The Vendor Management Office
Mr. Guth is available to speak at any appropriate event to help attendees understand the concept of a Vendor Management Office or related purchasing issues. The presentations described in the table below can be delivered on short notice or can be easily tailored to a specific audience.
To arrange a speaking engagement, contact Mr. Guth at stephenguth@vendormanagementoffice.com
Title |
Duration |
Basic Description |
Marketing Description |
Maximum Attendees |
Limitations |
Implementing a Vendor Management Office |
45 – 180 minutes |
Presentation on the concept of a Vendor Management Office and implementation considerations |
Considering a Vendor Management Office? Learn about the Vendor Management Office, the philosophy of vendor management, and basic considerations when implementing a Vendor Management Office |
No maximum |
None |
Negotiation Techniques |
45 – 180 minutes |
Presentation on various vendor ploys, customer counter-tactics, and customer tactics |
Ploys are bad, tactics are good. Learn the difference and how you can use techniques like the signature limit lasso, price slice and dice, and the mime to get better deals. What are three things you should never tell a vendor? You’ll have to attend this session to find out. |
No more than 100 attendees |
No vendor attendees |
Hotel Negotiation Techniques |
45 – 90 minutes |
Presentation on negotiation tactics specific to hotels, including detailed discussion on room block management, room block adjustments, and attrition |
As demand rises and supply doesn’t, negotiating your group’s business with hotels has gone from hospitable to hostile. Discover ways to get the upper-hand with hotel revenue managers and learn how to walk the fine-line of attrition. |
No more than 100 attendees |
No hotelier vendor attendees |
Contract Drafting Tricks and Traps |
90 – 120 minutes |
Detailed presentation and analysis of contract terms and conditions drafting, emphasizing drafting tactics |
A crash-course in the ins and outs of creative contract drafting. Learn tricks like getting around the parol evidence rule in your contract, expressly implied warranties, the endless indemnification, and the unlimited limitation of liability. You'll never look at contracts the same way again. |
No more than 50 attendees |
No vendor attendees |
Software License Trips and Traps |
90 – 120 minutes |
Detailed presentation and analysis of software licenses, including license grants, acceptance of software, software maintenance, and escrow |
Software can be a company’s most important asset, and protecting the license grant is paramount. Prepare for an in-depth analysis of a software license term-by-term, and take away best practices to protect your company’s investment. |
No more than 100 attendees |
No vendor attendees |
Beware Patent Trolls! |
45 – 90 minutes |
Presentation on what a patent troll is, how patent trolls came about, how to contractually avoid patent trolls, and how to respond to a patent troll’s demand letter. |
An introduction to the underworld inhabitants of patent law, called “Patent Trolls,” and their insatiable hunger for extracting tolls from unwitting organizations. Learn actionable information that you can use to protect (contractually and otherwise) your organization against the evil Patent Trolls. |
No maximum |
None |
Negotiation Skills Workshop |
Half-day or full-day |
Hands-on workshop consisting of instructor-led training and three to four instructor-facilitated group exercises: Writing RFP Requirements, Evaluating Proposals, Negotiating Price and Terms, and Contract Dispute Resolution |
This workshop focuses on the procurement process from beginning to end, from issuing the Request for Proposal to awarding the contract and beyond. The workshop uses practical examples and group-based exercises—workshop participants will actually write a mini-Request for Proposal, evaluate proposals to the RFP, negotiate price and terms as buyers and sellers, and resolve a contract dispute. Whether you are purchasing professional or just occasionally work with vendors, this workshop has something for you. |
No more than 25 attendees |
No vendor attendees |
Honorarium
Mr. Guth requires a charitable donation for his speaking engagements in the amounts described below, payable to a charity of Mr. Guth’s choosing. There is no additional fee for travel-time.
In addition, Mr. Guth requires reimbursement of all reasonable travel expenses, as well as the following requirements. Specific audio / visual needs are defined on an engagement-by-engagement basis.
