SERVICES PROCUREMENT

Case study: Outsourcing services at Best Buy Canada
Dennis Silva

Negotiating for services
John Sypnowich

Pros and cons of centralizing vs. decentralizing services procurement
John Harris

Measuring the performance of service providers
Simon Brown

Developing a statement of work
Lynn Simmons

Technology for services procurement
Fidel Coutou

Sourcing services. Risk management in services procurement
Jason Morsink

Reducing costs of services procurement
Dan Bussotti

Fidel Coutou is the Senior Director of Financial Operations for Primus Telecommunications Canada Inc. and has been with the company for 7 years. Prior to joining Primus, She worked for MCI Systemhouse, Rogers Telecommunications and the Hudsons Bay Company. During that time she was instrumental in implementing a number of Accounts Payable and Purchasing Systems as well as electronic document imaging systems. She led her then company MCI Systemhouse to be the first company in Ontario to implement e-mail remittance advice for direct deposit of funds. This garnered her an award for Innovation from MCI Systemhouse. She also led MCI Systemhouse to be the first company in Ontario to outsource their Accounts Payable payment processing for both Canadian and U.S. vendors. Most recently, she led her current company Primus Telecommunications Canada Inc. to be the first Telecom company to suppress business reply envelopes for customers who remit their payments electronically, as well as the first company to introduce electronic invoice processing with approval workflow and integration into Great Plains Financial Systems.

Lynn Simmons, B.A, CPIM, is Procurement/Planning Manager at Boart Longyear Inc. in North Bay, Ontario, focusing primarily on leading a tactical team in the implementation of global purchasing strategies within the exploration mining, drilling and contracting services area in conjunction with global sourcing teams from Boart Longyear's Corporate office in Salt Lake City as the company prepares for an April IPO. Prior to joining Boart Longyear, Lynn spent 23 years in the automotive industry managing supply chains, creating new procurement departments, implementing new strategies and training procurement personnel. Lynn is a member of APICS International, and is actively involved with the APICS Simcoe Chapter.

John Sypnowich is Vice President and General Counsel at Emergis Inc. Prior to joining Emergis Inc., he occupied a number of legal positions within the BCE Group, most recently as Assistant General Counsel, Bell Canada. Prior to joining the BCE Group, he was in private practice in Montreal. A member of the Quebec Bar, he has considerable experience in the corporate, commercial and information technology fields. Emergis is an IT leader in Canada that focuses on the health and financial services sectors. It develops and manages solutions that automate transactions and the exchange of information to increase the process efficiency and quality of service of its clients.

John Harris is the Managing Principal of the Ottawa Office of the Osborne Group. His previous positions include Partner with Deloitte & Touche and its predecessor firms, Founder of The Laurier Group and Branch Manager of IP Sharp Associates' Boston office. His current fields of professional expertise include Business Planning, Technology Planning and Procurement, Outsourcing and HR Management. He has over 30 years of experience in advising clients on the set-up and management of outsourced service contracts for functions ranging from Legal Services to Information Technology help desks. He has assisted many organizations in improving procurement principles processes.

Dan has worked for the Ontario Provincial Government for over 25 years now most of which he has spent in the Information Technology Procurement Department. He is currently a Senior Policy Advisor for the Ministry of Government Services, Supply Chain Management. Some of his projects include; Drivers License and Health Card, License Plate operations, Mobile Workstations and In-car video, Photo Radar, Electronic Surveillance and is very much involved in establishing multi year contracts on behalf of the Ontario Government.

Dennis Silva is the Senior Manager for Central Purchasing for Best Buy Canada. A graduate of the University of British Columbia, he has been with Best Buy Canada for over 14 years in various roles within the organization including sales, training, operations, store design, and purchasing. His responsibilities include strategic sourcing and purchasing operations.

John Moran is currently employed at The Bank of Nova Scotia where he is the Vice President, Strategic Sourcing. Operating as Scotiabank, the bank is one of North America's premier financial institutions, with over $10B in revenue and 48,000 employees. In his capacity at Scotiabank, Mr. Moran is responsible for all sourcing initiatives, including outsourcing and global sourcing. Mr. Moran holds a Masters of Business Administration from the University of Alberta with an International Studies designation, a Masters of Law from York University (Osgoode Hall) where his major research paper was on the legalities of offshore outsourcing, a Bachelor of Commerce from Carlton University and a Post-Secondary Certificate in Computer Studies from Centennial College (where he also instructed).

Mr. Moran has enjoyed a wide-ranging career, including positions of Vice President Business Development, Chief Information Officer and Publisher. He has negotiated on both the service provider and the customer side of complex business arrangements. Prior to joining the bank, Mr. Moran held various positions of leadership in outsourcing business development and delivery capacities. He has architected dozens of outsourcing deals, including offshore engagements and three of the ten largest deals in Canada. He was previously with Cap Gemini Ernst & Young Canada, where he led a team which architected several outsourcing arrangements over $100M, including a $1.2B ten-year deal. He was also previously with DMR Consulting, where as the Vice President, Outsourcing Business Development, he led a Canadian and subsequently a global outsourcing business development team.

With his expertise in business development and sourcing, Mr. Moran has been a sought after speaker at numerous events, including Federated Press, The Center for Outsourcing Research and Education (CORE), Deloitte & Touche Business Developers Conference, Sourcing Interests Group, Schulich Executive Education Centre, The Gartner Outsourcing Conference, The Access Group and the Canadian Information Processing Society (CIPS).

Simon Brown is Executive Vice President and a Principal Consultant for PMMS Group North America (the global procurement consulting and training organization). He has worked in the UK, USA and Canada in roles as diverse as, Head of Procurement, IT Project Manager, Head of Logistics and Sales Director. The range of experience, in different industrial sectors, coupled with the familiarity of working within a global context has enabled Simon to gain a meaningful insight into how different organizations and cultures approach procurement and the challenges of a changing landscape. This is reflected in his practical, adaptable and results orientated style. Simon is a member of the Chartered Institute of Logistics and Transport.

Professional experience: Jason is a leader in KPMG's Advisory Services Practice, focusing on global sourcing. Jason has over 17 years of senior management experience in private sector corporations across Canada, the USA and the UK, and has held executive positions in Information Technology, Sales & Marketing, and Business Development.

Directly prior to joining KPMG in 2006 Jason was a founding partner in a global sourcing firm that specialized in providing outsourced off-shore engineering, GIS and I/T services to North American companies. Working in conjunction with several of India's biggest service providers, Jason spent considerable time in India and Asia. In 2006, following the sale of the company, Jason joined KPMG. From 1998 to 2002 Jason was EVP of Business Development for TrizecHahn Corporation, one of the world's largest owners of commercial office property. Working with the Chairman and CEO, Peter Munk, the Board of Directors, and a team of senior executives, TrizecHahn acquired global Internet Datacenters and Carrier Hotels, and established new revenue-generating businesses pertaining to these assets. Based in London, England, Jason led the startup, business planning, staffing, and market penetration activities for these business ventures. These efforts resulted in the creation of KeyBridge Corporation, based in Reston Virginia, which was ultimately sold to Colo.com in 2003.

Prior to joining TrizecHahn, Jason was North American Solutions Executive, IBM. As a senior member of IBM's global "market management" organization, Jason was a part of the team that renewed IBM's competitiveness in the early 90's. While revenues for computer hardware sales were declining, IBM introduced new income streams and new market segments in software, networking, and services. Jason's work in this area led to his involvement in the newly formed Global Internet Division where Jason assumed the leadership role for world-wide merchant enablement and payment enablement. Based in New York, Jason had responsibility for business planning, software development, marketing, sales, public speaking and public relations.

Jason's hands-on experience as a senior executive has given him a deep understanding of business development, market development, deal structuring, and outsourcing. Jason understands how to create growth and new market opportunities by combining business acumen with a deep understanding of technology. Jason provides advisory services in the areas of outsourcing, globalization, and the use of telecommunication and I/T to support business growth. Jason is known as a creative, yet pragmatic, thinker who knows how to identify and build business opportunities, and make them work for the long run.

Education and Professional Affiliations:

BSc (Hons) in Computer Science, University of Western Ontario

Executive Education Programmes:

- Wharton School of Business (Marketing)

- Stanford (Market Management)

- Harvard Business School (Market Management)

- Harvard Business School (Finance for Senior Executives)