Dan Jeffries

When marketing only wants to hear about value, but the CPO only wants to hear about savings, how can you adapt your conversation? A good procurement manager knows how to speak up and out, and once you’ve built credibility with your marketing team, you now need to sell marketing procurement to your CPO. The consequences of not having the CPO behind you can result in an underinvested department, so you need to align your goals. This session will discuss the key drivers CPOs want to hear, building your influence, and changing the outcome of the conversation so you’re no longer stuck in the middle and can deliver the results you need.

Be sure to join these interactive roundtable sessions, and take a deep dive into the specific areas you came to discuss. Opportunities to sit and learn from executives like these do not exist elsewhere. Take control of your own event experience. Don’t be shy! Ask questions (or answer them!) of other conference attendees who are dealing with the same challenges as you.
• Network with industry peers with very similar challenges, interests and responsibilities
• Take a deep dive into a niche topic in an intimate and informal setting moderated by a subject matter expert
• Don’t miss out on the discussions you want to participate in—you’ll get to select a new topic after 30 minutes

1. Contracting with Agency Groups
o Nancy Tiran, Director, Marketing & Corporate Services Strategic Sourcing, Best Buy

2. In Depth: Selling Value Metrics To The CPO
o Dan Jeffries, Owner, Jeffries Consulting

3. Achieving Supplier Diversity Within Marketing Procurement
• Louis Williams, Senior Manager – Strategic Sourcing, United Rentals, Inc.

4. Best Practices For Sourcing Startup Suppliers

5. Why Media Audits Are Necessary And How To Properly Carry Conduct One

6. Use of eAuctions in the Marketing Space
• Justin Koehn, ‎Vice President, Strategic Sourcing, SunTrust Bank

• Strategies for breaking through when selecting and working with third parties
• Emerging cost structures for buying media
• How media buys work from both a traditional and new media perspective
• Media market trends, including consumer-based predictions by channel and implications, agency-owned media trading desks, increasing integration of PR with paid media activities, etc.
• Measuring the effectiveness of advertising & media buying
• Can you hit your target demographic for a lower cost?
• How to get your media brokers to be more effective?
• Creating value by negotiating directly with the outlets where you’re placing your buy

Having the right talent on your team is a key factor for succeeding in this important and rapidly developing category. You need enough competency and maturity from both marketing and procurement perspectives to act as an effective liaison between marketing stakeholders, agencies and other marketing services suppliers to seek optimal value for the company. But how should you select your team—do you hire a marketing person and teach them procurement, or hire a procurement person and teach them marketing? What are best practice training processes? How can you the team engaged during that process?