure Ensure corporate governance for contracts, compliance and spend Improve quality and quantity of information Move from awareness to knowledge in a repeatable process More accurately forecast actual demand

20 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 20 Contract A C B Today Time (yr) $/Volume Why demand driven strategic sourcing Consider the impact of the following on your organization? 10% better forecasting accuracy Advance knowledge of peaks & valleys Accurate long term cash flow predictions True insight to demand drivers Supplier partnerships directly supporting your business goals

21 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 21 Forecasting Problems Simplistic Erroneous Missing The impact of poor forecasting… Profit Margin erosion Bad Inventory Policy Overstocks Out-of-Stocks Obsolescence Distributor Leads to… Purchasing Poor Sourcing Higher prices Higher risk Unreliable Poor Planning Dissatisfied Cust. Unsynch. Capac. Low OTD Management Leads to… Forecaster Leads to Forecaster Leads to… Missed expectations > Contract disputes

22 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 22 Who said risk is good - Where is Lady Luck when I need her? Make uncertainty your friend “Gambling is the fastest growing industry in the world” New York Times – September 25, 1995

23 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 23 Nick Bomba Contract Management Director SBC Customer Team Lucent Technologies Inc. September 2, 2004 System Tools & Processes Facilitating Contract Management

24 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 24 Lucent Quote To Cash (QTC) Initiative What is Quote to Cash? - Quote to Cash (QTC) is a globally deployed end-to-end process & associated tool sets by which Lucent receives a customer's request for a quote or proposal for a solution and ends with the cash payments for delivery of that solution. Benefits - Reduces operating costs through streamlined business processes & tool sets. Replaced local financial platforms for one global financial platform, resulting in faster reporting, increased reliability of information and smaller and flexible organization.

25 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 25 System Tools 1.B&P/Contracts Tool 2.Pricing Database 3.Pricing Engine 4.Enterprise Resource Planning (ERP) Platform

26 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 26 System Interaction Pricing Engine Pricing Engine ERP Platform ERP Platform When a quote is priced and committed in Surround: Records Total Dollar amount of quote, Date quote was priced in Pricing Engine, Expiration date of quote. When priced and committed in Pricing Engine: Quote Header info Pricing (Orderable Items, Comcodes, etc.) When a Quote is entered in B&P/Contracts TOOL Quotes: Quote Number, Quote Created Date, Customer Request Number, Quote Due Date, Customer Name, ERP sold to Number, Type of Service (engineering, installation, etc) B&P/ CONTRACTS TOOL B&P/ CONTRACTS TOOL Quotes When a Purchase Order is entered into SAP: Lucent Order Number Customer PO Number PO Received Date PO Amount Project Number Pricing DB Pricing DB For Hybrid Quotes (uncontracted items are present), nothing automatically transferred. Enter Quote #, etc. directly in Price Database Agreement Name & Description, Effective & Expiration Date, Item Codes and Price. Can add to existing Agreement or create new. Pricing Pools Need to be UPDATED in Pricing Engine.

27 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 27 B&P/Contracts Tools Summary

28 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 28 B&P/Contracts Tool Functions

29 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 29 B&P/Contracts Tool (Features) Lucent’s global B&P Tool for entering, tracking, archiving quotes. End-to-end quote and proposal management. Used by sales force, project mgrs, contract managers for: Quote generation Electronic document storing & management Win/Loss Statistics Track B&P expenses to opportunity level The Contracts module of B&P/Contracts Tool is used primarily by Contract Managers as Lucent’s central repository for customer contract and agreement information. Information is captured in summary form, as well as, attachments of actual contracts.

30 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 30 B&P/Contracts Tool Contract Manager Responsibilities For each new contract the CM populates the module by answering 30 questions: Fields: Contract No., Eff. Date, term, payment terms, title/ROL Special Provisions: -Most Preferred Customer (MPC) -Liquidated Damages -Non-standard acceptance terms Separate questionnaire for MPC. - Frequency of reporting - Prospective or retroactive remedy Upon completion of questionaire(s) attach contract files and related attachments. Each CM can access a list of their contracts or search for any archived contract.

31 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process Proposal Number: Enter the proposal number associated with the contract. 30 Comments: Additional Comments / Notes Contract Manager: NBOMBA (N. J. (Nick) J. Bomba) POST EntryPOST Entry Additional Team Members: Attachments Contract Documents: Related Documents:

32 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 32 B&P/Contracts Tool (In Search Of) Search Capabilities Perform either a Field or Full Text Search Fields: - Customer name - Contract Mgr. - Contract No. - Product Unit - Region Editing capabilities Isolate the desired contract to make desired changes (e.g. correct entry previous entry errors; add/delete attachments) Exporting Data Under can Export this information to their PC. Report Generation

33 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 33 Pricing Database Tool Business Functionality Used by Sales Personnel for the following:  Access Repository of Global List Prices  Determine Market based pricing  Perform “What If” Pricing Scenarios  Create Volume Discount Schedules for Bid Opportunity - Bundled Discounts - Multi-Tiered Pricing - Configuration Level Pricing - Below Floor Pricing Flag  Ad-hoc Reporting (user defined criteria) & Analysis

34 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 34 Pricing Engine Contains: - Algorithms - Pricing Pools - Pricing logic and rules Interfaces with customer ordering systems - Facilitates EDI

35 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 35 Sarbanes-Oxley Compliance In order to comply with Sarbanes-Oxley, Lucent Contract Management is a designated control point for Contract Loading into Pricing Engine. This control is required in all contracts, amendments, Special offers, etc. CM provides notification and confirmation to the Contract Loading Teams (CLT) that: - Business case done & approved by Finance org. - Contract signed or offer accepted in writing - No “side-deals” are sanctioned CM verifies appropriate pricing and terms and approves loading of contract/pricing into Pricing Engine After loading, Pricing Engine verifies that prices in customer PO match actual prices in the contract - This maintains business case integrity - Contract compliance; deters gaming

36 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 36

37 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 37 Lucent.com(Made to Order) portalwww.lucent.com 7X24 access for Online ordering Order status capabilities Ability to track all orders (paper, fax, , web) - Completion dates - Drill down to view component level detail - Check shipping data Invoices link - Quantities ordered & shipped - Itemization (material, installation, engr., transportation charges) - Payment terms; due date; amounts due - Tax info.

38 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 38 Lucent.com (Support) Array of Customer Support Available -Searchable knowledge database of products -Comprehensive product index Product Descriptions Feature Sets - Product Training - Buying instructions -Repair & Exchange Services - Technical Support via - Helpdesk link - Online trouble reporting, tracking, status

39 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 39 EDI Value Added Network (VANs) Utilized Transaction Sets -Purchase Orders -Functional Acknowledgment (Handshake) -Change Orders -Mechanized Order Acknowledgement (MOA) -Invoices -Advanced Ship Notices Lucent moved EDI functionality from legacy systems to an ERP platform - Enabled a consistent, standard format for all invoices. - Thousands of invoices are generated each month - 16% of orders placed using EDI - 1% of orders via lucent.com portal

40 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 40 Peter Murley, Senior Manager Strategic Accounts and Public Sector Global Contract Management Organization Internet Protocol (IP) Telephony Linking a Global Contract Management Organization

41 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 41 Bullet point 1 –Bullet point 2 Bullet point 3 Who Is A leading global provider of communications systems, applications and services – helping enterprises large to small to communicate and deliver superior business results Enabling customers to efficiently, seamlessly and securely drive their business from where it is today to where it needs it to be.

42 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 42 Fast Facts 15,000+ people worldwide with offices in 50 countries 75 Contract Professionals in 16 Countries Best-performing tech stock in the S&P 500 in 2003 Market Leadership: No. 1 worldwide in IP Telephony No. 1 worldwide in Voice Messaging (Every day, people use 100 million of our mailboxes) No. 1 in Call Centers (The Americas, APAC and Western Europe) One of the most widely held stocks in America with more than 2 million shareholders More than 1 million customers, including 90% of the FORTUNE 500 ®

43 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 43 Former Contracting Picture Current Organizational Structure How Did We Move From Old to New Tools We Employ Jewels We Enjoy

44 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 44 Contract Management circa 2001 CM’s Reported to Sales Organization With Regional Focus No Processes to Govern Negotiations Lack of Organizational Identity Unclear Risk Profile No Central Document Generation or Retrieval Reinvent Every Deal

45 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 45 Global Contract Management Organization Today Organization Reports Into Law Division Processes Developed and Documented Centralized Storage and Retrieval of Documents Standard Contract Templates =Strong Global Organizational Focus =Clear Risk Profile and Flexibility Defined =Efficient Knowledge Transfer to the Business =Transactional Efficiency

46 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 46 Communications-Driven Results Avaya Global Contract Management Organization achieves superior results: Reduce Costs, Lower Risk and Grow Revenue Reduce Costs Do more with less budget and fewer associates Lower Risk Lower Risk and Increase Control Through Early Involvement in Negotiations Grow Revenue EVERYTHING We Do Aims to Drive Revenue to Closure and Serve Customers Better

47 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 47 Benefits From Using its Own Technology and Services. Global Contract Management Organization uses Avaya IP and Multimedia Messaging technology to reduce costs while supporting our ubiquitous community of contract managers deployed in virtual offices around the globe.

48 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 48 Tool Belt Multimedia Messaging Single Number Access Virtual Office Avaya VPN Gateway e-Enabled Applications

49 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 49 Tools and Jewels Virtual Office/Remote Worker Single Number Access =Deploy closer to our business clients. =Increased accessibility through “frictionless” communication.

50 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 50 Tools and Jewels Multimedia Messaging with Speech Access Positive organizational image built through rapid responsiveness achieved using seamless messaging interfaces. CM’s are engaged earlier in the sales process.

51 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 51 Tools and Jewels High Bandwidth Avaya VPN access with Web-Enabled Applications e-Document Generation and Storage Reduces Transactional Costs, Minimizes Corporate Risk and Provides the CM with “Brick Office” Capabilities. Global Contract Platform

52 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 52 Future Plans Built On Flexible Platform Reorganizing to Maximize Impact on Revenue Growth Tools Remain Effective Fewer Associates Required to Support Revenue Growth

53 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 53 The Challenge Is Your Organization Realizing Communication-Driven Results? Do You Employ Technology That Makes Your Mission More Effective? Does Your Technology Provide You Flexibility to Change With Your Clients?

54 September 2–3, 2004 Royal Sonesta Hotel New Orleans New Orleans, LA NCMA 4th Annual Commercial Contract Management Conference Tools, Jewels, and Rules: Leveraging the Contract Management Process 54 Questions?


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