Crafting a Killer Telecom Contract: How to Negotiate the Best Possible Rates, Terms, and Conditions Workshop (4 hours) Josh Bouk, Senior Vice President and
Wayne Webers, Sourcing and Contract Negotiations Manager
Veramark Technologies, Inc.
This workshop will arm you with the knowledge and skills you need to negotiate the best possible telecom contracts. Sourcing Management and Contract Negotiation are among the most powerful tools in the Telecom Expense Management (TEM) toolkit for reducing your expenses every day for the life of each vendor agreement. But the process that results in a killer contract starts long before you sit down at the negotiation table. This workshop will walk you through the process of:
• Identifying your true usage needs
• Determining the wireless plans best suited for your organization
• Optimizing your networks and services
• Benchmarking your services
• Understanding your current contracts...and how to improve them
This workshop will take you through a typical contract and explain the complex language that can trip you up in negotiations and come back to bite you later. You’ll learn to avoid pitfalls and drive a hard bargain based on solid usage metrics, market benchmarks, and other data that will help you secure the most favorable rates, terms, and conditions.
Designing a Cost Allocation and Chargeback/Showback Framework Workshop (4 hours) Brent Loewen, President
Cube Billing, LLC
Cost allocation is one methodology at the disposal of companies that can be used to provide insight as to which products or services are (or are not) profitable. Are you trying to understand how to set up a cost allocation methodology from the ground up? Or, does your existing cost allocation process drive more work than the benefits it provides? The challenge to setting up and maintaining an IT chargeback framework is building in the flexibility needed to support ever-changing business requirements.
This workshop will provide a roadmap for incorporating business requirements into an enterprise-wide cost allocation framework. Topics will include how to integrate different costing methodologies, service catalogs, ERP systems, and business intelligence reports into your cost allocation framework. Come ready to discuss the challenges you currently face regarding cost allocation as part of this interactive workshop.
People, Process, and Estimation Seminar (4 hours) Todd Williams, President
People dealing in accounting and finance must deal with two seemingly simple acts in their daily life – developing and following processes and requesting estimates. Processes are required to maintain consistency and accuracy, not to mention abiding by regulations. Estimates are the guiding light for any organizations into their future. At first, these appear to be the most benign, commonplace activities, causing people to yawn at the thought of the subject. However, add people – people with personality, prejudice, and protest – and these tasks become more demanding.
To deal with the reality of business, you need a toolbox of techniques that can address the needs of the people who supply you information, the managers that consume your information, and their competing interests of stakeholders. To do that, you need to understand how people perform and methods to incentivize them. This seminar covers people, process, and estimation by providing insight to some of the quirks inherent in people, exposing the traits in yourself, and how to handle them. The seminar starts by looking at the lynch pin of business – process – why it is important, when it works, and how its overuse generates failure. It provides a number of examples showing why people are unpredictably unreliable and methods to improve their performance. In addition, we will explore the dynamics of the group and how we do estimates. By doing a series of exercises, we will illustrate how people interact with each other and teach some of the environmental issues that affect estimates and how to deal with their impact. This shows both the psychological and sociological factors biasing estimates and provides leaders with tools to help avoid the common pitfalls. By avoiding these situations, estimates become more representative of the project and the variation more predictable.
The seminar ends with a discussion on motivation and some key research on what makes people excel and how money is not the key factor in improving performance. After a short video, the class breaks into groups to discuss how they can change the environment and improve their organization’s performance.
Foundations of Excellence – Quick and Easy Practices for Effective Costing and Chargeback Strategies Workshop (3 hours) Andrew Muras, Senior Manager
Best practice studies encourage IT organizations to increase their internal visibility and transparency. Developing service catalogs and costing chargebacks are usually a top priority – practices that also help link IT costs with value. The good news is that a few simple techniques and proven "rules of thumb” make this process relatively easy and they don’t break the bank to implement. More good news? These techniques allow you to link services, costs, value analysis, process improvements and metrics all in a single integrated approach that can be completed within one to two weeks.
This workshop is for those who want hands-on techniques, templates and software: learn what practices work to give you actionable results quickly; how and where you should start; what’s meaningful to your customers, business units and operational managers; and how to quantify IT value.
Bring a wireless laptop, plus join in an optional follow-up web session for even more tools and techniques. In addition, the speaker will be raffling off copies of his book, Process Improvement and Performance Management Made Simple, www.simpleprocessmgmt.com. What you will learn:
• A hands-on approach featuring case study exercises and free software tools for practical experience
• Using the Foundations of Excellence and FastTrack integrated frame- works – "back to basics” techniques and templates for generating quick results
• Lessons learned for implementation and improving ongoing relation- ships with management, clients and customers
Building IT Asset Management and Best Practices Seminar (3 hours) Charles Johnson, President and CEO
CNJohnson & Associates, Inc.
During this seminar, we will explore IT Asset Management best practices in an open discussion. What have we tried? What worked? What failed? What are the necessary elements of ITAM? Let’s break ITAM down to "bite sized” pieces, like "eating the elephant.” What are the interrelation- ships and dependencies? What are the roadblocks? The discussion topics will include how to get management support, the ITAM life cycle, the stages of a successful ITAM initiative, and much, much more. Bring your experiences, questions, answers, and comments to share.
The Emperor’s New Clothes: Telling the CIO the Truth Workshop (3 hours) Paul Frank, Partner,
James Quick, Partner, and
Bruce Brodie, Managing Director
The CIO needs you to be told by you what’s going well and what’s not – before he or she hears it from the business. This workshop will give you an overview of the cornerstones of building trust with the business and show how the IT and financial management teams can play a key role in building trust and credibility with the business. Discussion sessions will be used with quick case studies to bring the challenges to life. You will learn all about the following topics:
• A common language and the language that separates business and IT – money
• Common themes and pitfalls in understanding IT investments and how it need not be so complicated
• Best practices in building transparency and common ownership
• How governance and clarification of decision rights can drive satisfaction
IT Asset Management, Budgeting, and Chargeback/Cost Allocation Tips, Techniques and "Best Practices” in Today’s Ever-changing Dynamic Environment Workshop (4 hours) Jeffrey Ebbrecht, Senior IT Specialist
The emergence of Cloud Computing, VMware, virtualization and all of the other hardware and software solutions has led IT environments to be more agile and responsive. Has your company’s IT Asset Management, Budgeting and Forecasting, and IT Cost Allocation tools and methodologies kept up with these changes? In this workshop we will discuss some common practices and techniques used by various IT organizations for these three main areas of financial disciplines. What tools are common for accurate IT Asset Management? How does this information get used and built into an annual Budget or Forecast? Is an annual budget and forecast really that important? What about budget cuts and constraints? Do you know where to cut budget dollars without impacting your overall service delivery? How do you get to that point?
How to Ensure Success with IT Chargeback & Transparency Workshop (4 hours) Robert Mischianti, Vice President
Nicus Software, Inc.
The concept of IT Chargeback is simple enough; charge consumers for services used. The objective of most IT chargeback or cost transparency projects is to improve IT financial management in some manner. Every single producer and consumer of technology, at every level of an organization, will benefit from understanding and managing costs. However, implementation is often complicated. Key factors to success include choosing methodologies that best fit your objectives, applying them properly within the organization, and executing effectively. This workshop will include:
IT Financial Management Economics Seminar (4 hours) Brian Jeffery, Managing Director and
Bob Simko, Executive Director
International Technology Group
This seminar covers many of the major financial issues and cost components related to the production, distribution and consumption of IT services.
State of IT: This session outlines overall IT trends in deployment, expenditure and staffing. Influence that technology developments are having on shifts in supplier strategy and market position are presented. Particular attention is given to the impact on application and database environments.
Cutting IT Costs Checklist: You will learn a variety of proven methods – ranging from strategic initiatives to everyday savings techniques – that may reduce your IT spending. Checklists covering potential techniques along with assessments of their relative impact are provided. Recommendations as to how you can identify cost reduction opportunities in your own organizations are presented.
Understanding the Choices of Software Spending: This session examines industry trends in software spending. It provides recommendations on ways your organization can assess the cost-effectiveness of software expenditure, and potentially reduce it. Subjects covered will include improving the effectiveness of vendor negotiations, use of third-party maintenance, lower-cost open source software options, and potential application and database consolidation economies.
Rules Change in Server Economics: This presentation analyzes the growing performance and competitiveness of Intel-based servers, the decline of HP and Sun UNIX platforms, and the emergence of Oracle as a major new server player. It also discusses the evolution of Windows and Linux environments, outlines opportunities and makes planning recommendations.
Defining and Measuring the ROI of Best Practice Methodologies Workshop (3-hours) Larry Foster, General Manager
PAETEC Software Corporation
This three-part presentation will prepare you to implement field-tested best practice methodologies. You will understand how to:
Part 1: Benchmark your organization against industry spends standard analytics
Part 2: Assess your organization’s current business operations to a base- line suite of best practice business service management processes
Part 3: Formulate and implement policies and procedures that are strategically aligned to best practices principles
You will learn how to apply a relatively new performance management technique known as Time Driven Activity Based Costing (TD-ABC) to help IT & Telecom managers accurately forecast resource capacity, measure costs and monitor performance at the level of the specific support and delivery activity. You will learn how to follow an intuitive, logical and simple mathematical approach to implement sustainable best practices that will support the lifecycle of managing your IT business service management operations from provisioning through payment and chargeback activities. The presenter will walk you through the essential chronological steps to help managers and their customers better under- stand real transactional costs.
The primary take away you will learn is how to measure and substantiate the actual value that IT & Telecom support operations bring to your organization. This type of training has become more important than ever as organizations are seeking ways to reduce costs by eliminating internal support programs and resources without incurring long-term catastrophic adverse affects.
Calculating the True Cost of IT Services Workshop (3 hours) Ron Bradley, Senior ITFM Consultant and
Brian Stedman, VP Product Management
This hands-on workshop addresses the foundation of managing technology and shared service costs. It is intended to make today’s IT Finance & Business Management Executive successful. Understanding the unit cost of delivering every service to your customers will enable IT management to benchmark and trend performance against industry standards. IT Leaders can readily answer the question of whether the cost of delivering services is due to increased demand, or increased delivery costs or both, while providing assurances that they are increasing value for the company. This workshop will give you valuable information to:
• Define the cost drivers of the IT business
• Align cost recovery with consumption
• Understand benefits and results of unit costing
• Design and build several multi-dimensional models with unit costing
• Deploy best practices that stick
The workshop is structured to provide you with the knowledge to begin developing a very effective service portfolio, unit costing, pricing and planning infrastructure for your organization (business). You will get advice and use case examples from your workshop leaders who have successfully implemented solutions in several companies. You should expect to be able to immediately begin a service-based unit cost design and implementation. Practical case studies will be explored.
Service-Based Cost Model case studies and recent success stories will be shown with actual timelines, project milestones, benefits, processes and results. Issues will be addressed such as how business demand impacts IT decisions; what are the key metrics; what varying allocation alternatives make the most sense; how data quality affects the financial transparency equation.
How to Motivate Your Senior IT Leadership Team to Support ITFM Initiatives Workshop (3 hours) N. Dean Meyer, President
You need more than just top management sponsorship; many IT financial processes require active involvement from the IT leadership team in planning their business, providing you with data, and making key decisions. But it’s not easy to engage IT leaders who are more comfortable with technology than business. This workshop starts with the things that senior leaders care about – their real-life "pain points” such as client expectations that exceed available resources, accusations that you cost too much, and inadequate funding for infrastructure and innovation. The workshop then lays out the "big picture” of all the various IT financial management (ITFM) and governance processes, and shows how they fit together. Then – and here’s the key – it maps your leaders’ pain points to the specific financial processes that solve their problems. When ITFM is the solution to their pressing concerns, you’ll get their support.
Experience for yourself the workshop designed for your senior leader- ship team, and then go home and host this same workshop for your leaders. It’ll focus your strategy on the things they care about, give you executive visibility, garner top management support, and gain your leadership team’s commitment to help you with your ITFM initiatives. This workshop will cover:
• Why the leadership team has to be engaged in ITFM
• What TFM and MDM can and cannot do
• How is TFM different than Telecom Expense Management (TEM)
• The "big picture” – all the financial management processes on one page and linked together
• Where on the page are your selected pain points addressed?
• The ideal strategy – what comes before what
• Consensus on strategy for your organization
• Hosting this kind of workshop for your leadership team