Healthcare Procurement & Supply Chain ME

Healthcare PROCUREMENT

AND SUPPLY CHAIN ME

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AN BEF D S OR AV E 18 EU A P T PR O IL 2 US 01 $1 3 ,19 8!

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3-5 June 2013

Dubai International Convention & Exhibition Centre

Developing strategic procurement functions to optimise operations, D dA E ir support business growth and ensure patient safety The FIRST regional gathering of leading healthcare procurement and supply chain experts sharing winning strategies to efficiently reduce costs and drive performance TOP 5 REASONS TO ATTEND:

Practitioners

Tas Pepito

Project Director Johns Hopkins Medicine Kuwait Regional Office Kuwait

Eng. Turki Al Qahtani

1

Network with supply chain leaders and discuss best practices to overcome challenges faced in healthcare purchasing cycles

2

Discover how to promote innovation in procurement and supply chain

3

Learn best practices to reduce costs, measure performance and drive efficiencies throughout the supply chain

4

Understand how to establish an integrated procurement function that is aligned to your business goals

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Practically implement change management strategies and gain top management buy-in to develop strategic procurement

PLUS!

Featuring Senior Level

Guest Keynote Address by:

Director, Corporate Medical & Industrial Planning, Procurement Services, Logistics & Contracts Management, National Guard Health Affairs, KSA

Karima Ajhar Hakim

Materials and Procurement Director Bellevue Medical Center Lebanon

Haytham Etemad

Head of Procurement and Contracts Sidra Medical & Research Center Qatar

Khalil S. Rabie

Pharmacy Director American Hospital Dubai UAE

Clendon Raines

Colleen Cusick Director, Materials Management The Johns Hopkins Hospital, USA

Senior Director, Supply Chain International Medical Center KSA

Sharing insight into how she developed and implemented the supply chain value analysis programme including both clinical and non-clinical staff.

Kenneth W Perry Chief Financial Officer Corniche Hospital UAE

Adel A. Kowaider

DON’T MISS! THREE Post-Event Workshops

Wednesday, 5 June 2013

➧ Effective negotiation strategies in healthcare procurement ➧ Designing high performing procurement teams

Head of Supply Chain Agreements Supply Chain Management King Faisal Specialist Hospital and Research Centre, KSA

Ravi Dhir

CEO Healthcare MENA Limited UAE

➧ Procurement strategies for major capital projects Part of

And many more…

Media Partner

Organised By

www.iirme.com/healthprocurementme

Transforming Your Procurement Department From A Cost-Center To A High-Performing Revenue Generator There is a tremendous drive to reduce costs in the healthcare industry in the region. Best-in-class procurement and supply chain departments are known to create more savings, lower operating expenses, achieve a greater percentage of spend under management and enjoy higher contract compliance than others.

IIR Middle East’s Healthcare Procurement & Supply Chain ME is the region’s ONLY conference dedicated to professionalising procurement and supply chain functions across Middle Eastern medical facilities. Bringing together leading practitioners from public and private sectors, the conference will provide delegates with proven strategies for increasing efficiencies, reducing long-term costs and transforming procurement and supply chain into strategic functions that support world class patient care in the region.

The conference will fuel a better understanding of the fundamentals of health procurement and supply chain activities, address supply chain bottlenecks and promote innovation to transform procurement and supply chain into strategic functions.

Who should attend and who will you meet?

C-level / VPs / Directors/ Heads and Managers of: ● Procurement ● Purchasing ● Supply Chain ● Sourcing ● Category ● Contracts ● Capital Projects ● Buying ● Logistics ● Material Management ● Warehousing ● Finance

Geographical breakdown: UAE

What’s in it for you and your procurement/SCM team? ✔ FACE TO FACE MEETINGS with leading practitioners through interactive sessions ✔ INSIGHT into applicable solutions to the main challenges faced by healthcare procurement, supply chain and purchasing professionals

Bahrain KSA Qatar Kuwait Others

✔ VALUE ADDED STRATEGIES for your organisation to effectively build and establish procurement and supply chain functions that support business objectives ✔ LATEST INTELLIGENCE on procurement technologies from leading providers in the region ✔ CRITICAL INFORMATION on sourcing suppliers, setting KPIs, tendering and contracting as well as pharma compliance ✔ PROVEN STRATEGIES for effective capital projects and inventory management

Sponsorship Opportunities Leverage the Healthcare Procurement and Supply Chain Summit to position your brand as a leader for procurement and supply chain expertise and solutions for the fast growing healthcare sector in the Middle East.

With the rapid professionalisation of procurement in the Middle East, healthcare executives are keen to learn proven strategies and technologies that they can implement in their business; from structuring a procurement function and recruiting a procurement team; measuring and monitoring procurement functions; ensuring streamlined processes with other business disciplines to effectively leveraging scale in procurement across facilities.

Multiple opportunities include: ◆ Chairmanship of plenary sessions ◆ Workshop delivery ◆ Presenting market critical expertise to the plenary audience ◆ Breakfast briefing hosting ◆ Lunch hosting ◆ Targeted stage and venue branding ◆ Expertise showcase through extensive web and e-marketing campaign ◆ Much more…

Contact Michael Moffat on +971 (0)4 407 2716 or sponsorship@iirme.com for further details on customised branding and sponsorship packages to suit your needs.

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Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/healthprocurementme

Conference Day One

Monday | 3 June 2013 Diversifying your supply base in key product categories to balance the challenge of over-reliance on limited certified dealers in other product categories • Conducting thorough and accurate supplier assessment criterion to ensure quality, value, support and long-term trust are achieved • Effective global/local sourcing strategies to develop business relationship with suppliers while minimizing cost and improving business profitability.

Adel A. Kowaider, Head of Supply Chain Agreements - Supply Chain Management, King Faisal Specialist Hospital and Research Centre, KSA

08.00 Registration and morning refreshments

•

09.00 Chairman’s opening remarks

CHANGE MANAGEMENT

10.15

11.00

Morning refreshments and networking

11.30

Sourcing and managing suppliers, agents and manufacturers to build a sustainable, secure and controlled supply chain via Agreements • Activating the role of Supply Chain Agreements to ensure continuous provisioning of services at all times • Eliminating unnecessary time and efforts associated with obtaining offers, enhancing the planning and forecasting functions, decreasing the quantity of stored items that will positively reflect on cash-flow along with minimizing storage area

SOURCING SUPPLIERS

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Step Change Strategies: Transforming procurement and supply chain from operational to strategic functions in healthcare procurement • What does a high-performing strategic procurement function look like? Moving from a cost center to a revenue generator • Ensuring senior management buy-in to implement a topdown approach that is likely to be adopted by all tiers of the procurement and supply chain functions • Managing the unsettling change process in teams more comfortable with operational strategies • Aligning the procurement team’s strategy with overall business targets and objectives to maximise the value to the organisation • Effectively communicating the benefits procurement brings to a business, beyond cost savings, to raise the function in the eyes of the board Jim Wagner, Ex - Director, Supply Chain Management, Cleveland Clinic Abu Dhabi, UAE

TECHNOLOGY PLATFORMS

Integrating procurement platforms with hospital management systems to improve patient care • Ensuring that the procurement division has the most appropriate tool to support the facility’s projected growth and specialism • Leveraging the capabilities of various technologies across the facility to improve communication between administrative, clinical, financial and procurement teams • Synchronising information flow to improve efficiencies, reduce waste and manage long-term costs

12.45

Lunch and refreshments

13.45

Implementing effective utilisation assessments to improve efficiencies and reduce disposal • Introducing information management systems across a digitised hospital to accurately capture product utilisation • What type of data can automated information systems highlight to improve the procurement logistics?

• Assessing the use of perishable and “low volume/high value” products to ensure accurate procurement levels and release pockets of cash caught in the inventory • Procuring items of special request and physician preference needs Karima Ajhar Hakim, Materials and Procurement Director, Bellevue Medical Center, Lebanon

UTILISATION

LEADERS IN PROCUREMENT

PANEL DISCUSSION 09.30 The changing dynamics of procurement leadership and teams in Middle Eastern healthcare facilities • How are the roles of senior procurement and supply chain professionals changing with the rapidly evolving healthcare landscape in the Middle East?

• Demographics and disease mix: What are the emerging trends in demand for healthcare services in the Middle East and how does this impact the procurement division’s role?

• To what extent is it possible to remain focused on the bottom line while also driving innovation and long term business objectives and aligning them with organisational growth?

• Debating what the biggest challenges to the healthcare procurement profession will be over the next five years and questioning to what extent the regional market is ready • Procurement Priorities: What categories will pose the greatest challenge to regional leaders in 2014? Capital build, clinical, pharma, sterile, non-medical items etc.

Tas Pepito, Project Director, Johns Hopkins Medicine Kuwait Regional Office, Kuwait Eng. Turki Al Qahtani, Director, Corporate Medical & Industrial Planning, Procurement Services, Logistics & Contracts Management, National Guard Health Affairs, KSA Kenneth W Perry, Chief Financial Officer, Corniche Hospital, UAE Ravi Dhir, CEO, Healthcare MENA Limited, UAE

12.15

14.30

TENDERING & CONTRACTS

Global excellence in healthcare procurement The Middle East is rapidly transforming into a global centre of innovation and excellence in healthcare. With this transformation, the demand for world class products, innovative processes, and state-of-the-art facilities is increasing significantly. This visionary address will provide you with insight on how the John Hopkins Hospital has transformed its supply chain team. Hear about the challenges they faced and how you can implement similar strategies to reduce waste and reap major rewards.

Colleen Cusick, Director, Materials Management, The Johns Hopkins Hospital, USA

15.15 SOURCING SUPPLIERS

GUEST KEYNOTE ADDRESS

09.10

15.45

Effectively managing the tendering and contracting process within your facility to ensure competitive contracts • Reviewing the current tendering models being utilised across public and private sector facilities across the GCC • Retaining control on the tendering process to ensure “request for quotations” meet the facility’s strategic goals • Innovative tendering processes that can be adopted to increase efficiencies and maintain strategic relationships with suppliers • Implementing a robust contract management framework within the organisation • Public Tendering Processes: Key strategies to improve time efficiencies and ensure cost-effective yet valuable bids Haytham Etemad, Head of Procurement and Contracts, Sidra Medical & Research Center, Qatar Designing and structuring a high performing procurement function that supports and delivers the overall facility business strategy • Conducting accurate assessments of past, current and future team performance to correctly identify areas of weakness and pinpoint high performers • Attracting future performers: What qualifications, attitudes and skills are required to excel within procurement?

• Accurately structuring a lean business unit to reduce overheads yet harbour creativity and innovation in developing the procurement function • Creating a resourcing plan aligned with the future demands of the business in periods of rapid growth Closing remarks and end of day one

Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/healthprocurementme

Conference Day Two 08.00 Registration and morning refreshments

12.10

09.00 Chairman’s opening remarks

AMERICAN HOSPITAL CASE STUDY

10.25

BREAKOUT ROUNDTABLE DISCUSSIONS These breakout roundtables will enable you to gain in-depth knowledge on critical areas of procurement and supply chain strategies in order to help you to evaluate the implications to your facilities as well as patient care through interactive discussions.

Choose ONE of these round tables: ➧ Effective Supplier Management and KPIs Clendon Raines, Senior Director, Supply Chain, International Medical Center ➧ Implementing Change Management Tas Pepito, Project Director, Johns Hopkins Medicine Kuwait Regional Office, Kuwait ➧ Developing tendering and contracting processes Haytham Etemad, Head of Procurement and Contracts, Sidra Medical & Research Center, Qatar Morning refreshments and networking

11.30

Effective procurement strategies for capital construction projects • Evaluating capital projects both from a strategic perspective and financially before allocating spend and ensuring supply chain is involved from the start of project planning.

• What you should know about working with experienced project managers to ensure that facilities are fit for purpose and designed efficiently and assessing other skill sets needed to ensure a successful project • Ensuring that you acquire the right equipment, at the right price and have it delivered and installed on time and assessing strategies to include clinicians into the mix • Analysing capital cost versus operating cost and understanding what happens once the project is commissioned Kenneth W Perry, Chief Financial Officer, Corniche Hospital, UAE

CAPITAL PROJECTS

11.00

13.40

Implementing and customizing a forecasting engine that fits with health care requirements • Using new technologies to integrate all supply chain processes with the Demantra module • Reviewing best practice approaches to “inventory stock taking” to select the most appropriate for your organisation • Involving all users, administrative and clinical in the process by using Demand Management module • The need of Demantra for all expansions and new projects Eng. Turki Al Qahtani, Director, Corporate Medical & Industrial Planning, Procurement Services, Logistics & Contracts Management, National Guard Health Affairs, KSA

DEMAND PROCESS MANAGEMENT

Lunch and refreshments

14.20

SUPPLY CHAIN STRATEGY

WORKING WITH PHYSICIANS

09.45 Effectively developing trusted and mutually respectful relationships with physicians and other clinicians to gain buy-in • How to break down traditional barriers between procurement and physicians and other clinicians to gain an accurate understanding of motivations, practicalities and alternative solutions • Motivating physicians and other clinicians to reduce costs by effectively demonstrating the impact alternative product selection can have on the department’s bottom line • Working together to source alternatives to Special Request and Physician Preference Items that meet clinical requirements without excess spend • Speaking their language: Understanding the key data, terminology and evidence-based decision that will improve the working relationship Colleen Cusick, Director, Materials Management, The Johns Hopkins Hospital, USA

Implementing inventory management to maintain supplies, ensure patient safety and reduce wastage • Reviewing best practice approaches to inventory stock taking to select the most appropriate for your organisation • Implementing procurement of registered and unregistered drugs • Understanding how to maintain supplies that meet potential growth demands without wastage • How to be a good negotiator Khalil S. Rabie, Pharmacy Director, American Hospital Dubai, UAE

12.40

15.00

CASE STUDY

SUPPLIER MANAGEMENT & KPIs

09.05 Implementing strategic Key Performance Indicators (KPIs) to ensure maximum value from suppliers and manufacturers • Communicating the long term business value of strategic relationships to both sides of the table • Defining clear financial and non-financial KPIs to accurately assess the performance, value and risk of any supplier to your business • Managing non-performers: Strategies for protecting your business by identifying the early signs of non-performing suppliers • Empowering the division to take ownership of strategic alliances • Creating preferred supplier agreements to maintain long-term high-value relationships Elhadi Hassan, Corporate Finance Director, Al Noor Hospital Group, UAE

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Tuesday | 4 June 2013

15.45

Engineering a lean, fit-for-purpose supply chain strategy to meet the demands of a growing hospital • Assessing the weaknesses and potential risks that your current supply chain poses to business continuity and patient safety • Designing an end-to-end supply chain strategy that meets the changing demands of Middle East patient care • Effective manpower and resource planning to ensure in-house capabilities that meet potential growth demands • What improvements can technologies provide to healthcare supply chains?

• Which segments of your supply chain can be outsourced safely to reduce costs without compromising quality?

Tas Pepito, Project Director, Johns Hopkins Medicine Kuwait Regional Office, Kuwait Effectively managing contracts for Healthcare projects and integrating procurement platforms with Information Management Systems • Going paperless: Ensuring that the procurement division has the most appropriate tool and synchronising information flow to improve efficiencies, reduce waste and manage long-term costs • Ensuring purchasing process integration with SAP through material management as well as setting corresponding policies and procedures • Evaluating crucial points to consider whilst negotiating contracts for major/capital medical equipment and services Bassem Samir Hamade, Contracting and Purchasing Manager, AlMashfa Hospital, KSA Closing remarks and end of day two

THE EARLIER YOU BOOK

THE MORE YOU SAVE!

BOOK BEFORE 18

APRIL

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AND SAVE UPTO US$1,198 WWW.IIRME.COM/HEALTHPROCUREMENTME

Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/healthprocurementme

Post-Conference Workshops

Wednesday | 5 June 2013

WORKSHOP A:

Effective Negotiation Strategies In Healthcare Procurement Workshop A runs from 08.30 – 12.30, with lunch served afterwards. Registration begins at 08.00.

Negotiation with healthcare suppliers needs to be more strategic.

This interactive workshop covers the processes, practices and picture of a good negotiator; evaluates ways to diagnose the effectiveness of negotiation processes and practices within an organisation; details how to train staff and assesses the reality behind partnerships as well as win/win negotiations through examples of success and failure.

Objectives:

• • • •

To explore and explain the things that make healthcare negotiation different To dissect and discuss the reasons why a more strategic approach is required when dealing with healthcare suppliers To share an approach to developing a negotiation strategy which has been found to be successful in the healthcare sector To remind ourselves how good negotiation practice differs from bad negotiation practice

Topics Covered:

Is healthcare negotiation different from negotiation in other sectors?

What does a negotiation strategy look like?

What does a good negotiator do differently in healthcare procurement?

How good a negotiator are you?

Action Planning

• • • • •

Workshop Leader:

Eric Evans Former Head Of Procurement, NHS, UK

Eric is the former Head of Procurement for the NHS in the UK. In addition to this he has run consulting assignments for a number of healthcare providers and medical, surgical and pharmaceutical suppliers. He frequently works in the Gulf Region as well as in Africa, Asia and North America. He has just concluded a series of supplier negotiations worth in excess of £750 million. The sessions he runs are therefore intensely practical and have been proven in negotiations with suppliers that you almost certainly engage with. Eric has written three books on procurement and negotiation, including Mastering Negotiations published by Thorogood.

WORKSHOP B:

WORKSHOP C:

Procurement Strategies For Major Capital Projects

Designing High Performing Procurement Teams

Workshop B runs from 13.30 – 17.30. Registration begins at 13.00.

Workshop C runs from 13.30 – 17.30. Registration begins at 13.00.

Capital projects are typically very large investments and external capital spending can represent a big amount of a project’s total budget. This interactive workshop delves into the criticality for healthcare procurement teams to be prepared and dedicated to capital-procurement functions and strategies, to regularly update their supply strategies for important equipment and service categories, as well as clearly define core processes.

Today, procurement teams in medical facilities face unique challenges and opportunities resulting from increasing competitiveness and accelerating globalisation. It has become essential for hospitals to reassess their existing strategy and continuously validate the effectiveness of procurement and SCM teams based on current and future business environments and growth.

Objectives:

• • • •

Upskilling the procurement team to prepare for major capital project delivery: What skills and product category improvements are required?

Working with experienced project managers to ensure that facilities are fit for purpose and allow for major inventory and materials management changes in the future Capital equipment procurement: Ensuring the right products are procured taking into account future growth, change of physician and product obsolescence Innovative cost sharing solutions with manufacturers and contractors to reduce the capital outlay and manage future cashflow

Objectives:

• • • • • •

Evaluating what a high-performing strategic procurement team looks like Conducting assessments to correctly identify areas of weaknesses and strengths Structuring a lean unit to enhance innovation and reduce waste Aligning the procurement team’s strategy with overall business targets and objectives to maximise the value to the organisation Understanding the importance of effective management and responsive sharing of business information Evaluating what qualifications, attitudes and skills are required to excel within procurement for employee development and new recruitment

Workshop Leader: Lead This Workshop If you are interested in leading this workshop, please contact Michael Moffat on +971 (0) 4 407 2716 or sponsorship@iirme.com

James Wagner, Ex - Director, Supply Chain Management, Cleveland Clinic Abu Dhabi, USA

James is the former Director, Supply Chain Management at Cleveland Clinic Abu Dhabi. An innovative professional with more than 20 years of experience in operations management, strategic planning, client/supplier relations, contract negotiations, budgeting, purchasing and inventory/cost control and staff recruitment, training, supervision and mentoring.

Sponsorship Opportunities Partnership opportunities available! Would you like to meet a highly targeted audience of decision makers in Healthcare Procurement & Supply Chain from the biggest regional and international companies?

Contact Michael Moffat on +971 (0) 4 407 2716 or sponsorship@iirme.com for further details on customised branding and sponsorship packages to suit your needs.

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Tel: +971 4 335 2437 | Fax: +971 4 335 2438 | Email: register@iirme.com | Web: www.iirme.com/healthprocurementme

Healthcare PROCUREMENT

AND SUPPLY CHAIN ME 3-5 June 2013

Dubai International Convention & Exhibition Centre

Five Easy Ways To Register +971 4 335 2437

+971 4 335 2438

IIR Holdings Ltd. P.O Box 21743, Dubai, UAE www.iirme.com/healthprocurementme register@iirme.com

AZ3027

PLEASE  THE SESSION/S YOU WISH TO ATTEND: 3 - 4 June 2013

5 June 2013

CONFERENCE

WORKSHOP B – pm or WORKSHOP C – pm

WORKSHOP A - am

Early Bird 1 Register by 18 April

Early Bird 2 Register by 2 May

Standard Rate Register after 2 May

3 Night Residential Package* Conference & 2 Workshops

US$3,208

US$3,408

US$3,608

Conference & 2 Workshops

US$2,799

US$2,999

US$3,199

Conference & 1 Workshop

US$2,399

US$2,599

US$2,799

Conference Only

US$1,999

US$2,199

US$2,399

Workshop Only

US$599

US$699

US$799

*Residential Package includes three nights’ accommodation and access to the Conference plus two Workshops

GROUP DISCOUNTS AVAILABLE CALL: +971 4 335 2483 E-MAIL: a.watts@iirme.com

Conference fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

All registrations are subject to our terms and conditions which are available at www.iirme.com/terms. Please read them as they include important information. By submitting your registration you agree to be bound by the terms and conditions in full.

DELEGATE DETAILS First Name:

Surname:

Job Title: Company: Address: Postal Code: Tel:

Country:

City: Mobile:

Fax:

Email:

PAYMENTS A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event.

EVENT VENUE:

Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible.

Visas for non-GCC nationals may take several weeks to process.

Dubai International Convention & Exhibition Centre Tel: +971 4 332 1000

CANCELLATION

ACCOMMODATION DETAILS

If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge. Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.

We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971 4 407 2693 Fax: +971 4 407 2517 Email: hospitality@iirme.com

PR/AS

BU3909

Purchasing/Supply Management

© Copyright I.I.R. HOLDINGS B.V. D

All registrations are subject to acceptance by IIR which will be confirmed to you in writing.

Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers or topics.

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