September NAPM Meeting

Thursday, September 9, 2010 Salt Lake City Pro-D & Dinner Location: Hilton Garden Inn 250 West 600 South, Salt Lake City 4:30 p.m.—Pro D Workshop Speaker: Ernie Gross, PhD Creighton University

Topic: “The Economy, Part I”

5:30 p.m.—Dinner Meeting Speaker: Ernie Gross, PhD Creighton University

Topic: “The Economy, Part II” RSVP on Cvent by Thursday, September 2, 2010 at 6:00 p.m.

Wednesday, September 15, 2010 Central Utah Branch Luncheon Location: La Quinta Inn 1460 S University Avenue (exit 263) Provo, Utah 11:45 A.M. – 12:45 P.M.

Speaker: Tom Foster, PhD Brigham Young University Topic: “What We Know About Supply Chain Quality Management” RSVP on Cvent by Thursday, September 2, 2010 at 6:00 p.m., Or directly to Steve Mastin at smastin@advancedmd.com by September 13.

NAPM Meeting 1

President’s Message

2

Central Utah Branch News

3

Speaker Bios 4-5

News From the Board—Reverse Trade Show

6-8

Certification and Employment

9

Kudos! 9

Board of Direc-tors

9

Resume Tips 10-11

New CPSD certifi-cation

12

CERM Workshop 13

http://www.napmutah.org

September 2010 Utah Purchasing News

Welcome to the new year

2010 – 2011. We are excited

about the coming year and the

opportunities that will be

available to all of us.

We have met as a board and

can tell you we are engaged

in making this a good year

for all of the members of

this association. We have

planned:

Pro-D and Dinner meetings

Training seminars

CPSM training

Special awards

Christmas Party

Vendor fair

We are working on imple-

menting all these activities.

Please go to the web site to

keep up with the current cal-

endar. (Napmutah.org)

Last spring we approved a

name change to ISM Utah

and thought it was all ap-

proved but for some reason

ISM International did not

make sure we had all the in-

formation in to them.

President’s Message

Page 2 Purchasing Newsletter

We will continue as NAPM

Utah until we receive approval

from the National Board of Di-

rectors that our new name has

been approved.

Our schedule remains the same

(second Thursday of the month

at 4:30 PM for Pro-D and 5:30

PM for dinner) and the location

is the same as last year. (Hilton

Garden Inn 250 West 600

South)

The Utah County group will

meet for lunch (11:45 AM) on

the third Wednesday at the

LaQuinta Inn in South Provo.

We will be notifying you

monthly by a C-Vent invitation

via e-mail. Please respond to

the invite.

Thank you and have a great

year.

David Stokes,

C.P.M.

President, NAPM-Utah

Page 3 Utah Purchasing Newsletter

Central Utah Branch News

Negotiations

Going through the RFP Process is really the first part of a buying decision. Now comes the fun part, Negotiations.

The best thing that you can do is to prepare a plan of action. This includes hav-ing meetings with your internal customer to understand the business and finan-cial needs of the department. Plan carefully; get to know the product, the rules, any alternatives, and what your customer wants and needs are. Find out what your customer’s walk away point is, in other words, when do you walk away or end negotiations? Have your plan written and outlined. You need to be able to identify the real issues. Do not be afraid to ask the probing questions, and to check out the information. Don’t be afraid to make suggestions to your cus-tomer.

Be patient, wait for things to open up for you. You need to listen, and be open-minded. Take copious notes. Don’t be afraid to reach for higher targets, sometimes you might need to take a risk to get what you need. Learn the body language the other person is using. Seek to understand their position. Knowledge is the key to any negotiation, knowledge of what your customer wants, and knowl-edge of what your supplier wants and needs. Don’t be afraid to ask for some-thing, even if it seems to be outlandish. Remember, if you don’t ask for it, you won’t get it. The worst thing that they could say is no.

Be committed to integrity. Work toward achieving a mutually satisfying contract/agreement. Have self confidence based upon your proper prior planning, gathered knowledge and willingness to use subject matter experts. Use good business judgment. Create your credibility, if they feel you’re are credible, then you can be trusted. Follow through on what you say you are going to do.

Get to know the other party. Don’t be intimidated by their position. Remember they want your business. They want you as their customer. Feel free to limit who will attend the negotiation session(s). You can control that; you should only have individuals in the negotiation session that will add to the negotiation process. They should not be there just because they have a title on their business card. They should be there if they are going to meaningfully contribute to the negotiations.

Good luck. Remember, the RFP is

only a starting point for negotiations.

This is where you roll up your sleeves

and get to the fun part of our job.

Steve Mastin, C.P.M.

Central Utah Branch Director

NAPM-UT

...Be patient, ...listen, ...be open minded...take a risk…”

Page 4 Purchasing Newsletter

Ernie Goss is currently the MacAllister Chair and Professor of Economics at Creighton University in Omaha, Nebraska and Director of the Goss Institute in Denver, Colorado. He received his Ph.D. in eco-nomics from the University of Tennessee. He was a visiting scholar with the Congressional Budget Office for 2003-04. In the Fall of 2005, the Nebraska Attor-

ney General appointed Goss to head a task force examining gasoline pricing in the state. He is also a past faculty research fellow with the National Aeronautics and Space Administration (NASA). He recently testified before the U.S. Congress regard-ing the closure of GM and Chrysler dealerships and he contin-ues to consult with dealerships on the financial impact of shut-

tering the GM dealerships. He has published over eighty research studies focusing pri-marily on economic forecasting and on the statistical analysis of business and economic data. His book, Changing Attitudes toward Economic Reform during the Yeltsin Era was published by Praeger Press in 2003 and his book Governing Fortune: Casino Gambling in America was published by the University of Michigan Press in 2007 (www.erniegoss.com and www.outlook-economic.com). He is editor of the Goss Report, an economics newsletter published monthly that is distributed to 5,000 subscribers digitally. He is the past president of the Omaha Association of Business Economics, and the National Purchasing Man-

agement Association-Nebraska. He also serves on the Board of Directors of Mosaic, Inc. To gauge regional economic conditions, Goss conducts a monthly survey of bank CEOs in rural areas of 11 states and a monthly survey of supply managers in 12 states. Results from the two surveys are carried in over 100 newspapers, 30-50 radio stations and scores of other media outlets each month. Recent citations appeared in the Wall Street Journal, Business Week, Forbes, and The Economist, as well as regional newspapers such as the Denver Post, the Kansas City Star, and the Minnea-polis Pioneer Press.

Pro-D and Dinner Speaker— Ernie Gross, PhD

“The Economy,

Parts I and II…

”

Page 5 Utah Purchasing Newsletter

Dr. S. Tom Foster is a professor and author in the field of operations, quality and supply chain man-agement. Among Dr. Foster’s areas of expertise are strategic quality management, supply chain quality, service quality, teamwork, quality in gov-ernment, and operations technology manage-ment.

Tom is Area Leader and Professor of Quality and Supply Chain Management at Brigham Young University. And has experience in manufacturing, financial services, and international oil ex-ploration. Dr. Foster has consulted for a number of companies including Hewlett-Packard, Trus Joist Macmillan, Cutler-Hammer/Eaton Corp., Heinz Frozen Foods, US West Corpora-tion, Healthwise Corporation, and the United States Depart-ment of Energy. He currently serves on the Board of Overse-ers for the Malcom Baldrige National Quality Award. Dr. Foster serves on the Editorial Boards of the Journal of Op-eration Management, Quality Management Journal, bench-marking for Quality Management, and the Quality Observer. He has published over 60 quality-related articles in journals such as the Decision Sciences, International Journal of Produc-tion Research, the Journal of Quality Management, the Inter-national Journal of Quality and Reliability Management, the Quality Management Journal, and Quality Progress. His most recent book is entitled, Quality Management: An Interactive Approach (Prentice Hall) and he is listed in Who’s Who in America and Who’s Who in the World. Tom is the founder of www.freequality.org, was awarded the ASBSU 2000 Out-standing Faculty Award, The Marriott School of Business Man-agement Outstanding Researcher Award and received the prestigious 2002 Decision Sciences Institute Instructional Inno-vation Award.

Lunch Speaker—Dr. S. Tom Foster, PhD

Purchasing Newsletter

“What we know about Supply Chain Quality Management”

Mark your calendars for the 2nd Thursday or 3rd Wednesday of each month for the NAPM-Utah Pro D and dinner or luncheon

News From The Board—Reverse Trade Show

Page 6 Purchasing Newsletter

Coming to a Venue Near You!

April 2011 ISM Utah/USDC Reverse Tradeshow

Our Chapter is planning to hold a Reverse Tradeshow in conjunction with the Utah Supplier De-velopment Council in April of 2011. There are plenty of plans to be made and so many opportu-nities for everyone to get involved. Some of you may be asking yourselves ―What is a reverse tradeshow?‖ A reverse trade show is set up similarly to a regular expo. As the name would suggest, the potential customers, Mem-bers (the companies that our Chapter Members work for), become the exhibitors, while the

Suppliers (the companies that want to do business with us) walk the floor. A reverse trade show gives Suppliers the chance to meet with targeted clients instead of just hoping the right people come by their booth. The format of this type of show, for the most part, takes up less space (not many of us have huge displays for our companies) so a smaller more affordable hall can be used and therefore the suppliers will have a much smaller fee for coming in. Who doesn’t need a break in this economy? Our plan is to stay around $50.00 per company for Suppliers to come talk to us. In return for the fee suppliers will get the opportunity to have us as a captive audience (with some limitations just keep reading) and they get to take a CD Rom back to the office with a directory of our members (those who choose to participate) for calls post-show. The event we’re planning is going to be a half day event so the commitment time for you and your team of Buyers is minimal. This show isn’t just for the benefit of the Suppliers, it’s also an excellent time for our Members to showcase up-coming RFPs, new projects in the works, or to demonstrate new sourcing software. This tradeshow will also benefit our Chapter. Although our ambitions for our first show are mod-est, this event does provide an opportunity for some fundraising if we all work together to make this show a success. Remember, that our Chapter funds go towards professional development and educational speakers during our dinner and lunch meetings as well as subsidizing seminars and larger educational opportunities. There can be disadvantages. One very big one is keeping our Members interested enough to participate. Though some of you may appreciate us for saving your feet, there’s also a risk of having to interact with Suppliers you have little or no interest in but hopefully that should be easy to overcome. In order to make our reverse trade show is effective we need to be certain to publish and en-force guidelines that protect your attendees. For example, we should assign a maximum of 10 minutes per visit so Members don't feel too much of their time is being consumed by one Sup-plier. In the same respect, tables should be staffed with more than one or two members so that if a Supplier comes along that you want to spend additional time with, you are free to do so be-cause you have back-up. Since this is our first event like this in a long while we need to ensure that we have a solid plan for our setup and allow for ample time for both Suppliers and Members to have a productive show. I’m sure there will be more positions and things we need than what I have listed below,

Page 7 Utah Purchasing Newsletter

News From The Board—Reverse Trade Show (continued)

and they will reveal themselves to us as we progress in the process but for now, here is a starter list. At the September meeting I’ll have sign-up sheets and will be talking more about the volunteer opportunities.

Suppliers: All members will be asked to sell registrations, either to their own company or a sup-plier they work with. Talk to the suppliers that you regularly do business with. The cost is minimal for them to attend ($50 flat fee per company). This is a half day event for most of us (some volunteers will come in earlier or stay later).

Room to hold Event: Working with contacts through the membership we hope to find a room large enough for 30-50, 8 x 10 tables to be set up, that we could use at a reduced cost or even free. We’re shooting for an April 11, 2011 event so please check with your companies to see if you have a space we can use (or rent). If a company wants to donate the room we will acknowledge the donation in the Supplier Packet as well as signage the day of the event.

Members to sit at Tables: Each one of us will be asked to have a table from our company. You don’t have to be the one sitting at the tables, maybe you have some internal customers who might like to attend, that’s just great. Sometimes Suppliers get more satisfaction from talking to the end users than to Buyers. Member tables will consist of one 6 x 10 table and 2-4 chairs (hopefully comes with the room). The Members should plan to bring table covers, and presentation materials and any decorations they want for their space as well as freebie give-a-ways for the suppliers.

Volunteer Opportunities: Set Up/Clean Up Committee, maybe 4-6 strong people (for table lifting and such) Registration Committee, This group will be divided in half one team to focus on the Suppliers and the other to focus on the Members.

The Suppliers team will collect the registration forms and payments for each company and hand out their name tags and Supplier Packets on the day of the event.

The Member team will be responsible for registering Members for tables and assigning them a table number based on the company’s main focus. For example, it would be good to put all governmental Members in one area of the room and Technology Companies in another area. This will allow the Suppliers to hone in on the areas they are most interested in.

News From The Board—Reverse Trade Show (continued)

Page 8 Purchasing Newsletter

Door prize Coordinator, This committee will be responsible for requesting and coordinating door prizes prior to the day of the event. On the day of the event one member of the committee will be responsible for distributing tickets for the contestants and giving out the prizes.

Refreshments Committee, This team will be responsible for getting, setting up and cleaning up the refreshment table(s). This could be a sponsored area so the committee will work together to get someone to sponsor the table(s) and make sure their sponsorship is acknowledged on the table(s) the day of the event.

Supplier Packet Committee, This team will need to collect the Member names and put them together in a file to be burned on a CD (or another mode such as a thumb drive these could all be donated by a sponsor) to be distrib-uted the day of the event. The packet should also include any announce-ments, advertisements from other Suppliers, or information we’d like to pass out to the participants as well as a Thank You Letter from our Chapter Presi-dent. Media Committee, This team will be responsible for all the print and photo media for the event. They will need a photographer to capture the event on camera for our newsletter and social media pages, as well as produce the ac-knowledgements for any sponsors we have for the event. This is a very good sponsored area…there are plenty of print companies in the SLC area that will print small sponsor acknowledgements for the tables and areas that are spon-sored for an acknowledgement in our event. Some of our own companies have print-shops let’s be creative.

Please feel free to contact me with any questions or suggestions: Donna Beaupre, C.P.M., CPPB dbeaupre@novell.com 801-861-1752

Page 9

Utah Purchasing Newsletter

NAPM-UTAH Board David B. Stokes President Anna Worthington, Vice President Toni Johnson, Secretary Garth Slater, Treasurer Steve Mastin, Central Utah Branch Director Jerilyn K. Midthun, Past President Board Members: Donna Beaupre Robert Stipanovich Mary Louise Hughes Claudine Peterson Chad Barrett Susan Fowler Greg Adams, Communication John Carpenter, Certification Steven Cherecwich, Web Master Claudine Peterson, MemberRoster Edith Rodriguez, Education Mary Louise Hughes, Newsletter

Page 9

We are on the Web!www.napmutah.org

If you wish to contribute an article, or items of interest, please submit material to Mary Louise Hughes at mlhughes@purchasing.utah.edu

CPSM 3 Exam Course

Part 1 will be held September 23rd—5:00 p.m.—9:00 p.m.

A Salt Lake City area location is TBD.

Parts 2 and 3 will be scheduled following the initial class.

If there is enough interest in the Utah County area I would be

happy to hold a separate course in the Provo-Orem area on

September 22nd.

I strongly emphasize to job seekers to join LinkedIn @

http://www.linkedin.com/groups?mostPopular=&gid=1628157, get on NAPM

-Utah Group page, utilize the network connections available

and network through LDS Employment Services. The job

coaching, mentoring and skill set they provide are invaluable

in the search for a better opportunity.

Certification and Employment News

Kudos!

Tiffany Sorenson from SLC Corporation received her CPSM on May 27 Ben Fullmer received his C.P.M. on June 30th John Mendenhall and Eric Thomas from Novell received their CSPM awards Greg Bertola from the LDS Church received his CPSM on July 20th

John Carpenter, C.P.M., CPSM Certification & Employment

Chairman—NAPM-UT

Resume Tips

Page 10 Purchasing Newsletter

10 phrases you should ban from your resume

1. "I'm a Team-Player." This is one of the most over-used cliches, so try to find a way you can show that you are this team player. Did you collaborate with someone or with a department to meet an objective? Put that on your resume instead of a vague, cliched expres-sion. Be detailed about your achievement. 2. "I Have Great Communication Skills." Communication skills can mean so many things, which is why using this term on your resume only makes you lose your recruiter's interest. What communication skills did you use to contribute to your employer? Did you create a presentation, a press release or lead a conference call? State your specific achievement. 3. "I Have a Proven Track-Record." So prove it! What did you do to give you this

track record? Be specific, and try to quantify your impact; "I brought in 10 new cus-

tomers, adding $50k profit for 2009" sounds far more impressive than some vague

statement, and will help you stand out among the dozens of resumes.

4. "I'm a Problem Solver."

Everybody loves a problem solver, which is why so many resumes state this

skill with pride. You can do better: tell your prospective company what problem

you solved. Did you optimize a troubling schedule, did you solve an employee dis-

pute or did you iron out a problem with a customer? Again, be specific to be memorable.

5. "I Assisted In X Task."

Maybe you weren't the lead on a particular project, but saying you "assisted" is

the kiss of death for your resume. What was it that you did? Did you write a sales

report or keep inventory? Write that on your resume with pride, and lose the

"assisted" - you're better than that.

6. "I Have a Strong Work Ethic."

A strong work ethic - that sounds great, right? You're not the only one using

this cliche, so freshen up your resume by stating how you go that extra mile. Did

you take a class to improve your skills? Did you meet some really tough deadline?

Show the hiring official what makes you this person with a strong work ethic, in-

stead of using another cliche like your fellow applicants.

7. "I'm Bottom-Line Focused."

Another hollow term that is overused and now means nothing - so show

what you did that added to the bottom-line of your company. It's very impor-

tant to quantify for this skill: list amounts of money, time, or resources you

saved or added to the business 8. "I'm Responsible For X." We're all responsible for something when we go to work, whether a jani-tor or a CEO. Drop this expression and just state what your job title is and what you added to the company's success. Cutting these clutter words will make your resume stronger and more to-the-point. 9. "I'm Self-Motivated." What you're really trying to say is that you're not that slacker who clocks out at three every day, but this cliche is not going to help you get your point across. Find a way to show that you're self-motivated: did you overhaul a bro-ken inventory system, or find a new way to expand your sales territory? Self-motivated employees find innovative ways to improve on what they've been handed - put what you actually did on your resume. 10. "I'm Accustomed to a Fast-Paced Environment." What does this mean, exactly? Fast-paced work environments are the norm in this recession, where most people do more work for less money. To be specific, look at one of your busiest days in your (former) job. What did you accomplish, and how did you adapt to the obstacles thrown your way? Put that achievement on your resume to prove that you can adapt when chal-lenged - a quality employers look for."

article by Fleur Bradley

Resume Tips, Continued

Utah Purchasing Newsletter Page 11

Page 12 Purchasing Newsletter

News Flash—New CPSD Certification

Coming Soon… Certified Professional in Supplier Diversity (CPSD). ISM announces a new professional designation for

supply management professionals whose responsibilities include supplier diversity. This designation also deliv-

ers added value to business leaders and other team leaders who participate in the development of diverse

supplier initiatives within the organization.

What is the new designation? The CPSD (Certified Professional in Supplier Diversity) is a professional designation for supply professionals

who demonstrate knowledge, skills and expertise in supplier diversity. CPSD is also for business professionals with responsibility for strategic diversity initiatives. This professional designation demonstrates to your em-

ployer, your colleagues, your suppliers and even your customers that you are serious about helping your or-

ganization and diverse suppliers succeed.

Why should you pursue this designation? Successful organizations maintain an edge, especially in this competitive marketplace. The value of supplier

diversity is that it gives your organization a distinction that shows your commitment to diversity through

strong relationships with your suppliers and all stakeholders. A solid supplier diversity program creates op-

portunities to partner with innovative or otherwise untapped resources and markets. Addition-

ally, having the CPSD designation is instant recognition that you and your organization are on

the right track.

What are the requirements for the CPSD? Successfully pass Exam 1 of the Certified Professional in Supply Management® (CPSM®).

Successfully pass the CPSD exam. 3 years of experience with a Bachelor's Degree from a regionally accredited college or univer-

sity or international equivalentOR5 years of experience without a Bachelor's Degree.

Stand out among your peers when you earn the CPSD.

ISM will deliver pilot exams for the CPSD beginning early November, 2010. If your affiliate is interested in hosting a pilot exam or if you would like to receive CPSD updates, please complete the form at http://www.ism.ws/certification/content.cfm?ItemNumber=20529.

CPSD Content:

CPSD Exam: Policies and Planning

Sourcing/Supplier Development

Finance/Budgeting

Metrics/Oversight

Training and Development

Advocacy/Marketing/Outreach

CPSM Exam 1: Contracting and Negotiations

Cost and Finance

International

Social Responsibility

Sourcing

Supplier Relationship Management

Questions? Contact:

Jan Miller

Vice President, Affiliate Support Institute for Supply Management, Inc.™ 2055 E. Centennial Circle (85284) P. O. Box 22160 Tempe, AZ 85285-2160 (480) 752-6276 x3113 (800) 888-6276 x3113

Page 13 Utah Purchasing Newsletter

CERM Workshop

CERTIFIED ENTERPRISE RISK MANAGER®

CERM®

UPDATED NEWS RELEASE (August 6, 2010) Contact:

Greg Hutchins PE

503.233.1012 or 800.COMPETE

Gregh@europa.com

QualityPlusEngineering.com

Seattle ASQ section and Quality + Engineering are offering the Certified Enterprise Risk Manager® (CERM)

certificate program in Seattle. For more information, please visit:

http://www.qualityplusengineering.com/CERM.html

Four integrated risk management workshops are offered in Seattle, Washington:

Volatility, uncertainty, complexity, and ambiguity are challenging all organizations. Every day there seems to

be a „Black Swan‟ event that is occurring. A „Black Swan‟ event is a seemingly low likelihood, but high impact,

catastrophic event, such as the Gulf oil spill, Toyota recalls, lettuce ecoli, and volcanic eruptions. Risk man-

agement is now considered a core skill for all professionals. A recent survey of 1,500 chief executives by

IBM concluded:

“Global complexity is the foremost issue confronting these CEOs and their enterprises. The chief

executives see a large gap between the level of complexity coming at them and their confidence

that their enterprises are equipped to deal with it.”

Source: May 19, 2010, Business Week.

The solution to managing volatility, uncertainty, complexity and ambiguity is enterprise risk management

(ERM). Harvard Business Review (HBR) offered the following quote:

“I think we now live in an era when many of the concerns in running organizations are being re-

framed in terms of risk, which suggests that risk professionals are likely to rise to the top.”

Source: October 2009, Harvard Business Review.

For more information, please contact:

Greg Hutchins at 800.COMPETE or 503.233.1012

Workshop Title Dates

Process Risk Management (Value Added Auditing®) September 27/28

Project Risk Management October 28/29

Enterprise Risk Management November 11/12

Supply Risk Management December 9/10