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Date & Time
Starts: Tuesday, September 25, 2007 at 9:30am
Ends: Tuesday, September 25, 2007 at 2:30pm
Location
ANA Headquarters
708 Third Avenue, 33rd Floor
New York, NY 10017
Agenda
I. BRISTOL-MYERS SQUIBB CASE STUDY: SUPPLIER RELATIONSHIP MANAGEMENT (9:45-10:45am)
Bristol-Myers Squibb will share its experience in launching and executing its Supplier Relationship Management (SRM) program. With this program, the sourcing group works with agencies in other ways besides hours, rates, etc.
Speaker: Katie Law, Manager, Sourcing & Supplier Management, Global Sourcing & Supplier Management – Bristol-Myers Squibb
II. AGENCY INSIGHTS ON VALUE-BASED COMPENSATION (11am-12noon)
According to Beau Fraser, current practices of agency compensation are a “sacred cow” of the industry, i.e., a set of old-school rules we blindly follow because that's how it's always been done. His solution: Any compensation method should be tied to the value or benefit of what is provided. Rather than divide agencies by department, think about a department's output and the value of that output. Then admit the truth – some of what agencies do has more value than others. What has value is agency thinking and ideas. So for ideas and thinking, charge a higher rate. For deliverables that have less value, such as executing an idea, charge a commodity rate. The Gate has been practicing their unconventional method of compensation for more than a year now, with great success, and Beau will share his philosophy and some case studies.
Speaker: Beau Fraser, Managing Director – The Gate Worldwide (a NYC based marketing communications company).
III. FINANCIAL LEVERS OF AGENCY EVALUATIONS (12:45-1:45pm)
Key financial levers for agency evaluations include cost reductions/resource usage, risk reduction, linkage of performance to results, and incentive compensation. Decideware, an Australian based company (www.decideware.com), will share learning from their experiences working with various clients on agency evaluations and demonstrate their “Agency Relationship Optimizer” solution. Participants representing Hanesbrands and Procter & Gamble will be in attendance at this meeting to provide the client-side perspective.
Speakers: Richard Benyon, Executive Chairman and Derek Groom, Executive Director – Decideware
IV. OPEN DISCUSSION / BENCHMARKING (2-2:30pm)
We’ll discuss the learnings from the day. In addition, ANA open discussions provide a great opportunity to benchmark with your peers.