slide1 l.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Breakout Session # 302 Luis M Huix, Global Contracts Operations Hewlett-Packard Company Date: Mon 25 April 2005 PowerPoint Presentation
Download Presentation
Breakout Session # 302 Luis M Huix, Global Contracts Operations Hewlett-Packard Company Date: Mon 25 April 2005

Loading in 2 Seconds...

play fullscreen
1 / 52

Breakout Session # 302 Luis M Huix, Global Contracts Operations Hewlett-Packard Company Date: Mon 25 April 2005 - PowerPoint PPT Presentation


  • 185 Views
  • Uploaded on

Maximizing Performance and Minimizing Risk Effective Contracts Management at HP. Breakout Session # 302 Luis M Huix, Global Contracts Operations Hewlett-Packard Company Date: Mon 25 April 2005 Time: 1:30pm. Luis Huix - A Biography.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Breakout Session # 302 Luis M Huix, Global Contracts Operations Hewlett-Packard Company Date: Mon 25 April 2005' - ludlow


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
slide2

Maximizing Performance and Minimizing Risk Effective Contracts Management at HP

  • Breakout Session # 302
  • Luis M Huix, Global Contracts Operations
  • Hewlett-Packard Company
  • Date: Mon 25 April 2005
  • Time: 1:30pm

IACCM European Conference 2003

luis huix a biography
Luis Huix - A Biography
  • Luis has worldwide responsibility for Hewlett-Packard's Global Contracts Operations, including providing contracts expertise, and leading the design, development, implementation, support and maintenance for worldwide usage and leverage of Terms & Conditions documents, commercial contracts, partners programs, agreement templates and exhibits, contracting processes, contracts applications, tools, and contracts policies
  • Luis was a Subcontracts, Contracts and Negotiations Manager for the Kaiser Aerospace Company in San Jose, Ca in the late 1970's. He then joined the Hewlett-Packard Company in 1984 in the Federal Marketing group. Over the past nineteen years at HP, he has worked in field, group, sales marketing, corporate, and worldwide/global business and operations entities
  • Luis is a member of the NCMA, and of the International Association for Contract and Commercial Management (IACCM)
  • Born in Vilafranca del Penedes, Barcelona, Spain he holds a BA degree from the University of Santa Clara, Santa Clara, CA. Outside of work, he enjoys spending time with his wife and daughter, swimming, and is an avid lifetime Futbol Club Barcelona fan

IACCM European Conference 2003

hewlett packard company fast facts
Hewlett Packard Company- Fast Facts

HP is a technology solutions provider to consumers, businesses and institutions globally. The company's offerings span IT infrastructure, personal computing and access devices, global services and imaging and printing.

Revenues were $79.9 billion for the fiscal year that ended October 31, 2004.

The way we get things done

IACCM European Conference 2003

hewlett packard company is
Hewlett Packard Company is …
  • #1 globally in inkjet, all-in-one and single-function printers, mono and color laser printers, large format printing, scanners, print servers, and ink and laser supplies#1 globally in x86*, Windows*, Linux*, UNIX* and Blade servers#1 in total disk storage systems#2 globally in notebook PCs #1 globally in Pocket PCs#1 in Customer Support #1 in customer satisfaction

The way we get things done

IACCM European Conference 2003

hewlett packard company fast facts6
Hewlett Packard Company- Fast Facts
  • Hewlett-Packard Company (NYSE, NASDAQ: HPQ)
  • Headquarters: Palo Alto, California
  • HP serves more than one billion customers in more than 160 countries on five continents.
  • HP has 150,000 employees worldwide.
  • HP's 2004 Fortune 500 ranking: No. 11

The way we get things done

IACCM European Conference 2003

hewlett packard company fast facts7
Hewlett Packard Company - Fast Facts
  • HP's mission is to invent technologies and services that drive business value, create social benefit and improve the lives of customers—with a focus on affecting the greatest number of people possible.
  • HP dedicates $4 billion (U.S.) annually to its research and development of products, solutions and new technologies.

The way we get things done

IACCM European Conference 2003

at hewlett packard we are passionate about customers
At Hewlett Packard we are passionate about customers

We put the customer first in everything we do and in every decision we make. We have a culture and management processes that motivate and empower employees to act in the best interests of the customer.

The way we get thingsdone

IACCM European Conference 2003

the case background
The Case: Background
  • The pre-systems approach
    • Each ‘their own’
    • Still some manual processes
    • Still paper-based
    • No central repository
    • No control over documents and processes
  • Development of eCommerce - e Procurement
    • e Sourcing/RFP
    • e Contracts
    • e Travel
    • e Assets

IACCM European Conference 2003

the case why invest now
The Case: Why Invest Now
  • Why invest in e-Contracts and automate Contracts Management?
    • Contracts central to many other processes
    • Streamline operations, reduce manual processes
    • Provide better response and visibility to stakeholders

IACCM European Conference 2003

maximizing performance and minimizing risk effective contracts management at hp the initiative

Maximizing Performance and Minimizing Risk Effective Contracts Management at HP:The Initiative

how did hewlett packard s contract management initiative start
How did Hewlett Packard’s contract management initiative start?

With a management mandate to put in place a new contracts management solution, to be used for assembly, creation, renewal, amendments, storage, and retrieval, of all sales and marketing contracts.

IACCM European Conference 2003

additionally it also meant making contracting a competitive advantage
Additionally it also meant …making Contracting a Competitive Advantage

Maximizing Performance by assemblingin one location the most customer contractual informationMinimizing Risks by establishing better quality and consistency in the creation and management of our sales & marketing contracts, Reducing the global cost of managing contracts.

IACCM European Conference 2003

what were our objectives
What were our objectives?

Objectives 1 and 2

- Replace existing, outdated sales contract document management systems with a new centralized contracts application.

  • Identify, plan and execute changes to improve all of HP’s worldwide Contract management processes.

IACCM European Conference 2003

what were our objectives16
What were our objectives?

Objectives 3 and 4

  • Ensure addressing of regulatory and reporting compliance challenges.
  • Leverage the new centralized contracts management application for use by other HP organizations.

IACCM European Conference 2003

what we looked for in a contract management solution
What we looked for in a contract management solution

Evaluation of vendors and solutions was

based on many elements, including:

1. Quality product that met HP’s requirements2. Top Service and Responsiveness 3. Available ‘off-the-shelf’ Product 4. Competitive Pricing5. Proven track record 6. Joint process improvement ideas

IACCM European Conference 2003

implementing the total contracts solution global contracts ops
Implementing the Total Contracts Solution - Global Contracts Ops.

Global Contracts Operationsrole,is to provide value added contracts expertise, and to lead in the business design, development, implementation, and maintenance for global and regional contracts centers usage, and leverage of:

  • terms and conditions documents
  • sales & marketing contracts programs
  • purchase agreement templates & exhibits
  • contracting processes
  • contracts systems and tools

IACCM European Conference 2003

our requirements for the total contracts solution tcs
Our requirements for theTotal Contracts Solution (TCS)

Our general requirements were

  • A centralized global approach
  • Regional localization and local language capability
  • High visibility and easy access to contracts and related docs
  • Extensive document creation and management capabilities
  • Product and pricing lists included in contracts
  • Extensive workflow support
  • Event management with user notifications
  • Advanced management functions including risk, compliance, and performance tracking

IACCM European Conference 2003

our multiple steps to get there
Our multiple steps to get there

Our TCSproject steps included

  • Requests for Information (RFI)
  • Request for firm fixed price proposal
  • Identification of mandatory / optional requirements
  • Evaluation of potential solutions
  • Evaluation of potential vendor/partners
  • Installation and testing of vendor/partner software
  • Business workshops for screen configurations desired
  • Testing of configurations
  • Testing of regional and localization processes
  • Selection Assignment of super users
  • Overall training program
  • Production go-live, and start of support
  • Obsolescence of old contracts systems

IACCM European Conference 2003

what contract management solution did we choose
What contract management solution did we choose

Upside Softwarewas our best choice based on . . .1.Met our defined requirements 2. Most robust and comprehensive functionality3. Available ‘off-the-shelf’ product 4. Very competitive bid 5. Solid track record/references6. Flexible company to deal with – Win-win and customer first approach

IACCM European Conference 2003

maximizing performance and minimizing risk effective contracts management at hp the challenges

Maximizing Performance and Minimizing Risk Effective Contracts Management at HP:The Challenges

organizational challenges assuring success from the beginning
Organizational challenges – assuring success from the beginning

pulling together a global ‘contracts +’ community - Global representation on the project team - Solid executive management support at corporate, and at regional levels - Involve users in many geographies to participate in testing, and in early internationalization/localization

IACCM European Conference 2003

organizational challenges assuring success from the beginning25
Organizational challenges – assuring success from the beginning

pulling together a global ‘contracts +’ community - Serious need to recognize the cultural diversity within the company - Constant effective communications to all stakeholders - Win-win relationship with all the stakeholders , and vendor/partner

IACCM European Conference 2003

functional challenges meeting everyone s needs
Functional challenges – meeting everyone’s needs

Customize the packaged software, or use as-is? - “Customization” is a BAD word … - We leveraged the software AS IS (no

customizations), which meant ‘serious

adaptation of our processes’

- We picked a product that is highly flexible and configurable – it met the vast majority of our requirements without any customizations

IACCM European Conference 2003

functional challenges meeting everyone s needs27
Functional challenges– meeting everyone’s needs

Not all requirements can ever be met …As part of their product development process, Upside Software continues to work with HP and other customers when planning product changes and enhancements for future releases.

This partnership ensures that we do not have to customize the solution now, or ever.

IACCM European Conference 2003

tcs progress to date
TCS Progress To Date

- we are Maximizing Contracts and HP overall Performance by having assembled in TCS the most customer contractual information- we are Minimizing Risks together with continuous quality improvement, with Contract Centers, and others increasing use of TCS for contracts creation, and mgmt - we are further Reducing the global cost of managing contracts, by including the use of TCS in Contracts Off Shore locations.

IACCM European Conference 2003

tcs progress added value
TCS Progress –Added Value

- we are demonstrating significant Added Value to stakeholders through increased visibility and access to contracts reports - we are also beginning to see early value in various geographies through better contract controls and global standardization

IACCM European Conference 2003

tcs progress leveraging
TCS Progress –Leveraging

* LEVERAGING- seeing expansion of the TCS initiative to meet needs across sales & marketing Contracts related organizations: Negotiators, HP Legal Department, and Strategic Alliances

- as well as across non-related sales & marketing Contracts: Direct and Indirect Procurement Contracts, IPG Printing Division, Labs

IACCM European Conference 2003

tcs progress off shoring
TCS Progress – Off Shoring

* OFF SHORINGwe are further reducing the global cost of managing contracts, by including the use of TCS in our Contracts Off Shore locations.

IACCM European Conference 2003

tcs position upgrading
TCS + Position Upgrading

and …

we are Maximizing Global Contracts Ops resource time availability with

increasing use of TCS, allowing our folks to upgrade their positions,

and enhance their professionalism, with the help of available learning resources

IACCM European Conference 2003

gco best practices list
GCO Best Practices list

Our List

1. Central repository of all sales and marketing contracts at HP, and … eventually ALLcontracts

IACCM European Conference 2003

best practices tcs
Best Practices TCS

- TCS we are Maximizing Contracts and HP overall Performance by having assembled in TCSthe most customer contractual information

IACCM European Conference 2003

gco best practices list36
GCO Best Practices list

Our List

2. a new contracts management solution, to be used for assembly, creation, renewal, and maintenance of all sales and marketing contracts … and LEVERAGING

IACCM European Conference 2003

best practices leveraging
Best Practices Leveraging

* LEVERAGING- seeing expansion of the TCS initiative to meet needs across sales & marketing Contracts related organizations: Negotiators, HP Legal Department, and Strategic Alliances

- as well as across non-related sales & marketing Contracts: Direct and Indirect Procurement Contracts, IPG Printing Division, Labs

IACCM European Conference 2003

gco best practices list38
GCO Best Practices list

Our List

3. Implemented standardized terms and conditions globally

IACCM European Conference 2003

gco best practices list t s c s hp ease of doing business project
GCO Best Practices list – T’s & C’sHP Ease of Doing Business Project
  • Goal is to make contract terms and conditions and contract processes simpler & total customer friendlySelected legal and functional representatives review current hardware, software, standard support and professional services exhibits, and develop new version based on current market trendsNew version approach to be ‘modular design’, withterms to address product purchases, software licensing, support and professional services Implementation of new version is 1H05CONTRACT AS COMPETITIVE ADVANTAGE

IACCM European Conference 2003

gco best practices list40
GCO Best Practices list

Our List

4. Pro-active change management / great communication skills

IACCM European Conference 2003

gco best practices list change management
GCO Best Practices listChange Management

We believe the ability of Contracts (and all) employees to accelerate change is a key differentiator from our competitorsIn Jan 2005, HP adopted a new, integrated approach for leading organizational change, which helps accelerate change in Contracts “Best of the Best” is now available at @hp website. By selecting your role, you receive the tools and resources to help effectively manage change

IACCM European Conference 2003

gco best practices list42
GCO Best Practices list

Our List

5. Manage by exception, with HP Legal having visibility of Contract variation

IACCM European Conference 2003

gco best practices list43
GCO Best Practices list

Our List

6. Empowerment of Contracts individuals

IACCM European Conference 2003

gco best practices list empowerment
GCO Best Practices listEmpowerment

Create the proper environmentProvide the proper toolsGet involvedProvide feedbackSupport decision makingSet-up for continuous improvement

Job Performance ++

.

IACCM European Conference 2003

gco best practices list45
GCO Best Practices list

Our List

7. Ownership and Accountability

IACCM European Conference 2003

gco best practices list ownership accountability
GCO Best Practices listOwnership & Accountability

Have clear accountability standards for individual members, the team leader, and the team as a wholeBalance Individual and Collective Owner/AccountabilityBalance Owner/Accountability of Team Leader and Team MembersBuild Owner/ Accountability through ConsultationCreate Opportunities to Specify and Confirm CommitmentsSummarize and Confirm Action StepsLink team and individual results with org for goal setting, performance evaluation, compensation, and promotion in ways that team members clearly understand

IACCM European Conference 2003

gco best practices list47
GCO Best Practices list

Our List

8. Customer # 1

IACCM European Conference 2003

gco best practices list48
GCO Best Practices list

Our List

9. Off Shoring of Contracts’ daily / routine tasks

IACCM European Conference 2003

gco best practices
GCO Best Practices

* OFF SHORINGwe are further reducing the global cost of managing contracts, by including the use of TCS in our Contracts Off Shore locations

IACCM European Conference 2003

gco best practices list50
GCO Best Practices list

Our List

10. Development of our people with Contracts Training and Career Path

IACCM European Conference 2003

summary
Summary

1. Communicate

2. Execute3. Practice Risk Management, Not Risk Avoidance4. Training

IACCM European Conference 2003