Event Overview “Outsourcing is a Strategic Decision, requiring proactive, professional decision making”   Learn from the Strategic Outsourcing Thought-Leader Maurice F. Greaver, CPA

Download PDF Brochure March 16-18, 2008, Dubai Event Overview Who Should Attend Benefits of Attending Seminar Outline About the Seminar Leader Venue and Pricing Register

Who Should Attend

• CEOs, CFOs, COOs and other Senior Executives
• Purchasing Managers and Supply Chain Professionals
• Finance Managers and Cost Accountants
• Manufacturing and Maintenance Managers
• CIO’s and IT Managers
• Facility Managers and Property Managers
• Operations Management Professionals
• Outsourcing Service Providers and Consultants
• Any person actively involved in analyzing and implementing outsourcing initiatives

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Outsourcing is growing at double-digit rates. Why is this? We have a convergence of a number of forces that have changed our business environment. These would include the competitive pressures of global economy, the fast changing technologies and niche competitors that can change industries overnight, and institutional investors who demand a focused management that delivers bottom line results, adding to shareholder value. Also the information available to shareholders and their ability to analyze and measure performance has advanced dramatically. In the government and not-for-profit sectors, we have more advanced, vocal constituencies who are demanding improved service for less taxes or dues. These and other forces have awakened management. As a result, management teams cannot allow factors of production (including people, facilities, equipment, technologies, capital etc.) to be underutilized. Accordingly, management teams are more open to change, and the transformation tools that can provide higher benefit/lower risk results. Used properly, outsourcing is such a tool.

This 3-day high impact seminar will cover the issues to be addressed in an outsourcing initiative and discuss in detail the seven steps necessary to successfully complete a successful outsourcing initiative:

• Planning initiatives
• Exploring strategic implications
• Analyzing costs/performance
• Selecting providers
• Negotiating terms
• Transitioning resources
• Managing relationships

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DAY ONE

Overview of Strategic Outsourcing

• Outsourcing reasons and benefits
• Levels of outsourcing
• Strategic vs. Tactical Outsourcing
• History of outsourcing
• Current outsourcing trends & anticipated growth

Outsourcing Methodology ~ The 7 Steps

• Planning initiatives
• Exploring strategic implications
• Analysing costs and performance
• Selecting providers
• Negotiating terms
• Transitioning resources
• Managing relationships

Planning Initiatives

• Initiating the project and defining the scope
• Role of outside advisors
• Alignment with organizational objectives
• Selecting outsourcing targets
• Setting outsourcing initiative objectives
• Criteria for evaluating outsourcing success
• Getting management acceptance of the plan

DAY TWO

Exploring Strategic Implications

Organizational structure

• Importance of the organizational vision
• Impact of size and vertical integration
• The effects of functional hierarchy
• The role of process structures

Determining core competencies

• What are core competencies
• Exploiting core competencies
• Reasons for and examples of core competencies
• Methods for identifying core competencies

Restructuring

• Other transformational tools
• Focused restructuring & transformation
• Alternatives to outsourcing

Aligning with strategy

• Provider relationship and decision rights
• Contract length
• Testing the prospective outsourcing initiatives

Analyzing Costs & Performance

Existing and projected costs

• Measuring existing costs and identifying activities
• Activity based costing
• Projected internal costs
• Cost comparisons and standards

Performance standards

• Measuring current performance levels
• Estimating cost of poor performance
• Projecting internal performance
• Performance level comparisons and standards
• Risk analysis
• Outsourcing priorities and contribution value

Other financial issues

• Asset identification and capital budgeting
• Make or buy decisions
• Estimated impact of poor performance
• Continuing costs
• Costs of outsourcing
• Pricing models and financial engineering

Selecting Providers

Service providers

• Identifying potential providers
• Provider qualifications
• Evaluation criteria
• Making a decision

Developing the request for proposal (RFP)

• Reasons to outsource
• Scope: service specifications
• Potential pitfalls
• Provider qualifications
• Performance measures and tools
• Pricing and other terms and conditions
• Communication

Comparing and evaluating proposals

• Restate proposals in common terms
• Evaluation of qualifications
• Performance commitments
• Price comparison and evaluation
• Make or buy financial decision

Provider selection

• Establishing relationship team
• Due diligence
• The short list of providers
• Selecting prime candidate

DAY THREE

Negotiating Terms

Negotiations

• Preparing for negotiations
• Negotiation levels
• Face-to-face
• Principles of fairness

Contracts

• Scope of services and performance standards
• Pricing schedules and production factors
• Management and control
• Transition provisions
• Billing, payment and termination provisions

Transitioning Resources

The Transition Process

• Transition roles
• Communication issues
• Human resource issues
• Transition issues

Managing Relationships

Performance monitoring

• Oversight
• Performance measurement & reports
• Audits
• Personnel and other changes

Solving problems

• Resolving disputes
• Third-party intervention
• Termination
• Provider and organization issues in recompetition
• Streamlining the recompetition process

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Maurice F. Greaver, CPA

Maurice F. Greaver is a Certified Public Accountant (CPA) and leading consultant providing services focused on strategic, financial and change management (including outsourcing) issues. Maurice has provided outsourcing consulting services in a wide range of industries, for both large and small companies, as well as governmental agencies. Those organizations that would be recognizable to many people would include: Lucent, Ingersoll Rand, Ernst and Young, Perrier, Grove Worldwide and Michigan State Housing and Development Authority.

In addition to his consulting services, Mr. Greaver has been a corporate executive (CFO) who outsourced a number of functions to providers. Further, he has served as an outsourcing provider to several companies, providing ongoing management and functional roles within these companies. Accordingly, Mr. Greaver has unique qualifications, having experienced firsthand the different roles of: 1) outsourcing corporate executive, 2) outsourcing provider and 3) outsourcing consultant. As a result, he well understands the issues and challenges to planning, evaluating, implementing and monitoring an outsourcing contract, and can bring this expertise for the benefit of his consulting clients.

Mr. Greaver is a seminar leader for The American Management Association’s (AMA) program entitled “Strategic Outsourcing”. He has also authored a book, entitled “Strategic Outsourcing: A Structured Approach to Outsourcing Decisions and Initiatives”, for The American Management Association’s (AMA) publishing company, AMACOM. This book has been the best selling outsourcing book since its release in March, 1999, and provides 300+ pages of implementation techniques and tips.

Mr. Greaver has taught many outsourcing seminars, as well as published many articles, including “Riding the Rough Waters to Outsourcing Success” Commercial Insight Magazine (July 1999), in which he summarizes his 7 steps to successful strategic outsourcing. In another article “Hard Target: Coordinating Cost Reduction with Strategy and Process Improvement” NAMIC Magazine (March 1994), he discusses several transformation tools, including activity-based cost management (ABCM). Mr. Greaver has found ABCM to be an excellent tool for analyzing a company’s current costs, in order to make a more informed “make or buy” decision, to outsource. Prior to becoming independent consultant, Mr. Greaver held executive positions with Home Warranty Corporation, AON (Alexander & Alexander Services), and Deloitte. He holds a BS degree in Accounting, graduating with honors from Pfeiffer College. He is a member of the American Institute of CPAs and the Virginia Society of CPAs.

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Venue: Crowne Plaza Hotel, Dubai, UAE

Fees: USD 2,100/- per delegate

Early Bird Discounts:

Register for USD 2,000/- on or before February 16, 2008 and get USD 100 OFF!

Register for USD 1,900/- on or before January 16, 2008 and get USD 200 OFF!

Register on or before 16h February 2008 and get a FREE copy of the book “Strategic Outsourcing” by Maurice F. Greaver, CPA.

Group Discounts:

Register 3 delegates from your organization and the Fourth goes FREE!

In-house Option:

This course can also be delivered as In-house / On-site option. Please contact us if you have a group of employees to be trained at a location of your choice.

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