Procurement Day @ BP p.l.c. (Members Only Conference)

ELI LILLY AND COMPANY: PROCUREMENT BEST PRACTICES

Eli Lilly and Company’s mission is to make medicines that help people live longer, healthier and more active lives. In this session, Michael Thyen, Director, Procurement, Emerging Markets and ANA Advertising Financial Management Committee Chair, will share the Lilly’s journey to increase the value of Procurement as a strategic business partner.  In this case study he will review how Procurement has assessed and evolved its “brand” and share examples of the greater value delivered as a result of advanced business partnering.

Michael Thyen

Director, Global Procurement-Emerging Markets, Eli Lilly and Company ANA Advertising Financial Management Committee Chair

KRAFT FOODS GROUP’S APPROACH TO LEVERAGING BARTER

Procurement and finance executives are faced with ever-increasing pressure to identify efficiencies and cost savings in their operations. Barter offers innovative solutions to help meet those challenges and unique options to solve them. In this session, Kraft Foods Group will share their approach to leveraging barter and how it fits into their company’s business objectives.

Holli Levine

Associate Director, Media & Marketing Services Procurement Kraft Foods Group

MARS: WORKING WITH AGENCIES AND CMOS

In this session, Mars will share their company’s approach to agency compensation and performance appraisals.  You will also hear how procurement works with Mars CMOs to develop strategy and vision for creative, media and production. 

Larry Smith

Commercial Director - Global Creative and Production Mars, Inc

MILLERCOORS: APPROACH TO INTEGRATED CROSS-FUNCTIONAL AGENCY MANAGEMENT

Managing multiple agencies with different skill sets can be very challenging, especially when it comes to integration, agency evaluations, agency compensation, and managing the creative process with many stakeholders on the agency and client side.  In this session, MillerCoors will share their insights into cross-functional agency management that help service this classic brand.

Kim Courtney

Director, Marketing Services MillerCoors

THE AGENCY PERSPECTIVE ON CLIENT PROCUREMENT

In this session, 4A's committee leaders will share their perspectives on three areas of interest in the agency community: 

Project Assignment Reviews:  There are more reviews for project assignments. Many project review processes are costly and time consuming for both the advertiser and agency participants.  Marketers and agencies collective interests can be well served by streamlining review processes for projects in order to facilitate efficient timely selection.

Leveraging Expertise and Scale:  Clients want agency staff to have category and industry experience and marketers want to be able to scale their marketing investment. There is an opportunity to replace outdated emotional conflicts policies with rational secure conflict management practices which will allow marketers to leverage agency expertise and scale.

Mutual Gains Negotiation:  Marketers and agencies tend to have compatible goals when working together on marketing program elements. However when marketers and agencies structure their commercial arrangements their individual goals are not universally compatible.  Marketer-agency interdependence and commercial agreements should not be combative or painful. Advertisers and agencies have an opportunity to evolve better and more enduring relationships by focusing on mutual gains (win-win) discussions.  The 4A's will share few thoughts on facilitating win-win versus win-lose approaches to negotiation.

Tom Finneran

EVP Agency Management Services 4A’s