7:30 – 8:30 a.m.
Registration, Continental Breakfast and Exhibits
8:30 – 9 a.m.
A Case of Telecom Negotiations Gone Awry: The Chairman’s Welcoming Remarks & Introductions
Hank Levine – Levine, Blaszak, Block & Boothby
9 – 10 a.m.
The Unique Nature of Telecom and Network Services
Laura McDonald – Levine, Blaszak, Block & Boothby
The laws and regulations governing local, intrastate, interstate, wireless and Internet services continue to evolve. But many of the hurdles and nuances that you’ll confront in a telecom or network deal – now or in the future – relate to events of the past 20 years that continue to reverberate through the market. In this session we’ll separate carrier myth from reality in the rules governing vendor price flexibility, the true application of regulatory fees, and the authority to negotiate custom terms and conditions.
10 – 10:20 a.m.
Refreshment Break & Exhibits
10:20 – 11:35 a.m.
The Telecom Procurement Process I – Settings & First Principles
Jack Deal & Joe Schmidt – TechCaliber Consulting;
Ellen Block & Hank Levine – Levine, Blaszak, Block & Boothby
Telecom contract negotiations demand thorough preparation. In this two-part session, we’ll give you an exclusive list of proven tips you need to get started. Learn the single most important factor you bring to the table (HINT: It’s not how much you have to spend). Listen as our panel of procurement pros shoot down the myth that large, long-term revenue commitments are required to land rock-bottom rates. Discover the most important elements in your pre-negotiation planning and how to assemble your negotiating team.
11:35 a.m. – 12:45 p.m.
The Telecom Procurement Process II – RFPs & Key Business Terms
Jack Deal & Joe Schmidt – TechCaliber Consulting;
Laura McDonald & Hank Levine – Levine, Blaszak, Block & Boothby
Discover the best way to structure an RFP and learn how to pinpoint the essential baseline traffic and spend information you must have to lay the groundwork for your voice, traditional data, MPLS, VoIP and LAN/WAN managed services deals. Be able to drill down into vendor proposals and lock in the most competitive terms, anticipating and fending off tricky vendor end runs around your negotiating team. Find out how to document and maintain the favorable terms promised by vendors during sales cycles – and how to prevent any erosion of those terms as you finalize a contract or amend it in the middle of a contract term.
12:45 – 2:00 p.m.
Luncheon & Exhibits
2 – 3:20 p.m.
Key Terms & Fine Print I – Payment Terms & Commitment
Hank Levine, Ellen Block & Deb Boehling – Levine, Blaszak, Block & Boothby
Regardless of the size, scope or mix of services, every successful deal contains scores of terms and conditions. Sometimes they lurk in service guides and other vendor-posted Web sites. In this unique session, you’ll learn which key terms — like rate stability, taxes and surcharges, installation and disconnect charges, invoice details, volume and other minimum commitments — matter to your company and how they work their way into actual contracts. You’ll learn how to avoid such menacing conditions as straitjacket exclusivity clauses, deftly hidden sub-commitments, budget-busting shortfall and termination penalties, worthless rate review and business downturn clauses, and more.
3:20 – 3:40 p.m.
Refreshment Break & Exhibits
3:40 – 5 p.m.
Key Terms & Fine Print II – Service & Operational Issues
Hank Levine, Laura McDonald & Deb Boehling – Levine, Blaszak, Block & Boothby
Remember, your deal really begins when the contracting process ends – so it is critical that your agreement protect you through the life of your deal. In this session, you’ll learn how to identify and fight for key provisions that are often overlooked but critical to the successful ongoing operation of your network. Find out how to make sure network migrations, upgrades and implementation of MPLS and other new services go smoothly. Learn how to ensure you get the account team support and management reports you need and that service quality guarantees are reasonable and enforceable. Understand the key elements of contract “boilerplate” and learn how to duck them or make them work for you.
5 – 6:30 p.m.
Networking Reception & Exhibits
