Seminar & Workshop Handouts

Handouts and outlines referenced in workshops and seminars

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  • This material is provided for reference by the people attending seminars and workshops. 
  • Some may be a little out of date. I've tried to show the last update date.
  • All rights to copy and distribute are withheld. If you attended the program you are welcome to download and share with your colleagues as long as it is done free of charge for educational purposes.
  • The material will only be left on the web until I get tired of looking at it.

For some reason the Word documents keep asking for a password. If that happens just click the cancel button and it will work anyhow. none of these items are password protected.  

  1. Writing Service Contracts - 2017
    It’s our job to prepare and issue purchase orders, contracts, amendments, notices, direction and supplier correspondence. If we do a poor job it will result in performance delays, contract changes, extra charges and in the worst case, a legal contract dispute.
    In contract writing, one picture is indeed worth a thousand words. I can imagine a purchase order for a piece of hardware that basically says: “Send us one of these [insert picture] and we’ll pay you $1500.” The problem, if you are trying to write a service contract, is that there is no picture. Thus the desired service has to be described and more importantly – so do all of the other conditions of the contract. A daunting task to say the least.
    In this workshop we’ll review some essential clauses that should be included in contracts We’ll also talk about pitfalls in communicating with contractors and legal issues which can arise from careless correspondence.

  2. Getting in Front of Regulation Compliance  PPT / examples (zip) / Reference Links
    Finding regulations and interpretive resources is much easier on the internet today than it was 20 years ago. However, compliance can’t wait until after there is a problem. Staff training, process updates and compliance reminders have to be continuous and timely. Thus keeping up with proposed changes, legal interpretations, audit findings and protests is an important element of organization management and personal proficiency. In this presentation I’ll share some of the resources I’ve found useful in supporting staff training and a compliant procurement system. I’ll discuss examples of my favorite audit reports and protest decisions along with my strategy for digging out useful information.  

  3. Big Data and Cloud Computing - What supply chain managers need to know and why.  October 2015
    Cloud Computing, Big Data and Electronic Discovery are hot topics and hot potatoes for businesses. In their rush to stay competitive, business leaders are ripe targets for the hundreds of new technology vendors, the huge on-line service industry and the giant Accounting & Legal Firms specializing in forensic accounting.
    In trying to wring every extra cost out of supply-chain processes, companies are contracting for online services, purchasing analytical software and collecting vast quantities of data. Unfortunately, rushing into ‘new technology’, writing inadequate contracts and not evaluating risks are well-known indicators of inadequate procurement planning.
    Before our company takes the plunge – it’s important that supply chain managers have an understanding of the terminology and some of the risks involved. We want to be able to ask valid questions of management as well as potential suppliers. And we also know how important it is to separate the “salesman hype” from reality before starting the contracting process.
    This presentation is intended to help explain the new technology landscape and raise awareness of issues that can – and will - arise when jumping in to the electronic clouds. Here is a short article about Cloud Computing, just one of the topics we will be explaining. . This will be a non-technical explanation for us non-technical folks.

  4. Writing Better Contracts - writing and communication tips.   Communication Model
    October 2015
      Contract Communication Handout (Feb 2018)
    It’s our job to prepare and issue purchase orders, contracts, amendments, notices, direction and all sort of correspondence to our suppliers. If we do a poor writing job it could result in performance delays, extra charges and in the worst case, end up in a legal contract dispute. This workshop will provide suggested improvements in language, style and content. We will discuss some of the potential pitfalls in communicating with contractors and talk about the legal issues which can arise from careless correspondence. Here is a short example of the types of information we’ll cover:

  5. Selecting a Responsible Contractor -
    Presentation  -    Checklist & References - Handout

    Just verifying that an offeror understands your requirements is not enough to risk a critical award. Savvy buyers dig much deeper to determine that the seller has a reasonable chance of providing what we want and there are no impediments to successful performance. Sometimes the risks of adverse publicity (think ‘human rights violations’ ) or even counterfeit products are so great as to outweigh a low price. This workshop will discuss some of the principles, techniques and resources buyers can use to find and select responsible sellers.
  6. E-Discovery - February 2013
    Recording   PowerPoint   References
    Does your organization use electronic processes in managing supply chain business? Do you email contract documents, use email to communicate with management and technical folks, share electronic files with users, store electronic records, post information on the web, keep in touch via smart phones and texting, etc.? I know many supply chain organizations that depend a lot on electronic processes.
    The good news is that the electronic files are much easier to search than the old paper files. The bad news is that the electronic files are subject to legal discovery proceedings. That is, all the files, in all locations have to be made available for a legal search.
    What we don’t know about the legal discovery process and issues associated with electronic records (generally referred to as e-discovery) is a liability and a risk. Supply chain managers should be taking the lead in educating themselves and their company on the issues and ways to mitigate the impact of e-discovery.
  7. Cost & Price Analysis -2013
    1. Cost & Price Analysis - Conference workshop 2017
    2. Learning Curve - in one page - Conference 2017
    3. Total Cost of Ownership:  PowerPoint  -  worksheet - Conference 2017
    4. Cost & Price Analysis principles - 2016
    5. Discussion topics and references
    6. Handouts - zip folder
    7. Principles of Price & Cost Analysis
    8. Learning Curve
    9. Negotiation Tips
    10. Cost Counts; 3/2007

    By understanding the factors that influence a seller’s pricing, we can find opportunities to negotiate a more complete, fair and reasonable contract. With direct cost elements, it is usually obvious how to improve the bottom line and lower the selling price. Changing the raw material, shipping terms, components, labor mix, schedule, etc. are common ways to improve the pricing structure. Even when considering indirect costs, there are some negotiating strategies that can improve the negotiating outcome.

  8. Negotiations
    1. Negotiation Strategies - assembled for Pacific Northwest Purchasing Conference - Oct. 2016
    2. Negotiating Long-term agreements - May 2016 
      Discussion questions & References
    3. Plug and Play Negotiations;  updated  2014
    4. Negotiation LeverageHow the principle behind a “baker’s dozen” is a buyer’s negotiation advantage April 2011
    5. Cost Counts in a Negotiation - 10/2008
    6. Getting Started with Negotiation; Outline from my presentation at the Pacific Northwest Purchasing Conference in Spokane, October 2006
    7. Negotiation Tips and Tricks, workshop program presented at the 61st Pacific Northwest Purchasing Conference in Anchorage October 2004.
    8. Anti-Trustan opinion about avoiding anti-trust problems.
    9. Planning Better Negotiations workshop

    Negotiating successful and cost-effective purchase order or contract is a key responsibility of supply chain professionals. But consider for a minute that negotiating a better contract isn’t always about saving money. A more valuable, cost-effective and complete contract is also a much better contract. The more you understand about the seller’s cost the better the negotiated outcome can be. That is, by looking at the various cost elements involved in establishing the seller’s price, we can find opportunities to be creative in negotiating cost savings

  9. Handouts from the Pacific Northwest Purchasing Conference, Portland - October 2011
    1. Service Contracting
    2. Better Meetings
    3. Using Technology
  10. Taking Supply Chain Management to the Next Level - Updated - Sept. 2018 for ISM Spokane
    Observations and comments about new technology and the future of supply chain management. prepared for ISM Western Washington, May 2017
  11. Cyber Security. November 2010  presentation (pdf) handout
  12. Creative Contracting,  3/2003 
  13. Electronic Commerce  PowerPoint Slides , Handout - Path Forward
    An older program discussing issues surrounding e-commerce, internet security, legal aspects of online ordering, B2B solutions, ordering agreements and software solutions.   Hawaii Technology Showcase 2000

  14. Electronic Records Management
  15. ISM Leadership Training Programs
    Note: ISM continues to update and revise the web site, thus some links may no longer be active and information may be out of date. You may be able to find the item using the Search function on the ISM web site. 

    1. Leadership suggestions and hyperlinks links 2016 -

    2. The Value of Participation - Opening remarks for the 2015 Pacific Northwest Purchasing Conference

    3. Closing Remarks  ISM Leadership Workshop - Dallas, 2013
    4. Affiliate Newsletters

    5. Communication Committee  (2002)

    6. Effective Affiliate Web sites  (2002)

    7. Educational Resources on the ISM web site - [slides are from a presentation in 2013 - so some are probably out of date.  Handout updated October 2015]  
      Slides  - Reference handout
    8. Effective Meetings (2002)

    9. Internal Communication Team

    10. Leadership

    11. Mining the ISM web site
      10 Places for affiliate officers to visit on the ISM web site (members only section)

    12. Social Media 2013
    13. Notes from the 2006 Leadership Workshop in Las Vegas.

    14. Using Technology to Enhance Affiliate Communications 2010

    15. Using Technology - in depth 2010

    16. Setting up and Running an Affiliate Web Site

  16. Professional Networking Tips and Resources

    1. Networking Tips - September 2017

    2. Networking Resources, September 2009

  17. PC Tips Handout.  References from the Office Professional presentation April 2007. (self extracting zip file)

  18. Personal Professional Development, Career Coaching (PowerPoint) ; (Handout)  
    Practical Professional Advice.

    The premise of these presentations is that people, like many companies, are managing their personal careers with buzzwords, complacency and hope. This is a "kick-you-in-the-pants-and-get-moving in your own professional development. Included is a discussion of how people should be reacting to the Internet and how they could be taking professional advantage of it. It is not intended as an internet "HOW TO DO IT", but what you can do with the Internet and why you should.

  19. Searching Google - some practical advice for finding what you want
  20. Search Engines 2009
  21. Sox and Procurement, PowerPoint Slides   (pdf file) SOX review notes- handout (doc file) 12/ 2006

  22. Surplus Auctions, presented to NAPM Spokane, November 2001
  23. Team Building -  Ideas about teambuilding and leadership

Find more articles and tips in the MLTweb Purchasing Toolbox at: ,  in my opinion blog and the BuyTrain news article archive at

MLTWEB is owned by Michael L. Taylor, C.P.M.  Mail:  
Materials prepared by Mike may be shared for supply chain education, provided that this source is credited and no fee is charged. The rights for any other use are withheld.
Copyright;  Michael L. Taylor, C.P.M.